MARK S. FLOOD

*** ********* ***** ******** *****: actj7f@r.postjobfree.com

EAST LONGMEADOW, MA 01028 Phone: 413-***-****

SUMMARY OF QUALIFICATIONS:

Over thirty years of strategic sales leadership and direct sales experience

Successful executive sales management professional with a desire to over achieve

Highly accountable for creating and implementing profitable sales and marketing strategies

Proven ability to lead highly effective teams in achieving business goals with a sense of urgency and passion

Experienced in long-term consultative and solution selling to Fortune 500 companies and government agencies

Track record of promotional advancement

CAREER HISTORY:

CAROUSEL INDUSTRIES, WINDSOR, CT (June 2012– Present)

Carousel Industries consults, integrates and manages technology solutions that solve business problems and contribute to corporate growth. This includes managed services, mobility, visual communications, A/V integration, virtualization, unified communications, and data infrastructure solutions.

Vice President Sales East (Dec 2013 – Dec 2015)

Promoted to VP Sales to run Eastern Sales organization comprised of 10 sales teams with over 110 sales executives.

Major Accomplishments:

Grew revenues from $175m to over $210m

Reduced sales operating costs by over 10%

Consolidated multiple Regions

Increased overall GM from 25% to 26.5%

Achievers Club 2014

Vice President Inside Sales Executive Development Program (June 2012 – Dec 2013)

Hired by CRO and co-owner to revamp inside sales and executive sales development program to fulfill the requirements of a rapidly growing business. Daily responsibilities include managing 3 teams of 20 inside sales professionals with the mission of attracting new clients and selling more portfolio items to existing customers.

Major Accomplishments:

Reduced overall cost of team by 33% in first year while achieving sales goals

Transitioned team from account management to lead generation increasing revenue from $12m to $15m

Changed hiring practices to accelerate sales for new hires

Revamped sales training to focus on business conversations vs. products/partners

Introduced internal coaching program focusing on quality of calls and pipeline management

Promoted eight inside sales people to field

BT CONFERENCING (division of British Telecom PLC), QUINCY, MA (2002 – 2012)

US Conferencing division for BT providing audio, video, and web conferencing services and collaborative managed solutions to Fortune 500 companies. Highly profitable global organization with revenues in excess of $550 million and over 1200 employees worldwide. Recognized as the fastest organically growing conferencing company in the world.

Senior Vice President Sales

Hired by CEO in first year of business to play integral role in defining US sales strategy and building the national sales organization. Member of US Leadership team contributing to the development of the global vision and creating strategic direction in the US market. Day-to-day responsibilities include management of 40 person sales organization comprised of a team of three teams of remote sales people and one team Inside Sales people. Work in close partnership with Head of Marketing to develop revenue-driving initiatives for multi-national customers. Collaborate with global cross-functional teams to implement customer solutions.

Major Accomplishments:

Grew US revenues from $10M to a current run rate of over $310M in seven years

Executive sales lead on major customer wins including EMC, Thomson Reuters, Unilever, DHL, Texas Instruments, PepsiCo, Pfizer, American Express, and many others

Established account management team to ensure customer retention and growth, resulting in 35% revenue increase within current account base within first year

Upgraded sales talent to meet changing market demands

Introduced and implemented enterprise selling concepts to penetrate large accounts and move from a product sales strategy to a solution selling approach

Introduced new sales metrics and measurements utilizing salesforce.com and other management tools

Individually selected to BT’s Talent Pool - reserved for the top 3% of management employees worldwide

Successfully integrated newly acquired business unit into sales team

CONVERGENT GROUP (division of SchlumbergerSema), DENVER, CO (1999 – 2002)

Systems integration and consulting company focused on electric and gas utility companies and state and local government agencies.

Vice President Sales

Responsible for developing account sales strategies, preparing and executing sales presentations, generating proposals, negotiating contracts, and maintaining customer satisfaction.

Major Accomplishments:

Closed a $1 million web based integrated permitting contract for Marion County, IN

Closed a $4 million systems integration project with the city of Indianapolis, IN

Closed a $9 million systems integration / data conversion project with Arizona Public Service

Exceeded all sales goals

CAMBRIDGE TECHNOLOGY PARTNERS, CAMBRIDGE, MA (1997 - 1999)

Industry leading global systems integration and consulting company

Director of Strategic Alliances

Responsible for all aspects of Cambridge’s $150M global Strategic Alliance program with Tier One Alliances, (Clarify, Siebel Systems, and Vantive) via the creation and management of partner business plans.

Major Accomplishments:

Executed Strategic Alliance agreements with all Tier One Partners in 1998 and 1999

Negotiated and executed Train the Trainer agreements

Exceeded all quarterly and annual revenue goals

Managed the development and creation of the first marketing strategy for partners

KEANE, INC., FARMINGTON, CT (1996 – 1997)

Systems integration, outsourcing, and supplemental staff company

Sales Representative

Responsible for managing a $3M annual revenue base at nine existing accounts, increasing client satisfaction, growing revenue at existing accounts, opening new accounts, increasing profit margin, increasing percentage of project and outsourcing business.

UNITED ENGINEERS (division of CDI Information Services), HOLYOKE, MA (1994 - 1996)

Director of Sales

Managed a direct sales staff and delivered sales training to all regions within parent company. Provided Information Systems consulting and outsourcing services primarily to Fortune 500 companies throughout the United States.

SOUTHERN NEW ENGLAND TELEPHONE COMPANY (1986-1993)

Sales Manager, SNET Publishing, Meriden, CT

Held a variety of positions at SNET Publishing including; Account Executive I, Account Executive II, Sales Training Instructor, and Sales Manager. Multiple President’s Club winner in Account Executive role.

CONNECTICUT RESERVE SUPPLY CO., NEW HAVEN, CT (1983-1986)

Sales Representative

PERSONAL CHARACTERISTICS:

Entrepreneurial, highly motivated, sense of urgency, enthusiastic, strong team player, loyal, and passionate

RELATED EDUCATION:

University of Connecticut, Storrs, CT - Bachelor of Science, Marketing

Full athletic scholarship recipient and co-captain of football team

Variety of strategic sales courses including;

Target Market Systems, Inc. - Target Account Selling

Miller Heiman - Conceptual/Strategic Selling

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