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Date Created: 12/22/15
VERNON` SMITH Bloomfield Hills, Michigan 48301 (248) 792-7404 firstname.lastname@example.org SALES: Business Development & Sales Management and Account Executive Experienced, assertive, passionate, results driven and innovative professional with experience in new business development, sales and management for Fortune 1000, mid-size and start-up companies. A polished communicator with effective client-facing skills, superior sales, evangelizing and negotiation skills who excels at exceeding objectives. A decisive and effective sales leader in managing the complete sales process. Effective execution of the New Sales Paradigm. Effective in constructing strategies and tactics to identify, gain access, and generate prospects attention. Qualify prospects and move efficiently through the pipeline, close sales, and exceed or meet quota. Proficient in calling on and producing results at C and executive levels. Skillful at building right relationships, capturing and quantifying value in customers’ financial terms and close business. MBA Degree. PROFESSIONAL EXPERIENCE INVESP, Farmington Hills, Michigan 2010 – Present A startup technology service firm utilizing Software-as-a-Service to increase eCommerce revenue through increasing websites Conversion Rate. Director of Business Development Call on Fortune 1000, Internet Retailer 500 companies and mid-size companies with complex, legacy and state-of-the-art eCommerce systems. Developed sales strategies and tactics, implemented and executed tactics to achieve sales objectives. Responsible for generating new business sales, account management and sales from existing customers. Key Highlights Assertively cold called and closed targeted contacts, first year performance was 205% of plan and $1.65 million in revenue. Refined business model to leverage expert status of CEO to position sales to facilitate and speed closings. Developed, implemented and executed sales scripts and sales process to gain fast penetration of targeted companies. Second year sales performance at153% of plan and $2.3 million in revenue. PARALLAX TECHNOLOGIES, Clarkston, Michigan; 2008 – 2009 A technology solutions firm and integrator for the contact center industry providing Performance Optimization and Business Intelligence software. Business Development Manager Focused on Fortune 2000, mid to small-size companies with complex customer support and sales needs. Developed and executed annual sales plan, strategies and tactics. Managed the entire sales process from lead generation, initial contact, pipeline, pricing, and proposal to sales closing. Key Highlights Assertively cold call and qualified prospects, first year performance at 105% of plan. Industry is relationship driven, second year developed a strategy to facilitate establishing relationships at C and executive levels, promoted company’s and brand by assuming leadership in industry associations. Developed 11 closable prospects in pipeline; three closable within 30 days - 60 days and remaining eight within 90 days from start of calendar year 2010, totaling $2.5 million. INDEPENDENT SALES CONTRACTOR, Southfield, Michigan; 2001 – 2008 Provided contract sales on a yearly contract basis as a New Business Development Manager and Resident Manager for an information technology and enterprise software reseller firms. Business Development Manager Managed entire sales process including initial contact, pipeline management, closing the sale and follow up client communications. Developed and executed sales plans, strategies and tactics to exceed sales quotas. Managed profit margins, project deliverables on time, within budget, and client satisfaction with select clients. Page 1 of 2 Key Highlights Exceeded annual quota each year from 2001 to 2007, and increased total sales 111%. Drove annual sales from $500,000 in 2001 to $2.3 million in 2007. Developed approach to increase geographic sales area without increasing allocated expenses. MICHIGAN MANUFACTURING TECHNOLOGY CENTER, Plymouth, Michigan; 2000 – 2001 A national consulting firm offering lean manufacturing/process improvement, supply chain management, eCommerce, quality, and environmental programs for the automotive and manufacturing industry. Business Development Manager Executed sales process from initial client contact to sales closing and follow-up. Headed sales research to isolate company issues and opportunities related to sales plan. Initiated and augmented sales plan to provide solutions to issues that limited generating qualified prospects and closing more sales opportunities. Key Highlights Achieved $1.5 million in sales with tier-1 suppliers, $250,000 with small and mid-sized companies. Secured $3.0 million in working prospects with large tier-1 suppliers. Conceptualized, developed and executed a Unit Parts Pricing Sales Plan to motivate sub-tier suppliers to engage in assessments to determine benefits and savings to pass to tier-one suppliers. STEPS TO SUCCESS, INC., Dearborn, Michigan, 1995 – 2000 A startup software development and computer-based training firm serving North American market. Director of Sales and Marketing Developed and implemented initial and ongoing sales and marketing plans. Managed a sales team of seven, created strategies to meet and exceed sales objectives. Developed and initiated a plan to penetrate Fortune 2000 companies and created a pricing structure to facilitate and speed sales penetration. Key Highlights Increased company sales from start-up to $11 million in 4 years. Developed and executed sales strategies to improve sales after initial start-up by an annual average of 146%. Functioned as New Business Development Manager and in less than six months achieved sales of $4.2 million from three targeted Fortune 2000 companies. Additional Employment Highlights GENERAL ELECTRIC - INFORMATION SERVICES (GEIS), Southfield, Michigan Account Executive Key Highlights Conceived a software workstation solution to facilitate sales order communications, inventory, and delivery status to customer’s from distributor base of 220 locations, generated $2.5 million in sales. Sold a PC workstation with distributors real-time access to customer's inventory, and configurator to improve quote accuracy, reduce time, cost, and improve competitiveness, results; $3.2 million order. In top 15% of sales performance annually, achieved four President Club awards. EDUCATION Master of Business Administration in Marketing University of Detroit Mercy, Detroit, Michigan Bachelor of Science in Business Education and Marketing Wayne State University, Detroit, Michigan Professional Development – Skills development is a process to be continued, not a task to be completed, engaged in workshops, seminars, sales improvement tools (books & videos) and problem solving skills. Page 2 of 2
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