Director of Sales Resume

Title
Director of Sales

Primary Skills
Director of B2B Software & Technology Sales

Location
US-OH-Columbus

Posted
May-04-09


Director of B2B Software & Technology Sales Initiatives

Consultative & Solution Selling/Client Relationship Management (CRM)/Strategic Sales Initiatives
Competitive Market Analysis & Product Positioning/Selling to C-Level Management/P&L Improvements

M.B.A., B.S. (Business Administration), Director of B2B Software and Technology Sales Initiatives with more than 10 years of highly successful sales force management experience in building a unified performance based culture for technology organizations ranging from $10 million to $37 billion in annual gross revenue.



Career Highlights

> Entrusted by senior management with developing and implementing for Tandy Corporation a new sales process that in one month accomplished the following 3 items; 1) Eliminated customer turnover by 70%; 2) Improved relationships with 5 major 3rd party providers; and 3) Reduced district inventory losses by $10 million annually.

> Employed at Mindleaders.com a consultative/customer-centric sales approach that targeted C/VP-level decision makers critical business issues to gain a competitive advantage in the marketplace. Consequently, grew gross annual revenue from $7.9 million to $24.6 million over a 7-year period.

> Recipient of the prestigious "President's Club" award on 5 occasions for sales achievement at MindLeaders.com that delivered a minimum of 110% of sales quota. As a result of outstanding sales and management excellence, promoted 12 times and received 45 awards/letters of commendation during 10+ year selling career.

> Adept at achieving 'Trusted Advisor' status with a wide range of clients, which proved instrumental in growing in 22 months a strategic book of business from 0 revenue to more than $1.5 million.



Key Areas of Expertise

Ability to Motivate & Engage Others; Building Customer Centric/Relationship Driven Sales Methodologies; Developing and Implementing Lead Generation Programs; Analyzing Business Operations; Diplomatic Change Agent for Productivity Improvements; and Forming/Leveraging Strategic Alliances



Professional Experience & Accomplishments

BI, Minneapolis, Minnesota
(Reason for leaving - Economic Downturn) 2007 to 2009
(BI is a $500 million, privately held, consulting agency that specializes in the use of behavioral economics models to create customized solutions to increase employee engagement, sales & channel effectiveness, and influence consumer behavior for the Fortune 500)

REGIONAL ACCOUNT EXECUTIVE - Charged with all sales and marketing endeavors in the development of a new market in Columbus, Ohio. Responsibilities included the utilization of a customer centric/relationship driven approach to diagnose and develop customized solutions, conduct formal presentations, contract negotiations and developing business case documentation with ROI projections.

> Reduced average corporate sales cycle of 24-36 months developing 9 projects for 5 new clients resulting in a 40+% profit margin for BI and a 131% ROI for clients within first 18 months.

> Earned a 9.12 (out of 10) Total Customer Satisfaction Index Score for the region while simultaneously attaining Master of Business Improvement designation from BI's training division after a year long program of study.

> Acted as a liaison between BI and numerous strategic channel partners, inspecting facilities, determining capabilities, seeking methods to leverage assets, and building long-term relationships.



Jeffery P. Rawson Page Two




Vuepoint Corporation, New York, New York
(Reason for leaving - Company's Asset's Sold) 2006
(Prior to its purchase, Vuepoint was a $10 million software and services company in the Knowledge Management industry that combined e-learning, course authoring, and collaboration tools designed to help clients maximize their proprietary knowledge assets)

REGIONAL SALES EXECUTIVE - Recruited by CEO and VP of Sales to formulate plans for expansion into new markets by recruiting a highly skilled staff and develop a new corporate sales methodology.

> Developed customer centric sales and marketing plan with projected results of doubling sales revenue while reducing the average sales cycle from 24 to 12 months.

> Structured and managed a strategic revenue generation partnership agreement between Vuepoint and MindLeaders for cross selling of MindLeaders content within the Vuepoint platform.



Mindleaders.Com, Columbus, Ohio
(Resigned to pursue other opportunities/graduate school) 1999 to 2005
(MindLeaders is a $25 million software & services company offering ASP modeled software solutions designed to improve corporate knowledge management efforts in increasing employee productivity/efficiency and maximizing proprietary knowledge assets)

SENIOR ACCOUNT EXECUTIVE - Primary duties focused on managing all sales and marketing activities to develop Fortune 2000 and government sectors in a 4-state geographic territory. Responsible for lead generation, discovery/needs analysis, formal presentations, business case documentation, ROI projections, and contract negotiations.

> Delivered 12.9% of all new clients to the company that contributed to increased annual revenues from $8 million to $25 million over 7 years, with a gross profit margin of 91.62%.

> Developed new ROI and client usage tools that showed an immediate 31% increase in client retention and served as project manager for a corporate website redesign that resulted in a 43% increase in website approval ratings.

> Consistently ranked in the Top 5 account executives (out of 50-rep sales team) achieving a $1.5 million sales quota, the highest in the organization.

> Secured contracts valued between $5,000 and $750,000 and recognized by senior management for achieving average contract size that was 3x the corporate standard.

> Built a portfolio of 97 clients in multiple industries (including ConAgra Foods, L-3 Communications, Protective Life Insurance, State of Louisiana, and Blue Cross/Blue Shield) by identifying unique business opportunities, conducting effective corporate presentations, and executing strong negotiations/closings.



Ameritech, Columbus, Ohio
(Reason for leaving - Corporate Restructure after SBC Acquisition) 1998 to 1999
(Prior to acquisition by SBC Communications in 1999 [and then by AT&T in 2005], Ameritech was a regional bell operating company that provided local phone and phone-related services to 12 million+ customers in the Midwest. 1998 annual revenue: $17.2 billion)

OPERATIONS & SALES MANAGER - Tasked with overseeing daily operations and providing change management leadership for a 400-employee, union-represented call center. Managed expectations/relationships between Ameritech and Communication Workers of America officials to improve corporate culture. Worked closely with the Public Utilities Commission of Ohio to ensure compliance with all state regulations while ensuring that customer service levels were met.

> Successfully led the development and implementation of "Project Success" call flow process training designed to increase productivity and sales. Simultaneously, resolved internal issues and revitalized corporate culture, which resulted in an 86% approval rating from union represented associates in a 1999 survey.



AT&T Wireless Services, Pittsburgh, Pennsylvania
(Resigned due to corporate restructure) 1997 to 1998)
(In 1994, AT&T purchased the nation's largest cellular carrier, McCaw Communications, for $11.5 billion and kick-started their cellular division with 2 million subscribers. AT&T Wireless grew to be the nation's largest cellular provider by the end of 1997)

CORPORATE SALES EXECUTIVE - Recruited to develop new and retain existing corporate accounts within a 3-state territory for the newly acquired McCaw Communications division. Assisted in the opening of 3 new retail locations, hired and developed a 9-member client services staff, and established procedures for account management including a new corporate client database.


Jeffery P. Rawson Page Three



> Achieved 143% of quota and honored with the "Circle of Excellence Award" for sales and client satisfaction ratings. Consequently, Division was honored with the J.D. Powers Excellence Award due to a 1997 wireless customer satisfaction survey.

> Served as wireless communication industry guest speaker at numerous local government and corporate events.



Tandy Corporation, Fort Worth, Texas
(Resigned to pursue other opportunities) 1993 to 1997
(RadioShack [formerly Tandy] is an electronics specialty retailer and a growing provider of retail support services with more than 47,000 employees in 6,800 outlets in North America, generating sales in excess of $5 billion)

DISTRICT SALES & OPERATIONS MANAGER - Tasked with supervising day-to-day sales and operations including process formulation/implementation, staff development, and inventory management, as well as handling budget and P&L responsibilities. Ensured store compliance with corporate marketing directives and loss prevention policies, and provided best practices for each store in order to drive revenues and profitability.

> Achieved 100% quota attainment in same store sales every quarter in a retail group consisting of 30-35 stores with more than 100 employees.

> Acknowledged as recipient of 8 Tandy management awards, 12 sales awards, and 22 letters of commendation from senior management. Additionally, recognized as 1994 graduate of the Tandy School of Business for the top 100 managers in the nation



Trinity Health System, Steubenville, Ohio
(Resigned after project completion) 1990 to 1993
(Trinity Health System is a not-for-profit organization serving eastern Ohio through 2 hospitals, cancer treatment center, outpatient center, women's health center, 3 family care centers, and the Trinity School of Nursing)

OPERATIONS MANAGER, MANAGEMENT INFORMATION SYSTEMS - Scope of duties consisted of directing the conversion from a hospital-wide data collection system to a newer technology and providing daily operations leadership and technical consulting for an 11-member MIS/IT staff and ensured all technical and timeline requirements were met for system conversion.

> Led a 2-year multimillion-dollar project encompassing the installation and implementation of a new hospital-wide data collection system comprised of more than 200 PCs, 100+ terminals, and 5 MVS mainframes.

> Ensured JCAHO accreditation by developing comprehensive and effective data security, confidentiality, and virus protection procedures.



Education & Professional Development

M.B.A., Financial Leadership, 2006
Ross School of Management and Leadership, Franklin University, Columbus, Ohio
Graduated with a GPA of 3.94/4.0

B.S., Business Administration, Franklin University, Columbus, Ohio, 2004
Graduated Summa Cum Laude with a GPA of 4.0/4.0

Training & Certifications:

Time Management Seminars - Franklin Covey, Eagle Systems

Professional Development Seminars - Franklin Covey, Karras Negotiating

Sales Methodologies - CIW Institute, CustomerCentric Systems. Solutions Selling,
Acclivus, Sandler Sales Institute, SPIN Selling, Software Sales Rep Bootcamp

Management Seminars - Labor Relations, Managing the FMLA, Leading in a Union-Represented Environment

Certifications
See above


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