Sales Manager
Resume:
JAMES A. BURROUGH
***********@*****.***
COLUMBIA, TN 38401 MOBILE
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VALUE PROPOSITION
. Sales management leadership and proven record achieving revenue and
financial performance objectives that maximize shareholder value.
. Deep experience leading front-line strategies that win in tough,
competitively-blurred markets.
. Transferable senior-level skills honed in Fortune 100 environment and
proven adaptable to start-up, and turnaround situations.
. Sales strategy and selling execution subject matter expert.
. Achieves critical business targets through inspired and challenged
plus-talent teams.
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ACCOMPLISHMENTS
. Reversed a three-year decline in sales performance, contributing
twelve consecutive quarters of double-digit growth taking a 35M
company to record sales levels. Results include aggregate revenue
growth of 215% with 12% net margin increase.
. Led a static growth 60M sales division of a national homebuilder to
near-doubled sales performance and 33% annualized growth rate.
. Led the SVP-level team that legitimized the B2B sales function for a
NYSE-listed bank competing in a deregulated marketplace. Brought
clear, sales-driven architecture and top-flight sales training moving
a sales-averse commercial banking group into fierce, market-leaders.
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COMPETENCIES AND SKILLS
Communication skills
Financial acumen
Negotiation
Forecasting
Strategic/tactical planning
Sales compensation
Formal sales training
Pricing/profit optimization
Sales force alignment
Coaching/motivation
Buy/Sell and decision process making
Sales diagnostics/measurement
Recruiting and talent development
Market and competitive analysis
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SALES & MARKETING GROUP ~ Consultant/Principal Brentwood, TN 2005 ~
PRESENT
TECHNICAL OLYMPIC USA dba NEWMARK HOMES ~ Division Sales Manager
Nashville, TN 2004 ~ 2005
Challenge: Bring non-conventional strategies and disciplines that
could achieve aggressive revenue targets for this NYSE-listed
developer and homebuilder.
Results
. Exceeded all sales, revenue, and profitability objectives.
. Increased revenue 24M within one year; achieved a 33% annualized
growth rate.
. Maintained margin integrity and cost of sales on near-doubled sales
volume.
Actions/Methods
. Modified sales compensation to align with goals for aggressive growth.
. Defined how buying decisions were made and how sales could affect
phases, pace, and outcome. Developed a sales process that raised
performance consistency and forecast predictability.
. Replaced indiscriminate, product-centric selling methods with proven
cause/effect selling methodology.
FAXON-GILLIS INC ~ VP Sales & Marketing Memphis, TN 2001 ~ 2004
Challenge: Reverse a three year trend of eroding sales and profits
for a privately held 35M homebuilding company.
Results
. Achieved 12 consecutive quarters of double-digit sales growth.
. Three year aggregate performance: Revenue and net margin increased
215% and 12% respectively.
. Expanded market reach, driving the niche strategy that added 35% in
sustainable revenue.
Actions/Methods
. Implemented a value-play strategy pegged to a new product concept to
capture share in an under-served niche.
. Developed proprietary in-house sales training replacing ineffectual,
expensive, out-sourced campaigns.
. Optimized marketing resources to deliver clear value-message across
product line. Drove website pull strategy.
NEIGHBORHOODFIND.COM, LLC ~ VP/Regional Sales Manager Charlottesville,
VA 1999 ~ 2001
Challenge: Build start-up sales organization for an internet company
serving a real estate vertical market.
Results
. Launched a sales force of 40 direct reports in 30 metropolitan markets
within 120 days.
. Consistently paced company as the top revenue producing region.
. Maintained region P&L viability amid corporate volatility and
liquidity crisis.
Action/Methods
. Developed a seminar selling model and training for large group, call-
to-action presentations.
. Assembled team of 'hunter' sales talent with transaction-driven skills
and behaviors.
. Adapted a lean operating strategy to meet the challenge and changing
fiscal realities of a re-scaled company.
FIRST HORIZON NATIONAL dba FIRST TENNESSEE BANK, N.A. ~ Manager of Sales
Development Memphis, TN
Worked at the SVP and Division President levels charged to model and
implement a formal sales organization that could succeed in a deregulated
business environment. Developed a three-pronged strategy that included:
a. Build a sustainable sales architecture aligning with, and achieving
financial and share objectives x business unit
b. Design of proprietary B2B sales training that would excel in
commercial markets
c. Develop the sales management disciplines as the centerpiece of sales
change
All sales and sales management job descriptions were re-tasked producing
sales-causative behaviors, activities, and outcome-driven metrics linked to
incentive compensation. Launched performance metrics with CRM measurement
that improved buy/sell cycle time, coaching impact, and forecast accuracy.
Developed and managed franchise-wide, proprietary sales training project.
Led a series of 40-hour workshops for 300+ sales and sales management
officers replicated the tenets, skills, and behaviors evident in industry
leading sales organizations such as IBM and Xerox.
SUNRISE MEDICAL ~ VP/Regional Sales Manager Memphis, TN
Led a team of 12 sales direct reports and a distributor network to meet
revenue and profit goals of this 65M healthcare capital equipment company.
Stabilized sales force turnover, increased sales performance in lagging
assignments, and negotiated a landmark hospital contract that penetrated a
previously untapped major market.
XEROX CORPORATION ~ Major Account Executive Memphis, TN
Nationally recognized top performer consistently exceeded equipment
placement and revenue targets at a 175% pace. Excelled at new business
development with demonstrated selling skills at the c-level decision making
and key process owner levels. Developed selling strategies and supply
chain solutions that pre-empted competitive threats to maximize market
penetration and revenues. Twice promoted, multi-time regional sales
leader and President's Club qualifier.
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EDUCATION
. University of Memphis ~ Bachelor of Business Administration
. Major: Real Estate Minor: Finance
. Athletic scholarship
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PROFESSIONAL DEVELOPMENT
. Xerox Corporation: Professional Selling Skills I/II, Account
Development Strategies, S.P.I.N. Selling, Managing Major Account Sales
. The Darden School, University of Virginia: Sales Management and
Marketing Strategy
. Edwin Cox School of Business, Southern Methodist University: Pricing
for Profit
. Miller-Heiman, Strategic Selling certification
. Computer skills: MS Office suite, SFA/CRM, internet applications
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