STEPHEN BACHOW

610-***-**** linkedin.com/in/stephenbachow ac8e7s@r.postjobfree.com

EXPERIENCED SALES AND BUSINESS DEVELOPMENT PROFESSIONAL

SOLUTION SELLING ACCOUNT MANAGEMENT SALES OPERATIONS Strategic sales executive with over 8 years of enterprise sales experience across multiple industries including healthcare and hybrid IT. Proven ability to drive dramatic improvements in revenues, profits, and operational efficiency by leveraging strategic client relationship skills. MBA with a track record of success closing new business through new market penetration, account development by adopting business development techniques including prospecting, problem solving, consultative selling

(Challenger sale) and proof of concepts. Trusted advisor and thought leader with a demonstrated track record of consistently exceeding annual sales targets, who develops powerful relationships internally and externally in support of business goals. Areas of Expertise

Business Development

Greenfield Pipeline Generation

Increase Sales Revenue

Demand Generation

Territory Planning

Channel Sales

End to End Ownership of

Accounts

Sales Strategy

Strategic Account Planning

Consultative & Solution Selling

Full Sales Cycle Management

Challenger Sales Training

Miller Heiman Strategic Selling (Blue and

Gold Sheeting)

SPIN Selling Techniques, Neil Rackham

Go-To Market Strategy – Product Launch

Technology Platforms

Prospecting: Proficient in RainKing,

Discover.org, LinkedIn Sales

Navigator, Marketo, Tableau,

Qualtrics

Customer Resource Management

(CRM): Salesforce.com, SugarCRM

Productivity Suite: Workday,

Concur, Mind Tickle (LMS),

BrainShark (LMS), GoToMeeting,

Zoom

Experience

Hewlett Packard Enterprise/Micro Focus NYC, NJ, PA June 2018 – October 2018 Regional Sales Manager – ITOM Commercial Sales

Micro Focus, a firm that bridges the gap between Traditional IT and new Digital Enterprise acquired Hewlett Packard Enterprise, the world’s 7th largest pure-play software company.

§ Drove sales pipeline growth of $6.5 million. Accountable for quarterbacking deals and new business as part of an ITOM territory digital sales team covering NYC, NJ, PA. Worked with channel partners including New Licenses and Support, SaaS, Upgrades, Renewals and Training.

§ Solved customer issues and led them to solution offerings through in-depth customer partnership. Penn Emblem Companies Philadelphia, PA January 2014 – June 2018 Manager of Strategic Sales Initiatives

A 75 year 3rd generation family owned business that is the largest provider of image and identification products, services, and solutions to the uniform, garment and apparel industries throughout the world.

§ Designed sales strategy and Challenger messaging for uniform rental and direct sale and other ancillary markets.

§ Developed strategic KPI’s (corporate and employee) alongside President and longstanding consulting partner to align with new corporate initiative plan.

Healthcare National Sales Manager March 2015 – January 2018

§ Accomplished an average 236% increase in YoY sales growth, turning around a business unit experiencing three-year double-digit revenue declines. Partnered with senior management to establish efficient sales strategies.

§ Grew greenfield territory revenue by 595% achieving $765,000 from $110,000 over 3-year period.

§ Increased average deal size from $5,000 to $27,500.

§ Worked with key healthcare organizations including Genesis Healthcare; Christiana Care; Trinity Health; University of Pennsylvania Hospital; Diversicare; Aramid; Golden Living; Kindred Healthcare. Healthcare Business Manager January 2014 – February 2015

§ Performed end-to-end analysis of healthcare business to establish new strategic and tactical plan (including competitive analysis matrix, marketing sales support collateral and created alignment with new direction for long-rang business focus to meet industry changes as well as economic and budgetary changes). STEPHEN BACHOW

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§ Cold called 65x prospects daily resulting in 2-3 deals per month (average deal size of $27,500).

§ Increased Healthcare Division margins by 53% for consumable offerings by identifying new logos. and strengthening relationships with healthcare organizations by selling identification solutions.

§ Awarded Best-in-Class Customer Satisfaction rating (via D.V.I.R.C) after elevating average customer rating from 3.0 to 5.0

(out of 5) after instituting new customer service training program.

§ Developed messaging strategy tailored to cost savings tying to corporate initiatives of CEOs and COOs.

§ Engaged over 550 CEO’s via surveys and customer interviews to incorporate voice of the customer into new go-to market strategy for products future state.

Gartner (Formerly Corporate Executive Board) Arlington, VA February 2012 – December 2013 Business Development, Sales Effectiveness Solutions Part of the leading research and advisory company, helping Fortune 500 organizations increase sales on average 15% with a data- driven sales methodology.

• Helped to drive sales for Fortune 500 companies in healthcare, pharmaceuticals and IT by implementing Challenger Solution selling, sales methodology, and messaging training solution and services

§ Achieved 278% of annual goal ($1.8 M) in new logo account generation with Fortune 500 organizations across multiple sectors including Medical Device, Technology, Healthcare, Pharmaceutical, Life Sciences, Media.

§ Exceeded company’s lead generation quota for 7 consecutive quarters – cold calling / prospecting. CBS and NBC Sports (Formerly Comcast SportsNet) Bethesda, MD December 2010– January 2012 Account Executive, Advertising Sales

CBS Sports Radio affiliate.

§ Generated over $120,000 of new client sales revenue. Exceeded monthly revenue in excess of quota targets each month.

§ Developed experiential sales campaigns that engrossed clients into the network (i.e., Official Fantasy Sports Doctor of the NFL)

Whereoware LLC Herndon, VA October 2009 – October 2010 Business Analyst

A digital agency specializing in email marketing, website design and development, mobile app design and development, search engine optimization (SEO) + pay-per-click (PPC).

§ Increased revenue run rate of assigned product suite (BLINK) by 60% plus per annum.

§ Constructed SWOT analysis and Marketing Mix of both competitors and company product offerings used by senior management to identify marketing and product improvements. Education

Fox School of Business Temple University January 2016 – December 2017 Master of Business Administration - Major: Strategic Management

§ GPA – 3.9/4.0. Recipient of Dean’s Certificate of Excellence

§ Fox Business Capstone – GlaxoSmithKline July 2017 – December 2017 o Developed a strategic sales plan with senior leaders focusing on sales strategy and sales effectiveness. o Facilitated workshops with senior sales leaders to identify best-in-class practices Lehigh University Bethlehem, PA August 2006 – May 2009 Bachelor of Sciences in Business Administration

Major: Consulting Management, Human Resources Management; Minor: Entrepreneurship

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