Utilizing unique value proposition reaching out informing customers about how one’s own brand or product is superior to competitors
The skill allowing me to consider things from a fresh perspective and different angle. an inventive thought process with surprising conclusions.
High achiever action-oriented, optimistic, visionary, output-focused, clutter-free, flexible, accepting, go-getter, opportunity seeker discipline, lack of comparisons, eager to learn, doer, intrinsically motivated and helpful is my personal dispositon validating my achievement settings.
Showing my passion for the products and services, focusing on audience needs, and keeping it simple makes me a successful public speaker
Lead conversation with a plan, build to decisive momentum, shift to mindset of auithenticity, leveraging insights through questioning, work with facts, AND prepare, connect, understand, recommend, commit, and act
Choosing actions that give best outcome with open mind and not let my own biases sway them. I make decisions rationally after researching the alternatives and understanding the outcomes
Product knowledgeable, understanding common business software, communication, client engagement, sales presentations and demos, social selling
Understanding proficiently competitors features, market share, pricing, marketing, differentiation, strengths, weaknesses, geography, culture. customer reviews
Successfully worked on Technology MarkeignCampaigns for major IT / Technology advancement for 7 years on behalf MS. Cisco, Adobe, IBM, SAP, Dell, Medtronic, Oracle, Hitachi, Clearpath, Cumberland, Windstream easing customers pressures with solutions meeting and supporting customer requirements in Harware, Software, Network, Cloud Computing, Back-Up, Hyper converged Infrastructure, Data Storage, Cybersecurity, and Virtualization
Salesforce CRM proficiency administering interactions with customers and using data analysis to study large amounts of unformation
Ability to interact and complete tasks using computer-based, hand-held device, and other associated technologies efficiently
Providing a qualitative and quantitative assessment of a market by looking at size of market both in volume and in value, the vaious customer segments and buying patterns, the competition, and the economic environment in terms of barriers to entry and regulation
PROFESSIONAL SUMMARY
Professional, driven, outgoing, strong work ethic, committed to excellence with over 20 years’ experience in Inside Sales and Account Management. Representing companies in Software, Technology, Information Technology, and Medical / Surgical sectors. With extensive involvement in developing client relationships, from the cold call to the closing, my experience can be immediately put to use identifying customer needs, and marketing new technologies, products and services that specifically address them.
SKILLS
- Cold Calling
- Closing
- Probing
- SaaS and Technical Sales Models
- Identifying Unique Business Propositions
- Client Development
- Salesforce Proficient
- HubSpot Proficient
- Sales forecasting
- Networking Skills
- Relationship Building
- Script Writing
- Overcoming Objections
- Microsoft and Google ecosystem proficient
- Sales Scheduling Tools
- Product portfolio management
- CRM and Databases Buildout and Management
- Account Management and Retention
- Pipeline development
EDUCATION
Bachelor of Science: Business Management
Bachelor of Science Marketing
Keuka College: Keuka Park, New York
Work HISTORY
Business Sales Development Representative 09/2004 to 07/2024
IMC Business Consulting Group – Rochester, New York Working hand-in-hand with Partners, Principals and Managing Directors on projects securing relationships, facilitating market target processes with qualified targets and decision makers to uncover opportunities to supporting business expansion initiatives, develop effective sales strategies, coordinating meetings with internal stakeholders, manage the pursuit process and act as a key advisor to the customer.
· Conduct high-volume outreach campaigns of AI generated 500 cold calls, 25 conversations daily, and 120 monthly-threaded emails, all while researched and maintained up-to-date information on marketing and assigned leads utilizing Salesforce, ZoomInfo, SalesLoft and LinkedIn to implemented prospecting strategies.
· Succeeded sales in multiple industries and developed industry-specific strategies utilizing consultative sales approach when communicating with stakeholders
· Successful product launch coordinated the launch campaign for a blockbuster product at Tempo Software, resulting in a $5M revenue surge.
· Utilize Inside Sales Tools to operate my business success, closing opportunities, growth to improved efficiency, visibility, communication: CRM, Sales Automation, Prospecting, Appointment / Scheduling, Sales Calling & Tracking, Video and Screen Sharing, Wireless Headset, Multiple Monitors, Reporting, Productivity Tools
· Spearheaded Roadmunk SaaS product increasing lead conversion over 55% in Qtr. 1 of 2023 to 81% in 1st year of implementation – converting 121 of 147 meetings into opportunities.
· 35 new contracts with Fortune 500 companies acquisitioned over the course of 2 years setting appointments with key decision makers (KDMS) connecting appointments between prospect and companies’ key principles.
· Generating opportunities on a trade shoes, meetups (Big Data, Big Tech Meetup) and confer3ences (Gartner, DataWorks)
Edge Net, Inc. – Technology Sales Executive, Rochester, NY 03/2002 to 09/2004
New Horizons Computer Learning Ctr, – Technology Account Executive – Rochester NY 09/1998 to 03/2002
JML Optical Industries, Inc. – Sales Engineer –Rochester, NY 03/1995 to 09/1998
Eastman Kodak Company – Technical Sales Representative Rochester, NY 06/1989 – 03/1995
ACCOMPLISHMENTS
· Top performing Sales & Business Development leader overreaching contributions effectively turning sales development SQL’s-to-opportunity with conversion rate of 81%. IMC Business Consulting Group
· Created marketing collateral: Sell Sheets, Data Sheets, and Mfg. Line Card as part of Product Mix Strategy focusing efforts / resources on products and product lines creating 100% growth in market share and increase closings up 50% IMC Business Consulting Group
· Most recent project/ campaign assignment accomplishment: Setting 149 meetings and converting 121 to opportunities generating revenue of $1M with SMB, Mid-Market, & Fortune 500 companies. IMC Business Consulting Group
· Robust history of surpassing sales targets, evidenced by exceeding quarterly goals by closing 30% and directly contributing to a record $2.5M in pipeline revenue. IMC Business Consulting Group
· Adept at driving business growth through innovative lead generation strategies and sales platform optimization, resulting in 40% increase in qualified leads and a 25% boost in team efficiency. IMC Business Consulting Group
· Accountable for meeting sales quota and exceeded monthly quotas by as much as 192% maintaining optimal client satisfaction in IMC Business Consulting Group
· Increased sales by closing $35,000 per month by employing modern selling techniques derived from in-house sales training programs. Edge Net Inc.
· Served 25+ customers in one shift during a sales campaign and cultivated 90% of them into actual buyers. Eastern Copy Products
· Decreased the shelf audit time by 30% by suggesting day-to-day mini audits to ensure product availability and placement closing more opportunities by getting credit card orders for immediate revenue generation. JML Optical Industries, Inc.
· Led the Sales Project for three months and met set closing objectives by 100%. New Horizons CLC
· Opened 13 corporate accounts worth $500k in the year 2019 with IT OEMS, VADS, Channel Partners
· Established a standardized sales reporting system that decreased discrepancies by 60% in medical
· Created Import/Export channel with Chinese generating sales revenue of $48K/ mo. – consumer mfg.
· Trained and developed a team of 3 sales representatives to be deployed in medical mfg. in NYS
· Improved product movement between warehouse and retail outlet, thereby decreasing the weekly movement time from 10 hours to 6 hours. JML Optical Industries
· Introduced online and social media selling techniques, increasing the mfg. company’s profits by 42%.
· Increased sales 50% in all sales campaigns with IMC Business Consulting Group
· Successfully launched new products into marketplace – IMC Business Consulting Group
· Consistently succeeded selling additional products through account penetration by 100% Technology
· Created territory, data base. CMS for multiple industries generating revenue in excess for $1M Medical
· Identified and entered new markets with products by creating need by 50% – consumer mfg.
· Increased sales by 35%, through the well-placed implementation of sales initiatives.
· Implemented a demonstration system, as a result, increased client interest in products Eastern Copy
· Consistently met targets by 100% between the years 2015 and 2019 IMC Consulting
· Exceeded targets for 6 major sales drives, as a result, onboarded 15 new IT corporate accounts.
· Suggested market research management increased sales teams’ knowledge of handling outreach activities. IMC Business Consulting – Medical mfg.
· Represented the company in 12 countries, as a result, successfully brought in 21 new offshore accounts. Consumer products industry IMC Business Consulting Group
· Collaborated with other sales teams, hence, achieved better sales returns. Edge Net, Kodak
· Built the business from scratch, through the identification of prospects, and maintaining solid client relationships. IMC Business Consulting
· Identified product improvements, and coordinated with research and analysis teams, thereby improving products by 25%. New Horizons Computer Learning Centers
· Established and enforced organization structures, as a result, maintained consistent quality services.
· Consistently stayed current with trends and competitors, thereby, identified many improvements. – IMC
· Successfully built and maintained professional work relationships that increased business opportunities.
· Revived 50+ dormant accounts, resulting in meeting sales targets getting orders- Eastman Kodak Company
· Leveled with the competition within 3 months of working on a rigorous sales campaign Eastern Copy
· Worked closely with Regional Vice President to conduct analysis, develop and execute an appropriate business plan to maximize territorial sales Eastman Kodak Company
Extracurricular Achievements
Rochester Runner of the Year 2019 Greater Rochester Track Club
Rochester Runner of the Year 2022 Greater Rochester Track Club
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PROJECTS
IMC Business Consulting Group (9/2004 – 7/2024)
Roadmunk, Inc. Kitchener, Ontario CA 2023-2024
• Secured new business with executive leadership teams at Nike, Slack, Adobe, Deloitte, Goldman Sachs, TELUS, Bell Canada, Themo Fisher Scientific, CN created sales campaign that resulted in 149 scheduled appointments and 75 converted (l55% conversion $5M
Axiad Santa Clara, Ca 2022-2023
IAM Certification based authentication
• Catapulted a campaign for new IAM product that resulted in a 5% market share acquisition within the first year of launch connecting with organizations Head of IAM Solutions
Oracle Dublin, OH 2022-2023
Niche Oracle systems integrator business and technology transformation, social mobile analytics cloud technology with scalable flexible support technology.
· Generated $3.5M for the client.
Ingram Micro Dell Technologies Value-Added-Reseller Buffalo, NY 2018-2021
Set meetings with targeted audience of CIO, CTO, Storage Manager/Director, handling data storage/analytics, network management, and infrastructure finding immediate project needs setting meetings collaborating with tech teams and AEs.
· Drove revenue growth by 10% in 6 months.
I4DM Millersville. MD 2019 – 2021
Research prospective clients within a regional market and performed lead scoring to rank prospects introducing client’s IT Managed products & services from end-to-end scheduling qualified meetings gathering and providing information and close deals. Successfully collaborated with cross-functional teams to identify and address customer pain points.
· Increased customer satisfaction and product adoption.
NetApp San Jose, Ca 2019-2022
Acquired new business for hybrid cloud services and data management adding, upgrading, migrating data storage and infrastructure solutions to enterprise and mid-market accounts by cold-calling CIO, VP of IT setting up qualified appointments for territory AE’s.
* Generated top-of-funnel & bottom-funnel of sales process
IC Medical Phoenix, AZ 2019 – 2020
Pursued strategic opportunities in-field for IC Medical a market lead medical device company that develops and manufactures devices and researches new techniques for surgical smoke collection and evacuation in surgical operating rooms. Cultivated NY market establishing over 1000 qualified leads in CRM of use cases with opportunities for new business.
• Generated revenue exceeding $5M contract(s) from signed deals.
Tech Data – Lenovo / Dell Clearwater, FL 2018-2021
Lenovo/Dell Endpoints campaign
• Assisted AEs in closing over 30+ Dell and/or Lenovo. endpoints (PCs, laptops, workstations) within 30 months to schools, universities, and non-profit organizations.
Carousel Industries – Cisco Gold Partner Exeter, RI 2018-2020
• Acquisitioned over the course of two years 35 new partner contracts offering product customizations, new and valuable infrastructure features, staying up to date with new industry trends, increased brand and awareness, planning for renewals and replacements, budgeting, and navigating solutions.
IBM Storwise Armonk, NY 2011-2016
• Designed and developed marketing campaign for Storwize storage product line addressing enterprise customers data growth and current storage solution in place and providing personalized recommendations for up-sell and cross-sell opportunities setting meetings with engineering teams
TopBloc – Chicago, IL 2017-2019
TopBloc is a technology consulting firm that provides fixed-time, fixed-price Workday deployment services, and on-demand Workday support.
• Expanded company’s client base by 50 new enterprise accounts through strategic data mining and market research
