Sales/business development executive management

JOHN HABEREK

CAREER TARGETS: SALES/BUSINESS DEVELOPMENT EXECUTIVE MANAGEMENT

Over 12 Years of Experience in Sales Leadership and Senior Sales Positions; Proven Ability to Manage Multiple Sales Projects Concurrently, Lead a Sales Team to Success, and Unify Efforts Among Sales and IT Teams to Achieve Business Development Goals.

Achievements for Most Recent Employer include an 89% Use of Salesforce.com from a Group of 500 Sales Associates, a 300+% Increase in the Sales Presentation Portfolio, and 10 Sales Awards.

Skilled in building a vision for sales success and executing strategies that generate quantifiable results. Expertise in all phases of business development cycles, including prospecting and lead generation, presentations, negotiations, closing, and follow-up. Hands-on approach to team leadership and direction; excellent communicator and relationship builder. Align sales processes effectively with leading-edge technologies; build sales teams and organize meetings to achieve buy-in on key directives. proven ability to partner with customers in helping them achieve their goals.

Core knowledge and skill areas include:

• Sales Team Recruiting, Building & Leadership

• New Market Identification & Penetration

• Complex Product Sales Planning/Execution

• Team Training, Mentoring & Evaluation

• Technology-Business Analysis & Synergy • Project Lifecycle Coordination & Management

• Consultative & Solutions Selling Approaches

• Customer Needs Assessment & Fulfillment

• Senior Executive Consultations/Collaborations

• Customer Service & Retention Improvement

PROFESSIONAL EXPERIENCE

Reynolds & Reynolds, Dayton, OH, Dates

Sales Force Automation (SFA) Business Director, 2005-2009

In charge of overall functional definition and delivery of SFDC application (Salesforce.com) to the sales team. Designed “to-be” business processes and direct system development/configuration to meet business requirements. Coordinated and provided input on key business decisions. Set business goals and monitor achievements, reported progress against project milestones, signed off on key deliverables, identified issues, and ensured proper resolutions. Coordinated subject matter experts for design, validation, training, and communications initiatives.

SELECTED ACCOMPLISHMENTS:

Achieved 89% utilization of Salesforce.com for over 500 associates, including senior executive teams, retail and enterprise groups, and business development teams.

 Managed consolidation of 2 sales organizations into single SFA sales process and tool usage; migrated 4 tools to single entity that became the only sales tool in the organization that the senior executive team relied upon for sales forecasting, pipeline, sales visits, and wins/losses.

 Earned bonus for “Outstanding Achievement” on annual performance review, receiving highest level rating of “1”: supervisor comments included: “John did an outstanding job with the IT department in a non-confrontational manner…communicated well to the user base…always positive in everything he does.”

Project Director, Sales Leads System, 2005-2009

Project Director, Sales Presentations, 2005-2009

Served as project leader on 2 key initiatives. For Sales Leads System, assumed leadership role after 18 months to improve quality of leads, drive adoption, and replace 3rd-party system with in-house rewrite, analyzing feedback from 24 users to determine areas for change. For Sales Presentations, took over as Project Owner after 22 months to enhance quality of existing presentations and spearhead system adoption, organizing sales team of 20 that included vice presidents, directors, and representatives. (Continued)

Reynolds & Reynolds, continued

SELECTED ACCOMPLISHMENTS:

Organized technical and marketing teams, drew up model and requirements, and facilitated launch of new system projected to improve functionality 40% and save the organization $15,000 annually.

 Increased Sales Presentation Portfolio by 300+% and earned multiple accolades from the team for efforts in improving content accuracy, consistency, and adoption of Sales Presentations delivery tool.

 Developed training materials and communications for “train the trainer” sessions; delivered training at national sales meetings with over 300 associates attending.

Senior Account Executive, 1996-2005

Initially hired to manage small sales territory; assigned larger accounts based on sales success. Grew existing account portfolio and maintained retention. Presented best practices at regional and national sales meetings. Trained and mentored new associates.

SELECTED ACCOMPLISHMENTS:

Won several awards that included 8 consecutive Sales Club Achievement Awards for exceeding 100% of assigned annual sales quotas, President’s Club Achievement Award for highest annual sales percentage over annual sales quotas, and Top Strategic Selling & Positioning Award.

 Improved retention over a 9-year period by re-contracting multimillion-dollar contract values. Generated over $4 million in annual sales, exceeded sales quotas by average of 131-157%, and earned #1 ranking in the region for selling new product solutions, including CRM offerings.

 Built effective relationships with customers, field engineers, support teams, and Order Services personnel that resulted in excellent level of service and support. Mentored 2 new associates who subsequently became the #1 Sales Representatives within the entire organization.

Minitrac Computer Systems, Middleburg Heights, OH, 1994-1996

Senior Account Executive

Brought on board to drive business growth, managing U.S. and Canada regions for a private software company. Serviced broad range of customers, with focus on customizing system to meet their requirements.

SELECTED ACCOMPLISHMENTS:

Improved the customer base by over 30% and increased profit-per-sales acquisitions by 20%.

** Prior positions included COBOL Programmer with Information Access and Sales Representative with Axelrod Pontiac. Earned Master Sales Guild Awards (5 consecutive years) and Walk-Around Champion Award for sales results.

EDUCATION & TRAINING

Technical Degree in Computer Programming: Cleveland Institute of Technology, Independence, OH

Courses: Math, Engineering, Mechanical Engineering: Cuyahoga Community College, Parma Heights, OH

Certifications & Training: Multiple with sales techniques, sales processes, and sales skills; internal senior leadership classes, 2007-2008

Technology Skills Summary: SFA, MS Office Suite/Visio/Access; proprietary applications; licensed ERP and SFA systems; Share Drives software; internal/external support networks; COBOL programming; P-Edit, compiler applications, SCO operating systems

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