Sales Manager
Resume:
Vicky Jo Neiner
Metro NY/NJ Area
*******@*****.***
CAREER PROFILE
Experienced and detail oriented Management and IT Sales Professional with years of cross-functional field sales, contract management, account management, customer relationship, and solution strategist experience. Proven success in leveraging advanced technologies to drive complex business solutions within major national and international accounts. Strong communicator, negotiator and liaison. Comfortable and efficient in communications within all levels within the organization, business partner or client base, from “C” Level Management to Technical Staff. Excellence in Client retention and Account growth.
CORE COMPETENCIES & ACCOMPLISHMENTS
Sales & Customer Relationship Management
Achieved consistent sales account success through Solution-based Selling. Worked independently and as part of a team executing the entire sales cycle from initial client consultation and needs assessment through proposal development, presentation and contract negotiation, to the sales close, product delivery & installation, training and support. Provided the customer advanced technical services, while building client competencies around cutting-edge products and delivered the solutions to support them. Delivered service solutions included hardware, infrastructure management, network/internet security, storage solutions, infrastructure design, software, software development, training, system security, technical services and maintenance agreements. Built cooperative relationships and delivered innovative solutions to meet clients’ needs. Managed and coordinated the manufacturer, reseller, and end-user inter-relationship. Provided technical guidance and marketing assistance to all levels of management and to key decision-makers. Continually met and exceeded assigned sales quotas. Expanded sales experience and techniques through the attendance/graduation of many sales training courses and boot-camps. Expertise, documented success and confidence in Enterprise Account Management, Global Account Management, Strategic Sales and Engagement Management.
Business Development
Conducted extensive market, competitive and trend analysis to identify and capture emerging market opportunities. Created successful New Business Development campaigns which have included the research and creation of targeted prospect lists, and development of Marketing Materials and C-Level focused mailings. Achieved continual success in prospecting and closing major Fortune/Global 1000 accounts Successful experience selling to multiple organizational levels including Director and C-level executives. Solid background dealing with pharmaceutical/health, media & entertainment, manufacturing, telecom and financial corporations. Continually leveraged existing relationships within accounts to close additional business, or gain references to prospective accounts.
Engagement Management
Gained broad-based experience in all aspects of PC, Server, Service Delivery, Software, Cloud Services, System Security, Infrastructure Management, LAN & WAN Project Management. Administered nationwide system hardware, security, services and software deployments and upgrades. Coordinated time schedule for hardware and software delivery, technical resources, and end-user training to provide a comprehensive client solution. Managed a team of (100+) nationwide technicians and network specialists. Working with MS Project and other management tools, insured that all service, delivery or other contract terms were met or exceeded. Responsibilities have included client consultation, research and discovery, contract negotiation, project development and planning, team/personnel composition and administration, team communication, and compliance management to the statement of work and the service level agreement.
Contract Management
Negotiated and administered multi-faceted client, reseller and third party sales & service contracts. Established and monitored terms and conditions, promoted sub-contractor and reseller relationships, where necessary, with other technology industry leaders. Ensured overall compliance with contract terms. Contracts have included national software agreements, outsource agreements, vendor agreements, service and support contracts, as well as direct or reseller hardware agreements.
Procurement, Product Management and Inventory Control
Coordinated new product introduction and implementation from specification development, through unit evaluation, to the bid and order execution stages. Handled all aspects of Asset Management. Coordinated with Direct Manufacturer & Channel representatives to contract resources and present product to corporate accounts. Managed inventory procurement and acquisition, including the establishment of calculated stocking levels, re-order rates and purchase quantities for a broad range of PC/Network, Infrastructure and Security products. Produced, initiated and monitored a product inventory forecast schedule.
PROFESSIONAL EXPERIENCE
Director-Business Development & Customer Relationship Management NYC, NY
(Undisclosed) LOGISTICS Corp. 2014 to Current
Provide complete engagement management of all aspects of day to day operations. Manage all Hardware Maintenance and Acquisition Contracts. Responsible for Infrastructure Management for company and client engagements. Negotiate & manage all Sub-Contractor Agreements. Manage Event Planning. Coordinate all Travel/Delivery Arrangements. Oversee Procurement Contracts and Delivery Schedules. Established and Manage both a personnel database as well as the vendor/service contractor database. Research vendors to provide the most economical project estimates. As Engagement Manager, coordinate with and schedule all vendors, sub-contractors and staff. Provide all levels of CRM, reporting and communication.
Sales & Engagement Manager Brick, NJ
SEAHOUSE DEVELOPMENT LLC 2012 to 2014
As Engagement Manager, coordinated with all vendors, sub-contractors and employees to provide cohesive management of projects & contracts. Negotiated and managed all Contract Management and Vendor/Sub-contractor relations. Established & managed customer & vendor databases (CRM). Produced & distributed weekly progress reports for internal use and client reporting. Acted as Director of Business Development.
Responsible for Contract Bid (RFP/RFQ) generation, including blue print interpretation for estimating and product procurement purposes. Produced all client proposals and project estimates. Consulted with Architects and Design Teams on project design and zoning compliance. Coordinated all daily office & showroom operations. Provided communication and support to customers as well as prospective clients. Responsible for all permit and zoning paperwork, applications and inspections. Met with Township officials and inspectors to discuss projects, requirements and compliance.
Business Development Manager NYC, NY
EMC 2006 to 2007
Responsible for new business development and account management within a major Global IT Company. Operated in the Enterprise Account space working with Fortune 100 and Government (NY State and NYC) accounts. Presented entire Infrastructure Management Solutions. Responded to RFP and Bid requests. Coordinated with existing Enterprise Account teams and Vendor Partners to provide large solution-based sales in Infrastructure and Storage Worked as part of a team to handle all aspects of sales, design and deployment. Updated all activities and Client communications in CRM database. Provided service performance reports to clients on a regular basis.
Sr. Business Development Manager NYC, NY
NETPIXEL, INC. 2005 to 2006
Responsible for new business development and account management for a NYC based premier IT Consulting Solutions Company. Devised and directed my own marketing campaign which included client identification and research, marketing material production, and proposal development. Successfully contracted Goldman Sachs and HBO within my first days of employ. Subsequently, continued to add major Fortune 1000 accounts including Liz Claiborne, Morgan Stanley, Bear Stearns, AutoOne Insurance, Sprint-Nextel, MetLife and Deloitte & Touche. Account success attained through a variety of sales strategies, including cold-calling, relationship leveraging, personal referrals and proposal submissions. Most of the accounts were first contacted at “C” or Director Level.
Senior Account Manager South Plainfield, NJ
ION NETWORKS, INC. 2001 to 2002
Conducted Territory Sales Management and Business Development for a multi-function network appliance manufacturer and services provider. Ion Networks develops and manufactures software and hardware solutions for monitoring and managing voice, data, video and environmental applications and networking. Provided solution sales in Infrastructure Management, Firewall/Security, VPN, VOIP, Identity Management, Web Access/Caching Server, and File-Server and e-Mail Server technologies. Managed the re-seller/VAR contracts and relationships within assigned territory. Responsible for new business development and existing account management within all sizes/ranges of end-user accounts (SMB, Fortune 1000, and Government & Education.) Contracted, managed and supported the value-added resellers within the region. Solid background dealing with pharmaceutical, manufacturing, telecom and financial corporations. Established national contracts with CitiCorp, Goldman Sachs and Neuberger Berman, LLC.
National Account Management Elmsford Park &Woodbridge, NJ
INACOM (VANSTAR) CORPORATION 1993 to 2001
Sr. Account Manager of the Lucent Technologies Account. (International) (1997-2001)
Sr. Account Manager of the Ernst & Young LLP Account (International) (1993-1997)
Achieved Chairman’s Club in every year at company: (Top 5% of Sales in Country), Vanstar “Star Performer”, Hewlett Packard “Star Award” 1996, Hewlett Packard Top Sales Award 2000. Apple Million Dollar Club, also received numerous awards in sales excellence for IBM, Microsoft, Compaq, Toshiba and HP. Recruited to this position at the request of the client (Ernst & Young). Moved to the Lucent Account to coordinate extensive & difficult product/inventory management issues, and to enhance client relationship management. Responsibilities included Project & Infrastructure Design, Management and Implementation. Directed local, nationwide & global deployments of Printer, Storage, Desktop, Server, Security and LAN hardware systems as well as System & Software upgrades. Provided technical solutions in Network Design, Infrastructure Design, Storage Management, Data Back-up and Disaster Recovery. Executed and managed large SW Sales and National Contracts. Responsible for the discovery and closure of a $300+ million MS Exchange Global Network Roll-out. Consistently exceeded all sales, revenue, service, account development and performance goals.
Corporate Account Manager Iselin,NJ ALPHANET (d.b.a. MicroAge) 1990 to 1993
Consistently met/exceeded all revenue, account development and performance goals.
Excelled in the close of Fortune 1000 accounts, including Ernst & Young LLP, Colgate Palmolive, Amerada Hess, Union Camp, Merck, UJB Financial (now Bank of America), Block Drug and Siemens. Successfully was added to multiple corporate Standards Lists. Scheduled and ran client several Executive Briefings to MicroAge and Compaq National Headquarters.
Independent Consultant & Home Healthcare Provider (2002 to 2006 & 2007 to 2012)
Technical Consultant/ Administrative Assistant/Auditor: Worked as an Independent Consultant on a wide variety of projects & assignments. Provided technical and procurement consultant services for large infrastructure projects, network & storage design and security implementation. Provided in-office administration support to a small law firm. Duties included filing, document proof-reading, production of documents and correspondence to clients. Performed functional and store compliance audits of multiple large retail stores (including several Best Buy stores.) Excelled as Project Manager coordinating multiple construction projects and financial planning schedules for Raritan Yacht Club. Charted and reported all progress to the Club management and members.
Business Development/Project Manager: Succeeded as a Sales Project Manager, Solution Strategist & IT Consultant for corporate clients as well as IT vendors. Worked in Project Design, Infrastructure Management, Implementation & Consulting of network, security, infrastructure design and storage solution projects. Closed & coordinated multiple complex Network Projects, Implementations and their corresponding managed services and support contracts.
Business Analyst: Performed multiple roles including Business Administration, Project Specification & Design, Contract Negotiation/Execution & Vendor selection for a regional Construction/Building Firm. Managed the communications between manufacturer vendors, third party suppliers, outside contractors and the company Chief Contractor. Gained knowledge of working with municipalities for variance approvals, contract approval and code compliance. Coordinated the efforts to take the business from a paper and pencil office into computer based platform.
Business Manager/Project Director: Directed several major regional charity events which raised hundreds of thousands of dollars in contributions to local charities. Coordinated all marketing and PR duties. Managed a team of 50+ committee in the planning & production of this event.
* Successfully directed a major National Championship competition. Coordinated with multiple national corporations for event sponsorship contracts. Coordinated all marketing and PR duties. Coordinated a national team of over 70 contributors in the planning & production of this event.
Home Healthcare Provider: Provided around the clock home care & transportation services to a senior family member. Managed daily scheduling of doctor visits, testing, prescriptions and personal appointments. Dealt daily with the challenges and tenderness needed with handling an advanced Alzheimer’s patient.
EDUCATION
UNIVERSITY OF MIAMI –School of Business - Bachelor of Science Program in Systems Analysis
RUTGERS PREPARATORY SCHOOL - College Preparatory with Honors
AFFILIATIONS
National Association for Female Executives (NAFE), American Marketing Association (AMA)
Raritan Yacht Club (Commodore, Board of Governors, Finance Committee, Regatta Chairman, Race Committee), J/80, J/105 & J/109 Class Associations, North Jersey Yacht Racing Association, PHRF–MidAtlantic, US Sailing Association, USSA Championship of Champions National Committee
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