Sales Supply Chain

Michael J. Kennedy

*** ******* **., ********, **. 62236 (ST. LOUIS, MO. AREA) 314-***-**** .

*************@*****.***

enterprise SALES ... ERP, Supply chain MANAGEMENT SOLUTIONS

AREAS OF Sales EXPERTISE

My career includes 20+ years of successful ERP, supply chain management, &

workforce management solutions selling experience, to C level officers and

directors within client organizations. These complex enterprise sales have

encompassed a sales methodology with a detailed discovery and development

of a strong value proposition with measurable impact.

My experience and industry expertise will enable me to make significant

contributions towards growing your revenue and profitability.

SIGNATURE VALUE

. Strong listening capabilities for discovery and qualification of

opportunities.

. Ability to creatively solve business problems and present a strong

value proposition & ROI.

. Ability to articulate & present technical solutions in simple business

terms.

. Consistently productive and results oriented.

PROFESSIONAL EXPERIENCE & SELECTED ACCOMPLISHMENTS

DUN & BRADSTREET INC., Supply Chain Mgmt. Solutions Specialist

2010 to Present

I successfully address client risks & regulatory compliance exposure, in

their multi-tiered supply chain operations. As part of a consultative

approach, I evaluate client procedures and help craft technology solutions

to augment their due diligence processes. My efforts have resulted in

significant contributions to client's bottom line results as well as

mitigation of risks into seven figures.

. 100% of Annual Sales Target 2013

. Closed over $1M in new business 2012 YTD.

. 100% of Annual Sales Target 2011

TRIMBLE NAVIGATION LTD., Enterprise Sales Manager 2008 to

2010

I assisted my clients in the adoption of Global Positioning Satellite

technology to manage their multi-million dollar service fleets, as well as

their mobile workforces, more effectively. As a result of my collaboration

with executives in my client organizations, these firms were able to

optimize their logistics operations and achieve significantly enhanced

operating results.

While at Trimble I drove increased sales revenue through new client

acquisition and existing client retention in an ever increasingly

competitive marketplace.

ACTIVANT SOLUTIONS INC., Senior Account Executive 2002 to

2008

(Now Epicor Solutions)

As a member of Activant's National Account Team, I converted over 200

competitive ERP system deployments to Activant. I drove a value

proposition around inventory & supply chain optimization, business

intelligence, and improved operating results. Typically working with

executives and business owners I provided analysis of existing process gaps

and opportunities to enhance business performance. My clients realized

improved return on assets as well as improved operating margins.

. Placed first system in less than 90 days in position, 5 systems in 9

months.

. 100% 2003, 199% 2004, 100% 2005

. 120% of Annual Quota fiscal 2007, earning "Gold Club" Honors

eLABOR.COM, Regional Sales Manager 2000 to

2002

At eLabor.com I conducted consultative sales to enable my clients to

automate and optimize their workforce management processes. Effective

Human Capital Management is recognized as critical to top line productivity

growth and my efforts contributed significantly toward my clients'

achievements in effectively managing their most important assets, their

people.

. Sold Missouri Department of Conservation a $250K solution

. Secured a $900K opportunity for eLabor.com

. Prospected and qualified major account opportunities

. Strengthened relationships with strategic alliance partners

KRONOS INCORPORATED, Senior Systems Sales Representative 1996 to

2000

At Kronos I specialized in the sale of cutting edge technology solutions

providing clients with the most optimal tools for Human Capital Management.

With an industry trend toward self-service and employee empowerment, I

consulted with clients to determine opportunities in their processes and

delivery infrastructures to facilitate productivity gains, as well as

enhanced employee satisfaction.

. 110% of quota in fiscal in 2000 attaining "Legend Makers", 90% of

quota in 1999, 125% of quota in 1998 attaining "Legend Makers", 118%

of quota in 1997

. Sold major accounts including SuperValu, May Company, Argosy Gaming,

Enterprise Leasing, Busch Entertainment, and Adams Mark Hotels, among

many others

. Demonstrated "Best of Breed" strategies with integration to ERP

solutions such as JD Edwards, SAP, Peoplesoft and Oracle

. Converted legacy users to the latest technology platforms and

increased customer satisfaction to 98%

DCRS, Sales Manager 1986 to 1996

As a product sales manager at DCRS, I drove some of the largest sales

transactions in company history. My sales revolved around supply chain

optimization, as well as automation of operations and control for many

national retailers. In a highly competitive environment I secured

engagements which enabled clients to optimize inventory management, as well

as insure quality control, resulting savings of millions in operating

costs.

. Averaged $1M+ in sales (300% of quota) annually over 8 years

. Sold major retailers such as CPI Corporation, Fox Photo, (Edison Bros)

SuperStars, and CopyUSA

. Sold CPI Corporation over $3.5M in 1990

. Won the IBM Channel Partnership award in 1991

. Developed and presented retail automation seminars monthly at IBM

. Presented solutions at industry trade shows nationwide

EDUCATION

Advanced Sales Training

* Xerox Professional Selling Skills * Victor Sales Training

Program

* Victor Microcomputer Sales Training Program * Triad Systems

Sales Training Program

* IBM Sales Training (numerous courses) * Kronos Sales Training

* Managing the Complex Sale * eLabor.com Sales Training

* Complex Sales Methodology * Value Selling

* Revenue Storm Sales Methodology * Solution Selling Methodology

Formal Education (Associate Equivalent)

o Southwestern Illinois College, Belleville, IL

o Southern Illinois University, Edwardsville, IL

OTHER: Strong business acumen, excellent verbal, written,& presentation

skills, analytical & creative, Interests include; travel, art, golf, &

running. References available upon request

Contact this candidate