SUMMARY:

Consultative Sales ExecutiveA highly organized, strategic and creative consultative sales professional with expertise in all areas of business development including lead generation, proposal management, national account management, and contract negotiations. Offer unique combination of consultative sales, consulting services sales management, and IT management expertise. Proven sales executive with the ability to exceed sales targets, cultivate positive relationships, create and manage alliance partnerships, and manage complex sales.

PROFESSIONAL EXPERIENCE:

Confidential

Senior Manager

Responsibilities:

• develop knowledge capital; and create, acquire and manage key assets central to the development of integrated services and solutions for our clients.

Confidential

Strategic Sales Leader

Responsibilities:

• Provide new possibilities for consumers and business with a portfolio that spans printing, personal computing, software, services and IT infrastructure.
• Assigned to named accounts throughout the Confidential assigned to turnaround two troubled accounts in Confidential .
• Last three years have concentrated in new logos, mostly in the Northeast.

Confidential

Vice President of Sales

Responsibilities:

• Established new services that increased overall sales and profits by successfully generating new business.
• Established and maintain partnerships with EPlan, MphasiS, TRPN, Beech Street, Interplan, and CCN.

Confidential

Vice President of Sales

Responsibilities:

• provides EDI Clearinghouse services, PPO routing services, and BPO for mailroom, data capture and validation.
• Confidential .com was the first company to introduce real - time Healthcare transaction processing over the Internet.
• Established and maintained partnerships with Confidential.

Confidential

Director of Member Development

Responsibilities:

• Implemented new sales process that led to shorter sales cycles.
• Developed two new CEO Advisory Boards that helped organization grow to the next level.
• Provided CEO Coaching at CEO Roundtable Breakfast and CEO Advisory Board meetings.

Confidential

Sales Director

Responsibilities:

• Planned and directed all aspects of an organizations sales policy, objectives, and initiatives, increased sales and revenues 300% ($1M to $3M) in less than one year. My individual sales contributions accounted for 35+ contracts in less than one year.
• Envisioned, created, developed, and managed a partner program. Established and built senior level relationships at partner organizations, presented partner program, negotiated partner agreements, and signed up partners. Monitored and tracked ongoing partner activities and accomplishments including forecasts of all partner business opportunities and challenges. This partner program accounted for 48% of the total annual sales and revenue. Partners included NCR, BusinessObjects, MicroStrategy, and MetaSolv Software.
• Demonstrated ability to communicate effectively with clients and promote services and products. Established genuine rapport with prospects and clients. This resulted in improved customer relations and additional service contracts.

Confidential

National Sales Executive

Responsibilities:

• Increased sales by marketing full suite of software solutions and BPO to large national accounts. Built broad influential network within national accounts, utilized industry knowledge to quickly map out prospect needs and recommend appropriate products and services. Coordinated proposals with marketing/product departments, developed and presented marketing presentations, and coordinated demonstrations.
• Key Accounts included New York State Fund ($8M+ TCV) and GEICO ($30M+ TCV).

Business Development Manager

Confidential

Responsibilities:

• Innovated new business intelligence services and solutions. Convinced senior management to fund the project; research and evaluated market; identified opportunity; developed sales presentations; established pricing; designed and launching training program. Increased overall sales and profits by successfully generating new business.
• Applied comprehensive knowledge of the prospects business, operations, direction and industry segment to develop a high ROI solution after analyzing, selecting, and negotiating hardware and software partners.
• Sold Mercy Care Plan a $1.4M contract to design, develop, and implement a business intelligence enterprise solution. Contract included software, hardware platform, and professional services.
• Sold Confidential an $18M contract to design, develop and implement a business intelligence enterprise solution. Contract included software, hardware platform, and professional services.

Business Development Manager

Confidential

Responsibilities:

• Developed sales strategies, created value propositions, qualified prospects, coordinated proposals, led due diligence teams, and developed and presented sales presentations. Applied comprehensive knowledge of the prospects business, operations, direction and industry segment to develop a high ROI solution after analyzing, selecting, and negotiating hardware and software partners. Awarded top ranking.
• Sold six-year outsourcing contract for electronic claims processing network.
• Sold turnkey contract for Managed Care Administration software.
• Sold five-year outsourcing contract for Managed Care Administration software and services.
• Sold several five-year outsourcing renewals for IT services.
• $80M average deal size.
• Selected to be an Information Technology Center ( Confidential ) Ambassador. Presented marketing presentations, demonstrated customer success stories, and discussed how large complex environments are managed. Hosting prospects and customer from around the world increased revenues, market share, and customer satisfaction.