Sales Professional, Quota-Exceeding Expert

CHARLES S. O’CONNOR

*** * ******** ***. *******, IL 60640

773-***-**** • ********@*****.***

-SENIOR SALES EXECUTIVE

Business Development /Account Management/Channel Management

Highly dedicated and dynamic sales professional with a proven track record of mining and developing accounts in the Fortune 500, well as in the Government sector.

-PROFESSIONAL COMPETENCIES

Business Plan Development

Budgeting, Forecasting, and Planning

Prospect & Lead Generation

Executive Negotiations

Team/Channel Development

Relationship Management

PROFESSIONAL CAREER & KEY ACHIEVEMENTS

F4W, INC., Director, Channel Management

Chicago, IL 2010-2011

Primary liaison with distribution channels (including CDW, Grainger, & Anixter).Generate effective channel sales forecasts for accurate budgeting inventory levels and quotas. Provide webinar and live product trainings to optimize partner performance.

-Negotiated (first) $2M stocking order with master distributor

-Developed lead generation/sharing program, improving close rate and enhancing revenue

-Developed deal registration program, providing pipeline visibility and partner mindshare

F4W, INC., Territory Sales Manager

Chicago, IL 2008-2010

Successfully sold IP-based disaster recovery and business continuity solutions to Federal and State accounts.

Demonstrated ease-of-use and interoperability between F4W products and existing emergency communications to prospects/customers on daily basis. Negotiated service contracts and renewals with senior level decision-makers.

-Drove sales with IEMA (Illinois Emergency Management Agency) from $0 to $600K in 12 months

-Increased sales to VA Hospitals in territory (FEMA Region 5) by 80% from 2008-2009

-Promoted to Director, Channel Management in recognition of channel rapport and sales achievement

CSC (COMMUNICATIONS SUPPLY CORPORATION), Strategic Accounts Manager

Carol Stream, IL 2007-2008

Marketed voice, video, data, and security infrastructure solutions successfully to enterprise accounts.

-60% sales increase with largest account (Motorola)

-Managed complex RFP responses resulting in project awards from strategic accounts including Blue Cross Blue Shield, Grainger, and Northwestern Memorial Hospital

-Enriched sales team growth by leading training efforts on content, sales techniques and client retention

TRIPP LITE, District Sales Manager

Chicago, IL 2001-2006

Successfully sold back-up battery and power protection solutions to Enterprise accounts. Developed and maintained relationships with decision-makers and influencers.

-Drove annual sales with Walgreens from $0 to $3M, displacing largest competitor

-Awarded $1M contract from Sears, Roebuck & Co. to provide back-up power systems

-Closed $2.7M opportunity with Oakbrook-IL based McDonald‘s for battery back-ups

NAVIPATH (a CMGi COMPANY), Regional Sales Manager

Chicago, IL 1999-2001

Provided turnkey Internet portals to large retailers and affinity groups.

-Sold $2.5M contract to supply dial-up access to nation’s largest ISP, AOL

-Ranked #1 Regional Sales Manager in company (by revenue) in 2000

ANIXTER, Regional Sales Manager

Mt. Prospect, IL 1997-1999

Managed all sales-related aspects of Public Networks Division/Central U.S. for Fortune 500 communications products distributor.

Successfully utilized internal logistical capabilities to support product staging and delivery needs of fast-growing service provider market: CLEC’s, ISP’s, TELCO’s.

-Increased regional revenue 80% in a 12 month period, with a 5% increase in net profitability

-Awarded “System Sell Champion” in 1998 by primary vendor (AT&T) for exceeding quota for fiber optic revenue

ANIXTER, Outside Sales

Mt. Prospect, IL 1993-1997

Successfully sold networking hardware, fiber optic, and cabling products to both end-user and contractor (installer) markets.

Negotiated long-term purchasing contracts with clients, resulting in improved forecasting and delivery times.

-Managed RFP response resulting in award of $2.8M contract for cabling products to support McCormick Place Expansion

-Closed $1.1M sales opportunity with large voice/data contractor for cat5e and fiber optic cabling installed at Northwestern Memorial Hospital in Chicago

-Promoted to Regional Sales Manager in recognition of sales achievement

ANIXTER, Inside Sales Representative

Memphis, TN 1990-1992

Assisted technical and outside sales staff in specifying custom structured cabling solutions for implementation in various vertical markets.

-Managed named account list while cold-calling several hours daily

-Consistently surpassed sales revenue and gross profit goals

EDUCATION & ACADEMIC HONORS

U. of Iowa, Iowa City,IA 1985-1989 Bachelor of Science, Communications Studies

GPA: 3.5/4.0 • Graduated Phi Beta Kappa

SKILLS

Microsoft Office (Word, Excel, PowerPoint, Outlook),Adobe CRM-Salesforce

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