Sales Marketing

THOMAS J. KACZYNSKI

Raleigh, NC ***** (c)919-***-**** ***********@**********.***

EXECUTIVE PROFILE

VP SALES / Consultant

Results-oriented Sales Executive with years of P&L experience and identifying and building new business in the technology field. Excels at understanding new technologies, applying technology to solve business problems and developing relationships to sell solutions across technologies. Persistent channel specialist known for qualifying and closing sales opportunities. Proven record of financial achievement and directing teams that set new sales records. Recognized by customers, vendors and employees as a problem solver, critical thinker and valuable team member. Strong team leader that focuses on hiring the right people, promotes camaraderie and offers practical solutions.

Selected Achievements

Restructured the sales organization, transitioning from order takers to effective sales resources with focus, improving productivity 125% and profitability 65%. [Keane, Inc.]

Increased contract placement 100% during first year of involvement by establishing national reseller relationships. [Criterion Services, Inc.]

Increased average sale from $110,000 to $500,000 and gross margins from 10% to 87% by switching focus from low-margin hardware to high-margin services. [Criterion Services, Inc.]

Implemented a Tactical Resources Pool for Citicorp Services Group that pooled consulting resources on designated tasks, generating $1 million in additional revenue. [Keane, Inc.]

Consolidated operations at Gould Pumps from 2 major divisions using several hardware platforms into a single consolidated, enterprise-wide ERP application, saving the client millions of dollars. [Keane, Inc.]

Helped client grow revenue from scratch to $2 million with 25% gross margin in the first year of operation. [Criterion Services, Inc.]

Sold and implemented a comprehensive business and marketing plan that raised a client from an operating loss to $2 million in annual revenue in 1 year with a 25% operating margin. [Criterion Services, Inc.]

Areas of Expertise

Channel Sales Problem Solving Consultative Selling

Developing Partnerships Business Intelligence Team Recruiting/Motivation

Closing Sales Pricing Negotiations New Technologies

Opening New Accounts Disaster Avoidance Pricing Models/Proposals

PROFESSIONAL SUMMARY

Criterion Services, Inc. Raleigh, North Carolina

2000 to Present

Sold ERP consulting and implementation services, software as a service, disaster avoidance and storage solutions implementations to companies worldwide. Sold software development outsourcing both domestic and offshore. Sales of managed services, co-location and business continuity consulting services. Business development for new business and Channel Development and sales of Internet services, storage and disaster avoidance solutions and business consulting services to include employee assessment products; supervised administrative functions (including profit and loss) and operations; developed and implemented Internet marketing programs.

CIS, Inc.

Established strategic business relationships, developed sales collateral, recruited and placed IT consultants, developed and implemented marketing plans, generated proposals.

Increased contract placement 100% during first year of involvement by establishing national reseller relationships.

Developed cultural orientation for IT resources that were recruited and hired from India.

Established Technical Resource Pool relationship with CitiCorp, resulting in $750,000 in annual revenue and establishing client as “Vendor of Choice.”

Generated $1.5 to $2 million in annual revenue by establishing a partner relationship with Oracle Region to provide supplemental staffing for the services organization.

McCormick Nunes

Sold data warehouse, data mart, CRM, DSS implementation and consulting services in the financial and sales/marketing arenas. Sales targeted international companies with revenues of $50 million or greater and involved the integration of Oracle and other vendor products across a variety of platforms.

Increased average sale from $110,000 to $500,000 and gross margins from 10% to 87% by transitioning company focus from low-margin hardware sales to high-margin services.

Developed a prospect database of 7,700 target companies in the Southeast and created/implemented a comprehensive marketing program to pre-qualify prospects, increasing sales in 1998 by 300%.

Created sales collateral and web presence for Networking and Internet Services, fostering sales and profitability growth.

Computer Source One

Sold business and marketing consulting services to a startup business. Recruited and trained the company’s sales force, implemented sales methodology and developed supporting sales collateral.

Established client as “vendor of choice” in its target market by developing enterprise level customers.

Helped client grow revenue from scratch to $2 million with 25% gross margin in the first year of operation.

Recruited/trained sales force and developed sales collateral, pricing strategy and prospect identification and qualification system.

Keane, Inc. Buffalo, New York

Supplier of IT consulting services, supplemental staffing and project management with staff of 153 and annual revenue of $12 million. Key accounts include CitiBank, Cooper Industries and Bausch & Lomb.

Area Business Manager 1998 to 2000

Supervised sales and marketing of IT consulting services and projects; maintained P&L; developed and implemented business and marketing plans; recruited and trained sales staff; and serviced accounts such as Kodak, GE, Xerox, Cooper Industries, HSBC Bank, CitiCorp Services, M&T Bank, National Fuel Gas, National Grid, Oracle Corp., Bell Aerospace, Counties of Erie, Niagara and Monroe, and LTV Corp.

Consolidated operations at Gould Pumps from 2 major divisions using several hardware platforms into a single, enterprise-wide application, saving the client millions of dollars.

Won an 18-month, $1.5 million fixed-contract bid for maintenance of six enterprise-wide legacy databases at Eastman Kodak until migration to new platforms.

Implemented a Tactical Resources Pool for Citicorp Services Group that pooled consulting resources on designated tasks, generating $1 million in additional revenue.

Restructured the sales organization, transitioning from order takers to effective sales resources with focus, improving productivity 125% and profitability 65%.

EDUCATION & PROFESSIONAL DEVELOPMENT

State University of New York, Buffalo, New York

Master of Business Administration Management & Marketing

Niagara University, Lewiston, New York

Bachelor of Science Commerce, Economics, Accounting, Marketing and Banking

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