Sales Manager

ERIC D. JOHNSON

*** ********* ******, ********, ** 60136 847-***-**** /

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

SALES LEADER

Proven sales leader known for ability to build, guide and sustain

successful sales teams

Driven, focused and goal-oriented sales leader with an accomplished record

of developing and growing profitable sales teams. Expertise identifying and

securing major client accounts by developing consultative relationships

that result in loyal long-term partnerships. Self-directed and aggressive

hunter with outstanding strategic and analytical abilities. Excellent

communicator and gifted listener with strong negotiation skills and keen

business acumen. Demonstrated ability to lead people and get results

through others. Recognized for ability to build teams, penetrate new

markets, grow market share and drive profitability.

SPECIALTIES - Sales Training & Mentoring ? Consultative Selling ? Solutions-

Oriented Selling ? Internal & External Relationship Building ? Strategic

Sales Planning ? Team Building ? P&L Management

PROFESSIONAL EXPERIENCE

WESTERN UNION BUSINESS SOLUTIONS, North America (remote Chicago area) -

10/2009 to Present

Western Union Business Solutions is the world's largest non-bank provider

of B2B international payment services.

Vice President, Head of Sales - Financial Institutions, North America

Provide strategic and tactical sales leadership to the North American

Financial Institution sales team by developing sales plans, strategies and

initiatives to fulfill the growth and revenue goals set forth by executive

management. Created a high-performing and empowered sales team that takes

ownership of their quota. Partner with sales reps to guide in the

technological aspects of complex sales and/or when a senior sponsor or

mentor is required. Meet with the sales team regularly to develop and

refine tactics to maximize revenue per prospect, manage sales pipeline, set

priorities and accurately set sales forecasts. Responsible for the

acquisition and implementation of new enterprise clients requiring foreign

exchange and international payment services while overseeing relevant

strategic partnership relationships. The core product is a software

platform from which clients run their foreign exchange trading and B2B

international payments business. Implementations are typically SaaS but may

be hosted or WebServices integrations. Work closely with Product, IT,

Development and Marketing teams to create sales collateral, develop

products and define our go-to-market strategy.

Led the #1 revenue generating sales force in North America across all

verticals in 2014 surpassing quota by 147%.

Regional Vice President - Financial Institutions, Midwestern USA

Acquisition and retention of a multi-million dollar client portfolio was

accomplished with a focused hunter mentality paired with a customer-centric

philosophy. Best-in-class results accomplished by developing consultative

relationships with c-suite stakeholders at financial institutions who

require capital market and software solutions to meet their international

payment requirements. Strategically planned and managed long and very

complex sales cycles with multiple decision makers. Responsible for:

Qualifying the market potential; Identifying and building key multi-layered

relationships focused at senior levels; Evaluating the business model and

providing solutions to meet needs; Developing business cases/RFP's;

Negotiating contracts; Technology implementation; Client management &

retention.

Awarded CEO's Champion award in 2010 (rookie year) for most revenue earned

globally across all verticals and surpassing goal by 273%. Surpassed 2012

targets in excess of 200% of goal. Ranked 2nd highest revenue earner, 2013.

Most cumulative revenue earned of all reps in United States since 2010.

SILVERTON BANK, N.A., Midwest Region

Silverton was the largest Correspondent Bank in the US

Vice President, Business Development Officer - 8/2008 to 6/2009 (Silverton

closed 5/09)

Recruited to turn-around sales in the Midwest, build a regional sales force

and grow market share. Provided wholesale banking services such as cash-

management SaaS and card services as well as capital market and consulting

services to community banks. Significant results achieved by building

consultative relationships with C-level decision makers and strategically

qualifying their needs before providing solutions. Performed dynamic

presentations for executives and their board of directors.

Exceeded 2008 sales goal by 138% of plan . Tripled the region's book of

business in 6 months . Achieved 90% of 2009 sales goal within 4 months

BARCLAY'S BANK - EQUIFIRST CORP., Chicago and Greater Metropolitan Area

Barclay's Capital is a 1.8 Trillion dollar financial institution -

Equifirst (a subsidiary) specialized in wholesale mortgage lending.

Senior Account Executive - 2/2007 to 8/2008 (Equifirst Ceased Operations)

Expanded market share in the greater Chicago metropolitan region by

creating a B2B client portfolio in excess of 100 companies within 1 year.

Strategically prospected and developed new relationships within the mid-

market while simultaneously providing unsurpassed personal service,

reliability and account management to existing client base. Effectively

navigated prospective organizations to identify and secure business with C-

level executives and business owners.

Revitalized company's presence in dormant territory . Increased market

share from 11th to 1st in less than 1 year . Became a regional top producer

and nationally ranked in the top 10 (out of 500) by 1st year's tenure

NATIONAL CITY BANK - FIRST FRANKLIN FINANCIAL CORP., Chicago and Greater

Metropolitan Area

National City Bank was one of the largest banks in the U.S. - First

Franklin (a subsidiary) specialized in wholesale mortgage lending.

Account Executive - 11/2004 to 12/2006 (First Franklin ceased operations)

Forged a loyal network of long-term B2B relationships by positioning myself

as a consultative advisor. Simultaneously focused on aggressively hunting

new prospects, servicing existing customer base and working closely with

operations. Excelled in a fast-paced, extremely competitive, high-volume

environment.

Earned "President's Club" distinction in 2006 for ranking in the top 10,

of 837 . Achieved national "Rookie of the Year" award in 2005 . Closed and

funded 420 sales for $79 million in 2006

AMERICAN STANDARD MORTGAGE, Chicago, IL: A mid-sized brokerage with 13

offices throughout the Midwest

Sales Manager - 12/2003 to 10/2004 (ceased operations)

Directed sales team to deliver superior results by training, advising and

mentoring. Applied performance management techniques along with individual

goal setting to maintain a highly motivated atmosphere.

Built the highest producing sales team in the company . Consistently ranked

#1 in sales for personal production .Personal sales comprised over 30% of

branch profit while managing a 14 member sales team

FLAGSHIP MORTGAGE, Hoffman Estates, IL: A large brokerage with 19 offices

throughout the Midwest.

Senior Broker - 7/2002 to 12/2003

Generated B2C sales by creating a B2B professional referral network in

tandem with self-generated marketing campaigns. Accountable through the

initial sale, processing, closing and funding processes.

Set company record for the most revenue generated in a single month . Top

producer in company 17 consecutive months

DELTA FINANCIAL CORP., Des Plaines, IL: A national mortgage bank.

Branch Manager / Sales Manager - 7/1999 to 5/2002

Orchestrated strategic and tactical leadership to a 28 member sales force

and operations team. Created a high-performance, high-reward culture by

setting challenging individual sales targets, monitoring performance and

rewarding top producers. P&L responsibilities included budgeting, planning

and strategic initiatives.

Worked closely with executive leadership and architected new national

procedures that were modeled after my branch's superior performance .

Delivered 173% increase in branch sales within initial 2 months,

outperforming every other branch in the company thereafter . Created the

most successful sales team in company history while still ranked #1 in

sales for personal production

EDUCATION

NATIONAL LOUIS UNIVERSITY: COLLEGE OF MANAGEMENT AND BUSINESS, Chicago, IL.

Bachelor of Science; Business Management

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