Bringing in Revenue
Professional, athlete, hard-working and hard-playong using my diverse skills and background to mastermind the art of business growth with always setting my sights on learning the next best apps, strategies, and growth and continued improvement.
In my 10+ years in my sales career In Strategic Sales & Marketing – The B2B Sales Cycle from lead generation to securing the deal, and value adding service has always been an exciting and rewarding challenge.
I have generated over 3 million B2B sales leads for top OEMs, VADs, and channel partners in the world to help the market and sell a wide array of technology solutions, from security and virtualization to convergence and cloud computing.
- Decision-makers that are typically at VP, or C level of contact.
- Long sales cycles that after a lead is developed require to make multiple sales calls (typically over a period of time) to close a deal. These sales typically have large deal sizes.
- Typically I am utilizing a “solution sell process” and therefore require my detailed lead generation where getting required background information upfront is key to success of the deal and meeting customers needs. What ever the problem, or issue that needs to be resolved. My excellent B2B prospecting is where it starts and makes me a top sales representative in the USA & Canada.
Being a leading B2B sales rep., I perform the time-consuming tasks of finding and qualifying potential leads, calling 100’s and 100’s times new opportunities every day, setting appointments, presenting the product and service, over-coming objection, getting the order, and servicing the account. My strength is my customer service “soft skills”, knowledge and communication.
My success in Technology business development is identififying, cultivating and growing relationships that open up new paths opportunities in the immediate future. The result o my successful business development is strong, mutually beneficial relationships.
My experience in Sales and Business Development has an unique place in the company operations. I impact company profits through business and sales development. I contribute to a company’s success by bringing in more revenue and doing so in different ways and within different time frames. My sales development function involves identifying leads, researching them, calling them, and then closing them. In the business development role, I look for new avenues, channels to grow through partnerships with other entities.
I have unique talent, experience, and expertise taking work that I can take pride in driving growth and results in a business. as I have dovetailed these differences between sales and business development in my career. Sales development and business development are different functions within a company that both work to increase awareness and sales.
Focus on the present vs. the future in sales development is the focus on what the customer or client can buy from the company immediately and what the company can deliver immediately. My experience with business development, I simultaneously develop relationships to give the company new audiences to sell to in the future.
For example, as a sales development rep. for B2B enterprise software (usually cybersecurity, big data,
infrastructure, etc.) available to its customers via the internet on a pay-as-you-go basis, a prospect might respond to my inquiry from a cold call about updating, migrating, managed services or additional g functional or technical staff tn their business for direct access to consumers, employees, partners, vendors, distributors for more efficient or profitable outcomes. And while switching hats to business development, I might work on a 10-year contract to provide managed services, upgrades, installs to the multi-billion $ company for the upkeep of their ERP SaaS needs.
I always “put myself in the customer’s or buyer’s shoes” In their perspective customers working wwith me are likely at one of three stages in the buying process:
-
Awareness: They may be looking for a solution to a problem that I can solve. Using the example of technology SaaS tool or module a company, a customer at this stage knows they need a new solution to solve and is looking at what the company offers in terms of an ERP SaaS solution.
-
Consideration: They may have already identified several solutions and are evaluating all the options. At this stage, the customer has looked at three different solutions and is deciding which one they want.
-
Decision: They may have selected the solution they want and decided what they are willing to pay for it. At this stage, the customer knows which of the three solutions they want and are comparing prices at various stages of implementation.
So, if you are looking for a Business Development or a Sales Development rep. with a strong sales technical competency focused on the SaaS, AI, IT landscape: Infrastructure, Servers, Storage Hardware, Applications-based Hardware, Software, Managed Services, System Migrations, Hardware & Software Implementation, Cloud Analytics, Mobile, and Security Services, with expertise and a talent for developing unique and compelling marketing campaigns, generating more revenue for the company across a variety of emerging technology advancement in 9 years planning, developing, managing sales efforts in Technology – that’s me!
As someone with 10 years of experience in the Information Technology industry and 20 years overall work experience in different techno-commercial roles, I know what it takes to deliver Selling Solutions around OEM’S, VADs, and channel partners of complex Networks / Security / Cloud / Unified Communications to Enterprises for developing outcomes.
I works with company leadership to assess the company and identify sales problems, gather information, and implement solutions. I frequently work in contract role with consulting firms, but currently choosing being on the payroll of the company i am selling for in my varied roles at IMC Business Consulting Group, I have:
- Achieved and sustained growth with a networked, data-driven and digitally enabled approach to sales.
- By guiding the sales cycle production and execution of 10 unique monthly sales and marketing technology campaigns
- Collaborative with sales teams, market, both customers and potential customers, to involve them in the process listening to their needs.
- Optimize touchpoints, sales functions delivering to customers value propositions and advance the customer lifetime value calculation that is built into performance metrics
- Provide rich, multi-channel, easy engagements through seamless transactions and efficient payment processes to meet rising customer expectations and deliver value in every interaction
- Skilled in critical thinking, collaboration, and creativity ata premium dovetailed with data-literate talent that can turn data into insights that power sales
- Generate revenue while building brand and relationships
- Increased long-term strategic relationships with key companies
- Maintain an accurate forecast and various business reports
- Engage at all levels of a customer and partner organization, including C-level of the business
- Making technical presentations demonstrating how a company offering products meets client needs.
OBJECTIVE
Experience in the implementation of strategic, sales development process revenue improvement related projects in technology, medical, consumer industries. Main objective to apply sales performance management experience, presentation, and communication skills.
SUMMARY
As a Sales Management Consultant with IMC, I have managed multiple technology, medical, consumer projects aimed at developing corporate sales strategy, executing client and sales migrations, improving sales processes and developing / enhancing consultative / customer success driven sales capabilities. I am an assertive, organized, and versatile individual with a sale driven and thought leadership approach to project sales management, who is looking for an opportunity to work in-house or remote with a cutting-edge tech firm.
In addition to my sales project experience, I have a proven track record of developing and retaining strong client relationships by understanding business needs and delivering superior customer service. Over the last 15 years, I have managed stakeholders at all organizational levels and lead cross-functional teams in sales environments. I am accustomed to dealing with executive level associates for overall project status reporting and adapt rapidly to fast-paced environments and complex organizations. I possess strong verbal and written communication skills with a demonstrated ability to communication complex issues and ideas to all levels.
CORE COMPETENCIES
- Sales Process
- Product Knowledge
- Thought Leadership
- Time Management
- Customer Strategy
- Teamwork
- Customer Relationship Management
- Project Management Principles
- Distribution Channels
- Marketing Campaigns
- Competitive Positioning
- Marketing Olan & Budget
- Effective Communication
- Data Analysis
EXPERIENCE
Sales Management Consultant
IMC Business Consulting Group – Rochester, NY
Below are various coordinated projects in multiple industries from core conversion to standard project management roles with premier technology and medical organizations while at IMC Business Consulting Group.
1. Case for Successful Technology Stattups: Bridging OEM’s, Partners, and Prospects together for More Opportunities
With tech giants pouring billions of dollars into SaaS Technology / Information Technologies projects, working with startups, From 2019 – 2022, I established a place and created successful business models that leverage Sales Development focus on cold calling C-level Information Technology multi-billion dollar companies. Being fast-thinking and -moving with these two startups to carve a niche for the partners. Calling on companies that utilize out-of-box SaaS applications focusing on migrations, managed services, upgrades, staff augmentation identifying if there is anything on the OEM road map gor 2022, 2023 thus having opportunity to introduce in more detail so we can be considered as an option once they get closer yo a project, and getting availability for date and time.
2. Market Expansion: Growth Strategy for Advanced Surgical Products Medical Manufacturing
Role Description: Served as a sales executive / business development manager within the business controls team for a major medical manufacturer.
- Managed sales process development identified by line of business owners
- Prospect / met with surgeons / team to determine current surgical procedures, product introductions / gap analysis, and product level / process impacts.
- Developed standard / required documentation database such as contact
- management, milestone definition of success criteria, detailed sales plans, action items, distribution schedules to accomplish deliverable.
- Created / updated customers, CRM, territories, implementing sales strategies, procedures, closing deals, scheduling reoccurring distribution schedules
- Lead / assisted in developing sales plans and executive summary status reports, sales campaigns, unique value propositions, sales presentations, forecasting, pipeline management, and forecasts.
- Provided daily, weekly updates to management executive team
3. Business Development: / OEM, VAD, Channel Partner Sales Campaigns in Technology / Information Technology Industry
Role Description: Served as a sales development representative / business development manager within the business controls team for a Technology Partner.
- 100+ Cold Calls a day setting 5 -6 appointments a week accompanied with data scientists and data-architectural engineers upon identified IT Technology needs to solutions
- Interacted with VP / CTO / CIO bridging OEM’s, VAD’s, Channel Partner’s discussing strategies on exploring new technologies, new product offerings, planning, supporting, implementing, IT technologies and business applications.
- Managed the sales process penetrating new business prospects with unique value propositions, documenting required information and background information by need, documenting campaign outlines, lead reports through QA process.
- Coordinated the data collection of IT technology requirements by need and test / product scenarios progress phases across all functional tracks.
- By guiding the sales cycle production and execution of 10 unique monthly sales and marketing OEM, VAD, Channel Partner technology campaigns – Oracle applications, IBM Storwise, Intel (Data Block Centers) Technologent, I4DM, American Power Corporation (UPS), Ingram-Micro Dell/EMC, Carousel Industries (Cisco Infrastructure Solutions/ VOIP), Lenovo/Dell Endpoints, NetApp (Storage), etc.
4. Sales Lead Management selling software training renewals, to FAA and to Airline Mfg. and commercial / private airlines
Role Description: Served as a business development manager rolling out new software product into the national product segmented marketplace for major & commercial airlines.
- Represented the software division during multiple phases of the sales cycle / process, which included initial scope customer identification phase, and sales process management throughout the project.
- Worked with management team as liaison between customers and software engineers to determine business needs for a centralized roll-out which including defining, classifying, optimizing, closing, lead fulfillment.
- Developed cost benefit analysis of various product software applications options for client executive level decisioning.
5. Product Line Diversification Project Management
Role Description: Served as a business development manager addressing and implementing product differentiation, market segmentation, entering international markets, enhancing / improving service, offering dealer incentives, and attempts of client bundling product with products who provide added features.
- Executed increasing product sales with process of dividing business market of existing customers, offering dealer incentives of reduced purchase price for the dealer. A cash payment, or a cash incentive such as rebates to customer
And presenting this to the management team with implementation rollouts.
- Tracked and reported to management team new avenues of growth opportunities, sales stability, and higher profitability for company and distributors with enhanced and improved service with product warranty and incentives to upgrade customers to newest product.
- Identified major competitors and researched their products, sales, and marketing strategies helping identify product’s unique value proposition reporting what makes company’s product different from competitors informing future marketing efforts. Presented findings to management team.
- Client company made aware of offering to bundle the battery with other company products by creating joint ventures / partners with industry manufacturers who provide added value, features, or accessories that also do not come as a factory standard setup.
- WISA business planning technique and modeling technique presenting to company, distributors at a company event hoping to yield various projections by offering to produce a cheaper battery and lower quality battery, offering a push / pull strategy as way to increase profits or battery end-of-life
6. Meting Strategy: New Company and Product: Project Management
Role Description: Spearheaded and lead man as a business development manager taking start-up company and products to market.
- Executed planning, implementation, and control of sales programs contributing to the business goals
- Target customer sales strategy approaching new markets, product diversifying promoting benefits, features, advantages of this product with others on the market.
- Identified marketing mix and problems that this new market will solve economically, environmentally, stating it clearly using content, social media, cold calling, offering taste-test samples as marketing strategies.
- Created value chain analysis and implementation strategy, identified competitive strength, coordinated a supply chain and sales channels of fishery products presenting to Board of Directors.
- Increased market penetration, consumer awareness and preferences, buyer specifications, market access by maximizing utilization of resources creating new business, market opportunities and jobs in the communities.
- Pivotal regulatory change management in process identifying, interpreting and applying changes to company risk and compliance framework, underlying sales and marketing projects, operational environment, and conducting day-to-day operations.
- Successfully achieved $1.2 million in revenues first year expanding company’s product lines product diversifying. distribution channels, creating retail market, new growth strategies and multiple revenue streams.
- Established and increased brand recognition in the food industry through organic market initiatives resulting into different locations, catering services, food carts, store shelfs, and restaurant menus
7. Leading & Lagging Indicators in Wet Processing, Textile Engineering: Harvesting Sales Opportunities in End Game Strategy
Role Description: KPI indicators evaluation to launch business into growth phase valuating organizations success, predictability, early return on investment, product quality, sales funnel process and more
- Declining sales over the last year addressing current production and performance addressing stagnant product lines, product production to gaining insight into profits, expenses, customer participation, and revenue and presented key targets, priority service line, implementing implementing sales and marketing programs.
- Identifying key growth opportunities for the business offering feedback to executive-level management on effectiveness of strategies of customers trying to find the right part and latest technology to overcome down-tine in there wet-processing manufacturing lines when a part failed and manufacturing representatives were not meeting customer’s needs.
- Directed strategic initiatives to achieve organizational objectives with a change management plan differentiating specific ways to address seven issues with supply chain, inventory requirements, scheduling or project scope resulting in increasing market penetration, new product line extensions, new enhanced customer segments, new export clients, and new channels of distribution.
- Presented sales penetration selling vs. catalog house / online ‘manufacturer’s representative’s card’ resulting in selling channel in big volumes smoothing out erratic purchases from current clients strengthening the QEM brands resulting in company becoming more impervious to ups-and-downs of existing channels.
- Achievements resulted in growing market 40% with 100% market penetration, established new product line extensions eliminating downtime increasing sales 100%, went out and grew company sales 25% over 3 months, increased export clients 10% each month, established new channels of distribution, through account penetration and introduced Artificial Intelligence / Robotics retaining customer interest, awareness, and loyalty.
8. Mitigating Cybersecurity Risk Strategy Accelerating Business Innovation and Security Strategy: Technology Project Manager
Role Description: Coordinated efforts as project manager with technology customer & partner in digital transformation, hyper-convergence, cloud, and managed services solutions to mitigate ransomware risk with proactive strategies for risk reduction.
- Coordinated knowledge link in cybersecurity chain with security awareness training presentations, simulated “phishing attacks” test awareness and knowledge, monitoring “dark web services”, password management solutions, performing interval network security assessments, and regular system back-ups.
- Interacted and assisted execution of cloud-based services and offering choices offsite back-up repositories and proper cloud server configurations to mitigate the large scale of growing number of breaches.
- Managed new tech products offering how regular assessment tools & utilizing off-site back-ups, unique authentication, limiting privileges, automation testing, segmenting the network and increasing and expanding frequency awareness testing resulting in expertly designed and monitored SIEM and MDT solutions.
- Acted as liaison and coordinated between business units and technology partners upon implemented cyber security network protection plans beyond the resources of similar businesses.
- Achieved client meeting resource challenge decentralizing external vs internal cyber security resources allowing for automation, digital transformation, predictive, and adaptive rapid response solutions reducing IT costs 10% or $1300 to $3000 per full time employee and reducing spending @ 100,000 per year addressing cybersecurity ROI and annualized loss expectancy.
9. Account Management Project Manager: Customer Strategy and Customer Relationship Management System Implementation
Role Description: Served as coordinator addressing change management, sales decline and profit maximization, customer strategy, stagnant growth, and rising costs.
- Upon initial findings recognized opportunity to automate CRM strategy to with one platform addressing contact management, sales management, vendor / dealer exposure, and customer retention and satisfaction.
- Reported to management upon determination with sales, accounting, and customer service team’s growth rates assessing current sales volumes, customer retention, cost reductions, and ways to improve business relationships, help sales, market, service teams stay connected, increase sales and profitability, reduce costs, and increase geographical footprint.
- Achieved CRM solution consolidating 6 different systems streamlining communication within business units, mainstreaming costs, improve client reporting improving sales productivity making it more user friendly, faster, consistent resulting in significant increased performance and revenues.
- Achieved standardizing functioning across the 3 different business units reducing platform, redundancy with a united view of the clients increasing sales 30% within first 3 months and 100% customer satisfaction ratings.
