Sales Management

Dave C. Parkerson

*** ******* *****, ***** **** Beach, FL 33408

phone 561-***-**** e-mail ******@*****.***

EVP, SVP, VP Level B2B Sales, Marketing and Management Executive

Précis

Seasoned professional with extensive broad-based sales, marketing and management success in the management consulting, recruitment, legal, advertising/media, financial services, and retail industries

Proven, entrepreneurial, high-performance sales and marketing team builder and leader who has designed and built dynamic front-ends from scratch and consistently delivered highly profitable individual and team revenue and revenue growth in the process and information technology management consulting industries for more than a decade

A hunter/closer with elite caliber prospecting, cold calling, presentation, negotiation, and closing skills and a unique talent for interfacing with C-level executives at major corporations across most industries

Accomplished strategy and execution wizard, outside the box conceptual thinker and innovator

Selected Attributes, Experience, Key Competencies

15 plus years of "Solution Selling" Fortune 1000 business development

A Hunter/Closer, generating leads and penetrating new accounts - Building the sales pipeline and converting to revenue

Professionally presenting capabilities and solutions incl. Sales Effectiveness, Financial, Operational, ERP Optimization, Supply Chain, et al

Developing and maintaining decision-maker relationships - Active networking with senior executives (direct LinkedIn senior executive contacts at over 400 of the Fortune 1000 companies)

Effective catalyst for exceptional top and bottom line growth with P&L Accountability

Recruiting, coaching, inspiring winning teams

Developing innovative marketing programs, collateral

Designing and building front-end infrastructure

Devising and implementing sales and marketing processes

Streamlining processes/Enhancing productivity

Orchestrating major sustainable change

Managing databases, target account plans, sales funnel, and marketing elements

Multi-Industry experience - Entrepreneurial, start up experience - Large company experience

Large group experience, speaking engagements

Proactive pursuit/execution leader who works collaboratively with teams and people at all levels

Action oriented, committed with entrepreneurial zeal

Selected Achievements

At PVA Consulting Group, from a cold start in March 2011 in just over 12 months secured 7 analyses and 2 initial projects with $2 million in billing with major companies like General Dynamics, SPX Corporation, and Golden State Foods. Presented Behavioral, Process and Management Operating System optimization approach to Senior Executive decision makers. All engagements initiated at CEO, President, COO, or Divisional P&L Executive levels.

At Renoir Corporation, built a nascent front end and the attendant processes, systems and talent into a robust, dynamic top performing team in the process/operational management consulting space. Refocused the sales matrix toward securing multi-million dollar projects with Fortune 1000 C-level targets, and effected growth in the average forward sales calendar from zero to more than 120 meetings with these targets. Renoir Group doubled revenues in 2008 and registered a 30% revenue gain in 2009 in the face of austere economic conditions.

At Brooks International, process/operational consultants, instrumental in the acquisition, design and installation of corporate systems, resources, and processes as well as strategic hiring to support a dynamic new front end, financial and IT infrastructure. Drove a dramatic 78% revenue increase in 2006, from $14 to $25 Million, primarily by streamlining processes and systems, positioning new world-class business development talent, and growing the average calendar of sales meetings with Fortune 1000 CEOs from 25 to more than 200.

At REL, developed the blueprint, including staffing, supporting collateral, metrics, and training syllabus, creating a world-class business development capability in the process/working capital optimization area. Targeting C-level executives at Fortune 1000 companies with over $1 billion in revenues via a Solution Selling approach, raised new business contribution to total revenue from 0% to 67% which represented over $15 million revenue in 2005. REL’s extraordinary revenue growth, profitability, and robust funnel were major factors in its late 2005 acquisition by Answerthink-Hackett Group.

At Cap Gemini Ernst & Young, collaborated with the Sales Vice President to develop and execute a direct marketing/sales plan to ensure the ongoing success and viability of the Enterprise Effectiveness (ERP ROI, business benefits and process improvement) service offering. Starting with no pipeline, acquired in just over 12 months 8 new clients from the chemical, energy and paper industries (average size $3 billion) and $35 million new revenue comprised of operational effectiveness and e-business related consulting engagements.

Career Overview

2011-2012 PVA Consulting Group, VP Business Development Boston, MA

2008-2010 Renoir Corporation, SVP Sales and Marketing Herndon, VA

2006-2008 Brooks International, Inc., EVP, Director Sales & Marketing Palm Beach Gardens, FL

2001-2006 REL Consultancy Group, SVP, Director Sales Support, Americas Purchase, NY

2000-2001 Cap Gemini Ernst & Young, LLC, Principal, Sales and Marketing Miami, FL

1998-2000 Management Alternatives, Ltd., Director, Business Development Ocala, FL

1997-1998 Proudfoot Company (USA), Business Development Associate West Palm Beach, FL

Education, etcetera

University of Mississippi, Political Science

Miller-Heiman (Strategic Selling, Conceptual Selling, Large Account Management), CustomerCentric Selling, CGEY, SPI (Solution Selling), Rackham’s Spin Selling, Xerox, Bill Good, Smith Barney, etc.

Qualifying member - American Mensa, Ltd.

Member Fortune Business Leader Council

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