Sales Director / Business Development

CRAIG A. CHENEY

*** *. ***** ****** **** Draper, Utah 84020

801-***-****; E-mail: *********@***.***

BUSINESS DEVELOPMENT / CLIENT SERVICES MANAGER

Sales productivity • Business to Business sales • Strategic planning

Seasoned professional with in-depth expertise leading sales programs within a professional sales environment. Highly regarded for ability to train, motivate and manage the overall sales process from initial contact to implementation of sales with C-Level decision makers. Skills also include assessing performance, territory management, quota assignments, conducting performance evaluations, reviewing sales activity, pipeline management and forecasting. Skilled in developing and maintaining relationships with executive leaders, staff, and partners at all levels.

CORE COMPETENCIES

• Consultative Sales Skills

• Team Leadership

• Regulatory Compliance

• Presentation and Training Skills • Sales Performance

• Administrative Processes

• Group Benefit Strategies

• Software & Web Based Tools

PROFESSIONAL EXPERIENCE

PROMETRIC, INC. 3/08 – CURRENT

CLIENT SERVICES MANAGER, ACADEMIC SEGMENT

Drive client revenue opportunities in the areas of academic test delivery, test development, and technology enhancements. Manage internal and external resources to accomplish revenue goals and objectives.

• Exceeded sales and revenue objectives for 2008 by growing client revenue from $840,000 to $1,015,000.

• Implemented new testing strategies to realize additional incremental revenue of $250,000 in 2009.

• Created new business opportunity that will lead to a new client with an expected annual revenue of $1,000,000.

HERITAGE FINANCIAL GROUP , FINANCIAL ADVISOR 10/07 – 10/08

Prospect for and sell financial consulting services to businesses and individuals. Products and services include fixed and variable life insurance, retirement plans, health insurance policies, and disability products.

• Work primarily with a vertical market partner for the purpose of creating new business opportunities with architects and engineers.

ADP - TOTALSOURCE DIVISION 8/04 – 9/07

SALES DIRECTOR

Direct a team of sales professionals selling to business owners and other C-Level decision makers for the purpose of improving profitability, productivity and sales revenue.

• Achieved ADP’s most prestigious national award - President’s Club awarded in 2005 with 150% of annual quota and $600,000 in annual revenue. Finished year in the top 5 of 35 sales directors in percent of plan sales.

• Achieved ADP’s most prestigious national award - President’s Club awarded in 2006 with 138% of annual quota and $1.6 million in annual revenue. Finished year in the top 10 of 45 sales directors in percent of plan sales.

• Annual Quota increased from $400,000 in 2005 to $1.2 million in 2006

• Increased revenues by 260% from year one to year two

• Increased sales team from 2 sales reps. to 7 sales reps. in two years

• Hired, trained and developed new sales representatives

• Reviewed business plans and established territories and quotas for the sales team

• Managed the internal sales process with underwriters and implementation teams

• Reviewed and developed sales strategies with Regional and Division Directors

UnitedHealthcare, Salt Lake City, UT 5/03 – 8/04

Account Executive

Developed and maintained relationships with brokers and agencies for the purpose of increasing new business sales.

• Generated new business sales within the independent broker channel

• Reviewed health applications with underwriting to determine appropriate medical rating

• Conducted new group enrollment meetings

• Trained group administrators on how to use United Healthcare's technology

• Worked with other team members to improve service to agencies

• Trained staff on UHC’s specialty products, i.e. dental, life, disability

Employer Solutions Group, Inc., Provo,UT 5/98 – 5/03

Group Benefits / Human Resources Consultant

Generated new business sales and provided administrative and strategic support to outsourced clients regarding group benefits and human resource services.

• Assisted in the growth of ESG’s benefits from $10,000 a month in medical premium to $225, 000 a month in medical premium. This increase in premium represents an increase in commissions from $400 to $12,000 per month. Responsible for working with and maintaining relationships with vendors.

• Prepared and made sales presentations regarding payroll services and employee benefits

• Presented group and individual medical insurance options

• Presented dental, vision, disability, 401(k) and 125(c) plan options

• Set up and maintained relationships with insurance carriers

• Conducted management training at client sites

• Labor law consulting / EEO Compliance

Title VII, FLSA, FMLA, ADA, ADEA

• Conducted new hire orientation and training

• Conducted employee relations training

• Assisted with employee handbook review and design

EDUCATION / CREDENTIALS

Brigham Young University, Provo, UT 1/1990 – 4/1994

Marriott School of Management

Bachelor of Science – Business / Finance

Additional Skills & Credentials:

• Proficient in Microsoft Word, Excel, Power Point, Outlook

• Software & Web Based Contact Management Systems (Salesforce.com, Siebel)

• Licensed in Life and Health insurance since 1995 – in Utah and Washington

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