Sales Manager

GARY W. WHEATON

** ******** ***. ********, ** ***74 Home/Office-617-***-**** *******@*****.***

SALES EXECUTIVE SUMMARY

Results driven Sales and Business Development Executive with a documented record of building and

leading teams to consistently achieve and exceed objectives. Creative strategist and manager adept at

producing positive results even in the most challenging sales markets. Analyze, design and execute new sales

programs and institute leadership methods and models to motivate the sales force with analytics to measure

effectiveness. Recognized for inspiring both internal and external sales teams to achieve the most aggressive

goals and results to the highest potential levels.

Key Strengths include:

Top Level Leadership & Motivational Abilities: Recognized track record throughout career for bringing the

highest level leadership, motivation and inspiration to sales teams through self-directed leadership

interactions. A lead-by-example manager and mentor building extraordinarily competitive teams.

Entrepreneurial & Creative Sales Management: Proven and documented record in the following markets:

High technology- hardware and software, connectivity products, medical diagnostics, and consumer

products, with international market experience. Extremely creative problem solver bringing continual

improvements, resulting in strong bottom-line profit increases, even with businesses that required re-

direction in uncertain times and markets.

Turn-Around and Start-up Experience: History of reinvigorating stagnant and declining businesses,

completing successful turnaround projects, leading growth-phase, start-up and positioning

opportunities, defining and executing complex strategies and tactics in the most challenging and mature

markets.

Areas of Expertise

Multiple selling methodologies Emerging Technologies New Product

Launches

OEM Partnerships Alternate channel development New Market Development

Pricing and Positioning Strategies Business Planning/Forecasting Budgeting and P&L Management

PROFESSIONAL EXPERIENCE

NORWICH ASSOCIATES LLC Hampton Falls, NH

Business Sales & Marketing consulting and training provider.

Management Consultant and Sales Trainer Aug/09 to Present

Selling and providing training, coaching and sales consulting programs where my primary focus is

helping companies increase and enhance their revenue results through sales program improvement and

sales team leadership development. Also worked with several companies on implementing complete

reorganization programs, as well as new business development, turnaround challenges and related areas

such as: matching funding to potential ventures, company growth strategies and substantial change

management.

Co-founded and marketed a first of its kind on-line independent sales representative recruiting

and jobs website.

Provided strategic planning, results based solutions and complete plan implementations.

Recruited, hired and trained sales teams, designed successful sales compensation plans,

performance management systems and sales force automation implementation and development.

C2C SOFTWARE Inc., Westborough, MA

Email management/archiving software developer.

Vice President of Sales Aug/08 to Jul/09

Turnaround opportunity for a small family owned and operated company that had good products, but

very low initial sales performance and market share. Designed new sales and marketing plan, built an

inside sales team, an outside independent team and a channel program from the ground up. Developed

a successful channel strategy that included OEM deals and an exclusive co/brand partnership with the

largest email medical software developer in the US. Successfully completed many large deals and

projects that produced increased sales results and proof of the sales program design and execution. The

family had limited resources needed to grow the business due to constraints of the capital markets

following the recession.

Developed, restructured and implemented an entire sales program and controls to reverse negative operating cash flow.

Changed from a less effective consultative sales methodology to a more appropriate strategic selling process.

Achieved revenue growth of 28% in 2008 and 36% in 2009 by expanding sales and strategic partnerships.

Increased another 16% by making key changes to adapt to the “09” market recession and improving discounting practices.

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Resume for Gary Wheaton Continued

DALE CARNEGIE TRAINING Inc., Waltham, MA

Global business improvement and training provider.

Business Coach, Consultant and Sales Trainer Jul/04 to Aug/08

Managing the NH territory for sales of training, coaching and consulting programs where my primary

focus was helping companies increase and enhance their revenue results through sales training, program

improvement and senior leadership development.

Successfully completed projects with a wide variety of companies that produced significant

increased sales results.

Increased revenue substantially through industry networking and building partnerships.

Restructured sales program to change flat performance into a consistent positive growth rate.

Increased revenue by 60% from 2004-2006

PANDA SECURITY SOFTWARE Inc., Glendale, CA

Data Security and Anti-Virus software developer.

Vice President of Sales - America’s Nov/01 to Jul/04

Reorganized and energized both US east & west sales teams along with the management team.

Immediately reversed high turnover by creating new sales programs that included a formal mentoring

and training program and a more effective compensation plan. Also established new criteria for hiring as

well as formal candidate assessments.

Designed, developed and initiated new sales process and sales plan immediately doubling sales

track to $8m.

Negotiated new strategic and OEM partnerships valued at over $20 million over a 5-year period.

Full departmental responsibility for P&L, forecast production and ahead of target results.

Originated, documented and instituted Distribution, OEM and Channel Programs with parallel

marketing initiatives.

SOPHOS Anti-Virus Inc., Lynnfield, MA

2

Data Security and Anti-Virus software developer.

Director of US Sales Oct/98 to Nov/01

Responsible for building the American division of a software company from 4 people (1 in sales) to over

50 and consistently exceeded all measured growth expectations in every category, and in a highly

commoditized market. A key to this success was the selection, training and retention of personnel in a

tight “Dot-Com” labor market, while at the same time holding turnover to less than 2%. Created a true

“team” environment based solidly on integrity, which contributed greatly to this performance; as well as

comprehensive training and staff development that produced additional productivity gains.

Reorganized and took the U.S. sales organization from less than $500,000 to over $14m annually

in 3 years.

Achieved a minimum of 100% growth to as much as 400% growth in every measured sales

category by creating a highly effective sales plan that included reseller channel development.

Tripled sales employees the first 8 months; producing $3.7m in revenues in 12 months.

Increased revenues to $7.5m and sales employees to over 14 the following year while managing

the high growth rate.

Continued to grow in all categories and sales personnel in third year to over 25; creating 2

regional manager positions.

US sales moved entire organization from #10 to #5 in global market share by implementing and

sharing best practices.

Initiated reseller channel program that grew sales from 0% to over 40% of total U.S. revenues.

WPI DECISIONKEY INC.; Manchester, NH Jan/1994 to Oct/98 National Sales Manager

HARVARD UNIVERSITY; Cambridge, MA Nov/1989 to Dec/1994 Technology & Sales Consultant

MICROAGE COMPUTER RESELLER; Burlington, MA 1986 to 1989 Major Account Sales

UNITED STATES AIR FORCE / UNITED STATES ARMY RESERVE; 1982 to 1995 Military Officer

Education:

HARVARD UNIVERSITY, Cambridge, MA -Graduate degree in Management and Administration.

(Marketing)

NORWICH UNIVERSITY, Northfield, VT - Bachelor of Science

Professional Training: Law Degree, J.D., Certified mediator and negotiation counselor. Completed many

Dale Carnegie instructor training programs including the highly selective “Sales Trainer” and

“Leadership” development programs. Numerous sales, technical training and certifications programs

including: Miller Heiman’s Strategic Selling, SUN, IBM, Digital and Apple manufacturer training

programs, and the Harvard Negotiation Project training. Top Secret government clearance.

Community: Volunteer primarily for children’s charities, including being a legal court appointed child

advocate for CASA, Junior Achievement, and scholarship sponsor for local YMCA youth camps.

Chairman of Norwich Class Gift Committee, and President of Alumni Athletic Association Club.

Founding officer of Harvard Flying Club & private pilot.

Professional references at: http://www.linkedin.com/in/gwheaton

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