Sales Manager

JOHN HARDY

Phone: 248-***-**** Email: *********@*****.***

LinkedIn: www.linkedin.com/in/johnjhardysaleshunter

BUSINESS DEVELOPMENT EXPERT

EXECUTIVE SUMMARY

Three (3) “Sales Rep of the Year” and 13 “Presidents/100% Club” sales awards.

Closed contracts with values up to $220,000,000 with CxO level stakeholders.

Certified in “Solution Selling” and “The Executive Conversation/Value Selling”

Outstanding strategist able to deliver record breaking revenue growth.

Social Marketing Expert – quickly develops consistent pipeline and sales revenue.

Team Player who leverages collaboration of other Virtual Team members to close sales.

PROFESSIONAL EXPERIENCE

OFFICE DEPOT, INC Mar. 2017 – Present

Business Development Manager Major Accounts

Key achievements:

Closed 3 new contracts within first 5 months valued at $660K

Built pipeline of 79 “NEW BUSINESS” Opportunities worth $19M within first 8 months

Asked to rebuild Michigan Bankers Association Member Program resulting in new business of $800K and NEW business pipeline of $1M.

UBISENSE, INC. Jan. 2014 - Dec. 2015

Global leader in Real-Time Location Intelligence solutions which increase quality and worker productivity in manufacturing.

VP of Sales – North America

Recruited to develop and sell new business. Then asked to also rebuild dysfunctional direct/indirect sales and support organization. Lead efforts to redefine core messaging, sales processes and supporting sales tools.

Key Achievements:

Won/Secured contracts with the first 3 Automotive Customers in North America (GM, Honda, Tesla).

Accelerated sales cycle times from 5 years to 1.5 years at several large-dollar, new, strategic Customers.

Continued to be an individual contributor while also assuming the sales leadership responsibilities.

Implemented “Solution Selling” techniques into the sales process leading with a “business value” message.

SAP AMERICA, INC June 2012 - May 2013

Business Development

Introduced, developed and sold new SAP database, middleware and analytics software solutions to non-SAP Customers (120) in the Mid-West. Established and cultivated strong relationships with Prospect Stakeholders. Coordinated solution delivery with SAP Partners to ensure successful implementation and adoption of SAP application across the Customers’ enterprise.

Key Achievements:

Developed $ 55M pipeline of SAP solutions within 5 months (2012).

Sold several strategic pilot projects ($600K) establishing a basis for larger transactions in 2014.

Able to penetrate and develop pipeline in non-SAP accounts.

TERADATA CORPORATION June 2010 - September 2011

Business Development

Direct all sales activity in an effort to secure General Motors as a new account for Teradata. Established and cultivated strong CxO relationships. Lead all account planning and execution. Manage a personal budget of $2.5M. Analyze business and IT needs of Customer to develop value-based solutions for the Customers' Supply Chain, Quality, Manufacturing and Financial business-unit problems to increase sales, reduce cost, and streamlined business processes.

Key Achievements:

Teradata Award Recipient – Best Business Development Strategy for 2011 – North America

Consulted General Motors to build vision for analytics platform to support better business unit decision making which led to a very large Teradata implementation.

Worked with CTO to create initial reference architecture for GM’s analytical platform.

Socialized vision to CIO’s (7) and their Chief Architects securing agreement with architecture.

Identified 3 pilot projects to demonstrate the platform value (Sales/Engineering/Finance) Important

ORACLE CORPORATION Jan. 2007- Dec. 2009

Business Development Key Account Director

Directed new sales and contract negotiations for the General Motors account. Established and cultivated strong CxO relationships, coordinated sales activities and lead all account planning and execution for the Oracle extended account team. Managed a personal budget of $3.3M. Facilitated and coordinated annual meetings between Oracle and GM CxO level executives to exchange information on future business and technology initiatives. Analyzed business needs and developed NEW value-based solutions in effort to drive sales, reduce cost, and streamline business processes for GM business units.

Key Achievements:

Surpassed multiple quotas, including 131% of quota in FY07 and 101% of quota in FY08.

Secured $1.8M software contract with GMAC by establishing CXO level client relationships, leveraging Partner relationships and facilitating training seminars with key decision makers.

Secured $4M for software agreement with 3M by establishing relationship with CFO.

REYNOLDS AND REYNOLDS COMPANY Dec. 2004 - Jan. 2007

A manufacturer and provider of software applications to automotive dealerships, with $2B in annual sales.

Business Development Global Account Manager

Charged with driving new sales within the General Motors account. Established and cultivated executive-level relationships. Oversaw a $5M annual budget. Served as liaison between client and company CxO executives.

Key Achievements:

Top Sales Person Award in FY06 and also exceeded quota in FY05

Secured a $200M+ contract with General Motors. Surpassed quota by 4,260%.

Established annual/perpetual contracts with GM improving parts inventory management by establishing team of five subject matter experts, performing demos, system testing, and contract negotiations.

MICROSOFT CORPORATION Mar. 2002 - Dec. 2004

Global Account Manager

Drove new sales for General Motors and Tier 1 Automotive Supplier Accounts, including Dow, Delphi, and ArvinMeritor. Established and cultivated strong executive relationships and led account management activities for Microsoft. Managed budget of $2M to $5M per year. Provided mentoring and training to new Microsoft sales and support staff. Coordinated and facilitated annual C-level meetings between GM and Microsoft to exchange information on future business and technology initiatives.

Key Achievements:

Exceeded quota in FY03.

Secured large contract by winning a multi-competitor analysis with GM for implementation of Microsoft SQL Server database for GM’s global manufacturing systems, replacing the incumbent, Oracle.

COMPUWARE CORPORATION, Detroit, MI June 1996 - Mar. 2002

A global developer of software with $1B in annual sales.

Vice President Sales - Southeast Region

Performed strategic planning, sales management, staff development, and territory growth, while leading staff of more than 40. Grew and oversaw annual revenue budget to $100M.

Key Achievements:

Surpassed all company quotas, including 175% in FY97, 250% in FY98, 230% in FY99, and 219% in FY00.

Increased regional sales by over $80M in two years by driving new sales through the recruitment and management of the sales team for the Southeast region.

Recruited over 30 sales people and 3 sales leaders in 18 months.

Responsible for relocation to new office and maintaining highly active sales operations during office transition.

EDUCATION AND PROFESSIONAL DEVELOPMENT

Bachelor of Arts - Finance, Marketing and Sales Management

Michigan State University Howard C. Broad College of Business

Solution Selling by Michael Bosworth

In his book, Solution Selling, v1995, there is a Case Study written for “A Major Automotive Credit Company”.

oThis Case Study is a true depiction of a complex transaction that I developed and closed.

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