Clarke College

Assisting Associations by creating a clear value proposition and simple messaging that helps associations maintain and grow their memberships.

Greater Minneapolis-St. Paul Area

GrowthZone Association Management Software and ChamberMaster Member Management Software help member-based organizations grow and retain membership, generate revenue, engage and communicate with members and prospects, and streamline their day-to-day operations.

Responsibilities:
SALES
-  Develop Strategies for growing business and achieving the company's sales goals
-  Lead, inspire, train and motivate the sales team to help them achieve their sales plans and activities
-  Ensure that the team has the knowledge, skills and developmental plans to overachieve in their assigned quotas
-  Ensure that all sales opportunities are accurately recorded to enable accurate monthly, quarterly, and annual revenue forecasts.
-  Manage customer expectations and contribute to a high level of customer satisfaction
-  Work closely with the marketing function to establish successful support, channel and partner programs
-  Manage key customer relationships and participate in closing strategic opportunities
-  Travel when appropriate for in-person meetings with customers and partners and to develop key relationships

CUSTOMER ENGAGEMENT
-  Working with the team on problem solving, coaching on specific opportunities/issues, sharing sales techniques and best practices
-  Enhance cross-functional relationships with key business partners -- Marketing, Sales, and Support teams to successfully collaborate on new campaigns, optimize business processes for efficiency, and ensure your team has a deep understanding of GrowthZone offerings
-  Data analysis and segmentation; collaboration in building outbound campaigns, content, and processes
-  Responsible for managing team metric tracking and analysis, trend review, pipeline/conversion tracking
-  Direct supervisor for Engagement Team, providing guidance on negotiations and discounts recommendations/approvals
-  Maintain 97% Revenue Retention

GrowthZone AMS

Executive Vice President Of Sales

Midwest Contact Center Association is a non-profit contact center group that has been put together by contact center professionals for contact center professionals. The focus of the association is to bring together contact center professionals with the common goal of education, collaboration, and networking.

The environment for our discussions will be a mix of contact center tours, lunch panel discussions, and topical round table meetings that occur throughout the year.

Midwest Contact Center Association

Board Member

Open Access Technologies (OAT) is an economical, high-volume, secure document remediation/conversion services to ensure all your documents are fully accessible and usable for individuals using assistive technologies.

I am responsible for;
Developing and implementing the sales strategy to exceed revenue targets, including the demand generation plan and sales process for both our direct and partner channels.

Cultivate and develop a winning culture through performance expectations, driving the right behavior to develop a pipeline, direction, transparency, and proactive communication.

Collaborate with internal stakeholders to define strategies and initiatives to grow revenue, and manage the execution and results.

Establish strategies for improving productivity, both in volume and overall customer lifetime value, through our land and expand sales process.

Drive sales negotiations, craft sales positioning and presentation approach, assist with proposals and pilots, and help drive the pipeline for high-profile “strategic” accounts. Create, improve upon and audit sales processes and support resources (e.g., tip cards, talk tracks, FAQs) through formal training programs and management coaching.

Develop and generate reporting to track all key sales metrics for the organization, including forecasting and pipeline management with SFDC.

Open Access Technologies, Inc.

Executive Vice President

Part-Time Member of the advisory team to assist Open Access Technologies (OAT) deliver world-class documentation accessibility technology and services. Connecting Public Sector Agencies, Enterprise commercial, and non-profits to these new offerings. Participate in C-level strategy validation. Represent OAT in thought leadership in accessibility ecosystem.

Open Access Technologies, Inc. (OAT) is dedicated to helping organizations build fully accessible and usable digital document libraries. OAT’s suite of robust document accessibility tools helps organizations convert and remediate PDF, ePub, Word, Excel, and PowerPoint documents to better serve their customers and comply with mandated accessibility standards, including WCAG 2.1, PDF/UA and Section 508.

Accessibility Sales & Product Advisor

When times are good, sales and marketing can seem almost effortless. But when you're not reaching your quarterly or annual goals, identifying and fixing the problem can be a major frustration.

I provide guidance and actionable recommendations on a variety of sales and marketing-related topics all aligned with extensive research on high-performing sales organizations.

I have experience across all verticals and have implemented numerous sales models.

Specialties in;
-  Customer Relationship Models              • Development of Value Propositions
-  Target Market Clarification                     • End-to-End Sales Process
-  Prospecting & Business Development   • Account Planning
-  Opportunity Management                     • Territory Alignment & Management
-  Forecasting & Pipeline                           • Sales Performance Metrics
-  Data Management & CRM                     • Sales Coaching Practices
-  Sales Compensation Planning & Development

Independent Consultant

I direct  the day to day sales efforts of Siteimprove (a comprehensive cloud-based Digital Presence Optimization (DPO) International Sales software company), including business development, sales strategies, operations, training and development, and client satisfaction.

Some of my key accomplishments are listed below:
- Created and implemented a new Operations Department and Partnership Channel Team, including providing business and operational process improvements to increase efficiencies, streamline processes, and ultimately increase revenues.
- Spearheaded the procurement and implementation of SalesForce a Customer Relationship Management tool (CRM) providing increased visibility, sales planning, account management, and business development tools.
- Increased sales in excess of 55% year over year consecutively for the last six years.
- Lead the training and development of office associates including customer satisfaction, policies and procedures, sales techniques, account management and business development resulting in an increase of office employees from 155 to 180.

Siteimprove

As Vice President of Sales and Marketing, I executed business development strategies to build comprehensive sales and marketing teams in the United States, Canada, Australia, Ireland, Scotland, and the UK to ensure that the organizational and sales goals of the organization were met.

During this period of major growth for the company, I accomplished several key achievements such as:
- Reporting directly to the CEO, assisted in the growth of the office team from 36 associates to 155.
- As an active member in the Executive Management Team, directed the planning and strategic sales and marketing direction for the company ensuring maximum impact on sales while providing world-class customer service to our clients.
- Recognized by management for operational excellence and a keen focus on strategic development, business process improvements, and client satisfaction.

Vice President of Sales and Marketing

During my tenure as Director of Sales and Marketing, I developed and implemented front-end business processes that improved sales and operational sales functions within the organization.

During this timeframe I accomplished several critical tasks including:
- Created and actualized Omni—channel marketing strategies that aligned with organizational sales objectives and resulted in increased ROI (Return on Investment).
- Collaborated in the interviewing, hiring, and training and development of new associates which increased the office from 7 associates to 36.
- Optimized consultative selling sales processes, technologies and effectiveness through gap assessments and process re-engineering which resulted in a significant increase in sales and profitability.

Director of Sales & Marketing

As Director of Customer Relations/Inside Sales I led the Marketing & Communications, Customer Service and Account Management departments of a company which supplied clients with reliable, cost effective and secure freight solutions for their businesses.

Some of my key accomplishments are listed below:
- On-boarded, trained, and developed a team of Inside Sales Representatives, Customer Service Supervisors as well as assigned staff in Los Angeles, Dallas, and Minneapolis.
- Implemented sales and marketing strategies that increased frequency of orders with existing accounts by 12% and grew new sales by 6% within first year.

Interlog USA, Inc/American West/ZLN

Director of Customer Relations/Inside Sales

At 1 EDI Source, I held the position of Director of Customer Relations/Inside Sales During my tenure there I collaborated in the creation and implementation of a professional sales team within a private EDI software company based in Cleveland, OH including process and procedure implementation, hiring, on-boarding, training and development, and business development.

Key Accomplishments:
- Developed and implemented policies and procedures as well as sales and marketing best practices which resulted in a cohesive team of professional sales people positioned to make the organization grow through client acquisition and a focus on customer satisfaction.

1 EDI Source, Inc.

Director of Sales (Independent Consultant)

PLATO is an innovative educational technology company that continues to lead in providing prescriptive, personalized instruction, technology-based teaching tools, and standards-driven assessment and data management.

Was responsible for organizing, developing and managing: processes, workload and personnel for the Inside Sales & Overlay Sales Department within the call center toward the achievement of over $94 million in revenue.

Managed a group of (3) Inside Sales Managers, (30) Account Representatives, (4) Field Account Managers, and (2) Sales Assistants.

Worked with Marketing Managers, Product Managers, Regional Vice Presidents, and Field Sales Representatives to establish, develop, and manage inside sales programs, which include developing training, creating scripts, identifying and integrating lists, preparing budgets, and achieving established targets.

This position reported to directly to the Vice President of Sales and Service

Increased annual renewal rates from 88% to 94%
Obtained 115% of 2009 annual sales goals/quota

Plato Learning

Director of Inside & Overlay Sales

Paisley, a Thomson Reuters company, is the industry leading provider of comprehensive governance, risk and compliance solutions, including software, training, and professional services. The company's software solutions support the business processes of financial controls management, internal audit, operational risk management, compliance, IT governance, and enterprise risk management.

Was responsible for organizing, developing and managing: processes, workload and personnel for the Inside Sales Department toward the achievement of revenue from $30 million to over $36 million in revenue and budgetary goals as it relates to Governance, Risk, and Compliance Software with the call center.

Managed a group of (6) Inside Sales Managers, (3) Account Managers,  (4) Pre-Qualification Representatives, (3) Application Solution Managers, and (2) Sales Assistants.

Worked with Marketing Managers, Product Managers and Field Sales Representatives to establish, develop, and manage Inside Sales programs, which include developing training, creating scripts, identifying and integrating lists, preparing budgets, and achieving established targets.

This position reported directly to the CEO.

Obtained 110% of annual quota in 2006 and 108% in 2007

Paisley Consulting

Director of Sales

Thomson Reuters is the world’s leading source of intelligent information for businesses and professionals. They provide industry expertise with innovative technology to deliver critical information to leading decision makers in the financial, legal, tax and accounting, scientific, healthcare and media markets, powered by the world’s most trusted news organization.

Responsible for organizing, developing and managing: processes, workload and personnel for the Inside Sales Department toward the achievement from $3.6 million revenue and budgetary goals to over $8 million in print and online sales.

Within six months, grew the Inside Sales Representatives within the call center from nine Inside Sales Representatives to 20.

Worked with Marketing Managers, Product Managers and Product Line Directors to establish, develop, and manage Inside Sales programs, which include developing training, creating scripts, identifying and integrating lists, preparing budgets, and achieving established targets.

This position reported directly to the Director of Inside Sales.

Obtained 118% of quota in 2005
Presidents Club Winner – 2005

Thomson Reuters

Inside Sales Manager

Medical Arts Press provide physicians and dentists with innovative printed products sold through the mail and processes over ½ million orders each year.

Hired to create, implement and manage the sales process for a private medical office supply company within a call center.

Was responsible for developing and administering the selling strategy (product planning, launches and campaigns) for an industry-leading direct marketer of specialized printed office products and practice-related supplies to the healthcare practices within local and remote locations.

Was responsible for organizing, developing and managing: processes, workload and personnel for the Sales, Account Management, and Customer Service Departments toward the achievement of $18 million in sales.

Managed (8) Customer Service Representatives,  (12) Inbound Specialists, (12) Lead Specialists, (6) Quote Specialists, (28) Campaign Representatives, (8) Account Managers, (6) Department Managers, Vendor Specialist, and (2) Administrative Support Representatives.

This position reported to the VP of Sales and Marketing.

Obtained 120% of sales quota in 2002.

Position eliminated due to Staples acquisition.

Medical Arts Press

Responsible for providing customer relationship management, dealer locator, customer service, order processing, email management, product registration, escalation management, third-party verification, sales, lead generation and appointment setting, quantitative data collection and market research, circulation enhancement and audit preparation, interactive voice response, database development and enhancement, fundraising, and technical support services.

Restructured and developed strategic programs to increase revenue for 175 seat 24/7 Inbound & Outbound database marketing firm.

Duties include but not limited to; providing daily supervision of four Assistant Managers, 12 Supervisors, and 180 Telemarketing Agents

Roger J Fuhrman

Roger J Fuhrman