Sales Manager

Mark Callahan *** Lintel Dr. Peters Twp. Pa *****

***.********@*****.*** 412-***-****

National Sales & Marketing Manager

Verian Technologies 2012 – Present, South Charlotte, Metro Area

Responsible for the sale and marketing of Verian products and services throughout our market segment

Key Activities;

- Responsible for substantial outbound prospecting campaigns to C-Suite/VP’s along key verticals

- Converting inbound leads, and referrals from channel partners, OEM and cold calls to qualified prospects

- Consultatively delivering value propositions specific to uncovered needs and opportunities

- Overcoming challenges related to competitor loyalty and demonstrating a higher value & ROI

- Maintaining SF.com & tracking marketing trends and influencers, including competitors strengths & weaknesses

- Engagement in prolific social media & web events to attract internet queries & maximize search visibility

- Regular dissemination of business metrics to tailor our message to our customers buying characteristics

Key contributions to company success:

- Chief Executive Officer described 2013 as the most successful year in the company’s history

- 2013 was the biggest year for new client acquisitions in the history of Verian -

Compared to 2012, new business grew by 102%, shattering projected targets

- Built multi-million dollar pipeline of new business

- Increased active account base by 43%

- Increased lead conversions 56%

- Verian now has over 225 customers, 250,000 users, and manages more than $16B in spend

A few examples of specific revenue contributions; with an initial contract value of 1.5M, and 10.2M at maturity

Twin Cities YMCA, Umpqua Bank, Tundra O&G, Elizabeth Glaser Pediatric Aids Foundation, Zee Aero, Centrica

Manager Inside Sales

ADP 2010-2012, Pittsburgh, PA

Responsible for quota attainment in new account sales throughout national territory

Key Activities:

- Used business metrics to define market strategy and execute a profitable territory sales plan

- Daily prospected with decision makers along key market segments for the sale of ADP’s services

- Consultatively uncovered needs, presented value propositions, negotiated rates and Closed the Sale

- Ensured all pricing and contract details were fulfilled & delivered as agreed upon by client & field reps

- Managed CRM and collaborated with internal teams to mine for additional sales opportunities & referrals

Key successes:

- Among Top 20% in our Division to Consistently Meet or Exceed New Business Quotas

- Directly Mentored New Hires and Peers/Assisted in the Expansion of SaaS Sales Department

Regional Sales Executive

Cogent Infotech 2007-2009, Pittsburgh, PA

Responsible for contracting the sale of IT/HCM services among Small to Medium Businesses

Key Activities: -

Overcame gate keepers; pre call planned & met face to face with business owners to contract company services

- Uncovered level of satisfaction with current vendors and urgently capitalized on opportunities to supplant them

- Strategically presented Cogent solutions advantageously over our competitors and filled unmet needs

- Tactfully negotiated all contract rates for maximum profitability and a mutually beneficial outcome

- Used on line tools & CRM to manage client base and fill anticipated needs ahead of our competition

- Participated in and was a member of numerous industry related business organizations for lead development

Key successes:

- Succeeded in adding multiple clients, along six (6) major industries, with 1.2M in contract value +

- Expanded new business sales among existing clients that added an additional contract value of 165K +

Nation

al Sales Manager Pro Solutions 2002-

2007 Pittsburgh, PA Responsible for the

inside sales of capital equipment and EMR software

Key Activities:

- Overcame barriers to entry; called directly on physicians/staff to sell capital equipment and EMR software

- Qualified each doctor for purchase through sales demo emphasizing strong ROI and creating urgency

- Built a professional and trusting relationship with each practice for secondary sales and peer referrals

- Worked hand in hand with sales support & ancillary personnel to provide a superior customer experience

- Developed new business through trade shows, speaking venues & partnerships with non-competitors events

- Managed a referring network of customers willing to attest to the benefits of our products & services

Key successes:

- Averaged 175k a month in sales, promoted to highest level sales division in first (6) six months of hire

- Consistently met or exceeded targets set for quarterly dollar volume, and annual revenue goals

Sr. Assistant Director of Admissions

EDMC/Art Institutes International 1994-2002 Pittsburgh, PA

Responsible for the successful and consistent matriculation of quarterly and annual enrollments

Key Activities:

- Consultatively engaged & qualified perspective HS & adult students in person and on-line -

Uncovered students motives and desired outcomes, and presented matching features and benefits

- Ensured unanimous consensus among all influencers and gained application signature and deposit

- Built large pipeline of quarterly enrollments to meet corporate goals and ensure annual plan was met

- Maintained a very through & engaging follow up policy to stave off losses to competitor defections

- Championed off site recruiting “Remotes”, to drive greater enrollment numbers each month

- Worked in tandem with multiple internal departments to ensure successful student start conversions

Key successes:

- Inducted into the Presidents Circle of Excellence & Recognized as a Top Achiever over 300 times

- Consistently Ranked in the Top 10 every week for new enrollments, among all the Art Institutes nationally

Education:

Medical Specialist US ARMY, AST Academy Health Sciences, 91B10. Ft. Sam Houston Texas.

Orthopedic & Surgical Specialist; Moncrief ARMY Hospital, Columbia SC.

Reference furnished upon request.

Contact this candidate