Sales Manager

KEVIN L. NEAL

**** ***** ***** *** *** A • Columbia, Maryland 21046

*******************@*****.*** • 240-***-****

SENIOR SALES EXECUTIVE

Strategic Market Sales • Sales Team Leadership • Healthcare Sales

Highly accomplished and influential sales executive with a history of success identifying and reaching

key decision-makers, offering solution-focused products/services, and closing the sale to meet or exceed

quota. Distinguished for cultivating and securing new opportunities and initiating strong business

alliances. Highly skilled in assessing customer needs and translating requirements into actionable

strategies to close new business. Engaging communicator and presenter; persuasively articulating product

benefits and new ideas to key shareholders, partners, senior management, and clients.

CORE COMPETENCIES

• Sales Team Management

• Sales Strategy Creation

• Quota Attainment

• Solution/Consultative Sales

• Territory Penetration

• Competitor/Market Analysis

• High-impact Presentations

• Proposal Preparation

PROFESSIONAL EXPERIENCE

Ivan Walks and Associates, Silver Spring, MD 2013- Present

Director Business Development

IWA is a trans-disciplinary company comprised largely of healthcare clinicians, behavioral health

specialists, social scientists, healthcare administrators, trainers, and public safety experts.

Lead Business Development Executive. Responsibilities include, increasing revenue, creating

and implementing sales strategy, provider recruitment, establishing teaming agreements,

attaining supporting licenses, certifications and creating required sales collaterals i.e. capabilities

statement, website, core competencies etc.

Submitted proposal worth 2.5 million and positioned company to submit creditable proposals

within the next 90 days with a contract value over 70 million.

The Diversity Training Group, Herndon, VA, 2012-

2013

Senior Vice President, Client Relations (Senior Sales Executive)

Conceived, developed and launched cutting-edge sales strategy targeting growth within assigned private

and public clients.

• Closed $500,000.00 training contract with DC Superior Courts.

• Closed $100,00.00 training contract with Metropolitan Washington Airports Authority

• Closed $32,000.00 with Fish and Wildlife

KEVIN NEAL

Senior Sales Leader

NEAL PHILLIPS, INC. Washington, DC, 2009 to 2012

President

Envisioned and managed management consulting practice offering services and leadership in change

management, executive coaching, team building and strategic planning to the federal government.

Spearheaded all bottom-line factors, including company vision, long-range strategic planning, new sales,

and functional excellence. Established organizational structures, oversee major decisions, and

develop/deliver winning proposals. Conducted in-depth analysis of client, competitor and overall market

trends to drive growth through new sales initiatives. Identified and secured synergistic and lucrative

partnerships to improve revenue production and client satisfaction.

• Cultivated and closed 250K training contract with National Transportation Safety Board.

BOTTOMLINE SOLUTIONS, INC. Washington, DC, 2008 to

2009

Vice President, Sales

Provided executive sales and marketing leadership to management consulting firm specializing in

improving organizational performance through IT and Human Resource initiatives for the federal

government. Leveraged exceptional presentation, product knowledge, and organizational influencing

skills to penetrate new markets, generated qualified leads, and secured contracts with key decision

makers. Scheduled and executed interventions that consistently exceeded client expectations.

• Won $5M contract with Department of Labor.

UNIVERSITY OF MINNESOTA PHYSICIANS Minneapolis, MN,

2006-2007

Senior Manager Diversity

Lead client projects in diversity requiring organizational assessment, design and implementation of

recruitment, retention and employee development programs. Served client organizations in director-level

capacity, led HR internal teams and engaged outside HR consultants.

• Crafted diversity and recruitment plans for the University of Minnesota Physicians

employing 600 doctors and 3600 support staff; managed 6 human resources specialists

• Served on executive team overseeing the opening of several new clinics

PROGROUP, INC. Minneapolis, MN, 2004 to 2006

Director of Sales

Initiated operation’s first sales management system focused on identifying and pursuing opportunities,

building networks, and creating partnerships with other organizations. Consulted clients on wide-array of

diversity initiatives including assessments, designs, recruitment, retention, and program development and

implementation.

• Drove 30% growth in revenues through effective leadership of seven sales managers.

BOTTOMLINE SOLUTIONS, INC. Washington, DC, 1996 to

2004

Vice President, Sales

KEVIN NEAL

Senior Sales Leader

Conceived, developed and launched cutting-edge marketing strategy targeting growth within federal

government clients. Collaborated with chief executive on defining performance goals and revenue

generation targets. Recruited, assigned, and mentored 25-person team of high-performing consultants.

• Grew federal government annual sales from $300K to $1M by securing certification with

SBA, acquiring Top Secret Security Clearance and winning contracts with GSA, DC

Government, Department of Labor, Forest Service, and NIMA

• Increased market share and obtained several critical contracts through qualifying firm for

Mission Oriented Business Integrated Service Program (MOBIS)

Previous positions include:

Senior Federal Account Manager–SCO - Santa Cruz, California Top 10 performer among 200

Software Sales

Federal Sales Manager–Unisys Corporation - McLean, Virginia Won $19,500,000 in new business

Hardware and Software Sales

Sales Manager–CPT - Eden Prairie, Minnesota Top 5 sales producer

Hardware Sales

National Federal Account Manager–IBM - Bethesda, Maryland 100% Clubs

Hardware and Software Sales

Education

Master of Science in Organizational Development / Strategic Human Resources

Johns Hopkins Carey Business School Baltimore, MD

Fellowship in Change Management

Johns Hopkins University Baltimore, MD

Bachelor of Arts in Business Administration

College of Santa Fe Santa Fe, NM

References available upon request

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