Summary

SALES MANAGER / SENIOR SALES PROFESSIONAL

Business development professional with over 10 years of experience driving record levels of sales, market share and customer loyalty.Career characterized by over-achievement in each position. Demonstrated success in mature and startup organizations.

Use a disciplined approach to sales that has produced sales records for 4 employers.Expertise in relationship building to C-level and implementing consultative sales cycle.Equally strong in managing inside and outside sales teams, P&L responsibility and leading change. Fluent in Turkish, knowledgeable in German.

Work History

Work History
Mar 2008 - Present

Senior Sales Leader

The Dallas Morning News

Recruited to drive sales growth to small and medium-sized businesses (SMB) for Classified, Obituary and Legal departments.Challenged to reverse downward trend of inbound calls and develop new inbound/outbound sales team. Manage 4 Sales Managers and 34 Sales Professionals.

·Recognized for achieving 115% of quota versus 82% for other groups.

·Ranked as #1 Sales Group out of 7 for 10 of last 12 months, and achieved goal for 18 consecutive months.

·Delivered over $20M in business with 20% increase in average sale with 40% less headcount.Increased revenues from premium packages 42%.

·Credited for increasing customer base by +300% from 500 to over 2,000 accounts. Customers include; Heritage Auctions, Restland & Sparkman-Hillcrest Funeral Homes, Kennedy-Wilson & Real Estate/ Automobile Dealers.

·Used highly disciplined approach to sales including formal weekly training, coaching in scripts & best practices.

·Implemented Ranger Data software to capture and report sales data to improve productivity, responsiveness and performance transparency.Improved renewal rate to 54% from an average of 25%.

Jan 2007 - Mar 2008

National Sales Director

Thru, LLC.

Recruited to manage Inside and Outside sales teams and drive significant revenue growth for this global leader in providing critical messaging solutions that increases the security, reliability and efficiency of electronic communications.

·Assumed responsibility for an organization with only 1 inside sales person and no pipeline, and in six months built a team which closed nearly $1,000,000 in revenue and developed a pipeline in excess of $3.5 million.

·Introduced formal training, role playing and coaching in sales best practices including Prospecting, Qualifying, Gaining Competitive Advantage, Overcoming Objections and Closing the Sale.

·Segmented customer/prospect base to identify best opportunities and shifted Inside sales force to focus on Small-to-Medium-size businesses (SMB) with the Outside reps focusing on Fortune 2000 accounts. Customers included; Johnson & Johnson, Hyatt, McGraw-Hill, Sanofi-Aventis, HKS, Sage and hospitals/ banks nationwide.

·Revised email and voice scripts for Inside sales force.Increased closing rates from 10% to +30%.

·Set performance standards and ensured appropriate use of SalesForce.com as CRM.

Aug 1999 - Jan 2008

Sales Manager

Intuit

$1.6BB, 7,000-employee leader in software/programming for tax preparation, personal finance and small business.Specific products include QuickBooks, TurboTax, ProSeries and Lacerte professional tax and accounting products.

Sales Manager (2005 – 2007)

Promoted to lead a team of 15 Account Managers charged with increasing customer loyalty and sales levels of 20,000 top tier accounts.

·Increased retention rate from 92% to 94% in first 12 months by revamping renewal process and introducing incentives, resulting in delivering $6MM in new revenues.

·Introduced formal and regular training and coaching in sales best practices through role playing and mentoring.

·Refocused efforts to increase the average revenue per customer for ProTax customers, and led team of 10 to generate $3MM in sales.

·Credited for reallocating 12 sales professionals to focus on new business acquisition.Developed sales strategy including data mining to identify high-potential prospects, conducted seminars and face-to-face presentations, and delivered over 300 new clients and $1.5MM in sales in 6 months. Generated over 750 opportunities .

·Selected for fast-track training program that included Frontline Leadership, Framing for Success, Essentials of Coaching for Managers and Voice of Employee.

Senior Sales Executive (1999 – 2005)

Recruited just after company acquisition of software leader Lacerte.Initially assigned position as Individual Technical Support Specialist (1999 – 2000), promoted to role as Business Technical Support Specialist (2000) and then Senior Sales Executive.

·Recruited by new Sales Manager as first internally promoted Sales Representative.

·Implemented consultative selling methodologies including SPIN and Pro 3 to deal with CPA, Enrolled Agent, attorney and tax preparer targets.

·Spearheaded testing and implementation of Siebel data management software system key to upgrading and improving sales operations.

·Tasked as Team Leader on critical ‘Achilles Project,' an evaluation of competitor vulnerabilities that has been pivotal in increasing renewal rates from 65% to 80% and producing revenue of $6.2MM.

·Provided strong leadership to a team of 10 Special Tax Planners which successfully met revenue and total unit goals while utilizing temporary employees.

·Built and cultivated extremely strong and durable relationships to key customer decision-makers leading to increased business and client retention.

·Broke all-time sales record by producing over $790,000 add-on revenue to existing $390K quota.

·Achieved status as ‘Top Five’ sales producer, corporate-wide, on an annual basis.

·Starting two months behind other Sales Representative, due to Siebel Project (see above), still finished No. 1 in sales over $100,000 ahead of nearest Representative.

Education

Education
Sep 1995 - May 1999

BS

University of Texas- Arlington

Skills

Skills

Technolohy Skills

Software:                      Siebel, Lacerte, ProSeries, MS Office Suite, Lotus 1-2-3, Quicken, Oracle, Peoplesoft HR, QuickBooks, Peachtree, PhotoShop, QuickBase CRM, WebEx, GoToMeeting, SalesForce,com, Kronos, IAS/ Atex, Avaya and Shortel phone systems.   Operating Systems:            IBM, DOS, UNIX, Windows 95-98, NT4.0, XP, Vista