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DEAN KROLL
GENERAL OVERVIEW
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BUFFALO NIAGARA BUILDERS ASSOCIATION
- October 2009 -
Present
- President
- LANCASTER, NEW YORK
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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.
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Grow
membership from 120 member baseline.
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Fiscal responsibilities including profit and loss, budgeting as well as
leading revenue generating events; Horizons Home Show, Parade of Homes,
etc..
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ZAMKRO DEVELOPMENT LLC
- February 2006 -
Present
- President / Owner
- Present ORCHARD PARK,
NEW YORK
-
Builder of residential custom homes
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Target market $550,000 to $1,000,000
-
On
average 2 to 3 projects per year
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INTERNATIONAL BUSINESS MACHINES
- February 2012 - June
2014
- IBM SKILLS for GROWTH
( LEAVE of ABSENCE )
- GEMKO INFORMATION GROUP, BUFFALO, NEW YORK
SIRIUS COMPUTER SOLUTIONS, SAN ANTONIO, TEXAS
-
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..
- DIRECTOR of SALES,
SYSTEMS AND TECHNOLOGY GROUP, NORTHEAST REGION
- January 2008 –
January 2012
- IBM, BUFFALO, NEW YORK
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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.
- NORTHEAST SYSTEM p
BUSINESS UNIT EXECUTIVE
- January 2007 –
December 2007
- IBM, BUFFALO, NEW YORK
Responsible for delivering $400M in System p sales throughout Northeast.
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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
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Recruit, train and coach sales team
- NORTHEAST pSERIES
SALES MANAGER
- April 2000 – December
2006
- IBM, BUFFALO, NEW YORK
Responsible for delivering $84M in pSeries and NUMA server revenue throughout Up
State and Metro New York City.
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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
- GLOBAL ALLIANCE
CHANNEL MANAGER
- January 1999 - March
2000
- IBM, BUFFALO, NEW YORK
Responsible for maximizing IBM content delivered through complimentary software
vendors; BaaN, QAD, SAP
-
Develop and implement world wide software vendor channel strategy
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Determine business objectives and marketing investments
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Accountable for execution of the channel plan and achievement of business
results
- SALES OPERATIONS
MANAGER, MIDRANGE SYSTEMS - NORTH AMERICA
- January 1998 -
December 1998
- IBM, SOMERS, NEW YORK
Developed and implemented strategies to maximize human resource revenues and
incentives for IBM midrange sales representatives and management
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Determined and set headcount requirements for seven geographic sales
territories
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Set
and monitored expense budgets
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Set
and modified as necessary sales quota targets to obtain profitability
targets
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Designed and project managed sales contests
- NATIONAL SALES
MANAGER, INDEPENDENT SOFTWARE VENDOR ALLIANCE (ISV)
- January 1996 -
December 1997
- IBM, BUFFALO, NEW YORK.
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)
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Responsible for 8 management staff and their 25 sales representatives to
exceed $398M software sales quota.
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Personnel management (hiring, development, evaluation)
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Manage salary and business expense budget to increase marketing unit
profitability.
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Responsible for communicating product requirements to Development staff for
inclusion in product plans.
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Develop pricing strategies for new products and modify existing prices in
response to market dynamics.
- PRODUCT SALES
MANAGER
- January 1993 -
December 1996
- IBM, BUFFALO, NEW YORK
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).
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Directed activities of 23 technical marketing specialists to exceed $53M
sales objective.
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Coordinated marketing activities that included market segmentation,
competitive account marketing and new business and large/key account sales.
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Personnel management (hiring, development and evaluation)
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Managed salary and business expense budget to increase marketing unit’s
profitability.
- SALES MANAGER
- August 1989 -
December 1992
- IBM, BUFFALO, NEW YORK
Developed and implemented marketing/sales strategies for IBM’s installed
customers and new business.
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Managed 13 sales representatives.
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Developed local and regional third party distribution channels to maximize
revenues.
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Distribution channels included PC Dealers, Industry Remarketers and Software
Service Organizations.
- AREA ADVISORY
MARKETING REPRESENTATIVE
- January 1988 -
July 1989
- IBM, BOSTON, MASSACHUSETTS
Developed and implemented third party business partner channel distribution
strategy.
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Formulated criteria to assist branch office locations in determining
business partner qualifications.
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Measured and tracked performance of business partners against assigned
standard.
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Coordinated annual sales rally for Area Marketing Representatives
- ACCOUNT MARKETING
REPRESENTATIVE
- January 1982 -
December 1987
- IBM, JAMESTOWN, NEW YORK
Responsible for marketing IBM hardware, software and services to IBM customers
and new businesses.
- MARKETING
REPRESENTATIVE
- September 1980 -
December 1981
- IBM, BUFFALO, NEW YORK
EDUCATION
- ITHACA COLLEGE,
Ithaca, New York
- Bachelor of Science,
Business Management, with concentration in Accounting, Economics and
History, December 1979
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- ERIE COMMUNITY
COLLEGE, Buffalo, New York
- Associate in Applied
Science, Construction Technology, May 1996
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- STATE UNIVERSITY of
NEW YORK at BUFFALO, Buffalo, New York
- Graduate of Center of
Entrepreneurial Leadership, May 2010
RELATED PROFESSIONAL COURSE
WORK
National
Association of Home Builders ( NAHB )
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Advanced Green Building: Building Science
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Advanced Green Building: Project Management
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Building Management for Professional Builders
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Construction Contracts and Law
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Diversification: Capitalizing on New Business Opportunities
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Estimating for Builders and Professionals
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Green Building for Building Professionals
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Home
Technology Integration
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Land
Development: Site Planning and Zoning
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Project Management
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Sales and Marketing for Building Professionals American Institute of
Architecture
American
Institute of Architecture
IBM ACCOMPLISHMENTS
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Northeastern Area’s Marketing Manager of the Year; 1991
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Golden Circle Award, Top 2% in Marketing: 1991, 1994 and 1995
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Exceeded assigned sales quota; 1981-84, 1986-87, 1989-96, 1999, 2001- 09,
2011
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Regional Manager’s Award; 1982, 1984, 1991 and 1994
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Vice
President’s Award; 2000, 2006
INTERESTS
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