Sales Customer Service
Resume:
Matthew S. O'Brian
Hamilton, Michigan 49419
**************@*****.***
National / Regional - Senior Account Executive
Sales / Management / Business Development / Client Relationships / Major Accounts International / Consultative & Cross Selling / Turnarounds / Strategic & Tactical Planning
Award-winning sales and marketing leader who consistently identifies and seizes critical opportunities to increase sales and brand awareness. Expertise in developing and managing long-term relationships through excellent customer service, follow-through, and attention to clients’ needs. Technology advanced and Microsoft Certified.
Achieved growth by building startup business units into top performers. Fostered and developed new sale channels and marketing partnerships. A change agent for existing sales teams, creating immediate positive results
Key differentiators include:
Identifying trends to grow market share and improve stakeholder value
Developing strategic alliances to boost revenue
Using consultative sales techniques to exceed corporate expectations
Fostering key alliances to optimize sales for new and existing accounts
Delivering superior customer satisfaction and loyalty
Key Skills: Identifies market trends. Develops strategic alliances with C-Level Decision Makers, and wins cooperation at all levels. Analyze situations rapidly utilizing a consultative sales approach. Finds new alternatives, Institutes change smoothly; inspires others to top performance. Has the ability to re-engineer sales processes and procedures, streamline sales operations and is decisive, innovative, and creative problem solver.
BA, Albion College. Additional sales seminars include: Personal Selling Skills (PSS), Getting Inside Your Head, Winning Through Negotiation Seminar (Pepperdine Law School), Get Real Selling, Inside Selling Skills (Ary Consulting Group), American Pharmaceutical Sales Association Seminar and Tom Hopkins Seminar.
Selected Accomplishments
Introduced new products, $650K+ total new sales. Wolters Kluwer was in danger of losing access of key product to competitor. Developed and nurtured relationships with senior and C-level executives in Health Services and Universities to analyze informational challenges and develop customized solution and was able to grow sales despite recession and budget reductions. Catapulted sales of product – from $4.2M to $4.8M.
Took a startup to a $1.4M territory with Reed Business Information. Maximized market advantages of new product entry into US market, developing strong sales channel network and referral base. Developed new sales and marketing programs, increasing brand and establishing company as market leader.
Generated more than $2.7M in sales for Reed Elsevier. Conducted due diligence in order to maintain a full pipeline of prospects to close on a consistent basis. Led needs analysis on clients’ problems gaining trust and credibility. Utilized consultative approach to close business, closing 40% of leads.
Landed $52K residual revenue account for LexisNexis, despite competitor’s face-to-face advantage, Identified potential cornerstone account, but lacked resources for personal visit. Using consultative telemarketing strategies, gained client confidence and was able to understand the Michigan Supreme Courts problem of two separate code services. The result was a complete change over from the Michigan Statutes Annotated (MSA) to the Michigan Compiled Laws Service (MCLS) which later became the official code for the State of Michigan and a $52K annual contract.
Increased sales in print and electronic materials, earning prestigious National Mixer Award for LexisNexis, Increased business within all available platforms: print CD and internet. Increased revenue volume and new business dollars 35% for print, 25% for electronic legal material sales.
Showed resourcefulness in obtaining $82K annual account for Reed Business Information, Tasked by Reed to implement a onetime sale outside my territory. Utilized a previously learned phone-sales technique to open a major client in Texas. Identified and developed C-level contact and convinced to do a month-long trial. Result was the 2nd largest package in the company history for $82K.
Career History
Independent Contractor, CU Lending Edge 2014-present. Provided innovative, cutting edge, loan origination software and loan packaging and funding solutions to financial institutions such as credit unions and community banks, as well as servicing automobile, RV, and Motorsports dealers as a one-stop lending source. I was a Dealer representative that contract negotiation, training and facilitation of loan applications. I was also responsible for software development of the companies CRM system and training development.
Account Executive HSI/Summit Training, 2013-2014. Inside account executive providing innovative environmental, health & safety solutions and courses that can be delivered by interactive online, streaming video, DVD, onsite training and consulting services. I was responsible for introduction of new products, opened and cultivate large accounts. Acquired OSHA 10 and ASHI FACPR certifications.
Senior Account Manager, Reed Elsevier (Matthew Bender, LexisNexis, Reed Business Information), 1999-2008 and 2010-2012 Legal publishing and business to business organization that provided legal materials, factual discovery, background information and advertisement placements on Internet, CD and Hardbound platforms. Oversaw key account development and product launches for multi-industry, niche market product. Sold to C-level decision makers with many Fortune 500 and international clients. Directed B2B sales and marketing strategies. Bonded and conducted due diligence. Responsible for the Supreme Court of Michigan with LexisNexis. Took a startup to a $1.4M territory with Reed Business Information. I obtained Lexis for Microsoft Office and Office 2007 Certification as a requirement to do my duties.
Regional Sales Manager, Wolters Kluwer Health (Ovid Technologies) $17B seller/reseller of journals and databases for academia and medical industry, 2008 to 2009. Increased revenue from a $4.2M to $4.8M in assigned territory. Demonstrated platforms and content of databases, e-books and journals for the medical industry. Responsible for new sales, renewals, and customer service for Michigan, Indiana, Ohio and Kentucky.
Sales Executive, CBC of Kalamazoo, 1996 to 1999. Sales for credit reporting and collection agency that provided mortgage and credit reports, collections, employee background services and flood zone determination services. Sold and configured proprietary software product for credit reporting affiliate, TransUnion. Developed and conducted PowerPoint sales seminars and presentations on reading reports at local colleges. Responsible for 200+ accounts, creating $750K annual revenue. Bonded to perform my duties.
Client Service Manager, PMI Software 1993-1995. Developed and supervised sales of proposal generation software and training and documentation services that developed solutions for Fortune 1000 organizations. Responsibilities included development and implementation of client service procedures, develop marketing programs and establish both long and short term goals.
Earlier: Telemarketing Representative, Owens Classic 1992-1993 Senior Field Representative, MarketSource Corporation 1988-1992.
Other Awards / Recognitions
Awards / Recognitions:
Quota Buster 2014: Heath and Safety Institute / Summit Training
Production Achievement Award 2009, Wolters Kluwer Health (Ovid Technologies)
7 Time Trip Award Winner 2004-2007, Reed Business Information
3 Time Salesman of the Quarter 2004-2007 Reed Business Information
Mixer Award 2002, LexisNexis
MVP 2002, LexisNexis
Gold Key Winner 2001, LexisNexis
National Consistency Award 2001, LexisNexis
Sales Executive of the Year 2000, LexisNexis
4 Time Salesman of the Month, LexisNexis
Multiple Member of Circle of Excellence, LexisNexis
Contact this candidate