Sales Customer Service
Resume:
DAVID F. STEPHENS
*********@*****.***
EXECUTIVE SUMMARY
Having managed in excess of $65,000,000 in sales operations, specialize in strategic planning, turnarounds, start-ups, improving productivity, building effective management teams, motivating teams, and identifying and solving problems. I have a passion for leading fast paced – success-minded firms to exceed their goals, regardless of their present level of success or past challenges.
OBJECTIVE
I enjoy the hunter phase of building new business. Interested in joining a growing organization, at a senior level with direct selling, quota-bearing responsibility, that offers the opportunity to earn substantial income and career advancement. Positions Desired: VP Sales / Marketing, Business Development or Senior Hunter Salesman. Markets Desired: Call Center Outsourcing Specialist, Bio-tech, Medical, Pharmaceutical, Financial Services, High Technology, Telco, Healthcare, Laboratory, Software Development, Professional Services, IT Consulting.
PROFESSIONAL EXPERIENCE
Allsec Technologies November 2010– Present
Vice President Sales Chennai, India
Allsec Technologies is an integrated contact management services center headquartered in Chennai, India. Allsec is a public entity and has the pride of being the first pure-play BPO Company to be listed in the Stock Exchange in India. Allsec has its contact centers in Dallas, TX in the U.S. Off-shore centers are in Chennai, Bangalore and Trichy in India; and in Manila, Philippines with state-of-the-art infrastructure to cater to International Clients. Besides, Allsec also has domestic service delivery facilities in more than 10 locations within India. The total capacity is over 7,500 seats across all locations. Allsec has Sales offices in the US, UK, Australia, Philippines and India.
Specialties
Voice Services: Sales/Telemarketing, Customer Service, Help Desk, Technical Support, Credit & Collections, Customer Satisfaction Surveys, Data Management services, Market Research & Surveys
Key Verticals High Technology – Telecommunications – Financial Services - Insurance - Healthcare
Quatrro Business Support Services September 2009 – October 2010
VP Sales and Business Development Delhi, India
As the VP of Sales and BD for QBSS, the Call Center and BPO business unit of Quatrro, I was solely responsible for the development of new business. The primary role was as a hunter. In that role I was responsible for prospecting, presenting and closing new client business in the High Technology, Telco and Healthcare verticals. In addition to the hunter role I managed a team of five offshore BD resources responsible for research, database development, email marketing and telesales.
Premier BPO January 2007 – October 2009
VP Sales Clarksville, TN
As VP Sales for Premier BPO I was responsible for direct production of new accounts in the financial services, high technology, healthcare and consumer products verticals. Premier BPO is a leader in the call center, KPO and BPO offshore outsourcing market with delivery centers in Pakistan, India, China and Philippines. During my years with Premier BPO I consistently produced two contracts per quarter. In 2008 I lead the sales team in production and developed nine new accounts.
CurrenC Communications October 2004 – December 2006
C.O.O. VP Sales and Marketing Montego Bay, Jamaica
As senior officer, champion a team providing customer service, technical support, and telesales services, with a focus on offshore, near shore, and business process outsourcing markets. I act as the only salesman and hunter with total responsibility for growing new business. I have led CurrenC from the cold start up position in a very competitive market to its current run rate of $900K per month in revenue.
SynPep Corporation August 2002 – August 2004
VP Worldwide Sales and Marketing Dublin, CA
While leading the global Sales and Marketing teams for this biotech manufacturer, sales rose from a run rate of ten million to seventeen million. Synpep Corporation is a leading biotech manufacturer of custom peptides used in the pharmaceutical, biotech, government and academic marketplaces. My average revenue per sale was $250K and I carried a $5 million personal quota. Developed Synpep’s first outside global sales and distribution organization.
Intelegy Corporation June 2001 – August 2002
SVP Worldwide Sales and Marketing San Ramon, CA
Grew this onsite and offsite provider of consulting services and call center services from $6M to $12M (million) dollars. Average contract value was between $500K and $2M. Services were provided primarily onsite, but also included services such as customer service, technical support and telesales offsite from the U.S. and India. Introduced the organization to a venture capital investor, and was the primary driver of a business model that changed Intelegy into a global provider. Successful in closing new business at a rate of two new clients per quarter, with average annual billing of one to three million. Delivery centers in India and the United States.
AlphaSoft Services Corporation March 1999 - May 2001
VP Sales, Marketing & Business Development San Ramon, CA
Positioned and expanded this IT consulting company into a full service implementation partner for Oracle and PeopleSoft. In eighteen months my team grew from 250 consultants to 800, and revenues increased from $25M to $65M. Hired, trained, and managed a staff of 30 sales professionals and practice directors. Was involved in all business development and strategic negotiations for the company. Designed and implemented best practices throughout the company. Directly responsible for the hiring, training, script development and sales strategy for a lead generation program. The program targeted top level executives of mid-market companies and delivered leads to the outside sales force. Trained and mentored the Sales Team and opened two new offices in 2000.
Interim Technology March 1998 - February 1999
Sales Director San Francisco, CA
As Sales Director for this $300M major provider of IT consultants, recruited to penetrate the healthcare, biotech, pharmaceutical, and analytical markets. Led the team to revenues exceeding $300M, providing services specializing in emerging technology, legacy systems, software quality management, Y2K, and technical documentation practice areas.
Varian Associates January 1997 - March 1998
VP, Business Unit Manager - Consumables and Separation Systems Walnut Creek, CA
For this major manufacturer of chromatography systems and sample preparation products, led the consolidation of all Varian chromatography GC / HPLC / SPE columns, accessories and supplies units into one sales and marketing business unit. Managed integration of the Chrompack acquisition and fragmented product and sales organizations into this major new business unit. Primary markets included pharmaceutical, clinical toxicology, biotech, chemical, environmental and petrochemical. Developed a strategic plan to focus on these $50 million verticals. Doubled sales in a three-year time frame, brought in new product lines that generated $10 million in new revenue annually. Produced the first new consolidated catalog covering all products and developed distribution relationships with forty new suppliers to round out product line. Developed a telesales organization to reach second tier accounts and qualify leads for the outside sales force. Responsible for directing the activities of product marketing managers and all advertising program development.
Government Scientific Source (GSS) January 1991 – August 1996
SVP Sales/Marketing, Chief Operating Officer Washington, DC
I founded Government Scientific Source in 1991 with a $10,000 investment. When I sold my interest in 1996, the revenue was $25M. GSS was honored by the GSA as the top small business provider to the government research community in 1995. GSS is a major national distributor of laboratory, scientific and medical systems, with special focus on distribution of technical research and clinical equipment into the federal, state and local government markets. Major clients included NIH, FDA, GSA, FBI, DOE, DEA, DOD and many state and local governments. In the distribution business deal sizes ranged from small to many that were in the multi million dollar range, $50K to $1.5M average sale. GSS also serves as a primary national distributor for manufacturers of research analytical equipment with major accounts in the large pharmaceutical, biotech, petrochemical, and environmental and hospital marketplaces. Major commercial pharmaceutical company clients included: Merck & Co, Inc; Johnson & Johnson, GlaxoSmithKline, and many more. Sales increased at a rate of at least $5M per year despite flat industry sales and ever changing federal market regulations.
Government Marketing Services (GMS) April 1987 – November 1990
VP Sales/Marketing 1988 - 1990, National Sales Manager 1987 Washington, DC
GMS was a $35M major government distributor of Hewlett Packard Information Technology products. Recruited by Hewlett Packard and GMS jointly to form an analytical product distribution channel specializing in marketing to the government. Worked closely with HP management to increase product offering, generated $2.5M in sales year one and showed a net profit during start-up. Promoted to VP Sales/Marketing within the first twelve months with total responsibility for all sales and marketing for IT as well as analytical products divisions.
AWARDS & ACCOMPLISHMENTS
AlphaSoft: Two years running as one of the top fifty fastest growing companies in the San Francisco Bay area. Developed new preferred vendor relationship with Kaiser valued at $2M in annual billings
Gov’t Scientific: Twice honored by winning the Washington Business Journals Fast Track Award as one of the 25 fastest growing businesses in the Washington-Baltimore area. Achieved profitable growth rates of 65% in 1993; 35% in 1994; 31% in 1995; and 33% in 1996.
Gov’t Marketing Services: Reduced sales organization overhead by 30%, while sales increased by 20% and margins were raised by 3%. Rapid development of the analytical products division from start-up in late 1987 with excellence in planning and sales resulted in a $12M year in 1991, representing 70% of GMS profits from less than half its sales.
FORMAL EDUCATION
B.S. – Chemistry & Biology - University of Southwestern Louisiana
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