Sales Manager

James A. Nagle

Mobile: 781-***-**** Home: 781-***-**** e-mail: ********@*****.***

Professional Profile:

Experienced sales professional recognized for the ability to establish deep long-term relationships with customers and prospects.

Excellent at listening to client’s needs.

Adept at engaging both clients and prospects and turning them into business opportunities.

Proficient at navigating through large and complex organizations.

Trusted partner approach to selling.

Core Competencies:

Relationship Management

Business Development

Lead Generation

Trusted Partner

Time Management

Customer Focused

Team Oriented

Persistent

Active Listening Skills

Work Experience:

INTERNATIONAL DATA CORPORATION, Framingham, MA May, 1999 to Nov. 2017

IDC is the premier global provider of market intelligence, advisory services, and events for the information technology, telecommunications and consumer technology markets. IDC helps IT professionals, business executives, and the investment community make fact-based decisions on technology purchases and business strategy.

Sales Manager, Regional Account Manager/Industry Accounts 2011 - 2017

Senior Account Executive, Regional Account Manager/Enterprise Accounts 2005-2011

Directly responsible for US sales quota. Responsible for client focused communications, finding new opportunities for some of IDC’s larger accounts. Includes but not limited to relationship building, identifying new contacts, penetrating deeper into the accounts, closing new business as well as renewals to increase revenue.

Recipient of two President’s Club trip awards, 2014 and 2015

Senior Account Executive (2003-2011), Account Executive (2000-2003)

Responsible for selling Information Technology Research reports, multi-client studies, data-cuts and subscription services for the foremost global market intelligence and advisory firm helping new and installed base clients gain insight into technology and ebusiness trends to develop sound business strategies.

Consistent recipient of numerous awards.

Achieved growth while being recognized for ensuring the customer’s best experience.

Experience selling to and building relationships with VP’s, Director’s and Managers of Hardware, Software, Communications and Services companies through both inbound and outbound activity.

Sales Representative 1999-2000

Responsible for finding leads to sell services to CIO's, MIS Directors and other IT Professionals.

•Actively pursued and qualified new business relationships in a fast paced, very competitive environment.

•Unparalleled ability to leverage the company’s assets to enhance IDC’s image and position in the marketplace.

•Extremely successful at supporting the User sales team using creativity, high energy, drive to increase prospects awareness and interest in IDC.

Client Service Representative 1999

•Facilitated and implemented all sales strategies for the User group. Included engaging prospects and clients through educating, presenting and training companies in order to demonstrate the resources of IDC with a goal toward assisting bringing on new clients and renewing existing accounts.

•Recognized for outstanding client support and promoted quickly to Sales Representative.

Additional Experience:

SHERATON BOSTON HOTEL AND TOWERS, Boston, MA 1996 to 1998

Banquets/Auditor/Sales Support

•Discussed and executed events with a goal towards exceeding customer expectations and booking future business to meet and exceed our outlook and budget. Produced revenue journal for largest hotel in New England creating spreadsheets for statistical analysis and review.

CHICAGO/TICOR TITLE INSURANCE COMPANY, Boston, MA 1989 to 1996

Assistant Vice President/ Agency Development Manager (1990 to 1996)

Appointed officer of the company (1994)

•Designed and managed local sales and marketing within territory for a national title insurance company. Set goals, created marketing plan to meet objectives and drive usage.

Marketing Representative 1989 to 1990

•Implemented marketing and sales strategies for ChicagoTitle Insurance Company to its agents.

Education and Professional Development:

Think! Inc., Strategic Negotiation Workshop Framingham, MA

Founded by Max Bazerman, author of Negotiating Rationally and a professor at the Harvard Business School.

The Art and Science of Negotiations, Framingham, MA

A systematic model for negotiation. Building on the theory developed in the bestseller "Getting to Yes".

M3 Learning, Newport Beach, CA

Completed M3 training curriculum which included ProActive Selling.

Dale Carnegie, Boston, MA

A Human Relations Approach to Professional Selling.

New England Law, Boston, MA, J.D.

Ithaca College, Ithaca, NY, B.A., Emerson Scholarship.

Several Award Highlights:

2004 Q3 Special IDC Sales recognition – Exceptional Customer Service & Account Management,

2005 “Top Gun” President’s Club for consistent Excellence in Sales and Account Management as evidenced by the highest achievement against objectives.

2005 FY President’s Club Gold Achievement

2007 Q4 Sales Champion.

2009 Q3 Enterprise Salesperson of the Quarter, Second Highest % of Plan

2011 Promotion to Sales Manager

2014 President’s Club Trip award

2015 President’s Club Trip award

Technical Skills:

MS Word, PowerPoint, Excel, Outlook, Salesforce, Skype for Business, Web-ex

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