Sales Manager
Resume:
DARRIN APICHELL
Concord, NH
603-***-**** ò **********@*******.***
linkedin.com/in/darrinapichell
Business Development ò Territory Growth ò Strategic Market Planning
Client Prospecting ò Relationship Building ò Team Leadership
A dynamic, award-winning Sales Director with pioneering experience and record-breaking performance greatly increasing revenues for industry leaders. Motivated professional who drives new business through excellent customer service and establishing strategic partnerships with key clients to increase channel revenue. Strong management skills with the ability to turn under-producing individuals into outstanding team members. Exceptional tenure showcased by promotions to positions of increasing authority and responsibility. Consistently exceed all personal and corporate sales quotas. Well organized with a track record that demonstrates self-motivation, perseverance and the creativity to achieve both personal and corporate goals.
Selected Highlights
Started Urgent Care Locum Tenens Staffing Practice for a $100M growing healthcare staffing company, grew sales by 540% in 2015.
Won contracts with 3 of the top 10 largest privately owned urgent care chains in 1st year due to superb client relation skills.
Developed 2 “at risk” employees into strong producers through the integration of innovative training methodologies.
Met or exceeded all quotas throughout tenure, averaging as high as a record-breaking $187M annually while directing 5 sales teams.
Responsible for numerous improvements in training new employees, coaching existing employees, maintaining key partner relationships, developing incentives to motivate sales, account planning, sales planning and execution.
Core Competencies
Strategic Market Planning
P&L Management
Market Positioning
New Business Development
Brand Development
Project Coordination
Forecasting
Training/Mentoring
Negotiations
Market Analysis
Recruiting
Team Leadership
Professional Experience
Medicus Healthcare Solutions ò Windham, NH ò 2014 – October 2015
Practice Manager, Urgent Care
Started Urgent Care Locum Tenens Staffing Practice for a $100M growing healthcare staffing company, grew sales by 540% in 2015.
Won contracts with 3 of the top 10 largest privately owned urgent care chains in 1st year due to superb client relation skills.
Developed 2 “at risk” employees into strong producers through the integration of innovative training methodologies.
Spearheaded and co-developed innovative and highly effective marketing campaigns introducing Medicus to the urgent care market.
Joined largest urgent care member association as only staffing company and developed productive, long-term professional relationships with the top owners/executives in the industry.
Responsible for selling, managing and growing sales volume within the territory.
Generated new business and maintained existing relationships with key account decision markers.
Elevated annual sales from $250K to $1.6M by formalizing sales target strategies and programs.
VXi Corporation ò Dover, NH ò 2013 - 2014
Director of Inside Sales
Successfully oversaw entire inside sales department for a $30M headset manufacturer.
Achieved growth in 2013 after three years of flat business through reorganization of the sales team and reducing headcount.
Responsible for numerous improvements in training new employees, coaching existing employees, maintaining key partner relationships, developing incentives to motivate sales, account planning, sales planning and execution.
Developed new partner recruitment program and team that has already resulted in a record 5+ new authorized partners being signed.
Recognized for outstanding professional expertise, developed formal product launch plan blueprint for new product launches.
Developed and managed all internal sales incentives through diligent performance analysis and the integration of best practices methods.
Spearheaded efforts to do a “test drive” email marketing campaign to end user customers to drive multiple leads for the sales team.
Researched and signed a new lead program that will integrate into company CRM and give sales reps unlimited access to company and contact prospects.
PC Connection ò Merrimack, NH ò 1999 - 2013
Director of Sales Mid-Atlantic Region (2008 – 2013)
Received numerous promotions, oversaw Mid-Atlantic corporate sales division for a leading Fortune 1000 IT Reseller with 2,000+ employees and $2 Billion in revenue.
3-time recipient of the prestigious Presidents Club due to exceptional performance across all available metrics.
Rose above all expectations, set company record for most profit in a quarter in Q3 2011.
Responsible for exceptional results regarding key account relationships, key partner relationships, driving customer acquisition, employee development, account planning, event coordination, territory growth, sales planning and execution.
Met or exceeded all quotas throughout tenure, averaging as high as a record-breaking $187M annually while directing 5 sales teams.
Collaborated with a peer to develop a specialized program that added $1M profit to the bottom line in 2011 and 2012.
Commended by upper management for superb leadership ability, developed 2 managers into highly successful senior Sales Managers.
Senior Sales Manager (2005-2007)
Took over an underachieving sales team of 15 sales executives and grew business to a team record $36M annually by consistently exceeding sales quota.
Selected as an active member of a small cross-departmental company committee that helped the company realize $10M in savings annually.
Utilized numerous targeted sales initiatives, achieved #1 Sales Team in 2007 and earned spot on Presidents Club.
Collaborated with Vice President and Director of Sales Operations to completely reorganize territories to increase sales success consistently at or above sales quota.
Successfully planned and executed a "roadmap" to increase service options, maximize operational excellence and reverse negative variance in sales.
Exercised strong sales and leadership strategies to identify top-notch talent, using effective training and personalized, talent-based placement techniques.
Arranged customer visits and performed sales presentations to close orders.
Sales Manager (2003 – 2005)
Lead, trained, coached and motivated a team of 10-12 to continued high performance by leading the company in new account acquisition and gross profit percent.
Broke multiple corporate and personal records, with $17M Team sales in 2004.
Achieved #2 Sales Manager in 2004 as well as being part of the Presidents Club through innovative sales and marketing methodologies.
Standardized cross-selling techniques team wide to increase sales opportunities.
Ensured strong team morale by planning and executing team events.
Executive Account Manager (1999 – 2001)
Recipient of multiple coveted awards including “Rookie of the Year” award in 1999, 2001 Sales MVP and 2 Presidents Awards in 3 years.
Highly successful in the management of key accounts, earned two title promotions within 24 months.
Expertly managed a $4.5M book of business through strong client relations and regularly searching for new avenues of support.
Devised strategic action plan to enhance account retention.
Recognized for ability to quickly establish rapport with customers, up-sell products and establish a loyal clientele.
Additional Positions:
IBM Vendor Specialist (2002 - 2003)
Education
New England College, Henniker, New Hampshire
Bachelor of Science – Communications
Minor in Psychology
New Hampshire Technical Institute, Concord, New Hampshire
Associates of Art – Human Services
Additional Credentials
Technical Skills
Microsoft Office (Word, Excel, PowerPoint, Outlook, Access, Publisher) / Salesforce / JD Edwards
Honors & Awards
PC Connection:
“Rookie of the Year”
Sales MVP
President’s Club (x5)
Presidents Awards (x2)
Volunteering Experience
NH Food Bank / Friends of Forgotten Children
Interests
Soccer, Running, Crossfit, Boxing, Hiking, Kayaking, Concerts, Family Time, Camping, Traveling, Food & Wine
Detailed Professional References Available upon Request
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