Sales Manager
Resume:
RONALD P. LOTO
Plymouth, MA 02360
**********@*****.***
http://www.linkedin.com/in/rloto
INSIDE SALES MANAGER – SALES TRAINER – SALES COACH
CAREER EXPERTISE
Increasing the Sales Force Effectiveness – 10 years consultative selling management experience and sales experience building inside sales, customer service, and outside sales teams that will generate revenue growth and increase market share consistently
Provide Formal Advanced Sales Training curriculum with continuous improvement, evaluate performance via Systematic Selling System, content development
Strategic Sales Management Training – Translate business goals into actionable plans and strategic direction
Daily Behavioral Performance Metrics, Accountability methodology, Key Performance Indicators to meet or exceed daily, weekly, monthly, quotas, and exceeding sales goals. Provide performance evaluations for CRM SalesForce.Com, increase client data bases, account strategy and market strategy. A motivated self-awareness sales tool.
Sales Training and Coaching expertise; - Cold calling, prospecting, shortening the sales cycle, increasing closing ratios, increasing margins, motivate and drive consistency and increasing opportunities in the pipeline.
How to manage the underperforming sales reps. – Cook Book Daily Behavior performance sales analysis, follow up, and hands on work-with-ride with partnership sessions
Pipeline Performance Management – Pipeline Flow, Lost Business Analysis, Bookings, Negotiating, Self Starter and high work ethic, and Forecasts expertise
Systematic hiring methodology – Metric driven methodology to eliminate false positives and false negative hires
PROFESSIONAL EXPERIENCE
PCC
Plymouth, MA
Inside/Outside Independent, Sales Manager/Trainer/Coach May 2010 to Present
Job Scope: Work with individual inside sales and outside direct sales representatives, call center, B2B, and companies helping them generate revenue growth and increase market share by providing consultative strategic sales management services, sales training, role model, marketing, leading, and development services to increase the salesforce effectiveness. Sales operations, end-to-end sales including pipeline management, daily behavior performance metrics to enhance SalesForce.com. Committed and track record of success
Example:
Aileron Solutions – Recruited by start-up in tech sales to build a sales organization that will generate revenue growth and increase market share by providing field sales of complex software, Cloud for Saas, and data integrity solutions for targeting, sizing, marketing, and segmentation strategy modeling to Big Pharma/BIO, Life Science, Med. Surgical, and Med. Device industry.
Achievements:
Recruit, hire, training and coaching a sales team of 5 inside sales and 2 outside sales account managers
Implement Systematic Selling System – Increase conversion ratios companywide resulting in revenue growth by $4,900,000
Increase margin growth first year $2,700,000 from Lost business analysis
Utilize Behavior Performance Metrics Dash-Board to enhance CRM SalesForce.Com increase opportunity in Pipeline by 68% and increase closing ratios by 28% resulting in revenue growth to $9,000,000
Determined gross cost for customer acquisition by calculating Sales Performance Indicator (SPI) reduced cost per account, per rep. by 66% annual savings $269,212 with increase in annual calls from 5,200 to 7,800 an increase in 66% which is directly proportional to closing ratios, shorten sales cycle, increase margins and increase in pipeline opportunities
Longwood Medical Inc. EMR/PMS, SaaS
Needham, MA
Sales Manager October 2006 – April 2009
Job Scope: Build a sales organization that will generate revenue growth and increase market share by increasing the salesforce effectiveness. Recruit, hire, and training a sales team of five inside sales, two outside business development reps, and one client services sales person. End to end sales execution and operations including pipeline management, direct marketing, account activities, forecasting, lost business analysis, increase margins, and quarterly reviews. Call on “C” level executive team with sales of complex web-based and on-site EMR/PMS.
Achievements:
Consistent at exceeding quota - Increase revenues from $2,000,000 to $8,800,000
Create and design company Training Dash Board - Behavior Performance Metrics management tool to enhance SalesForce.Com, results, increased closing ratios by 37% with an increase in annual revenue growth 2nd year by $3,300,000
Identify KPI’s for daily, weekly, and monthly objectives. Increase monthly sales call rate from 52 calls to 120 calls - 43% increase in monthly activity
Create Pipeline & Lost Business Grid for sales data interpretation, and analysis – Increase opportunities in Pipeline by 57% driving revenue growth to $368,000 first year
Manage company Proposal Process – Determine Pain, Budget and Decision components prior to all proposals – shorten sales cycle by 38%
NDCHealth
Yardley, PA
District Sales Manager – Sales Trainer 2004 – 2005
Job Scope: Sales position responsible for training, development and performance of sales activities in the Eastern Region. Lead a team of four outside sales associates and provide leadership and direction to generate revenue growth and increase market share. Call on Pharmaceutical/BIO, Med Surgical, and Life Science companies providing technical knowledge platforms, integrated with network connectivity and software sales solutions to feed EDW of complex data.
Achievements:
Implement Systematic Selling System and Daily Behavior Performance Monitoring program, track and monitor proposal process
Build a sales executive team (recruit, hire, and train new employees) for account business activities
SMG - QUINTILES- Informatics Div.,
Chicago, IL
Account Manager/Sales Training Consulting Services 2000- 2003
EDUCATION Capella University, Minneapolis, MN BSBA, Management, and Leadership – current
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