Account Manager

Jarrodd T. Johns

*** *. **** **., #***, Columbus, OH 43215

614-***-**** – *******.*****@*****.***

SUMMARY

A loyal, dedicated and talented salesperson that exceeds goals and expectations, and is respected by staff. Seeking a professional, sophisticated sales, relationship management, and/or analysis environment with a strong predilection towards development and ultimately advancement.

RELEVANT PROFESSIONAL EXPERIENCE

UNICON International 01/2010 – 12/2010

Client Service Manager/Recruiting Coordinator

UNICON is an information technology consulting firm that offers staff augmentation and statement of work services to a prestigious group of clients throughout the region. The CSM at UNICON is responsible for sales and business development, as well as consultant management, for specified clients. As CSM, I was responsible for developing and rebuilding declining business from Nationwide Insurance, a $5.5 million dollar client for the company.

Sales, Recruiting and Business Development:

• Solely in charge of building business with new clients at Nationwide Insurance

• Call on new executives, directors and mangers within the client to deliver our differentiating message and hold meetings to discuss UNICON’s service offerings

• Hold expertise on products that Nationwide sells (financial, insurance, etc.)

• Prepare detailed monthly reports including one for Nationwide and for recruiting activity, describing activity, accomplishments and company-wide initiatives

• Prepare detailed monthly analysis of revenue flow, profit margin, goals, action points and challenges, and present it to internal UNICON management

• Act as liaison between recruiting team and client for candidate presentation, and work to select best candidates for specific positions by working with recruiting closely as a team-based sales approach – including running weekly meetings with the team and management to discuss client strategy

• Track activity using proprietary CRM tool

• Accomplishments included:

20% increase in consultants billing during first five months with company, as well as 2-3% increase in profit margins for newly placed consultants with strong salary negotiation

Run meetings to develop internal strategies around differentiation and competitor analysis with senior UNICON management

Internal process improvement around interaction with accounting and HR teams

Consultant Management

• Manage, from a consulting company perspective, nearly 40 consultants and their needs

• Communicate feedback from client as to performance, including delivering annual performance appraisals and terminations

• Negotiate compensation plans with consultants as well as bill rates with client

• Work with consultants to end projects professionally and smoothly, including knowledge transfers and seamless transition

Information Control Corporation 03/2005 – 05/2009

Account Manager and Recruiting Coordinator

ICC is an information technology consulting firm providing full-service business solutions for clients throughout central Ohio. The company provided staff augmentation and full project outsourcing with a professional consulting staff of over 350.

• Responsible for full relationship management of Nationwide Insurance within the Financial Services Group - $8.8 million in personal revenue attained in 2008

• Provide IT consulting resources through both staff augmentation and managed-service based engagements

• Meet and facilitate introductions to all levels of client management, including managers, directors, and AVP-level employees

• Define value proposition in presenting advanced capabilities to client through creating fact sheets, success stories, and other creative marketing techniques

• Build long-term relationships with client buyers through on-site visits, lunches and presentations

• Prepare candidates for initial client meetings, as well as evaluate potential candidates to match to client needs, technically, culturally and personally

• Accomplishments included:

Drove internal process and coordinated 15+ team members in response to RFP that resulted in company being named a highly-ranked “Preferred Vendor” at the client

Extensive work with numerous job families including project management, business analysis, and data warehousing

Member of account team awarded “Strategic Supplier of the Year” in recognition of providing highly-valued consulting resources and understanding business direction

Recognition for attaining valuable levels of profit margin despite heavy emphasis on cost-savings and competitive pressure

Built strong relationships and coordinated all aspects of working with an enterprise-level vendor management system, including reporting, engagement procedures, HR liaison activities, rate negotiation, value-add proposition and issue resolution

Consistent extraordinary quota attainment:

Year 1: Goal 30 consultant starts, attainment 79 (approx. $3 million in revenue)

Year 2: Goal $2.4 million in revenue, attainment $4.4 million (185% to quota)

Year 3: Goal $10 million in revenue, attainment $8.8 million (87% to quota, company high 88%)

Year 4: Goal $8.8 million in revenue, attainment tracking YTD to 108%

Assistant Account Executive and Recruiting Liason

• Coordinate with recruiters in order to facilitate a mutual understanding of client requirements

• Continually self-educate around new technologies, industry trends and business direction as well as understanding of legacy technologies and systems

• Secure $3 million in revenue through sales of staff augmentation resources to Nationwide, Cardinal Health, AEP, Wendy's, and other accounts, working with separate vendor management systems and client engagement processes

• Coordinate candidate interviews, negotiate service rates and discounts, and provide authoritative direction for other logistical necessities

Sprint PCS 05/2004 – 03/2005

Assistant Store Manager and Senior Communications Consultant

• Maintain aggressive commissioned sales quota all while maintaining 8-10 direct reports for customer escalations, service and direction

• Perform to top 25 standard in nation, administrative duties of a major retail location, employee scheduling and payroll, job interviews and hiring processes, and outside sales as Small Business Consultant

Sprint PCS (Contracted through Kelly Services, Inc.) 05/2001 – 01/2004

Lead Sales Representative and Supervisor: Vision Expert Team

• Oversee and encourage 30-35 sales representatives in up to twelve major retail stores throughout Columbus, all while selling PCS Phones and Service directly to consumers

• Travel throughout central Ohio to train new employees, deliver literature, deliver display materials, and verify compliance; create schedule to ensure maximum sales volume

SKILLS

Conducting meetings and strong organization of sales and recruiting activities. Significant experience meeting quotas and specific audited indicators, as well as sales in a fast-paced company. Interviewing prospective employees, negotiating salaries, and training new hires, including two direct assistants.

Process improvement and true strategic thinking; a consultative approach to both teamwork and sales. Able to envision long-term opportunities while still accomplishing short-term goals. Especially skilled in selling process improvement to internal customers when necessary.

A true sales-oriented mind: strong relationship building, persistence yet finesse at closing deals. Client relationships adaptive to person and situation, politically correct and subtle; an attitude of the most seasoned salesperson. Cold-calling expertise, and self-management, including self-attained product knowledge. Extraordinary organizational skills and multi-tasking abilities.

EDUCATION

Capital University – Columbus, Ohio

Bachelor of Arts: Computer Science (Minor: Business Marketing, Business Management)

Microsoft Solutions Selling Training

Project Management Training

Insurance Industry and Financial Industry Training

Private Pilot, Extensive personal aviation background and instrument-level training

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