Jonathan Morse

Jonathan Morse

Objective

A operations and sales professional specializing in start-ups, turnarounds and new product launches

Career Note

Previous employment included Northeast Regional Sales Manager at Starwood Hotels, Assistant General Manager at Bertucci's Restaurant Group and Assistant General Manager at Backbay Restaurant Group. Full details available on request

Brief History

I have contributed to the profitability and success of major organizations by launching new products and divisions, developing new business and increasing account revenue.With extensive experience providing sales leadership and guiding companies to greater market penetration, I feel confident in my abilities to generate superior results for your team. My roles in the past ranged from Director of Sales to Vice President of Sales.

A sample of my highlights while serving in the above and additional positions includes:

• Catapulting company sales from $1 million to $6 million and pipeline from $3 million to $15 million in less than 3 years, doubling sales in 1 year and increasing renewals to 93%.

• Turning around sales force to become productive within 30 days of employment and reduce the sales cycle to 90 days for deals worth more than $100,000.

• Providing sales training and team development that increased the average sale from $10,000 to $55,000, increased the close rate from 2% to 10% and cut the sales cycle from 180 to 90 days

Summary

Dynamic, results-oriented sales professional with a strong business acumen and an analytical approach that facilitates strong customer relationships and higher-than-expected sales revenues. Proven record of growing revenue, turning around sales groups and successfully launching new products. Specialize in working with C-level decision makers to identify business opportunities that generate additional revenue. Excel at discovering potential problems, solving those problems and closing the sale. Specialize in negotiating/ closing large contracts that benefit both the client and the originating company.

*General Management * Strategic / Tactical Planning * Startup / Turnaround * P&L / Budget Management * Venture Capital / Financing * Operations Management * Sales / Marketing Management * New Business Development * Contract Negotiations * Mergers & Acquisitions * Strategic Alliances / Partnerships * Quality / Process Improvement * Incentive-based Performance Measures * Recruiting, Training, and Team Motivation

Work History

Work History
Sep 2004 - Oct 2007

Vice President of Sales

Avero LLC

Lead all new and renewal corporate sales activities, developing sales strategy, managing 6 sales personnel, creating pricing models and targeting potential markets. Develop sales collateral, proposals and contracts to manage and increase sales pipeline. Represent company at trade shows.• Catapulted company sales from $1 million to $6 million and pipeline from $3 million to $15 million in less than 3 years, doubling sales in 1 year and increasing renewals to 93%.• Provided sales training and team development that increased the average sale from $10,000 to $55,000, increased the close rate from 2% to 10% and cut the sales cycle from 180 to 90 days.• Launched a new market within hospitality for hotels and increased market share in the gaming industry to more than 75%.• Reduced product install time by 50% by establishing better communication methods between sales and operations and implementing software programs to speed processes.• Sold multiple six-figure contracts despite being priced 10%-50% higher than the competition by focusing on return on investment and using a disciplined sales processes.• Decreased the total cost of sales by 20% for each sales employee while developing innovation commission and compensation packages to increase sales.• Created account management team to assist with customer retention and increase subscription rates.

2002 - 2004

Vice President of Development

Merlot Communications

Directed all sales functions, managing sales pipeline, traveling to assist with closings and consulting with clients to improve service. Assisted CEO with sales strategy development and corporate direction. Supervised 3 remote sales personnel to launch new products and increase revenue.• Led corporate sales increase from $900,000 to $3 million, personally closing multiple deals worth more than $1 million to increase revenue 3 fold in 1 year.• Created strategy to penetrate hospitality market, which ultimately comprised 80% of corporate revenue.• Turned around sales force to become productive within 30 days of employment and reduce the sales cycle to 90 days for deals worth more than $100,000.• Developed 5 strategic business relationships and that generated more than $1 million in revenue.• Implemented new call center and service model to increase customer satisfaction.• Received statewide Innovations Sales Growth Award for achieving a 398% sales increase in 2003.

2001 - 2002

Northeast Regional Account Manager

STSN (Now iBahn)

Supervised sales representative in calling on accounts, managing customer service issues and promoting services to customer's staff. Managed hardware and service sales within assigned territory.• Secured contracts with more than 30 clients, generating $4 million in annual revenue and exceeding new sales goals by 175%.• Transformed territory from worst to first in customer service, retaining 100% of accounts in the territory.• Implemented marketing programs that increased revenue from existing accounts by 200%.• Developed multiple new revenue streams for products such as Internet Kiosks in public areas of existing accounts and charging for additional bandwidth above contract.

1999 - 2001

National Sales Manager

Daylight Software Inc.(aquired by Newmarket)

Established accounts and market as company's first sales person. Cold called prospective clients, developed methods for generating leads and traveled extensively to sales meetings to close sales. Partnered with CEO to develop sales strategy and marketing to generate market share.• Secured both the company's first deal and its largest, valued at more than $1 million.• Launched the company's first market in less than 120 days.• Opened 3 new markets in the hospitality industry (restaurants, hotels and gaming) to become the fastest growing CRM/SFA with more than 80  installations.• Established new business partnership to enhance product and sales revenue.• Developed marketing materials and sales proposals for all markets.

Education

Education

References

References

George Conant

Jonathan is a driven, hard-working sales professional. He's a pleasure to work with and produces results at or above the expectations he sets with management

Peter Keenan

Jonathan is a consumate professional, always cognizant of both the client and the company's needs. He is a creative, focused, and very smart salesperson as well as a joy to work with. His has a great sense of humor and is a real team player. I would highly recommend Jonathan

Kevin Dahill

Jonathan brought a disciplined sales process to an emerging company and was also able to close the big deal directly. He was instrumental in developing the sales team and closing the transactions that enable the company to double sales in 12 months

John Uebele

Jonathan was a key component of the turn around and success of the East Coast territory. His ability to empathize with the customers and execute made his territory one of the top performers. Jonathan showed leadership and patience in a difficult situation

Michael Garvin

Jonathan’s experience and his ability to think strategically and tactically was invaluable to the success of Vistera. In just 3 months Jonathan created the sales and marketing plan, double the size of our sales pipeline and was able to close the key customers that will be the cornerstone of our business. Jonathan is a true professional and I would recommend him to anyone looking to grow their sales.

Debbie Leander

Jonathan is a genuine person committed to sales with a true passion to beat the competitor. He brought forth many good ideas during the entrepreneurial stages at Daylight and, most importantly, helped us to land the key corporate customers that allowed Daylight to grow and mature.