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sales

Meet Walter Wise of BPI Strategy Group

walt

BPI Strategy Group
15 New England Executive Park
Burlington, MA 01803

Phone: 617-532-0918
Fax: 603-262-1503
Email: [email protected]

Resume for Richard F. Oliva

Richard F. Oliva

146 Butternut Hollow  l Acton, Ma. 01718  l  Phone: 617 256 5999  l  [email protected]

Sales Executive and Business Owner

A customer focused entrepreneurial leader with significant accomplishments as a partner sales manager, alliance manager and business owner. A results driven, high-energy hands-on manager who treats customers, partners and staff with the highest degree of integrity, sets high standards and communicates effectively, while easily developing strong business relations.  

  • Developed strategic partnerships for a leading system integrator/business consulting firm
  • Managed  worldwide relationships for a large global systems integrator
  • Built a national sales organization that grew sales from $130,000,000 to $200,000,000
  • Built, managed and owned a wireless communications business 

Qualifications:

Sales and Partner Management

l  Channel and Partner management

l  Sales Planning and Business Development

l  Partner training and Program Creation

l  Team selling

l  Partner Recruitment

l  Performance Management

l  Conflict management

Technologies

l  Mobile

l  SAAS

l  Software

l  Services

l  Hardware

Work History

Illume Software  National leader in mobile application solutions, focused on reducing distracted driving

Director of Operations and Customer Services                            Jan. 2011 – Present

Implemented and managed the out bound selling operation, including targeting, outbound calls and implementing a contact management system. Customer Service responsibilities include the deployment, training and support of customer implementations. I was the project manager for the development and delivery of the new release of IZUP Professional.

Results

  • Closed new channel partners and end user customers resulting in  $225,000 in new sales
  • Built $375,000 sales pipeline
  • Implemented and trained reps on SalesForce.com
  • Deployed the IZUP solution at Kellogg, Jankovich and Cummins
  • Designed and managed the development of IZUP Professional. 

Wireless ExplosionAuthorized Verizon Wireless Reseller                     July 2005 – Nov 2010

OWNER

Wireless Explosion located in Westford, Ma. is a retail store that specializes in the sales and service of Verizon Wireless voice and data plans, mobile phones and accessories.  As the business owner I was responsible for all aspects of store management, which included initial funding, site location, build out, merchandising, hiring and training, customer acquisition and retention, purchasing, inventory management and finance.

Results

  • Built a $600,000 business
  • Developed an  account base of 3500 customers
  • Achieved an average  monthly run rate of  175 activations
  • Consistently over performed  at $18 per customer against an average revenue per customer goal of $12 per customer

 AllianceAnalytics  Inc. Alliance management software company      Aug 2002 -  June2005

DIRECTOR SALES

Provide leadership and management in the acquisition of new customers and the development of business alliances. Created sales strategy, staffing plan,  sales territories, compensation plans and developed partner programs.

 Results

  • Generated $2,000,000 annual sales
  • Developed alliances with system integrators resulting in $200,000 in leveraged sales

 

Sapient Corporation Business and technology consultant               Sept. 1999 – July 2002

MANAGER CORPORATE ALLIANCES

Responsible for the management of strategic partnerships for all CRM and Content Management companies. This included targeting, recruiting, developing and management of Siebel, Vitria, Vingette, Documentum, ATG and BEA.  Was a member of the CRM leadership team that built an Enterprise CRM Solution Set.

Results

  • Closed $6,000,000 in revenue
  • Built $11,000,000 pipeline.

Digital Equipment Corporation

GLOBAL ACCOUNT MANAGER                                                            May 1996 – Aug. 1999

Manage the worldwide alliance for Accenture which consisted of providing strategic direction to the Americas, European and Asia/Pacific sales teams, the development of  industry focused application solution sets and managing executive relations between Accenture’s senior management.

Results

  • Grew sales from $21m to $63m
  • CRM and Customer Care solution sets generated $12m in new sales and a $75m pipeline

 

Digital Equipment Corporation                                                         Previous Positions

 

NATIONAL SALES MANAGER                                                             July 1993 – April 1996

 

REGIONAL SALES MANAGER                                                             June 1991 - July 1993

           

 TECHNOLOGY

Microsoft Excel, Word, PowerPoint, Salesforce.com, Jigsaw, IZup client/server mobile application, Teletracker, BlackBerry, Android, Apple, Wireless carriers activation systems

 

HONORS AND AWARDS

Six time TOPDEC winner, two time Circle of Excellence winner and four time DEC 100 winner

 

PROFESSIONAL REFERENCES upon request

Sales Representative job available

We currently looking for Sales Representatives to sell our products solution in this changing environment. Our Sales Representatives offer a variety of Life, Health, Retirement and Long-Term Care products from multiple highly rated carriers, so they can provide solutions driven guidance their clients need. As a Sales Representative, you'll provide a consultative approach to create an innovative solution that best fits the needs of each individual client. A multi-line product portfolio provides an increased ability to cross-sell existing and new clients. With industry leading compensation and the ability to earn well-above industry averages, we believe Insphere has the capability to grow your income faster than you may have ever thought possible. Insphere also invests in your success by providing office, marketing and lead-generation support as well as ongoing training and career development.

Exceptional career opportunities:

-      

National strength and local focus

-      

Industry leading compensation including equity opportunity*

-      

Access to a broad portfolio of highly rated companies

-      

Extended client opportunities through cross selling

-      

Innovative proprietary technology platform

-      

Continued support to grow and diversify your business

          *Participation is subject to satisfaction of eligibility requirements and plan terms and                

           conditions.

Sales Representative Requirements:

-      

Sales and Marketing — Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product

-      

Customer and Personal Service — Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
Self-starter with the ability to work independently

-      

Stable and successful career background

-      

Strong and ethical performance

-      

Coachable and competitive spirit

-      

Passion for making a difference in the community

 

-      

Collaborate with colleagues to exchange information such as selling strategies and marketing information. Maintain customer sales records, using automated systems as well as Excellent time-management and phone skills. 

Please send your resume to [email protected]

Friends of Kevin Sales Tip from Dennis Sweeney - First Access Technologies

I created this tip to break down barriers for cold calling potential clients. I do this on site at the client. 

The entry door states "No soliciting". I dress like an average person. No suit, no clunky papers and junk. I tell the receptionist my name and ask for his/hers. I simply state that I would like to write a letter to the person in charge of "xyz". I make sure I get spelling correct. If possible I take one of their business cards. Then I tell the receptionist more details about who I am and focus on him/her. If I see a picture of a child on her/his desk. I mention how beautiful their son looks and that I have a son too. All I try to do is make a "connection". If no picture available. I ask how they drink their coffee. 

I return to my office and write a quick note to the decision maker and place it in the mail. Hand write the address and your return address. Use a non tradtional postage stamp (National Parks or something nice) I follow up with a call.  I make the call at 4:30PM to 5:30PM. In most cases the receptionist is gone. On occasion, the decision maker answers the phone. I talk about the letter and give them just 30 seconds to state the elevator speech and try to get an appointment. Get their e-mail and use to confirm appt.   

If receptionist answers and you want to get past this roadblock, talk about the coffee, her/his son or their pet.  Again make the connection. Ask her/him when is the best time to reach the decision maker. If it is not right then and there, call back when the time is right. Let the roadblock be a friend. Make the common connection and don't forget to bring in their favorite coffee when you visit for the new appointment!