Professional Experience

             InteliTarget, Inc. www.intelitarget.com

 I started as a Client Account Manager, setting appointments for InteliTarget’s clients.  I also identified long term revenue opportunities for these clients.  These were pipeline opportunities for the client, and had a time frame of 3-6 months.  I would continue to follow-up on the long-term opportunities until they could be moved to appointments.  My compensation was based upon total tier production.  I also acted as Rescue Manager.  As such, I would come into an account that was not reaching quota, and turn the account around, as well as re-train other CAM’s in successful solution selling based upon that client’s product.  For one struggling client, I produced four tier one appointments in a week-long blitz (refer to Highlights/Success Stories).  My success as a CAM provided me with the opportunity to advance within the company, and prospect for revenue opportunities for InteliTarget new accounts.  In the month of July 2001, I had a goal to set 9 face to face appointments (refer to Highlights/Success Stories).

My main responsibility as a Client Account Executive was to sell InteliTarget’s prospecting services to potential customers.  This is a job function I performed for approximately three months.  I scheduled my own appointments, executed the appointment, and then helped develop the necessary proposal to win the business. During this time frame as a Client Account Executive, I developed a deal with e.Spire Communications worth 1.8 million dollars.  I set the original appointment, executed all of the follow-up steps/meetings, and helped coordinate the proposal development and re-writes of counter proposals.

Highlights/Success Stories:

·         I hit, or exceed my quota 7 out of 8 months as a Client Account Manager. 

·         I generated a business opportunity via qualified telephone appointment, with an expansive/well documented initiative, that resulted in $900,000 worth of closed business for the client. 

·         Three of the appointments referenced above (relative to the week long blitz as a “problem accounts” Client Account Manager), resulted in closed business for the client (actual revenue produced by these accounts was never conveyed by the client, as InteliTarget is still in negotiations, trying to win the account back).

·         Total reported revenue closed for my clients: 2.6 million.

·         I set 19 appointments at the ‘C’ level, and VP level, during the month of July 2001,  as a InteliTarget new accounts Client Account Manager.  75% of the appointments I set required positive action on our part, via proposal.  Some examples of the accounts that I brought in the door: AOL (I qualified/set a meeting for an opportunity with the SVP of Interactive Sales and Marketing, and a meeting that will eventually lead to another meeting, with Bob Pittman) BEA Weblogics, Deloitte and Touche Middle Market Consulting Group, Exodus Communications, ABC (the network). One of the face-to-face appointments I set during this month, was with Cysive. This opportunity proceeded to contract, worth $260,000 for 9 months.

·         Other InteliTarget leads closed: Deloitte and Touche Middle Market Consulting, PRA Biotech., Robbins Gioia, PDS HRIS.

·         I closed a deal with e-tegral Partners, for $128,000, for 12 months, as Client Account Executive (outside sales).

·         I attended solutions sales courses, taught by a group of ex-IBM sales trainers, out of Atlanta (Dorsten and Associates).

·         Additionally, I was responsible for training new Client Account Managers.

Robert Half International, Inc. www.rhi.com

               Sunrise Valley Drive (old office location, they have since moved)

               Reston, VA.

               Staffing Manager, April 2000 - July 2000

I worked in the Office Team division of this global staffing firm.  As a Staffing Manager, there were three major components/responsibilities to my job that were executed in a three week continuing rotation.  During week one, I worked the sales and marketing function.  I penetrated named accounts, generated job orders, and identified need within companies for talent, this required making no less than 100 phone calls a day, and at least 10 client visits (face-to-face meetings) with potential and existing clients.  This segued into the second piece of my job, where I matched qualified candidates with the job order that most closely matched their skill sets.  I also handled any emergencies that arose.  I was also interviewing potential candidates, tracking the productivity of the division, and making sure that the job orders that they arrived at my desk were filled in order of priority.  Needless to say, this job function was challenging, and required a high level of multi-tasking ability.  The third piece of my job was generating new candidates to fill the above mentioned job orders.  I made over 100 calls a day to potential candidates, and had over 100 conversations a week. 

            Highlights/Success Stories:

·         The first month of my stay at Robert Half was spent in sales training, so after three months, I was at a run rate of 356 billable hours per week.

·         I attend various sales training seminars/workshops sponsored by the company.  Some examples of workshops that I attended: closing techniques, negotiation, overcoming obstacles, multi-tasking.

             Model Home Furniture and Design (no webpage available)

                8500-B Tyco Road

                Vienna, VA 22182

                Sales Associate, Full Time, Aug. 99 to April 2000

As a sales associate, I was required to have intimate knowledge of over 150 furniture manufacturers and their respective sales catalogs and price guides. I built a substantial clientele base including a high rate of return, or "be back" customers. I was also required to have a broad-based knowledge of the regional real estate and housing development trends as it had a direct correlation upon my projected sales for the month.            

 Education

                James Madison University

                Fall 2003-Present

    South Lakes High School

                Advanced Academic College Preparatory Diploma 1994

                SAT score 1200

                Varsity soccer team, other sports

Internship: Public Production Group. A video production company located in Washington D.C. that primarily handled production projects of a political nature. I completed a two-month internship, assisted on shoots, sat in on editing sessions.  As an intern, I was required to do everything and anything asked of me.

 Skills

National Outdoor Leadership School (NOLS); summer 1995 month long survival course; specialized survival training in the Olympic Mountain Range, Washington. Received highest award for leadership training.  Lifeguard Experienced in CPR, distinguished myself by being the only lifeguard in the thirty-year history of Reston Pools to perform CPR to have saved the life of a drowned victim without a pulse.             

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