Account Manager Success
Resume:
Jeffrey A. Murdock, MBA
*** ******* ***, ******* ****, IL 60014
Phone: 815-***-****
email: ************@*****.***
SUMMARY
Passionate and energetic customer focused sales professional with 15+ years of experience. Known for quickly developing long-lasting relationships with a diverse set of clients. Great communications skills with expertise in Automation systems, customer success management, upselling and collaborating with cross functional teams both internal and external. Most effective in maintaining full ownership of customer success and growth from initial value proposition and implementation to maintenance and SaaS renewals and expansions. Excellent project management skills and the ability to manage multiple initiatives with complex moving parts, competing priorities, and with multiple levels of stakeholder management.
WORK EXPERIENCE
Digital Solutions Account Manager
ATS Automation
June 2020 – September 2022
Account Manager for advanced digital solution sales to highly automated Tier 1 global Life Science, Automotive and Specialty Automation manufacturers.
Specialized in sale of next generation smart manufacturing platform, an OEE/IIoT based solution providing performance insights and analytics on essential high speed manufacturing lines.
Using real time machine performance data, very successfully demonstrated and provided solutions that helped clients increase throughput, improve uptime, decrease cost and boost quality.
Presented smart manufacturing and Industry 4.0 subject matter expertise to customer stakeholders and mentored new digital solutions sales and application engineering staff.
Partnered with CapEx Account Mangers ensuring delivery, profitable campaign execution, and campaign/solution expansion
Coordinated initial launch and implementation of digital solutions with the CapEx Project Managers.
Established and maintained strong relationships working with multiple internal/external team resources.
Consistently met and exceeded assigned goals and targets/KPI’s including license renewals.
Successful clients included global enterprise accounts including Amgen, Baxter, Eli Lilly, Jaguar/Land Rover, GMCH, AXON and Stanley Black and Decker.
Customer Success Manager
PLEX Systems
OCTOBER 2017 – APRIL 2020
Customer Success Manager for leading provider of Global ERP and MES solution (SaaS and 100% on the cloud) including solutions for, quality, supply chain planning and management and Industrial IoT.
Primary point of contact and interface for existing accounts including discrete and process Enterprise and SMB/Mid-market manufacturing operations.
Advanced solutions include Industry 4.0 assets such as Business Analytics and dashboards, Supply Chain Management and Finite Scheduling.
Developed in-depth knowledge of client operations and very effectively uncovered needs and presented new business opportunities and solutions (upsell) to all levels of decision makers.
Cultivating long term client trust and respect, forged strong relationships with all levels of management including CxO Executives, operations managers, engineering, and IT.
Maintained regular communication, including regular on-site reviews, process audits and QBR’s, ensuring optimal customer satisfaction from initial onboarding and implementation to subscription renewal and escalating issues as needed.
Was #1 salesperson of IIoT and OEE Analytics solutions.
Jeffrey A. Murdock h: 815-***-**** - ************@*****.*** - Page 2
Territory Account Manager
SuzoHapp Gaming, Inc
June 2016 – October 2017
Territory Account Manager for supplies and spare parts to the gaming and amusement industry.
Identified needs and introduced OEM and alternative aftermarket spare parts and accessories for slot machines, ATM’s and video games by establishing strong relationships and regular face to face contacts.
Additional products introduced included cash management systems, specialty printers and LED screens
Sr Account Manager
Orbotech, Inc
January 2015 – February 2016
Account Manager for worldwide leading provider of fully automated process equipment for PCB fabrication.
Uncovered needs and presented cost-saving solutions, by applying Solution Sales techniques.
Building on existing network of contacts and relationships within the industry and industry background/knowledge, provided cost saving solutions and achieved assigned sales targets for fully automated systems including Ink Jet Printers, Laser Direct Imaging (LDI), and Automated Optical Inspection (AOI) systems.
Customer Success/Account Manager
Aptean
July 2010 – January 2015
Customer Success Manager for portfolio of ERP Software solutions for process and discrete manufacturing.
Exceeded and attained sales volume objectives by collaborating with top executives throughout the enterprise sales and planning process relying on communication skills and persistence. Achieved assigned software quota and 100% license renewals 2010 through 2015.
Responsible for all aspects of customer satisfaction from initial launch and onboarding to full implementation and renewals.
Direct revenue responsibility for sales of consulting services, licenses and maintenance renewals.
Effectively introduced and provided add on software modules (cross sell and upsell options).
Eastern Regional Sales Manager
Excellon Automation/XACT PCB Software
October 2006 – July 2010
Regional Sales Manager of fully automated mechanical and laser drills and routers for PCB fabrication.
From long term application and industry knowledge and network relationships, increased regional sales in first year maintaining target margins despite a shrinking market.
Introduced and was leading sales producer of a 3rd party Automated Process Control Software solution.
EDUCATION
MBA - Masters in Business Administration Keller Graduate School of Management
Bachelor of Science in Business Management University of Massachusetts, Lowell
SKILLS
Factory Automation
New Business Development
New Product introduction
Strategic customer relationships
Customer Success and Account management
Solutions Sales and Challenger Sales methodology
Cross-selling and upselling
Consulting Services
Cloud based services and SaaS Sales
Customer site audits, demonstrations and benchmarks
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