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Click here or scroll down to respond to this candidate Candidate's Name
6 Appomattox Drive, Laurel Springs, New Jersey Street Address ~ PHONE NUMBER AVAILABLE ~ EMAIL AVAILABLE
SENIOR SALES /ACCOUNT MANAGEMENT & CONSULTING PROFESSIONAL
High-energy, results driven and top performing sales professional with a proven track record of success
in achieving sales and organizational goals for a variety of software and solutions companies servicing
Life Sciences with services and solutions; consistently succeeds in providing comprehensive product
knowledge, technical expertise and solutions to clients, coupled with extraordinary customer service to
both internal and external customers. Willing to travel 100%.
Highly adaptable to new environments, products and industries; embraces the opportunity to learn new information at
a rapid pace; able to identify key contributors to gain knowledge of product and services and define strategies for
business growth.
High-achiever with strong organizational and time management skills; consistently exceeds established sales growth
targets and quotas, frequently earning honors for top performance.
Utilizes consultative and technical solution based selling methods built on a foundation of cultivating valuable
relationships with prospective and current clients to ensure future business opportunities and develop credibility in the
company and its products and services.
Exceptional interpersonal communication and persuasive presentation skills in dealing with customers ; able to
communicate easily with people from all levels of an organization and customer base; ability to approach each
challenge with the most appropriate, persuasive manner possible to achieve company and personal goals.
AREAS OF EXPERTISE
Life Sciences ~ Regional Management ~ Clinical Trials ~ SaaS ~ Cloud ~ Risk Management
Account Growth ~ E-Learning Solutions ~ Consultative Selling ~ Strategic Account Management ~ CRM ~ Call-Center
Biotech ~ Business Process ~ Key Account Management ~ Closing ~ Direct Sales ~ Enterprise Business Applications(ERP)
~ Over Quota Performance ~ Solution Selling ~ Client Retention ~ Communication ~ Supply Chain ~ Document
Management ~ Regulatory Compliance~ Quality Systems ~ Healthcare ~ Project Management ~ Pharmaceutical ~
Consulting ~ Strategic Selling ~ Relationship Building ~ Sales Management ~Team Building
KEY PROFESSIONAL ACHIEVEMENTS
Achieved record high sales of $1.55 million and exceeded quota by 238% in the first six months as senior account
director for Kaplan EduNeering's quality and compliance solutions.
Championed sales of pharmaceutical engineering and IT consulting services to a broad range of Fortune 500 &
1000 clients for CDI Professional Services; consistently exceeded sales quota by 120% and achieved sales revenues
of $7.0 million in a two year period.
Developed sales of leading edge CRM software and call center solutions to Fortune 500 companies for Aspect
Communications; established a pipeline of sales worth $2.2 million in just four months exceeding mid-year quota by
$700k.
Managed up to 28 IT managers and consultants for Forte Systems pharmaceutical firm clients; consistently
achieved 150% of Account plan achieving total revenue of $13.58 million over a three year period as Account
Director.
PROFESSIONAL WORK HISTORY (RELEVANT EXPERIENCE)
QUALIFACTS SYSTEMS INC. Nashville, TN (Home Office Based) Nov 2014 - Present
Senior Account Executive
Qualifacts builds and implements web-based Enterprise Electronic Health Records for large and small behavioral
healthcare agencies. Founded in 2000, they are the first and largest company in this space to use a pure Software-as-a-
Service model. As Senior Account Executive have achieved sales ranking of number 3 out of 12 representatives in only 8
months on quota with the company. Brought in and closed 6 new logos.
Candidate's Name ~ EMAIL AVAILABLE ~ Page 2
GES CLINICAL, Bala Cynwyd, PA. Mar 2014 - Nov 2014
Senior Practice Director Clinical Consulting
Managing sales team and direct selling of Clinical Consulting Services and staff augmentation to Fortune 1000 prospects
and clients in the Northeast and MidAtlantic Regions. Responsible for building and growing the Clinical practice.
Consultant and Mentor to Clinical Team to include management, motivation and training. Leading by example.
PILGRIM SOFTWARE, Tampa, Florida (Northeast Based) Aug 2012 - March 2014
Senior Account Executive/Life Science Practice Manager
Managing enterprise prospects and clients in the Northeast and MidAtlantic Regions as well as mentor to junior reps.
Provider of Enterprise Risk, Compliance and Quality Management software solutions to Life Sciences in the Clinical and
Manufacturing space. Software manages workflows and audit trails. Built new business sales pipeline to over $2,800,000
in less than 6 months on plan. Responsible for success of $1,300,000 line of business with world's largest global logistics
f and biotech firms.
EQUINIX INC, Redwood City, California (Northeast Based) Aug 2011 - Aug 2012
Senior Marketing Executive/Life Science Subject Matter Expert(Consulting Position-1 year Contract)
KAPLAN EDUNEERING, Princeton, New Jersey (National Territory) May 2007 - Aug 2011
Senior Account Director
Manage existing clients as well as marketing and selling enterprise learning management system software and solutions
with concentration in the quality and compliance areas of manufacturing, clinical trials, ethics, HR, sales and marketing
and retail supply chain. Oversee internal projects such as document management systems, quality, clinical systems and
others that increased the companys effectiveness and efficiency in the marketplace through increasing client satisfaction
and recognition leading to winning the prestigious Brandon Hall Award for best learning management system (LMS);
SaaS.
National Accounts Director
Achieved record high sales of $1.55 million and exceeded quota by 238% in the first six months as senior account
director.
Spearheaded the successful contract negotiations with Abbott Nutrition to become sole Quality LMS provider
encompassing 7000 user licenses.
Established relationships with and secured five new clients in less than 12 months including single sales to
Kimberly Clark Healthcare for $750k and T alecris Biotherapeutics (Grifols) with total sales of over $2 million during a
24 month period.
Maintained post sale relationship with Kimberly Clark leading to a $1.25million 5 year contract and establishing a
long term relationship; achieved an annual sales rate of $2.5 million which was 110% of plan.
Oversaw additional accounts including Abbott Laboratories, Johnson & Johnson, Baxter Healthcare, Renal and
Bioscience, Biogen, Medrad, Kinetic Concepts and others with total four year revenue of approximately $11,000,000.
CORTECH CONSULTING SERVICES, King of Prussia, Pennsylvania 2004 2007
Director, Sales and Account Management
Developed and offered IT /Management consulting & software solutions to major firms in including Zainy Brainy, Merck,
Wyeth, Shire, and AstraZeneca. Facilitated business development of strategic software deployment, migration, project
management and staff augmentation. Conducted sales calls at the CXO and director levels across the entire enterprise,
breaking into new revenue producing accounts, client satisfaction, project direction and execution. Mentored junior sales
representatives as well as the company CEO on product and sales strategies.
Employed strategic software sales techniques to capture six new revenue producing accounts in 12 months
through consultancy with partnering company Engage Systems which included the state of New Jersey, Ancora
Psychiatric Hospital, Interline Brands, Fox Chase Cancer Center, Merck, and Shire Pharmaceuticals.
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Championed business development of strategic solutions to include CRM and SFA training and curriculum
development solutions in addition to pharmaceutical sales force training and technical support while as an account
management consultant at TRG for Novo Nordisk, Roche, Wyeth, Eisai Pharmaceuticals, Invitrogen and Forest Labs.
Candidate's Name ~ EMAIL AVAILABLE ~ Page 3
SUCCESS ESSENTIALS -SALES TRAINING ORGANIZATION, 2003 - Present
Principal Consultant
Life Science, Clinical and Healthcare subject matter expert and consultant.
CDI PROFESSIONAL SERVICES, Media, Pennsylvania 2002 2004
Senior Account Executive
Owned position of CDIs pharmaceutical subject matter expert and mentor for pharmaceutical engineering as well as
pharmaceutical IT consulting services and support solutions. Services rendered included clinical trial management
software and FDA regulatory affairs including 21CFR part 11 and retail supply chain services.. Provided customer support
to a diverse client base including Aventis, Merck, Amerisource, Bergen, Boeing, Lockheed Martin, Roche and
GlaxoSmithKline.
Championed sales of pharmaceutical engineering and IT consulting services to a broad range of Fortune 500 &
1000 clients; consistently exceeded sales quota by 120% and achieved sales revenues of $7.0 million in a two year
period.
ASPECT COMMUNICATIONS, San Jose, California 2000 2002
Senior Account Executive
Oversaw the development and integration of sales strategies for CRM software and call center solutions. Key member of
quotation team that formulated responses to RFI`s and RFP`s received from potential clients. Qualify all potential
opportunities and drove new business sales to closure. Directly managed Fortune 1000 accounts including Aventis
Pharmaceutical, GlaxoSmithKline, ADP, Bed Bath & Beyond and Bethlehem Steel
Developed sales of leading edge CRM software and call center solutions to Fortune 500 companies; established
a pipeline of sales worth $2.2 million in just four months exceeding mid-year quota by $700k.
Led sales calls and corporate presentations to the highest levels of the enterprise and prepare sale proposals that
presented solutions to defined business needs and requirements with technologies that included VoIP, text chat,
Oracle and MS SQL achieving sales quotas of +$3 million.
FORTE SYSTEMS, West Chester, Pennsylvania 1997 2000
Senior Account Executive
Developed and offered IT/Management consulting solutions and relationship management to major firms in the
Philadelphia, Pennsylvania area including Aventis Pharmaceuticals, Centeon, Astra-Zeneca, Glaxo-SmithKline, Zainy
Brainy, Bracco Research and Bracco Diagnostics. Led sales calls at the CXO level across the entire enterprise and
managed client satisfaction, retention and project direction and execution. Drove the development of business strategies
to create new revenue streams and account growth including sales and P & L responsibility.
Managed up to 28 IT managers and consultants for pharmaceutical firm clients; consistently achieved 150% of
sales plan achieving total revenue of $13.58 million over a three year period.
Developed and fostered close business relationships with Microsoft, Cisco, Hewlett Packard, IBM, PictureTel and
other industry major players generating over $3 million in IT consulting sales annually.
Successfully negotiated and secured the sale of $3.5 million global infrastructure and Enterprise Application
Integration (EAI) projects at Aventis.
Previous career roles include; National Sales Manager with WASHINGTON INVENTORY SERVICE-Retail Supply
Chain; Eastern Regional Sales Manager with (TRIAD SYSTEMS CORPORATION-Retail Hardgoods, Auto Parts);
Territory Sales Manager with COIN FINANCIAL SYSTEMS-Retail Automotive. Details on request.
Candidate's Name ~ EMAIL AVAILABLE ~ Page 4
EDUCATION
BS, Education
Lock Haven University
Lock Haven, Pennsylvania
PROFESSIONAL DEVELOPMENT
Microsoft Certified Sales Professional
ITIL- IT Service Management Certified
Target Account Selling (Siebel TAS)
Professional Selling Skills II & III
Mahan Khalsa Strategic Selling
Consultative Selling Skills
Sandler Training Sales Methodology
U.S. Army
PROFESSIONAL SALES AWARDS
National Salesman of the Month 3 times (No. 1 out of 97. 475 % of quota)
National Territory Manager of the Month 3 times (440% of Quota)
Top 4 Nationally in Annual Sales out of 97 representatives
Regional Salesman of the Month 12 times
Regional Salesman of the Year 2 times
Gold/President Club (13 times) (Sales & Sales Manager)
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