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regional sales manager resume example with 20+ years of experience

Jessica Claire
Montgomery Street, San Francisco, CA 94105 609 Johnson Ave., 49204, Tulsa, OK
Home: (555) 432-1000 - Cell: - resumesample@example.com - : - -
Summary
Over ten years of sales experience as a Senior Account Executive for cutting edge technology products. Areas of expertise range from global client development and sales team direction through the simultaneous management of complex sales cycles and multiple engagements to achieve multi-million dollar outcomes. Recognized sales hunter for outstanding performance in closing new customers, sales goal achievement and customer satisfaction; a results-driven problem-solver with exceptional collaborative skills, 2007 achievements included: led region in new business by opening 7 new name accounts and ranked #2 of 10 salespeople in the North America.
Skills
SOA, XML, RDBMS, OLAP, SOAP, and .NET; CRM Solutions, including Siebel, Vantive and Exact Software; Business Analytics; ERP, including Exact Software, SAP, PeopleSoft and Oracle; FileNET Document Imaging, Workflow, Document Mgmt, Report Mgmt software products. Experienced with CITRIX, UNIX and WINDOWS NT 2000 2003
Experience
04/2004 to Present
REGIONAL SALES MANAGER Hearth & Home Technologies Duncan, SC,
  • Direct the successful launch of a global ERP Solution into the US Market for a large, multi-national corporation, positioning Exact's Globe software as the global, Tier 2 ERP solution in the worldwide.
  • Also, worked closely with international Exact resellers to handle software sales to international divisions of multinational companies purchasing Exact software.
  • Identify and properly qualify business opportunities in CRM, HR, SCM, Project Management, BPM, Financials, manufacturing, SOX and Business Analytics.
  • Find right Exact business partner to work with on opportunities their market area.
  • Present business solutions to the executive level of both domestic and international corporations, executing accurate sales forecasts and sales cycles worth millions of dollars.
  • Interface with Sales Consultants to discover, identify and meet customer requirements, relationship- building with staff and decision-makers to open and expand new markets.
  • Meet and exceed project sales goals consistently, serving billion-dollar, multi-nation corporations, such as AMECO(div of Fluor), Ciena Corp., Ping, Inc., Atlas Material Testing, Gleason Corp., and many more.
  • Provide project management, assuring successful implementation of global, software rollout solutions Achievements: 2007 achievements included leading region in new business by opening 7 new name accounts and ranked #2 of 10 salespeople in the North America.
  • 2005 98.8%.
  • 2006 103.7%.
  • 2007 100.2%.
01/2002 to 08/2002
DIRECTOR Bayada Home Health Care Parsippany, NJ,
  • Responsible for development and implementation of software sales goals.
  • Worked closely with marketing and PR in creating strategies to acquire new customers and retain existing accounts.
  • Set individual and department-wide sales objectives and formulated plans to expand business.
  • Identified opportunities within industry groups that furthered business goals.
  • Worked closely with Product Manager and Engineering for early release of second-generation software solution for EDI INT software targeted at the trading partner market space.
  • Proposed the introduction of new sales strategies that expanded into a new market place for the company's EDI INT software solution.
  • This strategy resulted in a 142% revenue increase in Q4 over the previous quarter in addition to adding over 27 new customers for a new product release.
  • New customers included: PHd Inc, Navarre, Recoton, Smart Energy, Irving Transportation, Pharmavite and Emplast.
  • Developed management procedures and infrastructure for the Sales Department.
  • Created a contact database for the new market through aggressive follow up of all marketing email, web and mailing campaigns, internal contact lists and cold calling.
  • Achievements:.
  • Developed strategy that resulted in a 142% revenue increase in Q4 over the previous quarter in addition to adding over 27 new customers for a new product.
01/2001 to 11/2001
REGIONAL SALES MANAGER Hearth & Home Technologies Eagan, MN,
  • Recruited to sell an integrated enterprise document imaging & document management software solution for PeopleSoft's Accounts Payable, Human Resources, Student Administration, and Expense modules.
  • Responsible for all integrated software sales from partners as well as individual effort.
  • Also, responsible for forecasting, pricing opportunities, and training Open Text Livelink Account Executives on how to identify opportunities that require an integrated solution.
  • Developed Product marketing documents on the integrated product line, all presentation materials regarding the integration and was a key member of the team setting the direction for the integration strategy.
  • Achievements:.
  • 111.4% sales quota for Q3 (no established quota set for Q1 & 2) in new market for integrated imaging and document management sales.
01/2000 to 01/2001
DIRECTOR, SALES Iron Mountain Incorporated Vernon, CA,
  • Responsible for hiring and developing sales team for Pre-IPO Internet Company providing on-line tradeshows.
  • Created sales processes, developed sales policies, reporting tools, devised and implemented the sales compensation plans and marketing programs.
  • Achievements: Sales team achieved over 100% of sales quota for Q1 & Q2 exceeding sales expectations of management; new accounts included Schlumberger, Agilent Technology, FileNET and Teradyne, Inc.
01/1995 to 01/2000
MANAGER H&R Block, Inc. Nampa, ID,
  • Managed a team that was responsible for over 400 key partner relationships, along with managing the team I had an in-depth understanding of VARs and channels related to software/internet sales in Document Management, ERP/CRM/SCM (SAP, Peoplesoft, Oracle, Siebel) application vendors.
  • Recruited, trained, and supervised 10 Sales Account Executives.
  • Responsibilities also included software sales, forecasting, pricing, and for all aspects of developing and managing Channel Sales team budget.
  • Performance highlights:.
  • Prepared action plan, wrote policies and procedures, worked with FileNET and FileNET partner software developers to develop software integration strategies, and assisted in the development/delivery of training materials for new integration strategies.
  • Responsible for hiring a team of motivated account executives and provided monthly training and motivational meetings.
  • Team members consistently won President Club and exceeded quota.
  • Achievements: Increased partner market penetration from 203 value-added partners to 400 value-added partners, expanded knowledge base within partner mix to included 150 partners selling both imaging and document management solution and achieved over 20 mm in revenue for FY 1999.
  • Exceeded sales quotas for three fiscal years, 105%-1997 102%-1998 112%-1999.
01/1995 to 01/2000
MANAGER H&R Block, Inc. Naples, FL,
  • Managed a team that was responsible for over 400 key partner relationships, along with managing the team I had an in-depth understanding of VARs and channels related to software/internet sales in Document Management, ERP/CRM/SCM (SAP, Peoplesoft, Oracle, Siebel) application vendors.
  • Recruited, trained, and supervised 10 Sales Account Executives.
  • Responsibilities also included software sales, forecasting, pricing, and for all aspects of developing and managing Channel Sales team budget.
  • Performance highlights:.
  • Prepared action plan, wrote policies and procedures, worked with FileNET and FileNET partner software developers to develop software integration strategies, and assisted in the development/delivery of training materials for new integration strategies.
  • Responsible for hiring a team of motivated account executives and provided monthly training and motivational meetings.
  • Team members consistently won President Club and exceeded quota.
  • Achievements: Increased partner market penetration from 203 value-added partners to 400 value-added partners, expanded knowledge base within partner mix to included 150 partners selling both imaging and document management solution and achieved over 20 mm in revenue for FY 1999.
  • Exceeded sales quotas for three fiscal years, 105%-1997 102%-1998 112%-1999.
01/1995 to 01/2000
MANAGER H&R Block, Inc. Nashua, NH,
  • Managed a team that was responsible for over 400 key partner relationships, along with managing the team I had an in-depth understanding of VARs and channels related to software/internet sales in Document Management, ERP/CRM/SCM (SAP, Peoplesoft, Oracle, Siebel) application vendors.
  • Recruited, trained, and supervised 10 Sales Account Executives.
  • Responsibilities also included software sales, forecasting, pricing, and for all aspects of developing and managing Channel Sales team budget.
  • Performance highlights:.
  • Prepared action plan, wrote policies and procedures, worked with FileNET and FileNET partner software developers to develop software integration strategies, and assisted in the development/delivery of training materials for new integration strategies.
  • Responsible for hiring a team of motivated account executives and provided monthly training and motivational meetings.
  • Team members consistently won President Club and exceeded quota.
  • Achievements: Increased partner market penetration from 203 value-added partners to 400 value-added partners, expanded knowledge base within partner mix to included 150 partners selling both imaging and document management solution and achieved over 20 mm in revenue for FY 1999.
  • Exceeded sales quotas for three fiscal years, 105%-1997 102%-1998 112%-1999.
Education and Training
Expected in to to
Sales Certified Professional, Exact Software, Open Text and FileNET software product lines. Trained in Target Account Selling, Making Major Sales - Spin Selling and Sales Negotiation Skills:
- ,
GPA:
Expected in to to
BA:
University of Minnesota - ,
GPA:
Expected in to to
BA:
University of Minnesota - ,
GPA:
Skills
.NET, Accounts Payable, budget, business solutions, CITRIX, cold calling, CA, hardware, CRM, database, delivery, direction, Document Management, Document Mgmt, EDI, email, ERP, XML, FileNET, Financials, forecasting, hiring, Human Resources, HR, Imaging, mailing, Mgmt, managing, marketing, Market, Materials, meetings, 2000, 98, WINDOWS NT, Negotiation, enterprise, OLAP, Oracle, PeopleSoft, PHd, policies, positioning, PR, pricing, processes, Product Manager, Product marketing, Project Management, purchasing, RDBMS, relationship- building, reporting, Selling, Sales, SAP, Siebel, SOAP, software developers, develop software, strategy, training materials, Transportation, UNIX, Vantive, Workflow
Activities and Honors

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Resume Overview

School Attended

  • University of Minnesota
  • University of Minnesota

Job Titles Held:

  • REGIONAL SALES MANAGER
  • DIRECTOR
  • REGIONAL SALES MANAGER
  • DIRECTOR, SALES
  • MANAGER
  • MANAGER
  • MANAGER

Degrees

  • Sales Certified Professional, Exact Software, Open Text and FileNET software product lines. Trained in Target Account Selling, Making Major Sales - Spin Selling and Sales Negotiation Skills
  • BA
  • BA

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