Sales Project Manager
Resume:
Wayne Sutherland
Watertown, MA
*************@*******.***
Summary of Qualifications
Multi-talented, dynamic and extremely focused senior sales leader with:
extensive experience in new business development and sales operations,
selling to complex environments, with multiple decision makers within
several industries. Skills include territory prospecting, client
relationship development and management, market segment sales strategies,
producing results and delivering process efficiencies to support scalable
growth plans. Combine vision and superior technical aptitude with a
consultative approach in assessing client needs and providing innovative
solutions to drive sales. Strong record of success capturing market
opportunities to expand customer base, increase revenues, and improve
profitability. Proven to meet demands of any organization, highly motivated
and consistently exceeding expectations with concise attention to detail
and distinct ability to proactively multitask, prioritize and meet critical
deadlines with enthusiasm.
Professional Experience:
Expense Consulting, Boston, MA
May 2013 - Present
Business Development/Project Manager
. Targeted C-Level executives of companies, $50M-$1B annual revenue in
Healthcare, Manufacturing, Aerospace and
Higher Education, introduced cost-saving, vendor management services
. Successfully scheduled in person meetings monthly with senior decision-
makers, generated sales leads via cold calling, referral marketing and
leveraging social media tools such as LinkedIn
. Negotiate with vendors and suppliers for more effective purchasing,
aggregate clients purchasing power for volume pricing through our GPO
of vendors, connect clients with our portfolio of suppliers and
service professionals
. Manage supplier contracts for the best terms and predictable expense
outlays
. Participated and was active in developing strategic Partners for
Expense Consulting's new Turnaround venture
. Prospect and focus on Banks, Private Equity firms, Investment Bankers
and Independent Turnaround Companies.
.
. Zylo Media/Insight Media, Boston, MA
2011 - 2013
. Business Development/Marketing Consultant
. Represented both Insight Promotions and Zylo Media with combination of
business development and marketing
. Performed marketing to and calling upon a set database nationwide
including parts of Canada
. Focused on prospecting, selling and marketing advertisers for their
website
. Completed first phase of the rollout, with new focus on marketing of
Boston marketplace and continue to make steady progress
.
. VDA Productions, Boston, MA
2010 - 2011
. Sales/Marketing Consultant
. Provided corporate and social events partner providing stage design
fabrication and management
. Established sales culture, developing database and new 3rd party
affiliates
. Discovered various prospecting methods including monitoring
competitive media including: newspaper, television, radio and social
media; consulted with clients on business issues and research design
. Partnered with Director of Sales and Marketing to develop innovative
consultative and strategic sales presentations
.
. The Driscoll Insurance Agency, Norwell MA
2008 - 2010
. Outside Sales Executive
. Sold to mid-large companies consisting of 200-1k employees utilizing
databases, solicited prospective clients through call, emails and
social media
. Provided risk management assessment service ensuring clients are
efficient and able to minimize problems or exposure to potential
problems regarding product liability, established first venture into
life sciences/technology
. Built and improved image of smaller agency of construction insurance
to regional pharmaceutical product liability insurance
. Networked with various Technology and Bio-medical associations,
cultivating alliances and potential client lists
. Closed MicroTest Labs, Collegium Pharmaceutical and Onset
Dermatologic, negotiated contracts, averaging $187k in premiums
(translating to $35k in revenue) per account, lengthy sales cycles
. Continuously rated top activity with positive referrals, generating
$759k manufacturing, pharmaceutical and contractor accounts over 16
months
EBS Capstone Insurance Brokers/Sadler Agency, Boston MA
2006 - 2008?
CDI-Professional Business Services, Westborough, MA
2004 - 2006
PCHS Staffing Solutions, Boston, MA
1997 - 2004
Senior Project Manager - IT/Government Accounts
. Cultivated relationships with potential clients on projects to ensure
client retention, punctual project completion and budget maintenance
. Cold called prospective clients, leading sales/marketing efforts to
generate leads and close accounts
. Recruited/managed team of four salespeople and three recruiters,
training, mentoring, and motivating to top performance
. Anticipated client projects, assisting with cost containment during
business peaks and valleys. Presented to, negotiated with, and closed
accounts at the CIOs, VPs, Director Level
Fidelity Investments, Boston MA
1993 - 1996
Customer Support Representative - Brokerage Department
. Resolved and researched customer inquiries, completed customer
support/sales training
. Sponsored and obtained securities Licenses including Series 7
Licenses:
Series 7, Series 63, NASD Registration
Massachusetts Property/General Liability Licensed ?
.
Professional Development:
SalesForce, Netsuite, Sandler, Gittomer Sales Training
Hartford Insurance Certificate Program
IDS Sales Training for Financial Services ?
Education:
Suffolk University, Boston MA
1992
Bachelor of Arts - Business Communication Minor: Business Administration
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