Senior Business Development Sales Executive

DANIEL A. PERRY

***** ****** **** **** • Valencia, California 91381 • 818-***-**** • ************@*****.***

SUMMARY

Senior Business Development and Sales Executive who has consistently achieved double digit revenue and profit gains and exceeded industry leading goals. Extensive track record of success in acquiring new business, architect in designing and restructuring sales organizations and focusing on key performance metrics to drive sales velocity.

CAREER HIGHLIGHTS

• Delivered over $300 Million in incremental new business • Developed five strategic plans that led to record growth in every company

• Improved margin in excess of 150 basis points every year • Set vision that led to hiring over 1500 sales people driving a 15% productivity improvement while lowering turnover 13%

• Grew every organization more than 11% within 20 months • Intregrated every acquisition which exceeded proforma growth by 15%

• Promoted over 35% of all direct reports with five over the last three years becoming vice presidents • Won top sales executive awards in all companies which led to mulitiple high profile speaking engagements

PROFESSIONAL EXPERIENCE

ARAMARK UNIFORM SERVICES, Burbank, CA 2006 – 2008

A $1.7 billion annual revenue division of a $13 billion organization that sells and rents uniforms and work related services

Senior Vice President of Sales

Built and led a 600 person execution oriented sales culture in an operations driven organization, selling contractual new business for direct and rental uniform sales. Provided leadership for complete matrix organization including over 225 management and training resources that changed from incremental growth to a growth culture. Executive Leadership Council member involved in Board of Director presentations making strategic decisions for entire $13 billion corporation. Full P&L responsibility.

• Exceeded revenue and profit 11% over a two year period by reengineering the sales organization including sourcing, hiring, developing and grounding a sales process, sales tools and compensation structure.

• Added $94 million in incremental new revenue and improved EBIT profitability 150 basis points, records for division, by focusing on four key performance indicators that drive sales velocity.

• Increased sales productivity by 5% in less than 15 months through prescriptive coaching.

• Reduced turnover 13% in less than 12 months by creating a complete hiring process and innovative rewards/recognition program.

• Increased revenue 140% in regional accounts in 18 months by designing a targeted sales force.

• Achieved a 40% improvement in field sales activity and improved closing ratios 15% by driving a consistent sales process with key metrics, enhanced sales tools and superior lead generation.

• Improved target account closing ratio 32% by designing a large account sales strategy process that was adopted throughout the entire $13 billion organization.

• Upgraded new sales manager productivity 15% by creating a Sales Management Institute Education curriculum.

• Improved net profit margin 150 basis points by creating a new compensation plan that rewarded profitable revenue.

• Successfully integrated two major acquisitions and improved sales productivity 25% by installing a proven sales process.

• Regularly spoke on motivation and sales effectiveness topics for audiences up to 1000 attendees in conferences, trade shows and universities.

CORPORATE EXPRESS, Broomfield, CO 2005 - 2006

A $4.5 billion annual revenue business-to-business office supply organization

Vice President of Mid Market Sales

Reengineered and led 1400 person sales force selling new business through direct sales channels in North America. Managed a $1.5 billion mid-market segment with full P/L responsibility.

• Grew new business revenue 57% and improved net profit margin 15% over prior year in the mid market segment by designing and implementing a new field sales force.

• Enhanced new business productivity by 15% by identifying competitive advantages and collaboration throughout the organization.

• Reduced turnover 14% in new business development positions by establishing new hiring and on boarding processes.

ARAMARK UNIFORM SERVICES, Burbank, CA 2003 - 2005

A $1.2 billion annual revenue division of an $11 billion organization that sells and rents uniforms and work related services

Vice President of Sales, Western Region

Led 160 person sales force selling contractual new business for direct and rental uniform Sales. Provided direction for complete matrix organization, including over 55 management and training resources.

• Exceeded revenue goals 21% and improved productivity 15% in less than 16 months by inventing and grounding a new sales process with execution tools and prescriptive coaching while lowering cost of sales.

• Improved closing ratios 35% in nine months by designing a complete Prospect Management Process to shorten the length of the sales cycle.

• Exceeded divisional revenue and profit goals for first time in history by creating and implementing key performance indicators.

CINTAS CORPORATION, Chicago, IL 1993 - 2003

A $2.8 billion annual revenue organization that sells and rents uniforms and work related services

National Account Manager

Developed new business, grew existing business and managed $32 million in revenue from national account customers. Led team of five national account program managers.

• Sold and implemented 42 new national accounts and over $32 million in 32 months by generating new business into large complex organizations.

• Increased gross revenue 56% in existing accounts exceeding the corporate gross margin average by targeting unrecognized opportunities for additional products and services.

• One of only three sales executives in company’s history to achieve over ten consecutive Presidents Clubs, ranked first out of 20 national account managers in FY 2004.

• Promoted four times in ten year period.

Additional Experience: National Sales Director - UTY division (1999-2000); Director of Sales, North Central Group (1997-1999); Sales Manager, Chicago (1995-1997); Sales Representative (1993-1995).

• Ranked 3rd in Sales Force out of 500 sales reps by focusing on lead generation, information gathering and negotiating following a sales process.

EDUCATION

Bachelor of Arts, Economics, Illinois Wesleyan University

RESUME ADDENDUM

Memberships

• Sales Leadership Council

• University Sales Education Foundation; Board Member

• Sales Executive Council; Corporate Executive Board

• Who’s Who In Sales Professionals 1999, 2003, 2007

• Sales and Marketing Executives

• YMCA Y-Guides Santa Clarita Council

• Valencia Hills Community Church Leadership Board

• MDA Los Angeles County Fundraiser

• Pepperdine University Volunteer MBA Professor

Recent Speaking Engagements (DVD Available upon request)

• Selling Power Magazine Sales Leadership Conference Chicago, IL 2008

• Selling Power Magazine Sales Leadership Conference Philadelphia, PA 2008

• Maritz Special Incentive Event Conference Las Vegas, NV 2008

• Aramark National Leadership Meeting Las Vegas, NV 2007

• Pepperdine University MBA Class Conference Malibu, CA 2007

• Washington State Selling Contest Event Vancouver, WA 2007

• Aramark National Leadership Meeting San Francisco, CA 2006

• National Association of Marketing Tradeshow Las Vegas, NV 2006

• Corporate Express National Sales Meeting Nashville, TN 2006

Sales and Leadership Development Courses

• Executive Leadership Council Session I at Princeton University

• Executive Leadership Council Session II at Princeton University

• Miller Heiman Strategic Selling

• Miller Heiman Large Account Management Process

• SPIN Selling by Huthwaite

• Ken Blanchard’s Leadership Development Curriculum

• Requirement Based Selling

• The Essentials of Selling I and II

• Sales Management Institute

• Karrass Negotiating

• Salesforce.com CRM Adoption, Integration and Programming Sessions

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