Sales Manager

Goal: Obtain a role where I can sell and execute business and consulting assignments to deliver business value and process improvement.

Experience:

Oct 2014 GSI, Inc.

to Present Senior Account Executive, New Business East Coast

Responsible for the sale and implementation of new JD Edwards Implementations in the East. In Spring 2015 my territory was expanded to include Install base in the Northeast. Developed a relationship with the East Coast Oracle sales organization. Sold and completed one new Implementation, one new Appcare (maintenance) customer and numerous assignments at JD Edwards install base customers. Developed a solid pipeline that was a significant multiplier of my $4M quota. Developed new marketing programs, opportunities and Webinars. Developed and co-presented “The 120 Day ERP Selection Process – Fact or Fiction”.

With GSI being a small firm, I performed Solution Manager and Engagement Management functions including solution development, proposal writing, research into solutions and qualifications, workplan development, pricing, staff selection and project management to move deals forward.

Extended the firm into Life Science and presented case to create an Oracle Cloud practice at GSI.

Oracle Cloud Sales Certified in Eloqua, CX, CRM, Field Service and HCM.

July 2013 Alere, Inc.

To Sept. 2014 Project Manager NA Business Process Optimization

Brought on by Alere to lead the consolidation of Alere USA onto a single consolidated ERP system. Lead the worldwide effort using staff, HCL and external consultants to put Alere US on the Alere consolidated SAP instance. This included design, configuration, programming, testing, acquisition and integration of third party systems, training, implementation and go live support. Hands on design of the logistics, WM and shipping systems (SCT XPS) used to support Alere warehouse and shipping. Achieved significant savings via Operation and Freight Optimization.

Project manager for implementing FSCM on the Alere consolidated SAP environment. Simultaneously implemented Corporate Finance and a large number of other systems and improvements. Personally responsible for the go live of all systems as the Alere Q3 SAP upgrade.

Lead the definition of Alere’s system validation requirements. Managed initial validation of Alere’s global SAP system and subsequent systems validation maintenance.

Served as System Owner signatory for all Alere SAP systems supporting some twenty countries. Decommissioned previous US system. Designed and planned the archive and movement of data and the movement of systems and interfaces, such as shipping and EDI to the new system. Worked closely to expedite EDI and WMS critical paths.

Apr 2010 Wipro Limited

To May 2013 Senior Practice Manager

Responsible for Sales Support and Delivery of Wipro services to Fortune 1000 Manufacturers and Life Science firms. Responsibilities included assisting with the development of client and go to market plans, management of client sales, client relationships, revenue management, project management and staffing.

In 2010-2011, managed $16M in revenue, generated $12M in bookings including extending our business at numerous new clients. Executed a High Touch/High Quality plan at Honeywell that extended our business at Honeywell and key spinoffs. Honeywell programs included:

The pilot implementation of SAP WMS in Mexicali, Mexico.

The movement of Honeywell’s largest, highly automated Distribution Center to a new logistics provider.

Planning and support of the spin off of Honeywell Auto Products to various entities including Armoured Auto Group. We worked with Honeywell/Armoured to carve out existing Honeywell systems.

In 2011-12 responsible for Wipro sales, consulting operations and providing full support to the large client sales teams in the pursuit of new business into seven of the top 10 Pharmaceutical firms, with similar responsibility in Medical Devices, Payers and Providers. Brought in at least four new clients. Sold and managed the upgrade of SAP at Carestream Health, a $3B Medical Device Manufacturer and Distributor and the implementation of SAP CRM to support Call Center, Dispatch, Parts and Service ($7+M).

In 2012-2013 was responsible for selling and supporting the Hunting sales team with my SAP and process knowledge. Created an $80M pipeline in four months and developed a partnership with SAP to co-bid on 3 premier accounts and responsible for bringing in at least four new clients. At Alere, a $3B medical device firm, assisted in defining the rollout of an SAP Global model to the US based on an initial implementation in Europe and assisted the executives with presenting the project for management approval. Subsequently joined Alere to serve as internal Project Manager for the implementation.

Personally developed a partnership relationship with SAP to co-bid on 3 premier Health Services accounts (United Nations, World Health Organization and PAHO). Prior to my relationship, Wipro had never partnered with SAP.

Project manager for the upgrade and implementation of a number of modules of Oracle E-Business Suite at Tyco. Worked with IBM and Tyco/ADT to plan the split and/or decommission of all Tyco systems during the spinoff and to execute spinoff.

Signed two new MSA’s with major firms. Defined and executed a mobility proof of concept for a Top 15 Life Science firm.

Presented at SAP Sapphire on Wipro/EMC/VMWare/Cisco Cloud offering.

Dec 2008 Siemens

to Apr 2010 Client Executive

Responsible for developing a sales plan to sell all aspects of Siemens Information Services (SIS) services in the Northeast.

Identified, developed the relationship, proposed and won an SAP planning assessment at a new logo, a $2.4B Consumer Products and Life Science client in my first five months with Siemens. Managed the SAP planning engagement on time and on budget. Developed the Implementation System Integrator RFP used by the client based on my processes and tools (at no charge to the client to create good will). Planned and the decommission of legacy systems. Addressed data archive/conversion and retrieval plan from previous systems.

Within the first twelve months, identified opportunities and created the implementation approach, project workplan and staffing proposals for:

A $20M implementation in Consumer/Life Science. This was the largest SAP Implementation proposal Siemens ever presented in the US.

A $7M+ SAP implementation and AMS to support the implementation at a $3.5B global Network Technology distributor.

I was able to get Siemens on the short list to propose on a SAP CRM implementation at a $4B Life Science firm. The opportunity would be worth $15-$20M in fees. Siemens declined to propose primarily due to lack of resources.

Sept 2007 Hewlett Packard

to Nov 2008 Client Principal

Responsible for Sales and Delivery of Hewlett Packard Consulting Services at Johnson & Johnson & Merck. Managed sales, client and vendor relationships, staffing, project delivery and P&L. Projects sold and delivered included the SAP Architecture to support Merck’s global SAP implementation, Merck’s corporate server Virtualization, and development of J&J’s HP-UX “Gold” platform image. Personally managed the Johnson & Johnson Velocity project, J&J’s worldwide deployment of network connectivity, file server and printing hardware, via a pre-installed factory model, to more than 400 J&J locations in support of J&J’s Microsoft Vista roll out. The Johnson and Johnson Velocity Project was extended to additional locations, and is considered one of, if not the best project ever performed for Johnson & Johnson.

July 2002 IBM Business Consulting Services (IBM acquired Pricewaterhouse Coopers)

to Sept 2007 Sales Relationship Manager/Business Solution Professional

In 2007, Sales and Relationship Manager for the IBM Oracle Mid-Market practice. Created a practice to sell Oracle software and IBM services directly to IBM mid-market customers. Involved developing a relationship with Oracle, development and negotiation of Oracle and customer sales contracts, and the hiring of staff. Developed the Marketing Plan. Managed staff, sales, marketing and operations for Oracle Software and Services sales in the US and Canada.

From 2002 through 2006 responsible for identifying leads, sales pursuits and account management for Business Transformation and ERP Implementations at IBM’s mid-sized & large customers in the East. From July 2002 to late 2004 responsible for IBM’s J.D. Edwards & PeopleSoft Services. After the acquisition of J.D. Edwards by Oracle in 2004 I was responsible for SAP Services Sales in the East.

Over a 16 month period I sold $130M in services to new major clients including:

Johnson & Johnson MD&D SAP Order to Cash – $40M

Merck Global SAP Implementation (Order to Cash, Manage to Make, Procure to Pay, Finance/Reporting). Original Value $69M. Full project at $500+M.

I identified the Merck opportunity, made initial contact and pursued the large implementation via various planning projects and relationships developed over more than two years. In both pursuits my role consisted of creating the implementation approach and workplan, assembling the team and implementation and change management. Worked with IBM’s Tiger Team and SAP management to extend IBM’s offshore offerings to include additional testing functions and the development of training courses and materials.

Introduced Merck to the concept of consolidation of its systems into a small number of ERP systems. Architect and Program Manager of Merck worldwide study to inventory potential systems to decommission. 70+JDE Systems (predominantly AS/400), 30+ Custom Manufacturing systems, PeopleSoft and custom Order Entry systems. Included team visits to Europe, Asia and South America, and company surveys.

Excelled at all aspects of Client and Project Management including development of vendor relationships, assessing client needs, management of client team, developing proposals, SOW’s (incl. workplans & pricing), oral presentations, staffing, client & project management.

Other customer implementations managed included J.D. Edwards at Par Pharmaceutical and Schering Plough, SAP at Sanofi Aventis, and work at Pfizer.

Dec. 2001 DigiTerra (division of CIBER – NYSE: CBR)

to June 2002 Director

Responsible for DigiTerra's JDE East Coast practice. Activities included developing and executing a marketing plan, introducing DigiTerra to local ISV’s and pursuing clients.

Nov. 2000 Vice President Experio Solutions (Experio is now Hitachi Consulting)

To Oct 2001

Experio Northeast Vice President of Sales. Responsible for generating approximately $17M in contracts and commitments while building the Northeast sales force. My ability to understand business and technology including Strategic Services, e-business, CRM, ERP, EAI and Supply Chain services enabled me to excel in this role. Developed executive level relationships with J.D. Edwards, Siebel, Oracle and Qwest Cyber Solutions (an ASP for SAP, PeopleSoft, Oracle and Siebel).

Dec. 1987 Grant Thornton LLP

to Nov. 2000 Senior Consultant through Senior Manager

January 1997 to November of 2000, Joint Practice Leader of the Grant Thornton LLP J.D. Edwards implementation practice. Started the practice in 1997 & grew it to represent 12% of Grant Thornton U.S. consulting. Sold and managed $7-10M in JDE consulting each year from 1997 to 2000. Major activities included development of relationships and contracts with J.D. Edwards, North American sales, management of major pursuits, engagement management, hiring & project staffing. Managed the practice to maximize profit & utilization resulting in 90%+ utilization.

Prior to 1997, responsible for building a Manufacturing and Distribution based business process improvement and systems practice. Activities included performing and managing system selections, system implementations, system design, project management, development of system plans, system development (including client/server) and LAN and WAN designs. Built a team of knowledgeable consultants and developed the tools and processes used. Hands on process improvement implementations managed and executed included J.D. Edwards at various clients (including Westcon, Audiovox (AS/400), General Investment and Development (Real Estate), Depository Trust Clearing Corporation (DTCC) and G-III Apparel (AS/400)) and the implementation of specialized apparel, WMS and shipping systems on AS/400 and other platforms.

Specialized in Electronics/Technology and Telecom, High Touch Manufacturing and Distribution, Apparel Manufacturing and Distribution.

Other industries - Automotive, Textile, Financial Services, Retail & Publishing.

Aug. 1984 to Arthur Young

Dec. 1987 Senior Consultant

Responsibilities included H/W and S/W selection, system design, training, managing and programming of user systems and conversions, and implementation of ERP and other systems.

Implemented McCormack & Dodge Financials at Tri Star Pictures.

Legal Time and Billing system impementations and conversions. Trained AT&T on Legal Time and Billing system implementations and UNIX configuration.

Industries included Law, Liquor Distribution, Venture Capital, Motion Picture, Manufacturing and Financial Services.

Education:

May 1995 New York University Stern Graduate School Business - MBA Finance.

May 1983 State University of New York at Albany - B.S. in Business and MIS, CS minor.

Contact this candidate