Director of Client Services Resume

Expertise:

New Business Development
Business Planning/Forecasting
Relationship-Based Selling
Sales Strategy
Consultative Selling
Sales Cycle Management
Creative Problem Solving
Presentations / Proposals
Contract Negotiations
Gaining Consensus
Closing Deals
Relationship Management

PROFESSIONAL EXPERIENCE

Confidential Director of Client Services 02/01 – Present
Novations, strategizes with Fortune 1000 corporations to develop the strengths, capacity and performance of their most important asset, their employees. Worldwide presence with a broad range of proprietary tools such as hiring metrics, measurement, consulting, coaching and training to help corporations acquire, maintain and grow individuals and the organization at all levels.

Responsibilities:

Define/identify customer requirements, develop strategies to achieve $2,500,000 in personal annual quota, as well as contribute through Novations sales force to achieve $21,000,000.00 in annual revenue.
New business development to Fortune 500 and Fortune1000 corporations.
Successfully develop relationships through referrals, sales channels, networking, trade shows and extensive cold calling efforts.
Collaborate within the organization to develop/implement solutions to clients/business market.

Accomplishments:

#1 in sales eight years consecutive, attaining quotas of $2,250,000 annually.
Successfully negotiated a 10-year $20,000,000 contract with Boeing.
Implemented a national training program with University Partner Stevens Institute of Technology resulting in annual revenues of $1,000,000.
Increased Western Region revenues by 500% over a 7-year period.
Secured $1,500,000 enterprise contract with Microsoft allowing Novations to be the first vendor to present at the Microsoft Global Briefing.
Increased new business in the Western Region by 300% with major clients including Boeing, Microsoft, Calpine, Toyota, Weyerhaeuser, State of Oregon, Dell Financial, APL, Fireman’s Fund, March of Dimes, Safeco, UTC, Paccar, Drugstore.com, REI and Pratt & Whitney.

Confidential
Regional Business Development Manager. 12/99 – 01/01
Learning solutions company enhancing employee performance offering: IT training, content development, e-learning, outsourced learning solutions, migration education for adopting new technologies or processes.

Responsibilities

Drove and achieved targeted revenues of $7,000,000 into the Western Region.
Oversaw Business Development team providing strategic direction utilizing best practices.

Accomplishments:

Met and exceeded regional goals increasing sales by $2,000,000.
Managed an outside sales force of 15 people.
Turned non-profitable region to profitability.
Recruited, managed and motivated a high-performance account team.

Confidential
Regional Vice President 06/96 – 12/99

Provider of national corporate housing for relocating and extended business travel employees. New and existing business is driven through aggressive sales to Fortune 1000 corporations.

Responsibilities:

Sales, marketing, business development and P&L responsibilities for both the Mid-West and West Coast divisions.
Managed an outside sales staff of 20 and inside sales staff of 10.
Turned both regions to profitability through aggressive outside sales management.
Increased West Coast sales from $1,300,000 to $10,000,000 within a two-year period.
Acknowledged as #1 Region in Profitability, 1998.
Key contributor during two acquisitions with purchasing parties and Wall Street analysts.

Accomplishments:

Increased yearly revenues by $12,000,000.
Negotiated successful $2,600,000 annual contract with the Department of Energy.
Hired, coached and mentored all outside sales staff.
Successfully completed merger and acquisition by Marriott International

Prior Experience:

Confidential V.P. of Sales 1989 - 1996
Confidential. Financial Consultant 1984 – 1989
Confidential Sales Representative 1982 – 1984

EDUCATION

Master’s Certificate Project Management Confidential Institute
BA Economics Western Confidential University

Learning International Professional Selling Skills (Trainer)

ASSOCIATIONS / AFFILIATIONS

Project Management Institute
American Society of Training and Development
Issaquah Schools Advisory Board
Puget Sound Alliance Board Member

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