Vice President, Sales

Posted on: 2006-02-07

Bridget Winders 3001 Kensington Ct Sioux City, IA 51104 712-251-0072 cell phone [email protected] SENIOR SALES LEADER – TECHNOLOGY COMPANIES Broad knowledge and experience in Public Sector IT (Federal, State & Local Governments, K-12, and Higher Education). QUALIFICATIONS • Strategy, Direction & Leadership • National & Global Accounts • Direct & Indirect (Reseller) Channels • Sales Team Recruiting, Hiring & Managing • P&L Responsibility • Productivity & Efficiency Improvement • Contract Negotiations • Cross-Functional Team Building CAREER HIGHLIGHTS • Career is highlighted by progressive advancement and acceptance of expanding responsibilities. • Led team that won and executed the largest single award in company history (20,000 PC units) valued at $24 million. • Improved segment gross margin percentage of revenue by 60% while growing top lines revenues by 8% year over year. • Drove segment to the highest level of profitability in Gateway Professional representing an 18% higher operating income/per rep than other segments. PROFILE • Disciplined Sales Leader – Confident and effective in engaging with key C-level customers; equally as adept at setting strategic vision as engaging at a tactical level to resolve an operational issue or define a bid strategy. Leverage metrics as a dashboard of leading indicators while balancing these quantitative measures with qualitative measures, such as personal insight into quality of territory development, account control, and other areas to determine overall effectiveness of personnel. • Strong Executive Presence & Student of the Marketplace – Articulate and credible with customers and extremely knowledgeable of customers’ environments and challenges; focus on immersing in the customer environment and specific area of industry. • Adaptability & Cross-Functional Teaming – Able to play multiple team and/or organizational roles, from thought leader to supporter. Respond to competing and changing priorities through clear, deliberate planning, and able to influence leaders in other functional areas to deliver results; keen understanding of supporting organizational roles, capabilities and challenges. Clear and proactive communicator and consensus-builder; engage and alert organizations of changing business and/or bid requirements to gain early buy-in. PROFESSIONAL EXPERIENCE GATEWAY, INC.; Irvine, CA (1989 to 2005) 3rd largest PC Company in the US and among the largest in the world. Since it’s founding in 1985, Gateway has been offering award-winning PCs and related products to consumers, businesses, government agencies and schools with the highest quality and service and best overall value. Vice President, Education Sales (2004 to 2005) Held responsibility for revenue, margin and P&L objectives of the K-12 and Higher Education markets on a national level; key customers include Notre Dame, Winona State University, Los Angeles Unified School District, Wichita Public Schools, and the Watertown School district. Provide leadership for field-based and inside sales coverage and direct/indirect sales channel efforts. Oversaw a 150-person organization that includes 2 Sales Directors, 4 Field Sales Managers, and 5 Inside Sales (tele-sales) Managers. • Improved segment gross margin percentage of revenue by 60% while growing top lines revenues by 8% year over year in the same period. • Increased both student and institution sales and customer satisfaction by transitioning higher education student purchases out of Consumer Sales into Education Sales and formalizing a targeted campus computing program. • Spearheaded a disciplined, multi-channel sales strategy that proved to be successful in a company that has been historically a direct seller. • Improved effectiveness of marketing campaigns, established a more cohesive message to customers and enhanced coordination between marketing and sales. • Drove a 1:1 Initiative (student mandate programs) – developed a programmatic approach and offering to address the booming trend in higher education around institution mandated student computing. • Recommended and led a Market Segmentation effort that created separate resources for Education and State and Local Government Markets. • Organized and planned a National Sales Meeting for Gateway Professional (education, government, and commercial accounts). • Played a key leadership role during the assimilation of Gateway’s acquisition and integration with eMachines in 2004. Director, Federal Sales (2002 to 2004) Focused on driving the overall strategy of the federal market and generating business with federal customers (e.g., Defense Logistics Agency, USDA, SBA, SSA, USAF, Government of Israel Ministry of Defense, etc.) via both direct and indirect channels. Steered the direction and strategy of the federal space (including coordination with marketing communications), hired and developed a team of Inside Sales Managers, and held P&L responsibility for controllable SG&A line items. Recognized as the only Sales Director in the company to have VP-level responsibilities (both Field/Inside Sales accountabilities). • Increased mobile systems mix by 50% resulting in greater revenues and profitability per unit. Director, Federal Sales – Gateway - Continued • Reduced the number of authorized resellers by two-thirds and grew revenues by 20% by restructuring the VAR program/strategy • Led team that landed and executed the largest single award in company history valued at $24 million and greater than 20,000 units to USDA. • Drove the segment to the highest level of profitability and efficiency in Gateway Professional representing an 18% higher operating income/per rep than other segments. • Strengthened and improved the assessment of sales productivity by implementing a leading indicator/tracker/performance management system for the segment; system was also used in conjunction with manager assessment of territory strategy/development to assess performance. Senior Manager, Federal Sales (2001 to 2002) Defined and implemented the strategy and direction for national/global federal civilian and defense accounts. Provided leadership and sales direction for telesales in conjunction with field sales efforts, and aligned on calling higher in the organization with over lapping customer responsibility and engagement limited to mid-high levels. Managed a 24-person team of Sales Reps and Sales Managers. • Drove cross-functional engagement at higher levels to communicate the unique business needs of the segment (Trade compliance for GSA Schedule, DoD specific product requirements, invoicing/billing specifications, etc.). • Improved field sales productivity from 6 customer appointments per week on average to 10 per week while simultaneously improving the quality of activity, driving the face to face calling efforts higher in organization. • Moved face to face selling away from a strictly reactionary sales presentation to a proactive hunting exercise to position organization in front of the opportunity cycle. Manager, Federal Civilian Inside Sales (1995 to 2000) Challenged to target, penetrate, and grow business with Federal Civilian accounts. Hired, coached, developed, and managed a 10-person team of Sales Reps. Aligned with Field Sales Manager to improve territory efficiencies. Federal Account Executive, Inside Sales (1990 to 1995) Responsible for managing all aspects of existing territory including account maintenance, growth and new customer acquisition. Accounts included Dept. of Transportation, NASA and Dept. of Commerce. Customer Service and General Sales Representative (1989 to 1990) Provided sales and support to non-assigned accounts and post-sale support for order tracking and non-technical service needs. EDUCATION • Business Administration – Briar Cliff College (1995 to 1997) • Business Administration – University of Iowa (1987 to 1988)