Sales Manager

Glenn Barnett

**** ********** *******, ** ***** 713-***-**** *************@*******.***

Seeking an opportunity to apply my expertise as a "Business Development & Sales Management professional" for a dynamic organization that sees hiring the right sales team as an investment. An investment that is crucial to the success of the organization and to drive Profitable Sales, Customer Retention, Corporate Reputation, Recruiting and Product Life Cycle Management. My skills include 20+ years of increasing responsibility to the entire energy supply chain via leading technology. Today I am eager to return to a corporate environment.

Provident Energy and Capital

3/2012 – Present Houston, TX, Conroe, TX, Eagle Lake, TX

General (Sales) Manager responsible for managing a limited partnership. Utilized sales and negotiation skills to leverage, lease, purchase, trade and divest gas, oil, timber, coal, rural, residential, and commercial properties in Texas and throughout the southern US. Ongoing management, leasing and 1091 trades of remaining income producing properties that have seen an escalation in the overall value of the portfolio). This is an intense analytical and pure sales role.

Deal size: By property type

energycredit –Temenos Group, AG, Vice President, Enterprise Management,

8/2006 – 3/2012 Houston, London

Vice President of Sales and Marketing responsible for selling “energycredit”, the number 1 rated Advanced Credit Risk Management Solutions for Energy

Doubled client, and tripled the user count from 2006-12, Added critical new clients, including Calpine Corporation, Shell Energy, North America, Mirant, Southern Company, GenOn, American Electric Power, NextEra, Florida Power and Light, Luminant, TXU, Energy Futures, Chevron Corporation, Anadarko Petroleum Corporation and others. Brand Manager, Lead campaign to have product reviewed, accepted and adopted by clients, partners, industry leaders and trade groups. Job included International and Domestic Sales Management (as both the Vice President and as an individual contributor for global deals) - Developed the personnel for diverse cross-functional teams to optimize both clients and prospects and reduce competitive threats.

Managed presales, sales, help desk and customer service (ranked #1 by Energy Risk Magazine) and implementation teams, complex sales campaigns, sales and presales efforts and personnel of Risk Trading and Credit Counterparty Management solutions for energy commodities,

Scoring of counterparties and frequent analysis with rating feed integration to Global Credit Scoring, Bloomberg, Standard and Poors, Moody, Platts and related daily pricing feeds and profiles,

Potential Future Exposure, Contingency risk,

Trading, Credit, and Risk Counterparty and Corporate Policy Enforcement

Margin, Contract and Collateral Obligations and Management, inbound and outbound.

Dodd-Frank, Management reporting and trader justification, analysis reporting,

CVAR and Greek analytics,

Microsoft .net, Sharepoint, SQL based Technology, SaaS

Deal size: $1,000,000-$2,500,000.00, C-level sales.

While Vice President, selected by the 2,000 member International Energy Credit Association board for 3 terms (ieca.net) to lead their vendor members in this space and voted member of the year in 2009/10.

SolArc, Inc. Director Enterprise Management, Fuels

3/2004 – 8/2006 Houston, TX

Products: ETRM – Enterprise Trading and Risk Management Solutions

Added new Enterprise Trading Solutions for Commodity Businesses clients like Colonial Oil, Murphy Oil and others, developed new vertical markets (example fuel marketers) and sales of new layered products (credit, risks and fuel marketing), C-level sales. Managed sales team, complex opportunities via sales, development, partners and services.

Deal size: $2,000,000-$3,500,000.00,

Indus International, Director, Hydrocarbons, Asset Management

10/2001-3/2004 Atlanta, GA, Houston, TX

Sales with Sales Strategy and Development with Product Direction: Asset Management Solutions for the Process Industries

Supported the sales staff’s pursuit of new business and directed our product focus in these areas to increase marketshare, SCADA, TDC, Foxboro and other distributed control solutions interfaces,

Began as a Sales Manager where I added new accounts and managed existing relationships – Promoted to manage the Energy Supply Chain vertical director,

Technical sales to plant level managers and VPs of operations.

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I2 Technologies, Sales Manager

2/2000-3/2001 Dallas, TX, Houston, TX (acquired by JD Edwards)

Products: Supply Chain Management for the Energy Sector

Sales of Supply Chain Solutions for energy and manufacturing,

Individual Contributor and Managed Sales Teams for existing, new and disgruntled accounts via complex solution sales offering. Deal size: $2-$10,000,000.00, C-level sales.

Honeywell, Hi-Spec Optimization Sales Manager

1/1998-2/2001, Houston, TX

Products: Optimization software tools sales for process, batch plants

Sales of Data collection, data movers and data modelers, Multivariate statistical controls, batch blending and other control software, robust multi-statistical variable controls, Root cause failure analysis, and more.

Adapted former sales strategy for a try-before-you-buy workshop format (used while I was the Energy Sales Manager at Gensym) that increased our sales successes dramatically.

Channel Management with partners, IBM, ETRM vendors, Microsoft and others.

Consulting sales to C-level, Vice Presidents, and managers. Deal size:$500,000.00-$5,500,000.00

Gensym Corporation, Energy Sales Manager

2/1992-1/1998 Cambridge, MA 02138 & Houston, TX

Products: Enterprise Trading Solutions for Commodity Businesses

Sales of Artificial Intelligence, used for inferential reasoning and neural net modeling of process industries, key clients Amoco/BP, Union Carbide/Dow, Chevron, K8, PDVSA, Occidental, Saudi Aramco, Exxon Mobil, Marathon, Conoco Phillips, with Applications like RMPCT, Failure analysis, Optimization,

Built a 1-day and 2-day workshop format that allowed clients to model their business problems in this software and then test the solutions still in use today,

Salesman of the year, quarter and month – multiple timex.

Technical sales to plant level managers and VPs of operations. Deal size: $350,000-$2,500,000.00

Strategic Software Corporation, Western Regional Vice President

2/1988-2/1992 Boston, MA, Los Angeles, The Caribbean Latin and South America (30 plus trips to Mexico, South and Central America)

Products: Enterprise Project Management, Maintenance and Process Simulation software

Sales of Enterprise Project/Maintenance Management software, Exceeded at sales of new Windows based technology. Salesman of the year - added accounts like El Paso Gas, Tenneco, Disney, Toshiba, Parker Hannifin, JPL, NASA, Sony/Columbia Studios, San Diego Gas and Electric, LADWP, Unocal, Tesoro, Valero,

Also Sales of high-fidelity and analog control systems simulation to process industries, clients included: Exxon, Mobil, Shell, Coastal, Unocal, Tesoro, Valero, Shell, Petroleos Mexicanos, CITGO, Hess, PDVSA, Lagoven, Meniven, Bariven, YPF, Argentina and others.

Bi-coastal job based in LA but lived in Houston. Seven weeks there in LA and one week in Houston, TX.

Technical sales to plant level managers and VPs of operations. Deal size:$250,000-$2,500,000.00

Education, Training and Personal Development

Union Institute, Cincinnati, OH - BS, Business, Cullen Scholarship, and General Honors Program.

University of Saint Thomas, Houston, TX - MBA (finance) Candidate, Ongoing Studies.

Professional and Community Involvement

International Energy Credit Association www.ieca.net, Board Member, Chairman, Vendor companies, & even awarded Member of the Year

Member CCRO – Committee of Chief Risk Officers.

Board Member and Trustee, Godfrey Foundation, 2012-2013

Sample Sales & Training Courses

Sapient, Consulting Sales for Executives, present

Right Time First Consulting, Athens, Greece 2011

Executive Presentations, Toronto, ON, 2010

Solution Selling (Completed and taught course), Miller Heiman, Strategic Selling

Dale Carnegie (Completed and taught course),

Xerox Professional Selling Skills, Leesburg, VA

Responsibilities:

Successful proven track record and high-level consultative sales and sales management required.

Successful track record of complex solution-based sales and sales management.

Proven track record of hiring, developing, coaching and building a high performance team. Has ability to inspire team members by leading from the front.

Self-motivated, action oriented with a hunter mentality that drives for results. Constantly exceeds goals and is a top performer.

Ability to communicate effectively with all key stakeholders.

High level of presentation skills in a variety of presentation settings: one-on-one, small and large groups, with peers, direct reports, and senior leadership.

Proven negotiating skills, can negotiate skillfully in a tough situation with both internal and external stakeholders.

Essential Functions:

Achieve all Strategic accounts business objectives and revenue goals.

Hire, train and develop all direct reports

Communicate/ implement key Strategic accounts customer relationship strategy.

Conduct business reviews with top strategically important accounts.

Manage all area budgets and profitability objectives.

Maintain list of qualified Strategic Accounts Managers and Director Candidates

Contact this candidate