Highly experienced sales and management

Summary

Business professional with **+ years of high-volume sales and sales management. Industry experience includes sales to business-to-business, legal professionals, oil & gas, medical, and government entities.

A proven player-coach with a thorough knowledge of consultative marketing and solution selling skills, a demonstrated record of individual sales performance, team management, selling through market channels for complex selling solutions, change leadership, working with direct sales and inside sales, revamping marketing strategies for enterprise solutions, expanding products and service, and introducing new products.

Career History

FuelQuest- ZyTax Director of Sales and Marketing September 2007 to Present

FuelQuest/ZyTax is the lead industry fuel supply chain and excise tax automation software provider.

• Driving sales through a mid-management team and sales team with 15 direct reports and 3 indirect.

• Individual sales contributor, $1.1 mill.

• Developed and executed aggressive integrated business plan cross-departmentally. Market penetration strategy resulted in identification and penetration of new verticals for $2.1 mill up-sell.

• Hands-on responsibility for hiring, training, and motivating sales and marketing staff to achieve its goals.

• Direct profitable growth across all business segments. As lead in partnering external channel selling and collaborative efforts, increased market presence by 5% through improved external relationships.

• Regularly navigate financial and operational performance P & L issues .

The Trust Group Director Sales and Sales Operations January 2000 to August 2007

Tasked to build, expand and improve internal and external sales processes across a portfolio of privately held small businesses. Projects included selling into diverse industries involving banking software, industrial tax abatement, medical security, and software automation. My assignment was to build leadership and to model by individual selling contribution. Implementation included structuring channel markets, territory building, product review, organizing and training sales teams and marketing groups. Management responsibility included establishing accountability systems, directing workflow, creating and implementing business plans, P&L, budgeting, reviewing staffing and sales performance for inside and outside sales. Accomplishments include:

o Organized and successfully executed plan to take sales team of 12 to national presence

o Grew account ledger from 20+ clients to over 250 clients in first 9 months

o Hired full time Director and handed off fully structured sales team and operations

o For purpose of producing hiring profile I performed position as National Sales Representative and National Accounts Manager exceeding $1.1 million personal sales

o Hired for startup to profile and build sales team and sales operations from scratch

o First year generated $10 million revenue, selling company in 18 months

o Hired, staffed, trained, and managed a team of 70 inside and outside sales and sales fulfillment staff

LexisNexis/ Matthew Bender October 1987 to December 1999

LexisNexis is a leading provider of information and services solutions to a wide range of professionals in the legal, risk management, corporate, government, law enforcement, accounting and academic markets.

• 1998 to 1999, Regional Sales Manager. As selling manager, managed cross-functional sales and administrative staff for $100MM division.

o 15% above $2.5 million quota maintaining, growing existing $6 million user base by 20%.

o Field consultant to Texas Product Management Group, Consultant to President’s Round Table, and Compensation plan Committee.

o Outstanding Performance 1998. National Pilot Program Manager 1999. Merger Integration Council, Budgeting Team, Product Consultation and Review, Strategic Product Appraisal Team and Editorial liaison for products review and enhancement

• 1995 to 1997, Regional Sales Manager. Recruited, trained and managed sales team.

o $1.5 MM annual revenues in South Texas. Coached sales professionals who earned President’s Club award and President’s Council in successive years.

o Field management consultant to President’s Round Table.

o All reps exceeded 110% of year-to-date goals; market penetration improved by 2%; average sales increased by 15% and total sales volume increased by more than 25%.

o High Performance Award 1995. President's Council 1996-1997.

• 1993 to 1996, Regional Manager / Electronic Product Specialist. Co-managed 22 field sales personnel and two regional managers across two regions through conversion from print to electronic media.

o Led Texas region to #1 nationally in electronic sales for two consecutive years with e-sales of 30% overall increase and 75% of all sales from electronic medium.

o President’s Club 1993

• 1991 to 1992, Regional Sales Manager / Business Information Services. Recruited, trained, managed 10 new sales representatives in diverse corporate and federal government vertical markets.

o Grew region from start-up to $1.2 MM sales.

o #1 region for three consecutive years

o Manager of the year Award 1992

o Successive President’s Club Awards 1991, 1992

o Outstanding Performance 1991

• 1987 to 1990, Sales Representative / Management Accounting Services. Sales of legal and compliance data in multiple media to corporate tax and government professionals.

o Grew territory 20%. consistently exceeding sales goals by 150 - 200% across two divisions.

o Earned 3 consecutive President’s Club Awards, 1988, 1989,1990.

o Outstanding Performance 1989

o Special Achievement National Sales 1990

Prior Experience:

Sales Representative, Allied Linotype Company 1984 to 1987

Sales of graphics, reproduction, typesetting, and commercial art equipment to publishing and trade houses.

Offshore Sales Representative, Hydril Company 1982 to 1984

Sales of very high-end oilfield tubular steel products to end user/producer and OEM/Distributor networks.

Sales Representative, Xerox Corporation 1979 to 1982

Sold and maintained on-site reproduction services for several large companies in the Houston region.

Education and Training

MA – Behavioral Sciences, Southwestern Baptist Institute, Ft. Worth TX, 1976.

BS – Sociology/Anthropology, Texas A&M University, 1973 (Honor Student)

Seminars and Workshops:

• Need Satisfaction Sales Call Activity

• Consultative Selling

• Professional Sales Skills- trainer status

• Behavioral Selling Skills

• Interpersonal Manager Skills

• Managing for Success

• Advanced interview Skills

• Training the Trainers

• Karrass Negotiating Skills

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