This position is classified as a “Level 4” Sales Managerial status within this “Fortune 100” corporation.The division was the “Commercial/State and Local” area of the company, selling Information Technology consulting, outsourcing, help desk, and break/fix maintenance.
Reporting to the Senior Vice president of sales, the position was necessary to repair and manage a “broken sales organization”.Prior to joining the company, the western region was not performing to the sales expectations of management and the level of other regions.Turnover was higher than normal, and management had changed in the region four times within the prior two years.This region needed a plan, focus, and stability to survive.
ØHeld full P & L responsibility for the fourteen state western sales region, managed sales and support staff of 16, and a network including; 37 channel partners, with 2 major OEM accounts.
ØSolidified two major opportunities with: American Honda Motor Company and Unocal, establishing these accounts as the largest two accounts in this division for Northrop Grumman.
ØAcquired portfolio of eighty prominent new end user accounts such as: City of Los Angeles, LAUSD State of CA, Lawrence Livermore Labs, Washington Mutual, and other strategic accounts within the region.
ØGrew direct sales revenue in the region by thirty seven percent and Channel sales by fifty percent while reducing turnover to less than 8 percent annually.
ØPioneered methodologies and strategies in this region, such as “Needs, Unique, Timing, Cash, Authority, Solutions, and Enemies (i.e. NUTCASE) forecasting, and solution selling.This resulted in seventy percent forecasting accuracy, and a forty-six percent opportunity/forecast closure rate.
ØRetained one hundred percent of all existing accounts through good account management and maintenance of relationships with “C” level contacts.