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Date Created: 12/22/15
D ONALD W. D EWEY Pittsburgh, Pennsylvania 15237 Cellular: 412.477.4283 ▪ Home Telephone: 412.635.7552 ▪ Email: email@example.com S ALES M ANAGEMENT P ROFESSIONAL WITH 20+ Y EARS OF E XPERIENCE Business Identification & Development/Strategic Planning & Leadership/Team Development & Training EXECUTIVEP ROFILE A performance-oriented Executive Manager with a consistent track record in identifying and capturing new business, establishing and nurturing strong client relationships with C-Level Management, exceeding key organizational objectives, and successfully directing high-performance teams within the Healthcare Information Technology (IT) industry.Skilled communicator, presenter, and facilitator adept in creating unique approaches and programs that maximize sales, drive business growth, deliver measurable results, and achieve customer satisfaction. A catalyst for positive change with a proven ability to develop constructive relationships with a broad and diverse group of cross- functional business partners, influence key internal/external stakeholders, and establish a cooperative climate across multiple departments/divisions. Highly developed interpersonal, organizational, time, territory, and account management skills. Proficient in Microsoft Office, SalesForce.com, and Customer Relationship Management (CRM) tools. C OREC OMPETENCIES New Business Development Volume/Market Share Growth Budget/Resource Administration Strategic Business Planning Brand Promotion/Marketing Direct Sales/Penetration Strategy Procedure/Policy Development Contract/Price Negotiation Client/Key Account Management Staff Supervision & Training Succession Planning/Execution Profitability Analysis/Forecasting Financial/P&L Management Sales Training & Coaching Focused/High-Level Presentations PROFESSIONALE XPERIENCE QuadraMed Corporation Reston, VA Jul. 2006 – Jan. 2012 Vice President, Sales Operations (Jan. 2010 – Jan. 2012) Directed a sales/service team of seventeen (17) including four (4) Inside Sales Representatives, six (6) Sales Support Representatives, and seven (7) Product Consultants for a leading provider of award-winning healthcare software and services that improve the safety, quality, and efficiency of patient care. Monitored the entire sales cycle includingprospecting, proposal generation and delivery, product demonstrations, negotiation, closing, follow up, renewals, extensions, and add-on applications. Built a cohesive staff through quality hiring, training, and retention practices in an effort to capitalize on sales potential and maximize bottom-line performance. Developed and maintained the Incentive Compensation Plans for the Field-based sales team. Developed revenue projections and developed and employed strategies to target key decision makers. Managed Inside Sales Team; implemented account strategies to enhance and maintain a customer base of 300 whose annual revenue was less than $75K. Collaborated with Executive Team, Finance, Implementations, Product Development and Customer Support to achieve organizational objectives, increase productivity, drive sales, and enhance employee morale. Selected Accomplishments: Promoted from Regional Sales Vice President to Vice President, Sales Operations, January 2010. Established and rolled-out a four (4) person inside sales team with a collective quota of $2M. Regional Sales Vice President (Jul. 2006 – Jan. 2010) Directed a sales team of five (5) across the Northeastern United States; hired, trained, and managed staff. Developed, implemented, and monitored annual sales programs; motivated staff to achieve results with new customers and increase sales performance with existing customers. Trained team members on how to effectively promote products, enhance existing revenue streams, and close new sales; coached sales representatives on sales strategies, call planning, forecasting and customer service. Selected Accomplishments: Exceeded 100% of sales quota, 2007 and 2008. Siemens Healthcare, Medical Solutions Division Oct. 1974 – Jan. 2006 Regional Vice President, Pittsburgh, PA/Columbus, OH Region (Apr. 2000 – Jan. 2006) Directed all sales activities and led region to consistently rank among the top three (3) sales performers (out of eighteen (18) regions) for one of the world’s largest providers of healthcare information technology (IT) solutions. D ONALD W. D EWEY R ESUME PAGE T WO PROFESSIONALE XPERIENCE(CONTINUED ) Directed a sales team of seven (7); consistently coached and developed top staff resulting in increased profits. Maximized productivity of matrixed sales organization; spearheaded the implementation of weekly meetings between Product Representatives and Relationship Representatives to prevent historical lead flow inadequacies and lost sales opportunities due to lack of communication. Established and led sales SWAT team in the preservation of $29M in threatened revenue; conceptualized and executed a full immersion sales blitz to cover C-Level Management and key department heads and successfully persuaded long-term client to reverse their decision and sign a 10-year renewal with Siemens. Captured and maintained key client accounts and developed a loyal customer base and referral network; utilized personal networking to forge key relationships and consistently exceed aggressive sales quotas. Selected Accomplishments: Consistently exceeded sales quota; achieved over $100M in sales in one of the largest regions in the country. Achieved 172% sales quota in 2005, 212% sales quota in 2003, 180% sales quota in 2002, and 130% sales quota in 2001. Ranked #1 in sales performance in 2003 (out of eighteen (18) regions). Ranked #2 in sales performance in 2005 and 2002 (out of eighteen (18) regions). 100% Club, 2005, 2003, 2002, 2001. Earned entry into exclusive Siemens Winner’s Circle, 2002, 2003. Recipient of multiple sales performance awards including Pinnacle, Management Excellence, and Management Merit Awards. Regional Sales Manager, Charlotte, NC Region (Jan. 1999 – Mar. 2000) Drove sales across a three (3) state Southern region; developed and implemented strategies to win and maintain customer base of twenty-two (22). Directed and coached a team of four (4) Account Executives; provided strategic leadership and direction for current and future revenue goals and attainment. Developed and implemented innovative sales techniques along with competitive marketing strategies; consistently exceeded aggressive monthly, quarterly, and yearly sales goals. Selected Accomplishments: Promoted to Regional Vice President, 2000. Exceeded $20M sales quota by 20% and revenue quota by 5%, 1999. Earned entry into exclusive Siemens Winner’s Circle, 1999. 100% Club, 1999. Senior Account Executive, Charlotte, NC (Jan. 1998 – Dec. 1998) Supported six (6) key customers; provided exceptional service and enhanced and maintained accounts. Assisted in the preparation of quarterly sales forecasts for $15M sales quota. Selected Accomplishments: Promoted to Regional Sales Manager, 1999. Ranked #2 in sales quota attainment out of eight-five (85) Account Executives nationwide. Earned entry into exclusive Siemens Winner’s Circle, 1998. 100% Club, 1998. Selected to train and mentor Account Executives and Level II Account Executives. Additional Siemens Healthcare Experience: Account Executive (Jul. 1992 – Dec. 1997)/Marketing Administration Manager (Jan. 1987 – Jun. 1992)/Accounts Receivable Supervisor (Jan. 1984 – Dec. 1986) EDUCATION Attended West Chester University, West Chester, Pennsylvania 1979 - 1984 Majored in Accounting/ Business Administration References Furnished Upon Request
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