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GENERAL OVERVIEW
A non-profit organization linked to the New York State Builders Association and the National Association of Home Builders, is the voice of the builders, developers and associated industries. The association advocates choice in housing, economic growth, and quality of life in our community.
Grow membership from 120 member baseline.
Fiscal responsibilities including profit and loss, budgeting as well as leading revenue generating events; Horizons Home Show, Parade of Homes, etc..
Builder of residential custom homes
Target market $550,000 to $1,000,000
On average 2 to 3 projects per year
Authored business plan to grow product portfolio as well as geographic presence.
District Sales for Greater New England. Responsible for $40M sales objective, recruitment of new sales and technical talent and interfacing with manufacturers; EMC, Hitachi, HP, IBM, NetApp, etc..
Lead 46 sales professionals and four managers who were responsible for delivering $750M in Mainframe, UNIX, Intel/AMD and Storage sales throughout Northeast’s enterprise account segment; Boston Finance, Hartford Insurance, State of New York.
Responsible for delivering $400M in System p sales throughout Northeast.
Develop and implement sales strategies to maximize the skills of 4 managers and 30 direct sales professionals, 9 Business Partner firms and telecoverage/telesales resource
Recruit, train and coach sales team
Responsible for delivering $84M in pSeries and NUMA server revenue throughout Up State and Metro New York City.
Develop and implement sales strategies to maximize the skills of 8 direct sales professionals, 9 Business Partner firms and telecoverage/telesales resource
Recruit, train and coach sales team
Responsible for maximizing IBM content delivered through complimentary software vendors; BaaN, QAD, SAP
Develop and implement world wide software vendor channel strategy
Determine business objectives and marketing investments
Accountable for execution of the channel plan and achievement of business results
Developed and implemented strategies to maximize human resource revenues and incentives for IBM midrange sales representatives and management
Determined and set headcount requirements for seven geographic sales territories
Set and monitored expense budgets
Set and modified as necessary sales quota targets to obtain profitability targets
Designed and project managed sales contests
Develop and implement sales strategies for the top ISV’s on IBM AS/400 ( Acacia Technologies, Infinium, JBA International, JD Edwards, Lawson Software, MAPICS Inc., Progress, SAP, Systems Software Associates and Synon)
Responsible for 8 management staff and their 25 sales representatives to exceed $398M software sales quota.
Personnel management (hiring, development, evaluation)
Manage salary and business expense budget to increase marketing unit profitability.
Responsible for communicating product requirements to Development staff for inclusion in product plans.
Develop pricing strategies for new products and modify existing prices in response to market dynamics.
Developed and implemented sales strategies for IBM’s AS/400 mid range computer system.
Territories included: Upstate New York and Connecticut (1994-95), Western and Central New York (1993).
Directed activities of 23 technical marketing specialists to exceed $53M sales objective.
Coordinated marketing activities that included market segmentation, competitive account marketing and new business and large/key account sales.
Personnel management (hiring, development and evaluation)
Managed salary and business expense budget to increase marketing unit’s profitability.
Developed and implemented marketing/sales strategies for IBM’s installed customers and new business.
Managed 13 sales representatives.
Developed local and regional third party distribution channels to maximize revenues.
Distribution channels included PC Dealers, Industry Remarketers and Software Service Organizations.
Developed and implemented third party business partner channel distribution strategy.
Formulated criteria to assist branch office locations in determining business partner qualifications.
Measured and tracked performance of business partners against assigned standard.
Coordinated annual sales rally for Area Marketing Representatives
Responsible for marketing IBM hardware, software and services to IBM customers and new businesses.
Sold and installed IBM office products.
EDUCATION
RELATED PROFESSIONAL COURSE WORK
National Association of Home Builders ( NAHB )
Advanced Green Building: Building Science
Advanced Green Building: Project Management
Building Management for Professional Builders
Construction Contracts and Law
Diversification: Capitalizing on New Business Opportunities
Estimating for Builders and Professionals
Green Building for Building Professionals
Home Technology Integration
Land Development: Site Planning and Zoning
Project Management
Sales and Marketing for Building Professionals American Institute of Architecture
American Institute of Architecture
What it Takes: Achieving Net Zero Energy in New Building
IBM ACCOMPLISHMENTS
Northeastern Area’s Marketing Manager of the Year; 1991
Golden Circle Award, Top 2% in Marketing: 1991, 1994 and 1995
Exceeded assigned sales quota; 1981-84, 1986-87, 1989-96, 1999, 2001- 09, 2011
Regional Manager’s Award; 1982, 1984, 1991 and 1994
Vice President’s Award; 2000, 2006
INTERESTS
Auto Racing, NASCAR Pro Modified Driver
Golf
