Worked with Oracle to sell Oracle Enterprise Apps./SW/DB and Services through their Valued Partner Program
Client Relationship Manager / Key Accounts
Currently responsible for managing the day to day relationships with identified Managed Staffing and Services Key Client Accounts. Responsibilities also includes continual interface with ¡§Key Accounts¡¨ to ensure thorough management of client varyied staffing and service expectation(s) and need(s). Additionally responsible for up-selling managed services to Key Accounts within the Pharmaceutical/Life Science and Financial Service industries. Lastly, charged with P&L responsibilities, management of additional business development and support staff.
(Lines of services sold are primarily focused on the following technical areas.)
?á Pharmaceutical and Life Sciences Specific Platforms:
?æ SAS Base Programming for Statistical Analysis within Phases I¡VIV of Clinical Trials.
?æ Laboratory Information Management System (LIMS) for Clinical Data Mgmt.
?á Applications and Technology Initiatives:
?æ Data Management / Business Intelligence / OLAP
?æ ERP / CRM
?æ Supply Chain / EDI
?æ QA / Testing
?æ SQA / Six Sigma / CMMi
?æ Met or Exceeded Yearly Quotas set by Company.
?æ Bank of America Securities, Bear Stearns, Bristol-Myers Squibb.
?æ CIT Financial, Covance Labs, Glaxo Smith-Kline, Goldman Sachs.
?æ Moody¡¦s Investors, Novo Nordisk, Quintiles, Sanofi-Aventis.
July 2002 ¡V July 2003
(12 Month Sales Consulting Contract)
Integrated Security Technologies, (Honolulu, HI.)
Senior Sales Consultant
Charged with developing an organizational sales plan, building the sales team, deploying a consultative sales methodology, closing and maintaining new / existing business. Specifically sold Lenel¡¦s XP-driven, enterprise security server platform and associated services to the Healthcare and Federal Industry in Hawaii. Over the period of 12 months, grew the organization to 3 sales people, 1 security tech. and 1 assistant. Most importantly, the company database grew from 17 to 300 contacts and 9 new accounts were booked for business.
?æ Castle Medical Center, Hickam AFB (15th Medical Group), Kaiser Permanente.
?æ Military Child Development Centers, Navy Sub Base CENPAC - (Pearl Harbor).
?æ The Queens Medical Centers, Straub Medical Clinics, Tripler Army Hospital.
?æ University of Hawaii (Manoa) - Department of Tropical Medicine Research.
Approved for Federal / Military Security Clearance.
February 2002 - June 2002
Involuntary Separation of Employment from Previous Employer Due to Workforce ¡§Downsizing¡¨.
February 2001 - February 2002
Contemporary Technologies, inc., (Pittsburgh, PA.)
Regional Sales Manager
Responsible for Profit and Loss and management of sales team of five members and meeting a working quota. Charged with acquiring business within named accounts through focused client follow up with a ¡§consultative selling¡¨ approach. Also, responsible for selling (as part of my quota) the following oracle specific services: Fixed price/fixed time remote database administration and monitoring; packaged application functional/techno Consulting and oracle certified training services. Also partnered with oracle Sales Managers to sell oracle ERP and Enterprise Software Platforms:
(11i Applications Suite: - Financials, Human Resource Management, CRM, Supply Chain, Advanced Procurement, Order Management, Supply Chain and other modules). As well as: (oracle¡¦s Enterprise Technologies - 9i Enterprise Databases; 9i Application Server, Discoverer, and IDS Tools.)
?æ Successfully Retired Three Million Dollar Quota for Sales Year, (2001 ¡V 2002).
?æ ALCOA, Carnegie Mellon, Charles Schwab, MSK Cancer Center, (NYC).
?æ Mellon Financial, McGee-Women¡¦s Hospital, Pfizer, UPMC Health Systems.
September 1995 - February 2001
Mastech Systems Corp. (Pittsburgh, PA.)
As an Accounts Manager on the and Enterprise Network Solutions and IBM GS Divisions the primary responsibilities encompassed developing new business, account management and consultatively selling a range of and network infrastructure and applications analysis / dev./ implementation/ testing/ maintenance solutions to the Healthcare, Pharmaceutical, Financial Services, and Information Technology industries.
Lines of professional services were sold on either a project or staff augmentation basis.
?á ENS Practice Achievements / (03/99 - 02/01):
?æ Lead Sales Person in Securing an $18,000,000 Multi-Year Project to Design, Build, and Monitor/Maintain Multiple Nationwide N.O.C.(s) for AT&T.
?æ Exceeded $5M Working Quota from 1999 ¡V 2001 through Staffing and Projects.
?á ENS Key Enterprise Accounts:
?æ Bank of America - (S.F./Dallas NOCs): (Cisco / Checkpoint / PIX Implementation and Administration Partner)
?æ CISCO Systems: (C/UNIX and AS400 Applications Development Partner)
?æ Intel: (Multi-Threaded / Embedded Systems Development Partner)
?æ IBM: (Tivoli ¡V TEC Implementation Partner)
?á Additional Enterprise Accounts:
?æ Aventis, Bristol-Meyers Squibb, Goldman Sachs, Honeywell, Merck-Medco.
?æ New York Presbyterian Hospital, J&J-Ortho McNeil, McGee Women¡¦s Hospital.
?æ Sun Microsystems, UPMC Health Systems.
?á IBM Division Achievements/(09/95 - 03/99):
?æ As a Sales Manager with the IBM Division, was instrumental in establishing this group into a viable P&L center for Mastech. The IBM Services Division grew to approximately $30 million in revenues in under 4 years.
?á IBM Division End-Clients:
?æ Franklin Templeton, Gateway Computers, Goldman-Sachs, IBM Geoplexes.
?æ Lucent Technologies, Memorial Sloane-Kettering Cancer Center, Prudential.
?æ State of N.J., N.Y. State Department of Education, Safeway, NY Presbyterian.
?æ Target, Toyota Motor Sales N.A., U.S. Postal Service (San Mateo).
September 1990 - June 1995
Miller Freeman, Inc., (San Mateo, CA.)
Responsible for developing all new business, selling and managing all West Coast
advertising accounts for the start-up publication, InterActivity. This sales position emphasized securing primarily new business by means of: Cold calling, ¡§tear sheet¡¨ lead generation, trade show presence, contract negotiation, client presentations, direct marketing campaigns, and detailed/thorough territory management. Additionally responsible for delivering sales forecasts to management at the end of each month.
?æ Met or Exceeded ¡§Advertising Page Quota¡¨ in Each Calendar Year.
?á Sales Training(s) and Certificates:
?æ 01/02 - oracle Corporation: ¡§iPlatform Sales Strategies¡¨
?æ 09/99 - Global Knowledge Inc: ¡§Understanding Computer Networks¡¨
?æ 11/95 - Xerox University: ¡§Buyer Focused Sales Program¡¨
?æ 09/94 - Miller Freeman: ¡§Integrated Sales Strategies¡¨
September 1985 - June 1989
Washington & Jefferson College, (Washington, PA.)
Bachelors of Arts Degree in History