Sales Manager

DAVID A. RECORD

* ***** **** . ********, ** *****

585-***-**** . *******@*********.**.***

Account Manager Territory Manager Sales Executive

Accomplished Sales Professional with experience selling into verticals of:

High-Tech & Telecom ( Health Care ( Consumer Goods ( Pharmaceuticals (

Academia ( Financial Services

Demonstrated success creating and executing value-based sales propositions

that propel revenues and profitability. Skilled in establishing

relationships with key decision-makers, articulating competitive value,

exploiting new business opportunities, and priming sales pipeline.

Extensive network of contacts throughout upstate New York within Fortune

1000 market space.

Areas of Expertise:

Strategic Business Planning & Execution ( New Business Development &

Growth

SALES PERFORMANCE OVERVIEW

Innovative Solutions, Rochester, NY April 2013 to May 2013

A leading provider of IT consulting, comprehensive implementation, and

flexible support for small and large business clients. The firm assists

clients by providing strategically-aligned talent, tools, and processes

to help customers achieve their business objectives.

Account Executive / Business Development Territory: Rochester & Buffalo

V Closed consulting engagement with multi-million dollar sporting goods

distributor to provide supply chain process improvements that

eliminated manual procedures and reduced business risk.

V Cultivated relationship with major retailer leading to multiple

consulting assignments and outsourced development projects:

o Rewriting applications to facilitate migration from a mainframe

to a client server environment.

o Developing customized software applications to support a variety

of inventory, supply chain, and point-of-sale platforms.

V Proposed IT outsourcing solution for Lotus Notes administration and

support to leading regional manufacturing firm.

Identify opportunities and cultivate relationships with key decision makers

at an array of businesses in a broad range of industries to expand

Innovative Solutions' foot print in the IT consulting and project

management space.

Microsoft Corporation, Rochester, NY February 2012 to November 2012

The world's largest software company, with revenues of $70 billion.

Corporate Account Manager Territory: Rochester & Buffalo.

V Secured $4.5 million contract with Wegmans to upgrade office

productivity applications for 4,621 users.

V Negotiated three-year, $1.3 million agreement with Capital District

Physicians Health Plan (CDPHP).

Managed relationships with key accounts. Serviced existing accounts and

established contacts within new accounts. Assessed business needs and

collaborated with technical resources to recommend solutions addressing

customer needs.

Computer Aid, Inc., Rochester, NY February 2010 to January 2012

$250MM, privately held global IT services firm offering balanced

outsourcing solutions, legacy support, application development,

application knowledge capture, desktop services, and managed staffing

services to over 100 Fortune 1000 companies and government agencies

worldwide.

Business Unit Manager Territory: Upstate New York including major

accounts in Corning, Buffalo and Rochester.

V Grew revenues 32.5% in FY10 and 28.3% in FY11 ~

Increased revenue and profits. Executed business development role

simultaneous with business unit management and accountability. Led business

unit 65 technical specialists dispersed across multiple locations.

Managed business unit operations.

- Negotiated with both suppliers and clients to achieve mutually

beneficial business objectives.

- Developed sales forecasts and budgets that ensured revenue and

profitability met or exceeded expectations.

Developed multiple new client relationships.

Increased profit margin of major new account by 7%. Secured client

relationship with Excellus Blue Cross/Blue Shield by leveraging previous

account management relationship and internal contacts to position potential

offerings.

Secured ITT Space Systems account, drawing upon strong knowledge of IT

industry and trends.

Gartner, Inc., Stamford, CT June 1996 to January 2010

The world's leading IT research and advisory company with clients in 80

countries, supplying world-class technology research to corporations,

government agencies, high-tech and telecom enterprises, professional

services firms and technology investors.

Senior Account Executive Territory: Finger Lakes, Niagara Frontier, and

Southern Tier regions of New York State.

V Achieved 94% client retention rate while increasing book of business

>300%

during tenure and growing client base from 14 to 53.

Produced 15-20% year-over-year territory revenue growth, transitioning

territory from $600,000 in contract value to >$8.4MM in new sales.

Developed durable C-suite executive relationships emphasizing trust,

dependability and quality.

Increased overall revenues of existing clients by 15%. Leveraged existing

client relationships to increase overall penetration with key accounts such

as Eastman Kodak Company, Bausch & Lomb, Wegmans, Corning Incorporated, M&T

Bank, Rich Products, and National Fuel Gas Distribution.

Consistently exceeded quota, delivering balanced performance across all

business segments.

Neutralized head-to-head competition at Kodak, Bausch & Lomb, Corning,

Wegmans, Rich Products, and Computer Task Group (CTG). Grew CTG account

from 0 to >$300,000 in contract value. Added >$300,000 in new business at

Corning Incorporated.

Engineered $750,000, 5-year shared services contract with Corning,

providing benchmarking and consulting services as corporation restructured

IT department to maintain in-source status.

Elevated trust and reputation with key C-suite decision makers at largest

account, overcoming initial poor perception of company through focus on

delivering added value.

Positioned company as Eastman Kodak's sole source provider of technology

research.

Increased market share and new client revenues. Consistently primed sales

pipeline with the addition of several new accounts: Energy East, RIT, U of

R (Strong), SUNY Buffalo, MCC, Computer Task Group, Paychex, ITT, Excellus

Blue Cross/Blue Shield, Unity Health, Kaleida Health, Catholic Health

System, Rochester Health System, Carestream Health, Delaware North,

Constellation Brands, CooperVision, The Raymond Corporation, Moog, Global

Crossing, Paetec, ESL Federal Credit Union, and Sutherland Global Services.

Engineered $500,000 business win for M&A consulting services to Global

Crossing.

Corporate Recognition: Managing VP's Club (2008, 2007, 2006); Super Bowl

Award Winner; Winners' Circle / Top International Producers; Top Gun

Program nominee.

Corporate Training: Completed a series of intense training programs,

including: Value Selling Applied Business Acumen, and Interpersonal Skills.

Automatic Data Processing, Rochester, NY 1991 to 1996

Human Resources and payroll services company.

District Manager

Electronic Accounting Systems, Rochester, NY 1987 to 1991

Acquired by Automatic Data Processing in 1991.

Account Executive

PROFESSIONAL DEVELOPMENT

Microsoft Corporation Sales Training Program:

"Helping Clients Succeed"

(based in "Let's Get Real or Let's Not Play" by Mahan Khalasa & Randy

Illig,

incorporating principles of Steven Covey)

EDUCATION

Bachelor of Science Business Administration

ROCHESTER INSTITUTE OF TECHNOLOGY, Rochester, NY

- Graduated with High Honors -

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