Sales Inside
Resume:
John A Gilbert
Spencer, MA 01562
***********@*****.***
H: 508-***-****- C: 508-***-****
Seeking an sales management position in an organization committed to
professional excellence,
where my leadership ability to design and execute strategic vision, achieve
results, establish and promote efficient process will create an environment
of continual improvement in quality, service, efficiency and growth.
2 PROFESSIONAL QUALIFICATIONS
Highly driven executive with excess of eighteen years of experience within
strategic Sales/Operations Management.
Exceptionally skilled at building effective, productive working
relationships with key Management Personnel and staff.
Proven change agent among multiple disciplines and diverse organizational
cultures.
Strategic thinker and skilled negotiator.
Skilled manager with exceptional mentorship, relationship building, and
closing sales skills.
3
4 PROFESSIONAL EXPERIENCE
5 WINDSTREAM CORPORATION June 2013-Present
Major Account Executive
Responsible for generating in excess of $4500 per monthly revenue
Execute on new business development plan selling Cloud, Network, Voice and
Data Center solutions
Sold Collocation, Disaster Recovery, Cloud, and telecommunication services
to Mid-Market Targets
Targeted VOIP opportunities for our small buisness solution Allworx
Partnered with Resellers, Manufacturers and Consultants in order to build
channel revenue opportunities
6
7
INDEPENDENT CONSULTING
Independent Consultant
December 2009-May
2013
Delivered and maintained customer satisfaction.
Devised and prepared sales plans and forecasts utilizing best practices.
Developed and maintained long-term customer relationships.
Collaborated and worked with regional managers, and provided information on
market and territory conditions.
Provided product demonstrations and made concept and product presentations
and recommendations.
NWN CORPORATION
Director of Sales September
2006-March 2009
Farmington, CT
NWN is a networking reseller that provides clients with a complete range of
networking services and solutions. NWN brings clients tailored solutions
to meet their specific needs and situations. With over six branch
locations throughout the USA, NWN produces in excess of 160 million dollars
yearly. NWN uses their technology expertise and broad experience to offer
key IT solutions to businesses, schools, and Government establishments.
1
2 Director of Sales
Lead multi-specialty sales department consisting of professional services,
managed services, hardware, software as a service, video conferencing, IP
telephony and professional outsourcing. Responsibilities included the
management of over 300 active clients, seven direct sales executive
reports, two inside sales support representatives reports, and
administrative staff personnel. A combined annual budget of $35M, Sales
P&L,, and growth and achievement of established goals.
Accomplishments
Led the re-design of sales department go-to market strategy to address
newly created partner led vendor model, achieve operational efficiencies
and improved customer satisfaction through maximizing time management
skills, improvement of training and target marketing efforts.
Achieved vendor support allowing the development of new business channels.
Designed and executed systems to drive increases in productivity and sales
revenue numbers in excess of 50% over two years.
Designed and implemented Enterprise Account Strategy to drive services into
key targeted accounts. Gained executive sponsorship for the initiative
which resulted in a 51% increase in sales revenue (10m to 20.3m) and
additional 10% growth in Gross Profit (avg. of 3% to over 13%) over the
first year.
Developed key marketing initiatives in order to drive sales revenue and
profit margins. Utilized both internal and external funding to maximize
results. Experienced a 6 % success rate which resulted in additional sales
exceeding 1 million dollars directly attributable to initiatives.
Influenced Senior Leadership consisting of the CEO, Executive VP, and Key
Directors resulting in the development of a new Enterprise Computing
Business Practice Area.
Developed and launched business plan aimed at the creation of a new
practice area targeting Storage sales and service. Achieved all required
corporate certifications. Developed and cultivated key relationships within
EMC Corporation resulting in first year revenues exceeding 1.3 million in
net new storage sales.
Presented at National Sales Kick-Off meeting the past three years.
Presented new initiatives, growth numbers as well as key vendor strategies
to success.
Designed and implemented new forecasting and sales tracking system in order
to consistently understand the key dynamics of the business as well as the
ability to identify key market trends.
D&B CORPORATION April 2000-September
2006
Relationship Manager
Marlborough, MA
D&B is a leading source for commercial information and insight on
businesses. This information is the foundation of their global solutions
that customers rely on to make critical business decisions.
Relationship Manager
Reported to the Regional Sales Director (RSM). Responsibilities included
the growth and servicing of an Enterprise Account Territory throughout New
England. Provided guidance and support in the understanding of clients
specific business needs and tailored D&B solutions to satisfy this
requirement.
Accomplishments
Mastered the ability to understand and articulate D&B's multiple business
software and service solutions which resulted in significant growth of
revenue exceeding 89% over four years.
Developed marketing/sales strategies resulting in growth of new sales by
11% year over year.
Successfully grew sales by 21% for existing accounts utilizing relationship
building skills and strategies.
Advised senior leaders on organization trends and market fluctuations
allowing for timely market reactions to take place.
Exceeded quota in year one by 22% resulting in "Rookie of the Year award
for all of USA.
Built strong internal support relationships allowing for ease of navigation
on corporate policies and guidelines resulting in multiple support channels
servicing clients at a world class level.
VISTA INFORMATION SERVICES June
1998-April 2000
Account Executive-Outside Sales
Worcester, MA
Accomplishments
Successfully developed and drove sales in the area of IT outsourcing
personnel resulting in over 1.5 million dollars of new revenue.
Developed new Enterprise relationships with Key IT directors within
Hospitals and Enterprise organizations in order to exceed goals by 10%.
Consistently forecasted within 12% accuracy month over month
ALPINE COMPUTER SYSTEMS October 1993-June
1998
Inside Sales Manager
Holliston, MA
Accomplishments
Developed and cultivated new Inside Sales Team consisting of 5 inside sales
representatives and two purchasing representatives resulting in an increase
of sales of 1.7 million dollars.
Implemented cold call policies, quota's and new business generation
policies in order to grow net-new leads by 22% year over year.
Build forecasting tool used for understanding daily, monthly, quarterly
pipelines creating insight into business expectations
Instrumental in the development of Lotus Notes Sales Tracking processes
resulting in a 30% increase in customer satisfaction year over year by
driving our ability to provide services exceeding expectations.
MERISEL CORPORATION March 1989-
October 1993
Inside Sales Account Representative
Westborough, MA
Accomplishments
Mastered client relationship building which resulted in significant
territory growth exceeding 8% year over year.
Worked successfully in a "team" environment interfacing with all levels of
management.
Was chosen to represent Merisel at National Sales Conference.
Participated in Sales trade shows as well as presented at regional sales
conference.
PROFESSIONAL /AFFILIATIONS/CERTIFICATIONS
EMC Sales Certified (2008), NWN Corporation
D&B DNBI Certified (2005), D&B Corporation
D&B Duns Right Certified (2004) D&B Corporation
Siebel Certified (2003) D&B Corporation
Spin Selling (2003) D&B Corporation
Acclivis Sales Certified (2002) D&B Corporation
1 EDUCATION
Bachelor of Science, Business Administration,
Westfield State College, Westfield, MA
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