Sales Manager

Marc Farr

COMPLEX SALES AND CONSULTING SPECIALIST

MARC FARR

**** *** ****** *****, ******, TX 75033

C: 214-***-****

H: 214-***-****

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

SUMMARY

I am a top performer with 17 years of sales and consulting experience, who utilizes extensive cold calling, networking

and relationship management techniques to generate above quota results. My personality drives me to be a dynamic,

tenacious and team-oriented leader who enjoys generating net-new sales based on practical solutions for clients.

PROFESSIONAL EXPERIENCE

Varsity Shoppe, Inc., Coppell, TX March 2009 - Present

VP of Sales and Marketing

Founded and built a full service screen printing, embroidery, signage and engraving business.

Generated over $285,000 in revenue the first year through sales that averaged $500 in revenue

Created and integrated a full sales and marketing plan, which included a unique got to market strategy.

Developed a differentiated selling approach that implemented custom order forms, allowing clients to

purchase only the goods they need rather than buying in bulk

Recall Corporation, Dallas, TX January 2006 - February 2009

National Accounts Sales Executive

Net-new sales of records storage, destruction, conversion services, and data tape management services to Fortune 500

companies. Regularly met with SVP's and General Counsel to present solutions and negotiate contracts.

Global Top 10 sales producer in 2007 and 2008 / Top Net New sales producer globally in 2007 (#1 of 700+

sales executives)

Generated more than $22,000,000 in net-new business

Moved Chevron's Records Management offices to Recall facilities - $1,996,000; the first real-estate contract

ever sold at Recall

Used ROI analysis to show Chevron the benefit of outsourcing the management of their records -

$12,365,000

Demonstrated the ROI converting to paperless records represented to UnitedHealth Group to finalize a

conversion services agreement worth $440,000, and negotiated a 9.8% across the board price increase;

their first increase in 8 years

Used the financial impact of a security breach to convince RadioShack to outsource their destruction -

$1,104,000

Leveraged the relationship I built at RadioShack to close a destruction agreement with Pier 1 - $718,000

One of twelve individuals chosen to join the America's Sales Counsel; attended quarterly meetings with

senior management to review the competitive landscape, debate sales & marketing strategies, and develop

compensation and metrics plans

IKON Office Solutions, Dallas, TX April 1998 - December 2005

Senior Solution Consultant " Professional Services: February 2005- December 2005

One of six sales people nationally who was chosen to start the Professional Services " Capture Center of Excellence;

our goal was to drive the sale of Enterprise Document Management (EDM) software solutions across North America.

Sold and supported IBM Content Manager, EMC Documentum, Kofax Capture, and Captiva InputAccel

software solutions

Offered customized solutions that included document capture, automated recognition & routing, workflow

and retention

Targeted companies with AP departments that employed at least 15 people, and used workflow and

employee overhead analysis to demonstrate the cost saving headcount reductions associated with

automating the payables process

Teamed with IKON's Professional Services team in Austin to close a $810,000 sale at Lackland Air Force

Base

Lead the efforts of the PS representatives in TX and OK to develop a pipeline that exceeded $8,650,000 in 9

months

Quarterbacked net-new sales opportunities at major accounts such as Payless Shoe Source, Werner

Enterprises, Infosys, Maritz, Haggar and Teva Pharmaceuticals

Frequently delivered EDM presentations to large audiences, which subjects such as Medical Records

Compliance and Accounts Payable Automation

Sales Manager: July 2003 "January 2005

Managed a team of nine Account Executives and one Government Representative that covered a large area of the Dallas

metroplex; responsible for an annual revenue budget of $4,800,000.

Upgraded 80% of team during first six months on the job and then increased second half revenue for FY04

by 38%

Successfully managed my teams transition to a new Oracle based sales tool that provided better reporting,

metrics tracking, and forecasting capabilities

Color Products Consultant: August 2002 " June 2003

Consultive sale of business, creative, and production color products to customers in Dallas and Waco, TX.

Top color producer " January 2003 and April 2003

121% of FY03 YTD Quota when I was promoted to management after 9-months

Finished FY03 with 7th highest color revenue in region - $540,000 (38 CPC's total)

District Product Marketing Manager: December 1998 " July 2002

Employed by corporate marketing with a directive to drive the implementation and sale of new IKON software and

hardware products in the Central District (AR, IA, IL, KS, MO, NE, OK)

Top Performer/Revenue in Focus Areas " Jan. 1999, Sept. 1999, May 2000, Sept. 2000, October 2001, Feb.

2002

Met or exceeded budget every year while maintaining annual revenue growth of 15% or greater (FY02 budget

$4,140,000)

Acted as a tactical leader and product expert for major account opportunities; regularly met with large

accounts to close deals

Frequently delivered technology presentations to 50+ clients and regularly held full staff launch meetings at

every office

Regularly met with District President, SVP of Sales and SVP of Service to gain buy-in for new hardware and

software offerings; reviewed pricing, margin expectations, service models, and developed launch, training

and implementation schedules

District Color Manager: April 1998 " November 1998

Acted as a liaison between IKON's marketing division and the Central District (AR, IA, IL, KS, MO, NE,OK),

launching and driving the sales all of IKON's new color hardware and software offerings.

Top revenue producer - July 1998, September 1998, and October 1998

Grew year over year revenues by more than 40% during my 8 month tenure

Finished FY98 at 102% of $2,300,000 quota (Interesting story! Ask me about it.)

Olin Corporation, East Alton, IL June 1996 - April 1998

Field Sales Trainee

One of two trainees in the Copper & Brass Division of a Fortune 500 Company that manufactured strip, tube and pipe

products for use in semiconductors, electronics packaging, automotive, house hold goods, and medical devices.

Created business plans and profit analysis projections for net-new opportunities, which I presented to the

VP of Sales

Partnered with a software development firm to create a user friendly, server based account management

system; alpha and beta tested system and then integrated it at twelve satellite offices, and on 17 sales

representatives laptops

LSO (Larry Smith Office), Buffalo, NY April 1994 - May 1996

Outside Sales Representative

Consultative sales of Mac and PC based computer systems, software and networking solutions to businesses in

Buffalo.

Created a net-new client base in my territory that generated over $50,000 a month in sales

Contracted Fleming's Northeastern Regional Office ($250,000 in Revenue)

ADDITIONAL INFORMATION

EDUCATION:

Syracuse University, Syracuse, NY

Bachelor of Fine Arts, Advertising Design - 1993

Tau Kappa Epsilon International Fraternity - Historian, Risk Management Chairman, Marketing Chairman

and Social Chairman

HONORS & ACTIVITIES:

Top Net-New Sales Producer Globally " FY07 (#1 out of 700+ sales executives)

Presidents Club Award " FY07 and FY08

Top National Accounts Sales Executive in North America " FY07 and FY08

VIP Leasing Revenue Award FY04 " Top 10% of all Managers in North America

VIP Leasing Revenue Award FY03 " Top 10% of all Sales People in North America

Board Member and Communications Chair - Syracuse University Alumni Club of DFW

Finisher " 2001 Chicago Marathon

Williamsville South Varsity Swim Team - Captain 1988 and 1989 seasons

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