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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.
Tim Cunningham (321) 757-3733 firstname.lastname@example.org 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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