Business Development

Posted on: 2008-04-04

Marcia E. O’Donnell 56 Ellerton Street Chicopee, Massachusetts 01020 413-592-0582 Cell: 610-574-3081 Professional Summary Extensive experience in consultative sales and marketing to include management of partners, process management, strategy planning, relationship building and leadership skills developed through work experience and academic background. Results oriented approach has earned management recognition. Additional strengths include innovation, entrepreneurial and creative problem solving. Professional Experience GMI Insurance Services, Phoenixville, Pennsylvania 2005 to 2006 Vice President, Marketing •Developed marketing programs for the Business Auto Insurance segment. •Traveled over 70% across the U.S. building relationships and marketing GMI’s services. •Responsible for increasing revenue by 40% first year. Added Touch Sewing Specialties, Chester Springs, Pennsylvania 2002 to Present Designer-Owner •Expert skills in unique design and craftsmanship providing customized sewing services to Interior Designers, business owners and the general public for more than 30 years. •Recipient of a Grant from The state of Pennsylvania, Department of Vocational Rehabilitation for a new business start-up venture. IBM Corporation, Philadelphia, Pennsylvania 2000 to 2002 Senior Sales Executive •Recruited to manage $5M to sell Unix Hardware and AIX Software to offer seamless integration and migration to multiple product technology for e-business. Exceeded quota by 62%. •Effectively sold into retail, financial, manufacturing and health-care industries using both channel and reseller agents. •Successfully offered alternatives which achieved profitable business solutions for customers such as Blue Cross/Blue Shield, Towers Perrin and DuPont. •Worked with resellers to develop discount program for Children’s Hospital of Philadelphia (CHOP) resulting in $1.4M sales for 4th quarter 2001. Sun Microsystems, King of Prussia, Pennsylvania 1998 to 2000 Account Executive •Increased personal revenue by 42% to retire an $11.2M goal. •Supervised resellers, partners and internal resources to create new business opportunities. Sold Unix based Enterprise Hardware, Software and Network solutions ranging from ERP, Data Warehousing, E-Commerce to Professional Service organizations. •Encouraged the strategic relationship with Rosenbluth International and IBM resulting in a corporate travel and technical partnership worth over $15M. Marcia E. O’Donnell Page 2 Compaq/Digital Equipment Corporation, Blue Bell, Pennsylvania 1997 to 1998 Strategic Account Manager •Managed $12M territory in the Tri-State Delaware Valley covering thirty major accounts in the sale of Intel and Alpha NT computer products. •Influenced a direct-business model with Shared Medical Systems, a National Health-Care Provider, which selected Digital as one of two vendors authorized to supply over $20M of Intel products. •Negotiated $5M of $17M worldwide contract with Bentley Systems, Architectural Software Developer, for the purchase of notebooks, desktops, workstations and servers. Lexmark International, Waltham, Massachusetts 1995 to 1997 HealthCare Account Executive, New England •Recommended printing solutions to executives in the HealthCare Industry on the total-cost-of-printing from the initial design of the network, implementation, purchase to hidden costs. •Evolved, educated and enriched end-user, distributor, VAR and partner relationships in the Value Proposition to consistently increase sales revenue by 37%. •50% travel throughout New England. Digital Equipment Corporation, Merrimack, New Hampshire 1992 to 1995 Technical Sales Representative •Influenced opportunities in the sales of personal computers, peripherals, software and networking products to corporate accounts, end-users, resellers and distributors. •Consistently achieved 200% of budget. Datawatch Corporation, Wilmington, Massachusetts 1984 to 1992 International Account Manager •Specialized in technical sales of “TEMPEST” computer equipment to U.S. , NATO Government Agencies, prime contractors and global resellers. •Trained and managed sales staff in product and industry knowledge. •Responsible for over 50 Global Accounts. Achievements •Sun Microsystems Rising Star award FY ’99. •Digital 100 Club for excellence in achieving sales performance goals 1993 – 1995, 1998. •Lexmark Achiever’s Forum for successful completion of objectives 1996 – 1997. • Graduate of IBM’s Business Partner’s International Sales Training. •Member of the Sustainable Business Network. •Member of the Women’s Referral Network of Chester County, Pennsylvania. •Member of the Chester County, Pennsylvania, Chamber of Commerce. •Franklin Covey Time Management training. Education Rivier College, Nashua New Hampshire Bachelor of Science, Business Management Associate of Science, Computer Science