Role and Company
Exec VP sales and marketing, Digital market
Expertise
20 years experience in general business
Location
Lisle, IL
About Spencer
my resume...I would love to help....STRENGTHS: Business Planning Process flow Management Operation Planning Market Positioning Messaging Sales Management Sales Training Sales Strategizing Negotiations Competitive posturing
ACCOMPLISHMENTS: 22 Years Enterprise Software Experience
Part of Exec Team is successful IPO
On Exec Team of 2 successful buy outs
#1 Sales person in 7 of 7 years of Direct Selling
#1 Regional Manager in 4 of 4 years of Managing
9 Years successful Executive Management Experience
Consistent W2 of $250k+ (exceeded $1MM in 2000)
WORK EXPERIENCE:
2013-present Various volunteer opportunities.
West suburban Food Pantry, Mentored Pastors (on business side of the
house) at Highpoint Church, joined Micro Mentor organization, coached
several small business owners on Sales and marketing strategies and process improvements
1/08-2/02012 Just Enough Software-Phoenix
South African based software company in the Inventory Optimization/Replenishment space opening up US market.
Operations Consultant
1/05-5/08 Procuri Inc.-Atlanta, Ga
Procuri is the leader in On Demand solutions in the Enterprise Supplier Management marketplace.
Regional Vice President
• Was hired to build out the Eastern Region AND the Central region with Sales and Pre-Sales folks. Once the East was built out, the goal was to hire an RVP for the East and have me run the Central
• Recruited, hired and trained 7 new Sales people.
• Managed 11 Sales/Presales people
• Regions 122% quota attainment in 2005, 110% in 2006
9/2003-1/2005 EMT Inc, London, Ontario, Ca
Canadian based shop floor monitoring Software Company. Well funded by several Canadian Venture firms as well as Ford Motor Company.
Operations Consultant
• Protégé of mine took the VP Sales Position and I took role as consultant and Educator of the Corporation in proven Sales Methodology to help him ensure his success.
• Attained 120% of Quota in 10 months
• Closed Gallo Wines, Weyerhauser, Roy O Martin, and Visteon
• Manager Role in assisting on Ford, Honda, and Toyota
Sabbatical to Mexico/Honduras with Habitat for Humanity for 6 months
8/2000-12/2002 CULTUREWORX, Mt Prospect Il
CultureWorx is an early stage start-up concentrating in the Human Capital
Management field. Software designed for reward, recognition, incentive
and pay for employee.
Sr Vice President, Sales and Marketing
• Closed contracts with Delta, Cuna Mutual, Wells Fargo,
Convergys, CDW, Granger, and GE
• Signed Partnership agreements with Accenture and RSM Mcgladry
• Successful strategic acquisition negotiated by Carlson Company
8/1998-6/2000 DIGITAL MARKET, INC.-Sunnyvale, Ca
Start up company in the E-Commerce space. The Enterprise Software was designed to allow the procurement of “production materials” through the Internet.
Vice President of Sales
• Successfully hired, trained, and deployed the front line Sales and Pre-Sales
Team. Closed 9 New Name Accounts including 6 “Marquee” customers.
(Compaq, Lucky Goldstar, Solectron, Jabil Circuits, Kimball Electronics, and Lexmark)
• Implemented replicable Sales Process to be used as the Sales Force expanded.
• Responsible for many “processes/procedures” within the company including: legal documents, Volume Purchase Agreements, Business Partnership Documents, etc.
• Sold the Company for $110M to Agile Software
8/1987-8-1998 FOURTH SHIFT CORPORATION - Minneapolis, Minnesota
Fourth Shift is a Client Server based MRPII package. It is directed toward Discrete, Process, Repetitive and ATO manufacturers ($10mm-$150mm). Company released software in 1986, went public in 1993, and is expected to exceed $60mm in revenue in 1997.
1993-June 1998 - Vice President of Sales marketing
$ Responsible for 5 Regional Sales Managers, 34 District Sales Managers,
5 Business Partners, Fourth Shift Canada, and Fourth Shift Mexico.
$ Revenue increased: 42% in >93 ($26mm)
15% in >94 ($30mm)
24% in >95 ($37mm)
32% in >96 ($48mm)
$ Instituted a Sales Process to improve predictability for IPO. Forecast accuracy gradually improved to over 90%.
$ Responsible for Sales Training of all new hires.
1991-1992 - Central Regional Manager
$ Top revenue producing region 1991, 1992
$ Responsible for 5 District Sales Managers achieving 120% - 240% of the regional quota.
$ Three house accounts generated over $1mm in software sales.
1987-1991 - District Sales Manager
$ District Sales Manager of the Year in 1987, 1988, 1989, and 1990
$ Averaged 18 new system/year ($100k Per Transaction).
$ Responsible for all local marketing activities including a seminar series, signing up of Business Partners, and networking with local consultants.