Strategic Sales Executive

THOMAS SCHORTMANN

A seasoned sales professional that has hired, trained, and managed corporate sales and technology teams for the finest corporations in the United States. Proven to exceed sales and profit goals consistently throughout his career as a Sole Producer and a Director of Sales alike.

Seeking a role that involves Consultative Selling and working with the key professionals at a world class organization.

EDUCATION & PROFESSIONAL DEVELOPMENT

Bachelors, Marketing Management

Boston College, Chestnut Hill, MA

Graduated 1984

2 years of Civil Engineering

2 Years of Marketing

University of Massachusetts, Amherst, MA

International Marketing,

Executive Training Course (30 days)

University of Michigan, Ann Arbor, MI

Misc. professional development courses

Miller Heiman – Strategic Selling

Miller Heiman – Conceptual Sales

Concepts in Matrix Management

Global Strategies in High Technology

RELEVANT SKILLS

Establishing relationships with Senior Executives (CEO, CFO, CIO, CTO, etc.)

Nurturing personal relationships with Client Executives all over the world

C-Level Negotiations & Boardroom Presentations

Collaborative Sales Experience – thrived in Matrix Environment

Selling both Products & Services successfully

Maintaining “active hunter role” regardless of title and position

CRM (Salesforce.com, ZOHO, Infusionsoft)

Auditing gaps in sales strategies to recognize revenue opportunities

Cutting through canned methodologies and theoretical solutions

Teaching management teams to form and implement sales strategies

Entrepreneurial style with the ability to lead small or large teams

Superior written/oral communication skills and the ability to present views in a clear and compelling manner

Hiring and training sales and marketing professionals

Event marketing – conferences, speaking engagements, golf tournaments, etc.

Ability to travel up to 50% both domestically and internationally

PROFESSIONAL EXPERIENCE

Direct Sales – Sole Producer

The Griffin Groupe LLC ($5 Million – Private)

2009 – Present

Managing Partner

Massachusetts

The Griffin Groupe is a national professional staffing and recruitment firm

Founded and grew the company to deliver permanent placement and consulting services to Fortune 500 throughout the United States as well as large corporations internationally

Experience delivering hiring and service solutions in virtually all industries and functions including: engineering, technology, safety, internal audit, finance, utilities, banking, insurance, manufacturing, construction and more.

Geography: North America

Key Clients: AFLAC, Johnson Controls, Sodexo, Fluor, Ceres, Edison, Kia Motors, Duke Energy, Bank of America, AdvanSix, Arco Construction

Robert Half International ($5 Billion – 16,000 employees)

2007 – 2009

Director of Financial Projects

California

Recruited from Manpower to be the Director of Financial Projects

Only professional assigned to all 9 Company Business Units nationally

Role was to locate large client projects and to bring in specialists from each group

Position added to strengthen Corporate methodology built around Telemarketing

Wrote largest retained contract for the year, CFO placed at Bandai from The Walt Disney Company ($150,000)

Geography: California

Key Clients: Yamaha, Bandai, Southern California Edison, Disney, Nestle, Tesla, SpaceX,

Boeing, Jacobs Engineering, Wells Fargo, Irvine Company

Manpower Group Experis (formerly JWI) ($21 Billion – 29,000 employees)

2003 – 2007

Director of Business Development

California

Recruited from Ernst & Young to partner with various Delivery Directors, Internal Audit, Finance, Accounting, Technology, and M&A

Secured Honda contract for $3MM after team had lost 6 months earlier

Awarded 10,000-hour annual internal audit contract at Newport Corporation after team had been removed 3 months earlier

Established a Celebrity Golf Tournament for Americas Baby Cancer Foundation

Awarded Sales Recognition Trip to St Thomas

Geography: California

Key Clients: Honda, Toyota, Mattel, Dole Foods, Nestle, Watson Pharmaceuticals, Sempra, Yamaha, Farmers Insurance Group, Oakley

Ernst & Young (Big 4 Accounting Firm - $31 Billion – 250,000 employees)

1999– 2003

California

Director of Business Development

Hired for ability to penetrate large companies and boardroom presence

Focused on Global 500 type Clients

Represented audit, internal audit, tax, and technology groups

A front-line producer with 3 or 4 Direct Reports

Selected by senior partners to identify new business at key clients

Successes included: FedEx Kinkos, Dole, Avery Dennison, Nestle, Toyota, and Honda

Exceeded Annual Sales Budgets consistently – last year $21 Million on an $8 Million Budget

Geography: Global Clients (with California Base)

Key Clients: FedEx Kinkos, Honda, Toyota, Mattel, Avery Dennison, Bank of America, Virgin America, The Walt Disney Company, Northrop Grumman, NBC Universal, Warner Bros., Boeing, Calloway

Executive Management Positions

Morton International (now Dow Chemical- $48 Billion – 56,000 employees)

California

1989 – 1999

Direct of Sales for North & South America

Recruited from 3M as National Sales Manager to restructure Sales & Technology Teams

Promoted to Director of Sales after 12 months

Managed and trained Regional Managers in strategic selling

Directed a team of 200+ Engineers

P&L responsibility

Hired and trained dozens of sales professionals

Refocused inside sales and customer service department

Led management team to a 25% increase in market share over Dupont and Competitors from Japan and Taiwan

Created and implemented a National Sales Recognition Program

North American Team secured $50 Million in new contracts in a year that both Europe and Asia were showing losses

Geography: North & South America

Key Clients: IBM, AT&T, Hadco, Johnson Matthey, Circocraft, Continental, Praegitzer, Hughes, Corning, AVX, Delco

3M (Manufacturing - $30 Billion – 90,000 employees – Fortune 92)

Massachusetts, Minnesota

1984 – 1989

Global Marketing and Sales Manager

Promoted multiple times to a position of Global Marketing & Sales Manager

$10 Million Dollar acquisition currently $200 Million+ Annual Revenues

Taught Regional Managers to form and implement productive sales strategies

Tasked with training sales professionals – new hires to 25 year veterans

Created and implemented Global Sales Strategy for Technology Acquisition

International Marketing Exchanges – Asia, Europe, and Canada

Led Training Sessions in Singapore for Technology Products

Top 1% of Marketers Globally

Top Sales Rep – 1st Year with 3M, 81% increase year over year revenue

Multiple Memberships in Sales Clubs – Achievers 2, Masquers 3, Innovators 3, Dual 3

Sold clients that had not purchased from 3M for years – GM $1MM, DEC $500K, DATA GENERAL $500K, BOSE $300K)

Geography: Global

Key Clients: IBM Endicott, IBM Austin, AT&T, Ford, GM, James River Paper, General Electric, Texas Instruments, Yamaha, Compaq, Wang Computer, Digital Equipment, Data General, Bose Corporation, Raytheon, Hadco, Siemens, IBM Sindelfingen

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