Sales Manager

Jerome L. Horne

**** ** ***** ***** ***’s Summit, MO 64064 C: 816-***-**** *****.*******@*****.***

DIGITAL TRANSFORAMTION STRATEGIC ACCOUNTS MANAGER

Software: ERP, WMS, SUPPLY CHAIN, EAM, MOBILITY / TECHNOLOGY / SERVICES

CAREER SUMMARY

Accomplished strategic sales professional with global experiences transforming organizations with innovative Tier One ERP, WMS, CRM, EAM, HCM, and supply-chain software. Adept at revenue generation; technology avocation; managing and building teams; retail, MFG, and distribution focus.

Objectives: Strategic sales executive; mentor; thought leader; strategist.

Fast Facts: $57MM+ Career revenues. 118% Historical quota. 700+ accounts sold – 85% net new.

Supply Chain Experience: In-depth from materials sourcing, procurement, product manufacturing, distribution, wholesale distribution, 3PL value-add, to retail (big box, regional & national chains). B2B and B2C eCommerce fulfillment.

Supply chain verticals: BMAT, CPG, electrical, food & beverage, pharmaceuticals, others

Retail Supply Chain: Auto Parts, Bass Pro, Blockbuster, Dillard’s, Wal-Mart [projects: traceability, inventory efficiency, procurement & replenishment, industry compliance, RFID]

Supply chain WMS: Blockbuster, Duracell, Tiffany & Company [projects: WMS upgrades, inventory controls, staff efficiency, industry compliance]

Supply chain major suppliers WMS / MFG: Abbott Labs, Beringer Blass, E&J Gallo, Fruit of the Loom, Gerber Children’s Wear, Johnson & Johnson, Kellwood, Kraft Foods, New Balance, Procter & Gamble, Snyder’s of Hanover, Starbucks, Unilever, Wells Lamont, others [projects: WMS, TMS, industry & government compliance, ePedigree, inventory controls, staff efficiencies, traceability, RFID]

Wholesale distribution with counter sales/retail showrooms: POOLCORP, Wholesale Electrical Supply of Houston, others [projects: eCommerce, showroom/counter sales, rental/equipment, inventory]

Skills: Closing multimillion-dollar opportunities. Building executive relationships. Crafting digital transformation Cloud and Web growth-strategies. Driving complex bid and RFX responses. Coordinating collaborations. Executive / board presentations. Complex sales. Negotiations.

Expert On:

Infor ERP/WMS Oracle / JDE ERP/WMS SAP WMS Mobility SaaS / Cloud

Challenger Sales Strategic Sales Global Business Development Client Retention Public Speaking

Risk Management Channels Change Management BI / AI Analytics Supply Chain

PROFESSIONAL SALES ROLES

STRATEGIC ACCOUNTS MANAGER 10/2015 – Present

Infor New York City, NY

Software: ERP, WMS, CRM, EAM, SCM, PLM, BI, AI. Services: Consulting, Change Management, Risk Mitigation.

At Infor, a Tier One global software company, I hunt, develop, and expand executive relations to find 6- and 7-figure digital ERP transformation projects for companies with revenues $250MM and higher within an 8-state territory.

Focus: Wholesale distribution, warehouse management, logistic, and supply chain projects.

Major Opp: Wholesale distribution replacement ERP/WMS Cloud-based project $10MM ACV subscription revenue; $28MM in consulting revenues; global implementation: 12 countries; users: 4,000. Named VOC.

Pipeline: Built ACV value over $25MM in twenty-four months; Attained $1.3MM, an 88% attainment year one.

Key Accounts: Wholesale Electric Supply Co of Houston, PoolCorp, Orgill, and many others.

REGIONAL SALES MANAGER 8/2013 – 10/2015

CD Group, Inc. (Acquired by Denovo Ventures, LLC) Peachtree Corners, GA

Software: Oracle Cloud, JDE, EBS and On-Premise Software. Services: Consulting, Managed Services, Custom.

For an Oracle Platinum business partner specializing in JDE/EBS/Cloud licensing, consulting, and implementation services, I developed and managed a 9-state net new territory that attained $2.1MM, and 110% quota in first year.

Focus: Distribution & manufacturing projects. Hunter for 6- and 7-figure engagements; sales cycles 6-9 mos.

Accomplishment: Exceeded $4.4MM in combined licensed software and services consulting.

Key Accounts: IntriCon, Fred Weber, ROHO Group, and many others.

REGIONAL SALES DIRECTOR 9/2012 – 6/2013

RFgen Software, a division of DataMAX Group El Dorado Hills, CA

Software: Mobility for ERP Enterprise Software. Services: Consulting, Implementation, Custom.

For one of the largest mobility supply chain software companies, I opened and managed a 14-state region. RFgen has ERP partnerships with Oracle JDE/EBS, SAP, Microsoft, and Deltek for traceability solutions that operate on PCs, tablets, smartphones, and industrial mobile devices. A hunter role for SMB MFG and distribution accounts.

Accomplishments: $2.2MM in direct revenues; and, $1.1MM in channel revenues.

BUSINESS DEVELOPMENT MANAGER – MAJOR ACCOUNTS 7/2011 – 9/2012

Office Depot, Inc. Boca Raton, FL

Services: Global Office and Business Technology Retailer, Major Accounts Business Division.

For a multi-billion-dollar global provider of office and technology solutions, I managed a 2-state territory in a BDM net new and named accounts role targeting SMB, strategic, and regional accounts.

Accomplishments: Generated over $1.7MM revenue and 30% YoY growth; exceeded quote by 25%.

SALES MANAGER 2/2009 – 6/2010

Midwest Office Technology, Inc. Lenexa, KS

Technology: Office Automation. Services: Office Automation Services.

Hired, trained, and led a 10-member sales force to market office automation technology and office automation services to SMB companies.

Accomplishments: Increased per transaction revenues by 40%, and improved margins 20%, by reversing sales focus from products ‘sold-on-price’ to bundled solutions ‘sold-on-value.’

EARLIER NOTABLE SALES ROLES

STRATEGIC ACCOUNT MANAGER 8/2005 – 1/2009

Markem-Imaje, a Dover Company Valance, France / Keene, NH

Software: Supply Chain Management and Product Traceability. Technology: Bar Code AutoID, RFID, Colos software.

SENIOR ACCOUNT MANAGER 11/2004 – 6/2005

Manhattan Associates Atlanta, GA

Software: Best of Breed Supply Chain Management, Distribution, and Logistics. Technology: RFID in a Box.

EDUCATION

MASTER OF ARTS University of Central Missouri

Mass Communication Warrensburg, MO

BACHELOR OF ARTS North Carolina State University

Speech Communications, Raleigh, NC

CERTIFICATIONS / CONTINUING EDUCATION

Amazon Web Services Business Professional: AWS Cloud Solutions

The Challenger Sales; Solution Selling; The Counselor Salesperson; The Versatile Salesperson; and, others

RECOGNITIONS

Salesman of the Year multiple years

President’s Club multiple years

Eagle Award winner (highest sales honor)

CONNECTIONS

Alternative email: ***********@*******.***

Blog: www.hornemobile.com

Twitter: @alphadogkc

LinkedIn: www.linkedin.com/in/jerryhorne

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