Arizona State University

Business Success Practitioner: Management  -  Direction  -  Leadership  -  Business Transformation  -  Sales Growth

Jenks, Oklahoma

Every company is different and not every company has the same sales management needs.  In fact, not every business owner needs a sales manager in the traditional sense.  I work with owners of small to mid-sized businesses, with typically fewer than 12 salespeople, to provide fractional sales management services- usually 1-2 days per week.  I will implement a proven sales process that will increase sales, free up the business owner to run the company and provide sales accountability for bottom line profits.  I am available to implement a short term sales turn-around/restructuring or as an on-going leader of the sales team.  The process begins with a data-driven computer analysis of each individual business to produce a report which will show the business owner how sales improvement will be achieved, even before I go to work on the sales growth of the business.To serve larger companies, I partner with DSG to custom-build vPlaybooks™️ around key initiatives for the client company. The following are a few of the key initiatives that are popular topics:- Sales Messaging          - Product Launch           - Integrated Solutions          - Vertical Selling  - - Sales Coaching           - Account Expansion & Cross-Sell.          - Channel Performance  - Partner Co-Selling                   - Onboarding                         - Virtual Selling

Empowered Strategies, LLC

Business Success Practitioner

Mathey Dearman is a small company and acted as Director of Sales as a cross functional team member with manufacturing operations management to produce products to meet sales demand.•	Provided leadership to a team of inside sales and area sales managers for a manufacturing company, which is provided best in class tools and equipment for pipe beveling, positioning, and reforming in the welding of pipe for industrial manufacturing and pipeline construction. Responsible for all aspects of Sales Operations.•	Developed the company's go-to-market strategy and directed area Sales Managers working with contract manufacturing representatives and distribution channels •	Developed partnerships to provide products for end-user customers  •	Increase sales 112% of annual sales budget in the first year in this role, resulting in EBITDA margin which exceeded the Board of Directors expectations

Mathey Dearman, Inc.

Director of Sales  -  Manufacturing  -  Tools & Equipment  -  Distribution Channels  -  Partnerships

- Acted as Consulting Partner with Miller Heiman Group, Inc., The Sales Performance Company, a Sales Training & Consulting Company, who was the leading provider of Sales Training, Coaching and Consulting•	Engaged as an Independent Sales Consultant working with client companies to help their sales teams with business development to close more business faster via a sales process transformation that included sales training, individual, and team coaching•	Spearheaded key accounts via strategic business development, account management and sales funnel management•	Trained to deliver sales process improvement programs and deployed them to improve clients’ sales teams as a Miller Heiman Group Certified Facilitator for: Strategic Selling®, Conceptual Selling®, Large Account Management Process®, Funnel Management®, Funnel ScoreCard®, Securing Strategic Appointments® and Strategic & Conceptual Selling Coaching®

Empowered Strategies, LLC (Sales Performance Consulting Partner with Miller Heiman Group)

Sales Success Coach  -  Sales Training  -  Coaching  -  Mentoring  -  Sales Funnel Management  -  Consulting

- Provide Sales Process Improvement consulting to client companies to empower their sales teams to sell more and faster, while maintaining a sales culture to keep their customer at the center of focusCertified for the following Miller Heiman methodologies: •	Strategic Selling®•	Conceptual Selling®•	Strategic Selling Coaching ®•	Strategic Selling Funnel Management Coaching ®•	Conceptual Selling Coaching ®•	Large Account Management Process®•	Funnel Management®•	Funnel ScoreCard®•	Securing Strategic Appointments®

Miller Heiman Group

Consulting Partner  -  Strategic Selling  -  Conceptual Sales Coaching  -  Funnel Management  -  Sales Teams

- Took time off for personal reasons after helping to build sales and assist with Aperio’s positioning for its acquisition by Leica Biosystems

Personal Yacht - S/V Kabria

Family Leave Sabbatical  -  Sailboat Captain

Prior to its acquisition by Leica Biosystems in late 2012, Aperio was the creator of digital pathology imaging, pioneering the adoption of digital scanning and computer analysis of pathology specimens placed on glass laboratory slides. 	•	Grew sales territory from $1M to $3M per year in capital equipment sales in the first 12 months•	Won Life Sciences Sales Leader of The Year for 2011

Aperio

Regional Sales Manager  -  Life Sciences  -  Digital Pathology  -  Imaging  -  Scanning  -  Capital Equipment

- Charged with direct sales of equipment, service contracts, and reagent supplies to pathology laboratory customers•	Sold annual contracts valued up to $1.7M per laboratory customer•	Grew sales territory from $4.5M to $7.6M in annual sales over 3 years•	Designed $500K cost savings system and received 2006 President’s Signature Award•	Inducted into Cytyc “Lab Land Hall of Fame” for exceeding account conversion target in 2006•	Coached Sales Team Members to President’s Club for 3 consecutive years of sales achievements

Hologic, Inc.

Account Executive - Northern California  -  Sales Equipment Services Contracts  -  Supplies  -  Pathology

Abaxis provides leading edge technology, tools, and services that support best medical practices, enabling physicians and veterinarians to respond to the health needs of their clients at the point of care, while operating economical and profitable practices.•	Achieved 35% channel distribution sales growth in California Territory in 2005•	Exceeded veterinary laboratory equipment sales target by 25% in 2004

Corky Stewart