Sales Manager Support

DICK SARNOWSKI

847-***-**** ****.***********@*****.***

www.linkedin.com/in/dicksarnowski/

SUMMARY

A strategic sales leader with extensive experience in sales and sales management. Skilled at identifying and closing opportunities for revenue and market share growth. Inspires a customer focus with demonstrated strengths in retention, metric management, and budget management leading to improved profitability. Recognized for ability to leverage creativity, vision and team strengths to maximize results. Expertise includes:

• Sales Leadership & Sales Support • Forecasting & Budgeting

• Team Building and Coaching • Metric Accountability

• Business Planning & Development

• Negotiation

• Business Reorganization & Start Up

• Communication & Presentations

PROFESSIONAL EXPERIENCE

SUPER LAWYERS - A THOMSON REUTER’S BUSINESS, Eagan, MN Pioneer and leader in online legal information and services for lawyers, businesses, and individuals. National Senior Sales Manager, Arlington Heights, IL (2014 – Present) Brought in to synergize inside and field sales teams. Responsibility for 22 reps and Team Lead.

• Exceeded quota 21 consecutive months and currently on track for 22 months.

• Grew market from $17M to $27M in 2 years at a time when experts consider the print industry dead.

• Improved team performance from 82% of plan in 2014 to now exceeding 130%.

• Eliminated channel conflict when corporate competition was eroding market share.

• Created cohesiveness between inside and field channels that now employ best practices and share insight.

• Transformed recognition parties into selling events that continue to add revenue to every project.

• Reengineered territory structure and comp plan to align with revenue goals.

• Century Club winner each year ; President’s Club winner last two years DELUXE CORPORATION, Shoreview, MN

$1.5 Billion provider of solutions to small businesses and the financial services industry. National Sales Support and Client Services Manager, Arlington Heights, IL (2013 – December, 2013) Recruited to lead a team of 8 direct reports in multiple sales support functions with an emphasis on delighting customers. Accountable for 59 indirect reports and a $3.6M budget.

• Created, led and executed a new model that provides support to small-client segment. This model produced a 280% increase in client engagement for 972 targeted customers.

• Developed lean process improvements in three key areas of the organization, which involved role analysis and cross training to achieve multi-functional employees. Consolidation is contributing to increased efficiency and FTE savings.

• Implemented SalesForce.com throughout organization; defined and built metrics to measure capacity and defects. This effort produced reduction of internal defects to 2.3%, well below the expected range of 4-7%. Market Sales Manager (2006 - December, 2012)

Hired, trained and managed the sales performance of 8 Account Executives in Illinois, Wisconsin, Minnesota, Iowa, Michigan, North Dakota and Indiana.

Dick Sarnowski 2 Page

• Retained and grew $52M market through core products, business and other marketing solutions.

• Received Growth Leader Award in 2011 at a time when industry decline was gaining momentum.

• Exceeded corporate retention goals in all 6 years (98.3%) while competitors were making extremely low bids to gain market share.

• Earned company’s highest employee engagement score of 88%, compared to company-wide average of 45% and Hewitt norm of 52%.

• Recognized for 100% retention in 2010 and 2011 (228 clients renewed) during the most competitive climate the industry has ever faced.

• Led the national sales team in number of sales for marketing solutions, despite the lack of brand recognition outside of checks.

• Managed team to a concession rate 14% below allocation. · Renewed company’s largest client up for bid in 2012 ($12M) while protecting margins.

Territory Sales Manager (2004 - 2005)

Led a sales team of 12 focused on small business revenue. Team covered 4 states with annual revenue responsibility of $36M.

• Selected as a key leader to integrate 2 businesses and transform the end user sales model. By leveraging additional sales channels, was able to consolidate sales reps by 58% while growing revenue 10%.

• Exceeded quota by 112% in a declining market by inspiring, training and developing sales team to focus on new revenue growth, improving relationships with key contacts, and increasing emphasis on strategic territory planning.

Regional Customer Support Manager (1996 - 2004)

Directly and indirectly led a team of 51 support individuals along with a branch sales team of 40 located across the United States.

• Proved instrumental in development and implementation of new sales support organization. This included: strategic planning, financial analysis and budgeting, hiring, training and development of personnel, defining processes, leading behavioral change, establishing performance appraisals utilizing 360 feedback and development of Key Performance Indicators.

• Led operational campaign to electronify incoming orders. Resulting impact was a recurring $13M cost savings, shattering the improbable goal of $10M.

• Accomplished presenter, collaborating in tandem with Sales to acquire new clients. Successful in 20 key wins, growing corporate revenue by $10M.

EDUCATION

BS, Business/Economics, University of Wisconsin – Whitewater PROFESSIONAL DEVELOPMENT

Insight Driven Selling - Challenger Model SPIN Selling – Huthwaite Training Group Salesforce.Com & Lotus Notes Strategic Selling – Neil Rackman Global Leadership Summit – 5 years The Profit Specialist – Aarthun Performance Mastery System – Symphony Performance Group

– The Real Learning Company Beyond Selling Value – The Real Learning Counselor Selling – Wilson Learning Company

Building Bus. Acumen – Acumen Learning Skills of Leadership - Deluxe Corporation COMMUNITY

Coach Volunteer, Arlington Heights Park District (volleyball, basketball, soccer, baseball)

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