SUMMARY

• Broadly skilled and results focused, strategic thinking sales/business professional with 20 years experience and an MBA from a top tier business school. Solid track record identifying good business opportunities, closing major sales agreements, building relationships, managing project/client/staff, and generating sustained profit, in varied business environments. Skilled leading teams and working as an individual contributor.
• Have built a successful business but am now seeking teh opportunity to help a progressive organization exploit current and future business opportunities to drive growth and client satisfaction. Can commute w/in NY/NJ/PA area and/or work virtually and travel as necessary. Open to diverse industries and roles.

TECHNICAL SKILLS

• Driving Sales Growth and Client Satisfaction
• Identifying Sales Opportunities and Targets
• Sales Strategy and Planning
• Navigating Challenging Business Environments
• Managing/Growing Major Accounts
• Turning Customers into Clients
• Communication at Multiple Levels
• Sales MessagingMarketing
• Leveraging Sales Teams
• Building Rapport and Relationships with Varied Personalities
• Managing Sales Teams/Efforts
• Project Management
• Sales Product Development
• Closing Business
• Managing Internal Resources
• Sales and General Business Management

PROFESSIONAL EXPERIENCE

Confidential, Warren, NJ

Vice President, Business Development

Responsibilities:

• Start - up venture; non founding member of 6 person team
• primary responsibility for corporate sales; new client initial trial and acquisition
• Assumed heavy marketing role; helped define and build product message and positioning, as well as full product offering including delivery and measurement
• Identified, marketed, and sold to targeted F500 corporate entities; WellPoint, Blue Cross Blue Shield, Scotia Bank, Loews Hotels, Prudential, JP Morgan, McKinsey, Johnson & Johnson, Chase, Lockheed, Northrop Grumman, Merck; also secondarily to US Army and select coleges and universities
• Secured initial deployment with over 60 high potential opportunities (goal 5/yr - achieved >10/yr); $25-$75K per initial deployment w/ enterprise average of $500K proposed
• Generated approximately 50% of overall company revenues

Confidential, Islandia, NY

Director, Sales and Integration/Database Management

Responsibilities:

• Responsible for integration of sales efforts for acquired companies in database management software and services; primary focus on Platinum Technology LMS and complementary services
• Sold database management software products and deployment/management services to Fortune 500 companies, both direct and through internal teams and external partners
• averaged >$8M in annual sales; averaged 160% of goal

Confidential, Princeton, NJ

Director of Business Development

Responsibilities:

• In Year 1, secured initial projects at 4 of top 10 prospect organizations - Roche, Johnson & Johnson (Ortho-McNeil and Janssen), Forest Labs, and Pfizer
• 2003 - generated fully realized revenue of $1.5M; represented 50% sales growth
• Relationships established in 2003 forecasted to provide 2004 revenues of $3M - $4M
• Led expansion of company market to include select non-pharmaceutical organizations

Confidential, Redwood City, CA

Global Account Manager

Responsibilities:

• Over initial 12 months produced $6.3M in revenue ($3.1M - 2001/ $3.2M - 2002 YTD) - GE (Capital corporate, GE corporate, and more TEMPthan 10 GE businesses), Compaq Computer, JPMorgan Chase, UBS Securities, Siemens US, and Keane Consulting
• At time of SkillSoft merger had “highly probable close” forecasted pipeline of additional $18.7M for remainder of 2002
• 2nd highest producing Global Account Manager during tenure
• Captured GE (corporate) Account - Secured major agreement with this long sought named account to provide eLearning solutions to all GE, generating significant current revenue and setting teh stage for major future revenue generation ($3.2M booked revenue/$8.7M in final negotiation)
• Resurrected poor relationships with JPMorgan Chase and UBS Securities - Positioned company for expanded partnerships and revenue attainment in 2002 ($6.8M projected and in negotiation)
• Extended existing agreement with Compaq Services, and expanded account to include 3 new areas of teh company, including HQ - $2.1M 2001 revenue secured in teh midst of tan pending Compaq/HP merger, > $8M forecast for 2003

Confidential, White Plains, NY

Director of Strategic Business Development

Responsibilities:

• Created, from inception to delivery, bundling business model and associated smartcard mechanism.
• Responsible for securing over 50% of teh company’s non retail clients - key clients included Compaq Computer, PeoplePC, Computer Associates, and RadioShack
• Responsible for generating over 50% of teh organization’s non retail revenue
• Fully responsible for securing and developing teh Compaq Computer partnership, also involved Compaq corporate and retail partners - widely considered to be one of teh most successful and profitable eLearning programs ever
• Created and built phase 1 and phase 2 company channel programs and rep organization
• Drove over $2M in critical short-term revenue that allowed company to move forward on plans for next stages of development

Confidential, Wayland, MA

Director of Sales, Custom Training Solutions Division

Responsibilities:

• Recruited, trained, and managed teh sales force (NJ, PA, DE, NY, and CT), as well as establishing companywide sales and marketing programs
• From 0$ base, team generated >$8M in annual revenue, directly involved in and led all sales
• 1998 - Personally outsold major established and much larger competitors to close 1st company SAP engagement at $1M+ and several high profile competitive projects
• Average project - $250K+
• Accounts captured included – Ingersoll Rand, Reliance Insurance, Citibank, Prudential, Princeton University, Amerada Hess, Volvo, American Standard, and Schindler Elevator.

Confidential, Morristown, NJ

Director of Sales and Marketing

• Reengineered sales and marketing organization of established NY/NJ computer training firm resulting in increased productivity and return, as well as teh creation and delivery of better client solutions
• Created new pricing methodology which empowered sales team and encouraged clients to consolidate training volume
• Redesigned compensation programs - motivated sales team to achieve better client portfolio and product mix witch increased profit while maintaining desired payout ratios
• Designed and repackaged offerings to create new products, sold to new markets - resulted in additional sales of $250K a month and representing approximately 25% of overall company revenues
• Redeployed underutilized resources to build consulting operation, complementary to core business
• Grew revenue by more TEMPthan 45% annually without corresponding increase in sales costs
• Under leadership firm became teh dominant provider of computer training to corporations and businesses in teh NY/NJ/CT region ($15M in revenue was twice that of nearest competitor)