Sales Manager
Resume:
Barry J. Neary
Carmel, IN *****
***********@*****.***
______________________________________________________________________________
PROFILE
I started my career as a software trainer for a large software company. I had conducted hundreds of onsite customer training sessions before I was promoted to Training Manager. While Training Manager, I developed and delivered all internal training for all existing and new employees. I also developed new ‘train the trainer’ classes and outlines that were used by all Systems Engineers in the field. Since then, I have also taught at a community college and have continued to develop new training classes for all new salespeople.
Since training is selling people on how to learn and use a product or service, my career naturally evolved to sales. I have continued to provide sales and product training throughout my career.
Most recently, while at IU Health, I helped design, develop and deliver the Cerner training curriculum for the nursing staff. I have been teaching Cerner Powerchart and providing on the floor go live support
and have received multiple letters of recommendation from the end users regarding the training that I have provided
HIGHLIGHTS
• Strong presentation skills via traditional classroom and one on one
• Developed and delivered award winning ADULT software training program for a large software company
• Conducted numerous onsite customer training programs
• Have always identified leads for salespeople while conducting onsite training programs
• Have conducted training classes for US and International field staff
• Consistently generated over $1 million in new license revenue every year
• Helped Launch State and local government division
• Managed a sales force of 6 District Managers and 62 sales and systems engineers to generate over $123 Million in yearly revenues
• Never finished lower than seventh place out of eighty-four offices and frequently was the number one office for the quarter
• Consistently performed at over 110% of assigned quota
• Attended numerous Presidents Clubs in Hawaii, Mexico and Italy
PROFESSIONAL EXPERIENCE
Sedona Learning Solutions – IU Health.
Cerner Application Instructor – Indianapolis, In 06/2011 – Present
Developed and taught Clin Doc (PowerChart) training to Procedural and Med/Surg nursing staff. Taught Nurses on the use and charting of Admission History, IO I Flowsheet, Results Review, Problems and Diagnosis and PPOC. Provided go live support on the floor during the conversion.
Pinpoint Resources.
Strategic Partner, Client Relations – Indianapolis, In 10/2010 – 6/2011
Helping clients resolve workforce management opportunities through contracting, contract to hire and direct hire
Consona CRM, Inc.
Senior Account Executive – Indianapolis, In 07/2009 – 06/2010
The only Account Executive responsible for NEW Knowledge Management systems sales in the U.S.
Helped to understand and define target markets
Developed Sales Methodology to coexist with market trends
Brought in 4 new prospects in 5 months
SHC, Inc
Owner/Operator – Indianapolis, In 7/01 – 08/2009
Created the corporation from ground zero.
Responsibilities included inventory control, loss prevention, expense management, gross profit margins, training and store organization. Strong time management and P&L preparation. Trained associates in order to capitalize on revenue growth while reducing losses
Accomplishments
• Expanded the business to include the restaurant and 2 major cafeterias
• Reduced company expenses and inventory losses to record low within the company
• Grew the business to $500k yearly
SAQQARA Systems, Inc.
Regional Manager –Indianapolis, In 01/2000 – 07/01
Sold Web based Catalog and Content Management Software and Services to Fortune 1000 prospects in the Midwest.
Responsibilities included cold calling, setting appointments, finding needs, delivering presentations, managing expectations and closing the deal. Drive sales volume and generate revenue.
Accomplishments
• Closed 6 new accounts
• Won $5ook deal at Lincoln Electric
• Generated $1.1 million in first 6 months
• Ranked #1 Regional Sales Manager out of 13 in June 2001
Peregrine Systems, Inc.
Senior Account Executive – Indianapolis, IN 07/98 – 12/99
Sold Help Desk and Asset Management Software and Services to Fortune 1000 prospects in Midwest.
Responsibilities included cold calling, setting appointments, finding needs, delivering presentations, managing expectations and closing the deal. Drive sales volume and generate revenue
Accomplishments
• Closed 4 new accounts and drove additional revenue to 18 existing clients.
• Won $1 million deal at The Limited and replaced 8 different incumbent competitors
• Generated over $1.5 million in new license revenue
• Ranked #1 Sales Executive in the Midwest Region
Informatica Corporation
District Sales Manager – Indianapolis, IN 07/97 – 07/98
Sold Data Mart and Data Warehouse Software and Services to Fortune 1000 prospects in Midwest..
Responsibilities included cold calling, setting appointments, finding needs, delivering presentations, managing expectations and closing the deal. Drive sales volume and generate revenue
Trained System Engineers to perform Proof of Concept demonstrations
Accomplishments
• Closed 5 new accounts.
• Generated over $900k in new license revenue
• Established 2 new resellers/service partners
Texas Instruments Software
Senior Account Manager – Indianapolis, IN 10/92 – 07/97
Sold Application Development CASE tools and methodology to Fortune 1000 prospects.
Responsibilities included cold calling, setting appointments, finding needs, delivering presentations, managing expectations and closing the deal. Drive sales volume and generate revenue
Accomplishments
• Closed 5 new accounts.
• Consistently generated over $1 million in new license revenue every year.
• Penetrated State of Indiana and State of Illinois...
• Responsibilities included cold calling, setting appointments, finding needs, delivering presentations, managing expectations and closing the deal. Drive sales volume and generate revenue
• Helped Launch State and local government division within TI
• Used Target Account and Solution Selling Techniques
Computer Associates International, Inc. 12/85 – 10/92
Regional Vice President Sales – Indianapolis, IN
Managed a sales force of 6 District Managers and 62 sales and technical people to generate $123 Million in yearly revenues.
Developed and delivered quarterly training programs
Consistently ranked in the top 50% on a quarter by quarter basis out of 17 Vice Presidents
District Sales Manager – Indianapolis, IN
Opened and staffed the Indianapolis office and was responsible for all systems, applications and data base sales in Indiana and Kentucky.
Trained all new employees
Grew the office to sixteen sales, pre-sales systems engineers and administrative staff.
Never finished lower than seventh place out of eighty-four offices and frequently was the number one office for the quarter.
Senior Account Manager – Indianapolis, IN
Responsible for all systems software sales in Indiana.
Consistently performed at over 110% of assigned quota ($800-900k)...
Never finished lower than seventh place out of eighty-four offices and frequently was the number one office for the quarter.
Pansophic Systems, Inc. 06/79 – 12/85
Training Manager
Established a new training program consisting of myself and 2 trainers
Developed and delivered all existing and new employee training programs
Consistently received awards for developing the most prepared field staff
System Engineer
Performed pre and post sale sales support for the sales staff
Developed and delivered customer training
Trained numerous other System Engineers.
Education
Bachelor of Science degree awarded
Eastern Illinois University, Double Majors: Computer Science and Management
Requirements Selling
Solution Selling
Target Account Selling
Customer Centric Selling
Contact this candidate