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Account Manager in Melbourne Orlando FL Resume Tim Cunningham

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Tim Cunningham is an Executive with 25 years of successful sales and account management experience. Tim is experienced in the design and implementation of aggressive business strategies. He has an MBA from Case Western Reserve University Weatherhead School of Management.

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									Tim Cunningham                                                                  (321) 757-3733
                                                                            twcunn@cfl.rr.com
Melbourne FL 32940


An Executive MBA from Case Western Reserve University Weatherhead School of Management,
with 25 years of successful sales and account management experience. Experienced in the design
and implementation of aggressive business strategies. Proven ability to listen, extrapolate
essential information, and leverage resources to effectively provide solutions to customer needs.

Objective: My intent is to find an account management position which requires a seasoned
salesperson who can manage territory accounts, add new business by prospecting and establishing
compelling reasons to buy, resulting in long-term customer relationships.

High Performance Team Building                  Building Trust - Beyond Product Value
Sales Management Workshops                      New Business Development
Appreciative Inquiry-Positive Coaching          Customer Relationship Training

                              PROFESSIONAL EXPERIENCE

Sales Development Consultants        Central Florida                              2003-Present
Managing Partner Sales focused consultation services for outsourced marketing and sales force
development to new and existing mid-size to Fortune 500 companies. Act as business consultant
to the OEM, distributors and dealer. Conduct needs analysis and develop business sales plan for
target companies using software and services products and research services. Determine practical
uses of sales automation tools e.g., Salesforce.com and SalesLogix and Customer Relationship
Management (CRM) systems. Clients have included; Scantron (Healthcare data collection), Toro
(fleet management via distributor network), ToolingU (online manufacturing training - curricula
development), EMA Design Automation (Autodesk), and Gevity HR (employee leasing). New
Customers include; FL Hospitals, Florida Blood Centers, FEMA, US District Courts, utilities-
Florida Power&Light, manufacturing-SHELL, Harris, hospitality-PGA Properties, Walt Disney
Co., Marriott, Hyatt, Hilton, Major Cruise lines, AutoNation, and Office Depot.

    Established multiple new customer relationships in the southeast US for my clients that are
    sustainable and profitable long-term. Some engagements completely knocked out the
    competition, while other partnerships greatly enhanced existing revenue results.
    Established market share where there was none for an online training company. Increased
    sales by a minimum of 20% for most of my clients.
    Developed in-house training for my clients to train their new sales employees.


Hewlett-Packard Corporation           Cleveland, OH                                     1996-2002
Senior Sales Representative Enterprise Software, Services and Computing Systems Integration
Division, Developed and sold multi-vendor and on-demand services and outsourced solutions that
included Microsoft, Oracle, Autodesk, Siebel, SAP, Cisco and partners e.g., Accenture, PwC, and
channel distributors, to healthcare, manufacturing, financial services and Fortune 500 companies.

    Expanded new business annual sales revenue from $2.5M to $10.2M and was awarded the
    annual “Achievers’ Club” 3 times for exceeding quota by > 150%
    Sold $4M of HP software and services new business to University Hospitals, Bank One,
    General Motors, LTV Steel and Cleveland Clinic for mission critical services.
    Developed a new business development workshop at HP Americas that increased revenue by
    12% annually by opening Cardinal Health, University Hospitals and McKesson.
Tim Cunningham                                                                          2 of 2




Digital Equipment Corporation       Cleveland, OH                                  1992-1996
Technical Solutions Consultant, Multivendor Customer Services Division
Prospected new customers, performed discovery, and crafted heterogeneous solutions to improve
customer business processes.      RESULTS: Rapidly built a pipeline of new, multi-vendor
business in major accounts e.g., Eaton, TRW, BP, GE, and channel partners resulting in 140%
sales to quota. Opened and maintained 12 new accounts. Pioneered the development and
implementation of DEC’s Bid/Win sales proposal method of responding to customer solicitations.

ESI Computer Systems (ESI- a reseller of computer equipment and peripherals)      1988-1992
General Sales Manager Distribution area encompassed Ohio and Mid-Atlantic States
Selected, trained, and managed 12 salespeople, 6 warehouse personnel, 8 service techs,
purchasing, accounting, marketing, and clerical. P & L charter with pricing and debt
responsibility. RESULTS: Drove sustainable profit contribution through the branch office via
new customers, existing customer penetration, and cost management. Utilized team building and
leadership expertise to effectively implement the sales cycle and inventory turn.

G.D. Searle (Healthcare devices and consumer products)                         1984-1988
District Sales Manager Selected, trained, and managed 15 key account managers, entry-level
salespeople, and brokers. RESULTS: My sales teams increased sales volume from $32M in
1984 to $73M in 1988.

                                 PROFESSIONAL SKILLS
               Leadership                                         Technical
 SWOT and Michael Porter’s5 Forces Analyses               Created online class curricula for
                                                          self-paced learning classes
 Wilson Learning – The Counselor Salesperson
                                                          IBM, Cisco, UNIX/NT
 Xerox “Sales and Sales Management”
                                                          Oracle, SAP, Siebel CRM
 Hay Group “Leadership Development”
                                                          Salesforce.com, SalesLogix,
 Siebel “Portfolio Management”                            JigSaw, Maestro Web Meeting
                                                          FaceTime,Tango, Skype, LinkedIn

                                       EDUCATION

Executive MBA, Weatherhead School of Management, Case Western Reserve University,
2002 Cleveland, OH. Sales Force Development, Sales Performance Measurement, Business
Development Coaching using Appreciative Inquiry for Affirmative Change, and Organizational
Behavior
Bachelor of Business Administration, Cleveland State University, 1977, Business degree with
majors in Marketing and Computer Science

                            PROFESSIONAL AFFILIATIONS

Director of Central Florida Manufacturing & Technology Association, Economic Development
Commission, Various Chambers, American Business Professionals, Toastmasters, Leads Groups,
Member of Space Coast Triathletes, and Suntree Country Club

								
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