Sales Manager

John M. Hayes

**** *********** *****, **********, ** 21784

[H]410-***-**** [C]410-***-****

*********@*******.***

Summary

MANAGEMENT / ORGANIZATION

Broad management experience directing all aspects of an organization including planning, resource organization, team building & training, and meeting business objectives. Acts as direct liaison between human resources, finance and contracts. Exceptional leadership skills with the ability to take on difficult challenges, exceed quotas, and lead a team of top performers.

SALES / MARKETING

Highly motivated sales and business professional with proven abilities in Sales and Sales Management. Skillful in the development of incentive/compensation plans, developing client relationships, developing sales quotas and training sales teams in the areas of canvassing, prospecting, cold calling, negotiating, and cross selling.

COMMUNICATIONS / CLIENT SERVICES

A skilled interpersonal communicator with abilities in maintaining positive relations with potential clients, existing customers, and developing effective lines of communications to end users. Effective presentation skills including the ability to make quick decisions, speak with C level executives, and in front of larger audiences.

INFORMATION / TECHNOLOGY

Vast experience with proficiencies in CRM applications, Microsoft Office Suite, SharePoint, Cloud Computing, Unified Communications and other peripheral software applications.

PERSONAL

A well-trained, organized, motivated, self-confident and versatile professional who can excel at tasks and flourish within challenging environments. Energetic and creative with a strong grasp of troubleshooting and corporate culture. Positive minded and articulate with the ability to coordinate resources effectively and meet aggressive schedules.

Experience

5/2008 – Present Science Applications International Corporation (SAIC)

(SM Consulting, Inc. was purchased by SAIC in May 2008)

Division Manager (October 2009 – October 2011)

• Held the responsibility of directing a division with revenues in excess of $15M to ensure the attainment of profit and organizational goals.

• Established objectives, plans, budgets and monthly forecasts for senior management.

• Managed the operational, financial, and technical performance of the organization by identifying business opportunities and planning, initiating, and coordinating the business development strategies.

• Manage the relationship between the business development team and high profile clients and potential clients.

Deputy Division Manager (SAIC) (May 2008 – September 2009)

• Continuation of role with SM Consulting as Sr. Director of Business Development with increased responsibility.

• Coordinated all activities with group human resources and BU based finance and contracts teams.

• Created strategic plans for growing current business in the future.

6/1998 – 5/2008 SM Consulting, Inc.

Joined company as a start up venture in 1998 with a little over 20 employees and revenues of $1.2M. As a four time member of the INC 500 list, SMC focused emphasis on account sourcing and penetration of Fortune 500 and 1000 companies in the Mid-Atlantic region including Northern Virginia/DC/Maryland. Company growth prospered through IT staff augmentation and custom application development on an outsourcing basis. SMC grew over 400% to revenues of just under $80M and 500 employees and was purchased by SAIC in May 2008.

Sr. Director of Business Development (2006 – 2008)

• Responsible for revenues in excess of $20M while managing a team of 3 account executives and 5 recruiters in support of IT staff augmentation and custom application development services.

• Team building, networking, aggressive cold calling & appointment setting, lead generation & qualification, and contract negotiations.

• Established processes and guidelines for sales and marketing department in support of company’s professional services.

• Crafted training materials and sales department outline & structure for account executives.

• Heavy B2B market penetration with Fortune 100 companies, State and Local Government Agencies to fulfill information technology initiatives.

• Built network through industry specific associations like GBTC.

• Authored RFP, RFQ, and RFI responses.

• Quota setting, re-development of sales materials, and direct & e-mail marketing campaigns.

Director of Business Development (2005 – 2006)

• Aggressive sales and recruiting efforts in support of IT management services targeting the Fortune 500 and Fortune 1000 marketplace.

• Formulated cold calling scripts, quotas, incentive program, agenda and sales cycle for sales force.

• Developed and allocated individual performance objectives to meet sales goals.

• Managed aggressive e-marketing and telemarketing campaign to develop and maintain ongoing corporate presence in Mid-Atlantic region.

• Increased revenue and profits by 60% in over a 12 month period.

• Daily management of major accounts.

Sales Manager (2003 – 2005)

• Managed sales efforts promoting professional services in the IT marketplace via well executed campaigns.

• Heavy regional penetration targeting the energy, healthcare, manufacturing and insurance verticals.

• Headed sales strategy efforts and marketing campaigns to exceed goals.

• Qualified leads; evaluated needs and proposed solutions; negotiated and applied pricing.

• Generated revenues in excess of $5M/year in 2005 and grew to $9M/year by 2005.

• Grew key accounts by 150% in first year.

Sr. Account Executive (1998 – 2003)

• Consistently ranked as top account manager, achieving over 100% of quota from 1998 – 2001, and 2003.

• Developed lead generation through cold calling, emailing, networking and trade shows.

• Identified, pursued, and closed first accounts including the four largest clients for the Commercial division

• Managed comprehensive multi-phase sales process.

• Penetrated vertical markets including energy, healthcare, manufacturing, insurance, and government agencies.

FURTHER EXPERIENCE AVAILABLE UPON REQUEST

Education University of North Carolina at Greensboro

Bachelor of Arts, Psychology, 1989

Training Solution Sales Training

Sandler Sales training

Leadership Effectiveness Training

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