Project Manager Resume

ENTERPRISE SALES ... Consultative SALES ... BUSINESS DEVELOPMENT

Demonstrate solution value and generate high-margin B2B sales in complex systems integration projects. Customer focused, persistent and creative. Negotiate comprehensive contracts that maximize profitability while optimally serving customers. Solutions consist of hardware, software, and professional services.

Areas of expertise include:

Multiple vertical markets
Global and major account management
Project management
Complex solution sales
Technical sales
Relationship selling
Sales planning
Sales team development

PROFESSIONAL EXPERIENCE

Confidential, Danbury, CT
Director, Enterprise Sales 2004 to Dec. 2009

Established key teams to help customers reach a "Best in Breed" technical and functional solution for communication and mailing needs. Bridged the different functional groups and divisions to provide a unified point of contact for worldwide customers and cross selling opportunities. Recognized for being a strategic thinker as well as a tactical problem solver.

Organized and led a cross functional team utilizing a solution selling approach for HSBC that resulted in over $7M of hardware and enterprise software sales in the U.S., Mexico, Brazil, and Hong Kong, while displacing an established competitive product.
Managed Bank of America, Wells Fargo, New York Life, AIG, Travelers, and Aflac external and Pitney Bowes Management Services division internal relationships. Achieved incremental annual sales ranging from $300K to $4M per customer. Annual quota's ranged from $4M - $6.5M.

Manager, Major Accounts Sales1997 to 2004
Managed the business relationship for key strategic accounts within the telecom industry. Sold to high volume mailers that produce between 30 - 60 million pieces per month. Identified applications, recommended solutions and positioned value-added services across variety of telecom industry segments including operations, IT, and business services.

Achieved $15M in new equipment and software sales, plus recurring service revenues of $2.5M for Sprint Corporation in 2000.
Exceeded quota in: 1999, 2000, 2001, 2003, and 2004 by winning over customers and displacing competitive solutions within Confidential named accounts.
Wrote over $40M in new business with recurring revenues approaching $130M over 6 years. Attended Sales Leadership Recognition Conferences in: 1997, 1999, 2000, 2001, 2004, and 2006.

Project Manager1994 to 1997

Managed complex domestic and international projects that included hardware, software, and professional services. Provided a "Systems Approach" and technical expertise for all PBI products including high volume mailing equipment, document composition and print stream optimization tools. Created strong relationships within the technical team and with customer's technical team and senior management.

Installed and integrated technical solutions ranging from $2 - $15M each.
Completed installations on time and within budget in UK, France, and Germany for companies such as British Gas, De La Rue, and France Telecom.

PRIOR EXPERIENCE

Confidential, Stamford, CT
Senior Engineer1992 to 1994

Evaluated possible OEM solutions that would compliment PBI product lines.

Recognized as a key contributor in achieving the division's revenue goal of $100M in 1994.

Staff Engineer1989 to 1992

Re-engineered product structures and related costs.
Named Project Team Leader for a major product improvement program and managed 4 Process Engineers assigned to the program.

Sr. Manufacturing Engineer1985 to 1989

Sourced $5M in capital tooling for a new product introduction.
Met program timeframe and budget for securing hundreds of molded plastic, machined, and stamped metal components for a product that yielded over $30 million in annual sales from 1987 thru 1992.

Confidential, Danbury, CT
Manufacturing Engineer- expanded MOS fabrication capacity1984 to 1985
Production Supervisor- staffed and managed 28 hourly production workers1983 to 1984

EDUCATION / DEVELOPMENT

Master of Business Administration (MBA)
Concentration in International Business
Bachelor of Science (BS)
Concentration in Staff Supervision
Sales Mastery Courses

ASSOCIATIONS

Confidential, Washington since 2001
Confidential, Chicago since 1997

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