KEN KIRKLEY

**** ***** *****

Maitland, FL *****

651-***-**** adcjop@r.postjobfree.com

SUMMARY

Passionate, sales and marketing leader with over 20 years’ sales experience and a proven track record of high achievement. Competitive and highly motivated, sell with passion, innovation and a strong customer focus. Recognized for business acumen, being accountable, analytical, integrity, high quality work product, strong team leadership and an entrepreneurial spirit. Key skills include:

Sales and Channel Management

Data Management

Account and Territory Planning

Negotiation and Partnerships

Relationship Building

Sales Organization Strategy

Communications - Presentation Skills

Proposal Development

Consultative Selling

Sales Enablement

PROFESSIONAL EXPERIENCE

Aisling Enterprises – Maitland, FL 04/2019 – present

General Manager

Startup fractional yacht ownership business. Responsible for negotiating and securing marina contracts, yacht financing, sales and marketing programs to attract new owners.

BenQ America – Plano, TX (based in Orlando, FL) 05/2018 – 04/2019

Regional Sales Director – Southeast

Managed technical and hardware sales and distribution partner activities and developed strategic initiatives and business initiatives for the region.

Revived struggling region from negative revenue growth to double digit gains by increasing customer engagement, recruiting new channel partners and implementing channel programs

Developed and implemented a new territory coverage and partnership strategy which led to an increase of over $250k in new sales revenue by implementing effective category sales strategy

Consistently developed a sales forecast pipeline of 2x to 3x annual quota by increasing sales calls

Worked with finance, product development, product management and partner marketing as field liaison to provide current market and competitive information to increase the value proposition

Utilizing consultative selling process and statistical analysis to bring lost customers back to the fold

NEC Display Solutions of America – Itasca, IL (Orlando, FL) 11/2017 – 05/2018

Senior National Account Manager – SLED Markets

Responsible for territory strategic account management and financial targets in a national education and government markets. Sales of collaborative information technology solutions including; SaaS, IoT, telepresence and collaboration suites.

Achieved 110% of goal in first full quarter by proactively targeting key customers, implementation of a market segmentation plan, product knowledge and the ability to prioritize high value activities

Owned full sales lifecycle from prospecting through budget and pricing negotiation, customer demonstrations, technical sales tools and inventory systems

Implemented a continuous improvement plan to deliver timely content to partners and customers

Recruit, manage and support channel partners at demos, trade shows and conferences

At home Caregiver for elderly relative – Orlando, FL 06/2016 – 11/2017

SMART Technologies – Calgary, AB (based in Minneapolis, MN) 11/2010 – 06/2016

Regional Sales Director – Great Lakes Division

Manage all aspects of sales process of learning solutions from account management, channel engagement, recruitment, onboarding, sales training, forecasting, RFP proposals and response, sales operations and customer presentations.

High performing, productive sales leader with top 10% sales performance with key wins

Created strategic pipeline reporting utilizing sales trends, research of market trends and KPIs

Insight to key channel partners, customers and team members to maximize sales efficiency

Drove sales of collaboration and mobile meeting software and display solutions into the corporate and government markets by demanding accountability of all team member(s)

Created and delivered business, territory and account plans with measurable metrics and specific activities defined for successful implementation with enthusiasm for bottom line results

RENAISSANCE LEARNING – Burnsville, MN 08/2007 – 08/2009

Head of Sales

Responsible for sales and marketing activities for technology products. Lead a team of 6 field and inside sales representatives and managed a dealer channel with a focus on customer needs.

Developed channel and brand strategy to service dealer network, resulting in a 23% sales gain

Launched sales channel, trade show and open houses plan, and customer follow up matrix

Design and implemented a sales and marketing program with a focus on end user engagement

THOMSON – WEST (now Thomson Reuters Legal), Eagan, MN 04/2004 – 07/2007

Director – Strategic Sales and Marketing

Responsible for retention, acquisition, sales channel strategy and setting strategic direction in $565M market segment. Led a team of 5 manager level reports in a matrixed organization.

Developed strategy and obtained business case approval for overall customer acquisition and retention programs – customer renewals increased 35% with annual renewal value over $59M

Launch and integration of new software product lines – delivered on-time launch at goal sales

Utilizing data analytics and CRM (Salesforce), increased ancillary revenue 7% through targeted sales

PROQUEST INFORMATION and LEARNING, Ann Arbor, MI 02/2002 – 04/2004

Director – Corporate and Channel Sales

Responsible for sales and marketing programs in the corporate and reseller markets with a revenue stream of over $29 million annually. Managed a team of 3 business development personnel and 8 corporate sales reps in B2B and B2C markets.

Created new channel structure and strategy resulting in $3M sales in adjacent markets

Recommended potential acquisition targets, created joint ventures and conducted due diligence to determine business value. Worked internationally with deals in Europe, China and Brazil

Developed new SaaS e-commerce platform, resulting in $2.7M in new sales growth

THOMSON – GALE (now Cengage), Farmington Hills, MI 05/1998 – 02/2002

Senior Director – Business Development

NEWSBANK, INC., Naples, FL 01/1993 – 05/1998

Senior Product Manager

EDUCATION

Bachelor of Science in Business Administration – University of South Florida, Tampa, FL

Studies in Electrical Engineering/ Computer Science – University of Florida, Gainesville, FL

Sales Training - Miller-Heimann Strategic Selling Solutions 2009, 2012

Axiom MBA Inspired Selling 2015, Salesforce.com 2018

Wilson Learning Consultative Sales 2016

Microsoft Office – Windows, Excel, Word, PowerPoint, MS-Project and Access

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