Sr. Territory Sales Manager, Federal Sales

Posted on: 2006-12-28

Cheryl A. Hogarth 2475 Iron Forge Road Herndon, VA 20171 Home (703) 318-1944 Cell (703) 906-0299 [email protected] STRENGTHS: •Strategic Sales Planning •New Business Identification •Major Account Development •Consultative Selling •Relationship Management •Sales Forecasting •Knowledge of Federal Procurement Process •Sales Leadership, Coaching and Mentoring •Knowledge of Federal Government PROFESSIONAL EXPERIENCE: Wire One Communications, Inc., Herndon, VA (2003 – Present) Sr. Territory Sales Manager, Federal Sales •Primary responsibilities include marketing videoconferencing equipment and service solutions to Federal Civilian agencies. •Achieved 101% of assigned quota ($ 1.6 Million) in 2005 •On course to achieve 120% of assigned quote ($ 1.6 Million) in 2006 •Firmly established Wire One as the VTC vendor of choice in Federal Civilian Agencies where Wire One had no previous presence: EPA, USDA, Interior, Commerce, and Justice. •Duties also included establishing strategic partnerships with Federal contractors, VARs and industry OEMs. Pitney Bowes/Imagistics, Inc., Annandale, VA (1998 – 2003) Federal Branch Manager – (August 2002 to December 2003) •Primary responsibilities included maintaining high profit margins for the company and for assembling a cohesive sales team for the purposes of obtaining new business opportunities within the Federal Market in the Washington, DC Metro area. •Brought the branch quota ($ 2.2 Million) from 65% YTD in August 2002 to 95% YTD by the end of December 2003. •Responsible for maintaining the GSA Contract and the negotiations with GSA for our Fax and Copier GSA Schedules. •Developed 75/25 Federal Field Program to be implemented by my branch for reps nationwide. •Duties also included establishing strategic partnerships with Federal contractors and industry organizations. Federal National Account Manager- (December 1998 to August 2002) •Primary responsibility included identifying and developing business opportunities nationwide within the DOD community. •Full responsibility for responding to all Federal RFQ/RFP bid opportunities. •Chosen by the Regional Vice President to spearhead the Pitney Bowes initiative to accommodate Section 508 requirements in a unique way with their Universal Access Copier (UACS) resulting in presentations on Capitol Hill i.e., 10th Annual luncheon for the Disabled Veterans Association & a Gala to support the Community for Disabilities at the home of Vice President Gore. •Achieved National Account Executive of the Month at 277%, 143%, 281% and 815% of quote ($ 250K/mo) in December 2000 and June, September and December 2001 respectively. •Achieved Regional Account Manager of the Month in September and November 1999, April, September, October and November 2000 at 3,029%, 276%, 431%, 327%, 950% and 666% of quote ($ 150K/mo) respectively. Sharp Electronics Corporation, Kingstown, VA (April 1997 – December 1998) Federal Business Development Manager •Primary responsibility included developing business opportunities within Federal Agencies in Washington DC Metro area where Sharp did not have a presence. •Achieved Salesman of the Month at 125% and 158% of quota ($ 50K/mo) in the second and third quarters of 1998 respectively. •Introduced and established Sharp in the following Federal Agencies where they had no presence previously, which resulted in a total of 500 new connected, multi-functional placements: State Department, Transportation/Coast Guard, Treasury/ATF and US Customs, Andrews Air Force Base and Joint Chiefs of Staff/Pentagon. Ricoh Corporation, Alexandria, VA (December 1995 - April 1997) Federal Account Executive •Recruited and appointed by the Director and Branch Manager as consultative expert to the Facsimile Division Manager to develop marketing strategies for non-secure facsimile equipment within the Federal Government marketplace resulting in an additional $500K in annual revenue for the branch. •Promoted to Federal Facsimile Sales Supervisor in November 1996. Additional duties included supporting and managing four (4) seasoned sales professionals marketing Ricoh Fax to the Federal Government CONUS and OCONUS. •Achieved the status of Sales Executive of the Month at 123%, 136%, 154%, 175% and 118% of quote ($ 40K/mo) in June, August, September and October 1996 and March 1997 respectively. Canon USA, Government Marketing Division, Arlington, VA (May 1988 – December 1995) Sales Manager – (July 1993 to December 1995) •Trained, managed and supported thirteen (13) sales professionals responsible for marketing facsimile, copiers, color copiers, micrographics and networked/connected multi-functional devices to the Federal Government. •Managed my sales division with the lowest expense to sales ratio in 1993 and 1994. •Achieved and exceeded Multi-Product Team revenue target of $5.7 Million in 1995. •Achieved and exceeded Facsimile Division revenue target of $5 Million in 1994. This was the first time in four (4) years that this type of revenue was obtained. •Earned Sales Manager of the Year award in 1994 by achieving 108% of revenue goal. Sales Supervisor, Federal Facsimile Division - (January 1990 July 1993) •Developed and assisted twelve (12) sales professionals marketing non-secure and ISDN-compatible facsimile equipment to the Federal Government and commercial contractors. •Achieved 128% of assigned revenue quota of $ 7.2 Million in 1994. •Sales Supervisor of the Year, 1994. •Sales Supervisor of the Quarter, 1993 and 1994. •Achieved 131% of assigned revenue quota of $ 3.5 Million in 1993. •Achieved 125% of assigned revenue quota of $ 2.8 Million in 1992. •Achieved 137% of assigned revenue quota of $ 1.8 Million in 1991. •Senators Club (110%+ of assigned revenue target), 1991, 1993 and 1994. •Qualified for annual sales incentive trips in 1991, 1992, and 1993. •Selected by Division Director out of nine (9) managers as Product Specialist for the new Multi Functional Digital Imaging System. •Selected by Division Director out of 200+ employees to serve on the ten (10) member I.D.E.A.S. committee (employee suggestion program). Marketing Representative, Federal Facsimile Division (May 1988 December 1990) •Prospected and marketed non-secure and ISDN-compatible facsimile equipment to assigned Federal agencies. •Achieved 125% of assigned revenue quota of $ 575,000 in 1990. •Achieved Salesman of the Year at 211% of quota in 1989. •Senators Club (120%+ of assigned revenue target), 1988, 1989 and 1990. •Achieved 145% of assigned revenue quota of $ 175,000 in 1988. •Salesman of the Quarter, Fourth Quarter, 1988. •Qualified for annual sales incentive trips in 1988, 1989, and 1990.