Sales/Account Mangement Professional

JAMES B. OLSON

** ****** ****, ******, ** *****

Home: 508-***-**** -- Cell: 508-***-****

******@*******.***

Business Profile

I am a sales/sales support and marketing professional with over eight years of experience in increasingly accountable positions as a National Sales Representative. In addition to over 6 years of customer support training and sales support. I have a reputation as a highly motivated self-starter with strong communication, problem solving, persuasive presentation, and management skills. My work has proven that I have many abilities in customer relationship retention and achieving sales quotas. Furthermore, I have succeeded in transforming customer relations to that of a valued business partner.

Core Competencies

• Relationship Selling • Negotiations

• Account Retention • Customer Needs Analysis

• Territory Development • Problem Solving

• Customer Support • Public Speaking

Work Experience

Permessa Corporation; September 2006 – April 2010

National Account Executive

Developed sales and marketing strategies to increase market penetration of Permessa’s Lotus Notes/Domino analysis and report software suites to key Fortune 500 and 1000 accounts; heavy emphasis placed on the rollout of corporate policy compliance software for email and instant messaging applications

• Managed US vertical markets including Financial, Health Care, Technology and Manufacturing

• Achieved and maintained annual sales quota of $1.3 million; 120% FY 07/08

• Consulted with customer base to identify current and future needs and formulate appropriate solutions to improve usage and revenue

• Developed and strengthened customer portfolio to maintain software renewals accounting for over $1 million annually .

o Achieved renewal retention rate of 97%

Fiserv - CUSA Technologies, Inc; January 2001 – September 2006

Developmental Trainer

Developed and implemented all new hire and client training curriculum, including online webinar and in house training programs.

• Regarded as the sole expert for all Crystal Reports implementations and training; accountable for all customer satisfaction and main support resource

• Collaborated with product development as well as Q&A to ensure new product specifications were documented timely and accurately

• Implemented new client installations and internally trained clients on new product rollouts, ranging from one on one instruction, online webinar, to a classroom of twenty or more

• CUSA “Client-Centric” Award 2005, 2006

WJW & Associates, Inc; April 1998 – January 2001

Database Marketing Manager

Co-Founder; Directed daily operations within the department including marketing, sales, and customer relations; Designed and managed sales and marketing programs including internal processes for customer database, target market analysis and penetration reporting of direct marketing campaigns for Massachusetts automotive dealership industry.

• Created and implemented processes for customer database analysis via Massachusetts RMV records

• Created strategies and process for deeper penetration of retail warranty work within dealerships DMA

• Prepared and maintained client’s direct marketing database files by creating reports reflecting market penetration, market effectiveness and overall return on investment

• Conducted post campaign meetings for strategic analysis

c.w. Costello & Associates, Inc.; January 1997 – March 1998

Marketing Manager

Oversaw all sales and marketing of over 100 IS consultants throughout greater Boston; emphasis on staff augmentation within the Financial Services organizations

• Provided marketing strategies for client/server application development, Year 2000 inventories, impact analysis, remediation and testing, as well as legacy system maintenance outsourcing

• Accounted for over $4 million in annual revenue

• Account Management responsibilities for 50% of all major accounts

• Supervised consultant mentoring program

ADP – Dealer Services – February 1992 - January 1997

Territory Manager 1994 - 1997

Promoted to multiple positions within ADP Dealer Services; Focused on driving sales revenues by penetrating competitive accounts and utilizing tactical sales techniques to building on existing client base

• Managed complete consultative sales cycle of ADP’s automotive dealership management product suites

• Prospect mix of 70% new business 30% existing customer base

• Increase new business penetration by 40%

• Customer retention rate of 100%

• Presidents Club 1995

Account Manager 1993 – 1994

Utilized extensive knowledge and background of ADP product suites to drive sales revenue and increase utilization within existing accounts.

• Maintained accounts through first-rate service and communications; introduced and cross-sold new products to increase account penetration.

• Improved product utilization through hands on demonstration and training

• Account Manager of the Year 1994 – 348% of Quota

• Presidents Club 1994

• Promoted to Territory Manager 1994

Marketing Support Representative 1992 – 1993

Managed all pre-sales activities for over 70 sales reps in the Mid Atlantic and New England regions

• Conducted full product presentations to prospective clients on entire ADP product suites; these include all accounting, sales and service software applications

• Provided trial close strategies through post demo evaluation meetings

• Coordination and implementation of Annual Advanced Marketing seminars

• Promoted to Account Manager 1993

Education

California State University, San Bernardino

San Bernardino, CA

Bachelor of Science Degree in Accounting

Orange Coast College

Costa Mesa, CA

Associate of Arts Degree in Business Administration

Skills

MS Office, RDBMS, ACT, Salesforce, UNIX, Crystal Reports, ODBC and Network Configurations

Interests

Travel, Athletics, Avid golfer, Fed Ex Cup Deutsche Bank Championship Volunteer

References

Furnished upon Request

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