Gregg Marshall

Gregg Marshall

Summary

** Over 20 Years of Leadership and Management Experience in Sales and Business Development Functions within Various Environments, including Start-Up and High-Growth **

** Consistent Track Record of Success in Exceeding Sales, Account, and Service Growth under Variety of Market Conditions, with an Emphasis on Technology Products/Services **

** Earned MBA Degree and MS/BS Degrees  **

Expertise in selling through indirect sales channels. Skilled in identifying, developing, and introducing technology solutions for sales, communications, and productivity issues. Over 10 years of experience in viral collaboration through the Internet to achieve business and professional development goals. Able to apply diverse background in solving a wide range of business problems. Skilled trainer, mentor, and motivator for diverse, cross-functional teams.

Core competencies include:

Account Development & Retention § New Market Penetration & Expansion § Staff Training & Development § Strategic Sales Planning & Forecasting § Client-Vendor Relationships & Negotiations § Executive Consulting § Marketing Plan Development § Key Account Management § Consultative & Solutions Selling § Channel Development § Enterprise Technology Solutions § Manual-to-IT Conversions § Networking Solutions § Emerging Technologies § Social Media § New Media § Drupal Website Development

Web Links

Custom

Association of Independent Manufacturers' Representatives (former President)

American Supply Association (member of Technology Steering Committee)

Canadian Professional Sales Association

Electronic Data Interchange Coalition of Associations (former Vice Chairperson)

Institute of Electrical and Electronics Engineers (IEEE 695 Standards Chairperson)

Institute of Management Consultants (Colorado Chapter Board of Directors)

Institute for Professional Advancement (Chairperson)

Manufacturers Representatives Educational Research Foundation (former Vice President)

Software Entrepreneurs Forum

Boy Scouts of America

Work History

Work History
Jan 2000 - Present

President

Rep Connection Inc.

Direct all aspects of channel marketing and technology consulting firm, servicing nationwide client base. Work directly with executives and leaders within client companies to provide expertise, recommendations, and support on critical initiatives, including satisfaction surveys, security assessments, and scalable IT solutions.

Key Accomplishments:

  • Played key role in launching and managing the Gift and Home Trade Association, serving as the Executive Director from 2003-2008. Grew membership from start-up of 100 companies to 376, coordinated 5 conferences with year-over-year growth, and expanded newsletter from quarterly to semimonthly distribution. Additional contributions included:
  • Recommended 1st off-site strategic planning meeting that grew into 2-day annual industry event.
  • Launched the Education Committee that developed 2-day specialized training seminar for sales associates.
  • Organized and executed "Envisioning the Ideal Gift Industry" meeting of 16 key leaders for industry level strategic visioning.
  • Served as a member of the Security Assessment team for the Los Angeles International Airport post 9/11.Contributed to the identification of 18 security issues.
  • Developed a user manual for an Application Service Provider that received recognition for quality and depth.
  • Designed and analyzed results for Customer Service Survey spanning 20+ companies.
  • Developed Interactive Websites using Drupal for several companies.
Aug 1986 - Jan 2000

Executive Vice President

J. N. Marshall Inc.

Held full P&L responsibility for manufacturers' representative company within the plumbing/heating industry. Supervised cross-functional team of 25 and managing activities across all areas, including Finance, Administration, Sales, Marketing, Customer Service, and Operations. Created customer communications, including mailings, fax broadcasts, and telemarketing initiatives. Introduced technology solutions, internal programs, and marketing strategies to drive business development goals.

Key Accomplishments:

  • Grew sales within key manufacturers, including IMCOA ($150,000 to $1.5 million per year), Reliance ($1.1 million+ to $5.4 million+), and EBCO ($1.2 million+ to $2.7 million+). Nominated for "Top Brass" award from the American Supply Association, Association of Independent Manufacturers' Representatives awards, and the Manufacturers' Representatives Education & Research Foundation Award of Excellence.
  • Eliminated circulation of ~4,000 pages of computer reports per month by changing sales tracking and reporting system from manual to electronic (Excel spreadsheets distributed via email). Implemented Customer Relationship Management (CRM) system using Goldmine, increasing customer face-time by 15%.
  • Facilitated sales increase per inside salesperson from $4.1 million to $9.6 million, as well as service level increase to 96+%, by designing and implementing order entry, sales tracking, warehousing, and inventory management system utilizing low-cost networked PCs and 4G relational database system.
  • Reduced shipping times from 3 days to 24 hours (with concurrent 133% volume increase) by collaborating with the warehouse manager to redesign workflows and processes, changing warehouse compensation, and implementing automated tracking of productivity.
  • Implemented internal product and skills training program for inside sales representative, as well as tuition reimbursement program and audio/videotape training library, leading to improved capabilities, enhanced professional development, and 1,300+ tape library.
1981 - 1986

President

Rocky Mountain Software Systems

Supervised senior and technical support teams within software publishing/sales company. In charge of all advertising activities and marketing materials. Performed programming for product upgrades, rewrote and edited manuals, and composed/designed newsletter.

Key Accomplishments:

  • Drove company's growth from start-up with zero revenues to $1.5 million in annual sales within 5 years with zero external funding.
  • Teamed with 6 additional companies to create "Cooperative Software Catalog" mailed to 120,000 IBM PC owners, with list rental income from project totaling $60,000 on zero investment from RMSS.
  • Created "Experienced User Consultant" program that allowed for on-site installation and support on national basis; led company to recognition as one of the 1st microcomputer company to charge for technical support, as well as providing one of the 1st online technical support forums.
  • Developed method to track sales from magazine inquiries through multi-step sales process, saving 35% of advertising costs by eliminating the least productive forms of advertising.
  • Earned ICP Million Dollar Award for achieving $1 million in sales of Desktop Accountant.

Education

Education

Skills

Skills

Microsoft Office

Microsoft Office Specialist certified at the Expert level.  I have developed Visual Basic for Applications "macros" in Excel, Word and PowerPoint for various productivity automation.  One VBA project used Excel to automatically generate up to 62 different HTML pages for a static website.

Certifications

Certifications
1996 - 2021

Certified Professional Manufacturers Representative

Manufacturers Representative Education Research Foundation
2021

Certified Sales Professional

Institute for Professional Advancement

Microsoft Office Specialist

Microsoft

None