Senior National Client Executive

Sales Management Sales Team Leadership

Qualifications Profile

Goal-oriented and self-motivated sales professional with more than 30 years

of extensive training and broad-based work experience in sales and

marketing, finance management, product management, and account management.

Articulate and persuasive communicator; highly recognized for consistent

top performance as well as in leading team efforts to increase business

volume.

Award-winning sales producer; adept at generating and exceeding sales goals

by seeking business opportunities with various businesses and

professionals, developing sound solutions to problems that might arise, and

executing sales programs.

Expert at establishing and strengthening professional relationships with

different levels of individuals.

Core Competencies

Security, Logical, and Electronic

SAAS

Profit and Loss Management

Customer Retention

Conflict Resolution

Forecasting

Needs Assessment

Creative Problem Solving

Outsourcing

Strategic Planning

Branch Transformation

Cash Management

Revenue Generation

Customer Service

Contract Negotiation

Closing and Negotiation

Selling Strategies

Channel Management

Professional Experience

Diebold, Inc., North East US 1998

- 2013

A provider of technology and services to maximize the self-service and

security capabilities for financial institutions, commercial

enterprises and various retail outlets around the world.

Senior National Client Executive ( 2011 - Present

< Rendered oversight to two global account teams and two national accounts

< Managed a team of 10; responsible for staff and trained for effective

selling approach

< Led the development of strategy and all the profit and loss

responsibility

< Functioned as a proposal and presentation architect

< Served as the voice of the customer regarding their needs

< Took charge of all the product, service, and software sales

< Conducted forecasting, pricing strategy, competitive landscape, and

market analysis

Career Accomplishments:

V Demonstrated success in double digit growth for OE and revenue in 3

consecutive years

V Successfully generated new segments within the assigned accounts

V Built business opportunities resulting in new sales orders,

capitalizing on clients need assessments

V Played a pivotal role in developing new sales team

Regional Sales Manager, New England ( 1998 - 2011

< Took charge of assisting 22 associates in handling major accounts

< Managed profit and loss as well as the $50M revenue quota consisting of

software, hardware, and professional services

< Maintained active involvement in developing and carrying out the

corporate, divisional, and regional business plans

< Supervised associate activities and growth, and gave expert advice and

counseling when necessary

< Administered discount authorization

< Generated effective and strategic sales plan for named accounts in the

Mid-Atlantic area

< Established a dedicated team; spearheaded the training, discipline, and

rewards of team associates

< Assumed full accountability in writing proposal documents

< Presented and directly communicated corporate vision

Career Accomplishments:

V Drove efforts to achieve 70% market share in all product solutions for

both product and service, which was considered the highest record for

the company and marketplace

V Played an integral role in boosting sales and profits for the entire

term

V Led the successful negotiation of contracts

Earlier Career

American Bank Stationery, Hunt Valley, MD

Senior Account Executive

Marketing Services Manager

Rudco Industries, Towson, MD

Account Executive

Professional Development

Columbia Business School Leading Strategic Growth

University of Michigan Business Effective Sales Management

School

AMA International Performance Management of Teams

Competing Strategy

Selecting, Developing Winning Teams

Michigan Ross School of Business Strategies in Sales Management

Learning International HIGH Impact Selling

Professional Selling Skills

Professional Coaching Skills

Break-through Account Strategies

Interpersonal Managing Skills

Columbia University Graduate School Leading and Managing People

of Business

Sales Performance International Selling Solutions

Anthony Pariuello Selling To VITO (The Very Important Top

Officer)

Premium Partners, Inc. Selling Solutions

Designed Learning Accountability and Stewardship

IBM Leadership Development

Profile International Leadership Circle

George Amos The Power in You

Xerox Corp Account Development Strategies

Education

Associate of Arts (AA) in Accounting

CCBC - Community College of Baltimore County (Essex Campus), Baltimore, MD

Awards

Region of the Year (multiple years)

Sales Leader of the Year (multiple years)

Master Circle - Highest Company Award (12 times)

100% Club (18 times)

Technical Acumen

Microsoft Office Suite (Word, Excel, PowerPoint) Salesforce.com

Microsoft Visio

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