Business Development Professional

Mark J. Stastny

**** ******** ****

Rolling Meadows, Illinois 60008 slgo94@r.postjobfree.com

http://www.linkedin.com/pub/mark-stastny/b/19/977

Home: 847-***-****

Cell: 847-***-****

BUSINESS DEVELOPMENT PROFESSIONAL/ INSIDE SALES

Top Producing Business Development/Inside Sales Professional, with comprehensive experience in diverse technical, business-to-business, and emerging market settings. Consistent track record for reaching lead-generation quotas and building revenue-driven pipelines in various sales cycles, leading to attainment of corporate sales goals. Proven ability to convey value of product or service in-person, by phone, or through web-based presentations, driven by desire to close business and maintain long-term client relationships.

CORE COMPETENCIES

• Account Development/Management/Retention

• Campaign Management / Competitive Analysis

• Competitive Product Positioning

• Demand Generation

• Emerging Markets / Global Markets

• Market Launch / Market Positioning

• Multi-Channel Sales

• Product Positioning / Promotions

• Sales Cycle Management / Sales Forecasting

• Solutions Selling

• Team-Building / Leadership • Brand Management/Business Development

• Competitive Market Intelligence

• Consultative Sales

• Direct Mail Marketing

• High-Impact Presentations

• Market Research / Marketing Strategy

• New Market Development

• Public Speaking

• Sales Training / Sales Presentations

• Strategic Market Planning

• Trend Analysis

-- Computer Skills: ACT; Goldmine; Hoovers; LinkedIn MS CRM; MS Office; OneSource; ZoomInfo --

CAREER PROGRESSION

IFS NORTH AMERICA (headquarters) – Itasca, Illinois April 2009 to March 2011

Global provider of project-based enterprise resource planning (ERP) and enterprise asset management (EAM) software; generated revenue of $375 million in 2010; employs staff of 2,200 across 54 countries. Target clients are industrial manufacturers with $75+ million in revenue.

Business Development/Inside Sales Manager

• Challenged with building warm leads/account mapping for long sales cycle business development, across the Eastern US and Canada; used cold-calling techniques, demand-generation marketing, online resources, and targeted direct mail to create brand awareness and to secure qualified prospects for three outside sales reps.

• Scope of responsibility included contacting 40-50 leads daily, developing demand-generation marketing strategies for target prospects, prospect forecasting, pipeline fulfillment, consultant development, sending information packets to right-fit prospects, and determining budget, manpower, and timeline for potential sales orders.

• Wrote customized demand-generation correspondences, containing product information plus calls-to-action, tailored for each industry, company and contact’s level of influence.

• Created brand awareness in the Northeast Region after launching a micro-mail campaign in Summer-2009.

• Promoted company’s products through key industry influencers, including Baker Tilly (formerly Virchow Krause) and Panorama Consulting.

• Provided extra support for the company by assisting in the training of two newly-hired business development associates and representing the value of products on ERP blogs.

• Finished “Over Quota” in lead generation for 2010: produced 45 leads above quota of 36 (3/month), resulting in 8 commissions when leads reached the “live demo” stage.

• Credited with securing National Superconducting Cyclotron Laboratory (NSCL) which closed and produced $250,000 in revenue for YTD 2009.

• Secured four accounts representing 20% of the 2011 pipeline, valued at $1.75 million in license revenue alone, exclusive of consulting or maintenance values which can more than double that value.

• Produced additional leads for the 2011 pipeline, with potential of $750,000 in license revenue, within the aerospace/ defense and enterprise asset management industry sectors.

ZETHCON CORPORATION – Lombard, Illinois August 2006 to September 2008

[Provides warehouse management software (WMS) solutions to 3rd party logistics companies in the lower 48 states; flagship product (Synapse) was developed into full-scale market solution from “one-off” WMS projects; employs 20 in central office, with technical staff in three states; generates annual revenue of approximately $1 million; in business since 1978.]

Business Development Manager

• Hired to help expand business from referral-based to full-scale industry leader. Analyzed marketing initiatives to spearhead an aggressive business development strategy, comprised of cold calling, e-mailing, direct mail, tradeshow marketing, and industry association networking to keep sales pipeline active for two outside sales engineers.

• Targeted small to mid-size 3rd party logistics providers throughout the US, Canada, and the Caribbean, to source qualified leads for Synapse (WMS software) and “one off” projects, including RFID. Competed against industry giants such as Red Prairie, Manhattan, Traker, Camelot, and Cadre.

• Accountable for providing upper management with competitive trends, arranging on-site demos and scheduling Web-Ex presentations for prospects, drafting letters and flyers for direct mail pieces, providing promotional data to outside marketing firm, writing press releases, and supporting sales representative with closing deals.

• Established formal procedures for cold-calling and prospect follow-up, using Microsoft CRM; provided user training and support to upper management and outside sales engineers.

• Achieved a 20% increase in website traffic (unique visitors/prospects), after implementing a program with email marketing vendor (Constant Contact) for both keep-in-touch and informational email blasts.

• Efforts produced 50+ qualified prospects of which five deals closed, generating revenue of $400,000+, which included Horizon Logistics ($125,000) and Stanford Refrigerated Warehouse ($75,000) which closed in 30 days, ahead of the customary 6-12 month sales lifecycle.

PERMATRON – Elk Grove Village, Illinois March 2005 to August 2006

[Manufacturer of standard and custom air filtration products, serving transportation, food service, portable cooling, and HVAC industries; key player in US market, celebrating 45 years in business. FY05 revenue: $1.5 million.]

OEM Account Manager

• Sold air filtration products to OEM manufacturers and distributors to businesses worldwide. Managed entire sales lifecycles, from initial client contact through post-sale customer satisfaction.

• Achieved 5%-7% above monthly quota 5 times in 12 months; book of business includes accounts previously serviced by primary competitor. Increased business in key accounts by 10%, including Berner International, Prevost Car, Silverking Refrigeration, and Thermo-King Corporation.

• Brought in new accounts, generating $1,000 to $5,000 in monthly revenue: Thermo Electron ($5,000/month), General Dynamics, L3 Communications, Iowa Telecom, Honeywell, and Bombardier. Was negotiating a bona fide $500,000 deal with a Chinese firm prior to leaving the company.

• Spearheaded multi-tiered marketing plan (direct mail, email and phone campaigns) which boosted OEM revenue to $7,000 to $10,000/month and added 30 new distributors producing revenue of $7,000 to $10,000 / month, while generating ongoing sales of new parts and retaining key account business.

• Generated new business via cold-calling to established markets, including HVAC, condenser and air curtain sub-sectors. Represented company at trade shows and followed-up with qualified leads to secure new accounts.

• Coordinated with engineers and manufacturer-vendors in designing high-quality products to fit customer specifications. Delivered quotes to clients via email and fax; followed up to close sales in a timely manner.

• Provided distributor support through product presentations at customer sites.

SYCLO, LLC – Hoffman Estates, Illinois (headquarters) February 2000 to January 2005

[Worldwide leader/developer of true mobile software platform sold to petrochemical, utility providers, pharmaceutical firms, facilities/maintenance outsourcers, 20% of Fortune 500 companies and USDOD; revenue FY04: $8-12 million; employees: 65.]

Sales Consultant – Business Development/Inside Sales – Marketing Development Team

• Hired for newly created position. Supported 8 outside account managers and one partner manager in selling core product (Agentry) and ancillary modules (Work Manager; Inventory Manager; Audit Manager), as well as support, maintenance and consulting contracts to clients and prospects throughout North America and Western Europe.

SYCLO, LLC – Hoffman Estates, Illinois (continued)

• Spearheaded/documented formal procedures for lead generation and client/prospect follow up. Established protocols for regular communications with account managers. Developed specific product market bullet points.

• Accountable for sales pipeline development and lead generation, team selling with account managers, developing Internet-driven cold-calling processes, managing account relationships, administering software support contracts, replying to direct mail leads, providing user training & support, closing deals up to $20,000, and delivering weekly, monthly and quarterly leads reports.

• Designated as corporate liaison for Syclo’s largest corporate partner/re-seller. Represented company at major trade shows and served as product presentations specialist. Wrote marketing and internal communications, such as email inquiry replies, client training and product quotation letters, support invoices and thank you replies.

• Exceeded production goal of 40-50 outbound calls daily, yielding 5-8 qualified leads weekly, which produced key accounts, such as Aetna - $1 million (consulting contract), ACTS Retirement Center: $250,000; Penn State University - $200,000, and Rogers Sugars (Canada) - $100,000.

• Consistently averaged 110% of quarterly sales quota for support, maintenance & consulting contracts during 5-year tenure, generating $750,000 in annual revenue and contributing to client retention.

READSOFT – Stockholm, Sweden (headquarters) May 1998 to January 2000

[World leader in development of optical character recognition (OCR) technology products; annual revenue: $3-$5 million; employs 250.]

Business Development / Inside Sales – North America Office– Chicago, IL

• Joined company in newly -established office. Set standards for business development/inside sales position.

• Developed business plan, strategy, and goals for supporting 3-5 outside accounts managers (responsible for annual quotas of $750,000 each) in selling forms-processing automation software product (Hands & Eyes) to businesses throughout Chicago’s Midwest, Southeast and Southwest.

• Engaged in team-selling, generating leads through cold calling and solution selling, replying to Internet queries, developing leads through trade show publications, serving on value-added re-seller team, creating samples for clients, and producing weekly, monthly and quarterly reports. Hired and screened other inside sales reps as the company grew.

• Top Producer of Qualified Leads North America, FY2000. Achieved quota of 10 leads/month, propelling deal closings representing 60%-70% of US revenue ($2.5 million), which included key accounts such as the City of Chicago ($350,000), Chicago Board of Trade ($50,000 consulting project), and Wachovia Bank ($350,000).

• Served on value-added reseller team, which secured other key accounts, including Kodak and SAP.

• Spearheaded zero-cost marketing campaign yielding 28 qualified leads, of which two (National Rifle Association; National Mail Order Association) were engaged in solid sales negotiations by January 2000.

PREVIOUS EMPLOYMENT: Details furnished upon request.

EDUCATION: Associates in Arts Degree: William Rainey Harper College – Palatine, Illinois

VOLUNTEER PROJECTS:

• Philanthropic work with the Chicago Food Depository

• Chicago Board of Elections/Cook County Volunteer

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