Business Development, Account Management
Resume:
W. TODD TAVERNER
**** ********* ****,******** ~ CA 91105
********@*********.***
SENIOR MANAGER
Seek a challenging management position that will maximize my strengths in:
BUSINESS DEVELOPMENT ~ SOLUTION SALES ~ ACCOUNT MANAGEMENT
Project Management | Project Scoping | Market Research | Prospecting (Cold Calling to Network Marketing) Strategic and Solution Sales | Profit Building | Product and Service Development
Strong in business development, prospecting, sales promotion, bids/proposals, sales contracts, product line management, and account servicing. Highly successful in creating and converting new sales opportunities with clients ranging from Fortune 500 to entrepreneurial companies. Able to market both business solutions (ERP) and consulting services across a wide range of industries. Adept in identifying and analyzing customer needs, and specifying targeted products and services.
CAREER HISTORY/HIGHLIGHTS
TAVERNER PHOTOGRAPHY ~ Los Angeles, CA 2004-2011
Owner/Head Photographer
INTELLIGROUP ~ Costa Mesa, CA 2003-2004
SAP Business Development
Managed sales of SAP Service Lines into multiple industry segments for key clients including Allergan, DirecTV, THQ, Toyota Warner Bros.
CAPGEMINI ERNST & YOUNG ~ Los Angeles, CA 2001-2002
SAP Business Development, Senior Manager
Led efforts to rebuild and expand SAP Service Lines.
Sales Professional and Consultant who generated solid revenue production by developing new business as well as nurturing the growth of installed accounts.
- Challenged with driving regional growth by creating and developing consulting opportunities at target companies.
- Successfully worked across multiple industry segments (High Technology, Consumer Products, Energy/Utilities, Financial Services, Life Sciences, Manufacturing, Healthcare, Telco/Media/Entertainment).
- Established a $50M sales pipeline, employing sales expertise and creating new opportunities to achieve growth and profitability in just first six months.
- Led efforts to rebuild and expand SAP Service Lines and generated solid revenue production by developing new business while nurturing the growth of installed accounts.
- Generated solid revenue production by developing new business while nurturing the growth of installed accounts.
PRICEWATERHOUSECOOPERS ~ Los Angeles, CA 1998-2000
SAP Business Development, Senior Manager, Western United States
Promoted to spearhead the development and provide expert direction on sales initiatives for the company’s SAP Service Lines as well as managed relationships in the Western Region, after successfully developing business across multiple industries and lines of service.
- Overall responsibility for managing relationship with SAP America in West Region.
- Analyzed market research data and sales to identify potential sales opportunities.
- Created innovative new business development strategies & performed extensive prospecting.
- Initiated and nurtured relationships with target companies, and identified potential needs for consulting.
- Documented results of prospecting activities and drafted action items to advance sales process.
- Provided management with information critical to business reviews and decision-making.
- Identified and developed new business opportunities with companies including: Alaris Medical Systems, Alpha Technologies, Conexant, Chiron, Foster Farms, Hewlett-Packard, Integrated Device Technology, Longview Fibre, PACCAR, The Capital Group, Watson Pharmaceuticals, Weyerhaeuser Company, others…
- Joint business development with SAP: early coordination on SAP pursuits; joint planning with SAP for selected accounts; held conferences, seminars, work sessions & strategic initiatives; conducted joint account and industry strategy and planning activities.
- Services lines presented/offered included mySAP.com, SAP R/3, Workplace/Portals, CRM, MarketSet, Human Capital Management, Supply Chain Management/Advanced Planning Optimization, Enterprise Buyer, Business Warehouse/Strategic Enterprise Management & Upgrades.
Business Development, Geographies
Services presented/offered included: eBusiness, Customer Relationship Management (CRM) & Sales Force Automation (SFA - Siebel, Clarify), Document Management, Enterprise Application Integration (EAI - Crossworlds, Vitria), Web/Software Infrastructure Testing & Services (Broadvision), Security Vulnerability Assessments, Data Warehousing, Enterprise Resource Management (ERP - SAP, Oracle, PeopleSoft, JD Edwards). Later realigned to SAP Service Line.
DELOITTE & TOUCHE ~ Los Angeles, CA 1995-1998
Director Business Development, West Region
Initially hired by this international management advisory company to develop and direct western region market sales program for a $75 million business segment (Manufacturing Services). Challenged with driving Division growth by creating and developing consulting opportunities at target manufacturers. Services lines presented/offered include: SAP, Baan, Oracle, PeopleSoft, JD Edwards, Enterprise Resource Planning (ERP), Reengineering, Supply Chain, Competitive Assessment/Benchmarking, E-Commerce, Sales Force Automation, Customer Relationship Management, Value Based Management.
- Identified and developed new business opportunities with companies including Allied-Signal, Apple Computer, Boeing, Hewlett-Packard, Honeywell, Litton Industries, Lockheed Martin, Motorola, Northrop Grumman, Raytheon, Silicon Graphics, Sun Microsystems, Toshiba, TRW, and Westinghouse.
- Analyzed market research data and sales leads to identify potential sales opportunities.
- Created innovative new business development strategies.
- Performed extensive target prospecting.
- Initiated and nurtured relationships with target companies, and identified potential needs for consulting services.
- Documented target information and created relational database as cornerstone for follow-on sales efforts.
- Made presentations and distributed sales materials to potential clients, increasing visibility and credibility of D&T's consulting services in the marketplace.
- Documented results of prospecting activities and drafted action items to advance sales process.
- Provided management with information critical to business reviews and decision-making.
- Compiled and distributed weekly news updates on Target Companies. Distributed reports, service line summaries, etc. to National Practice Leaders for business development assessments.
EDUCATION
University of California, Santa Barbara – Bachelor of Arts, Business
Completed, Miller Heiman Sales Training
COMPUTER SKILLS
Apple OS 10.7, Windows 7, Word, Excel, PowerPoint, iWork, Photoshop, and many others.
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