ARTHUR WINN

13220 Tule Lake Avenue South

Tacoma, WA.  98444

(253) 310-5919 / awinn@msn.com

 

 

STRATEGIC SALES/SALES MANAGEMENT

 

Strategic & Market Planning… Sales & Marketing… Cross Functional Team Development… Sales Training and Sales Management Expertise… Leadership Style… Budget & Inventory Accountability…  Senior Level Experience…  

 

Highly capable, results-oriented executive with a proven record of success managing all aspects of business development.  A natural leader, skilled at planning and applying innovative strategies to guide teams resulting in increased market share and implementing business initiatives that enhance operational and bottom-line performance.  Excellent communicator, skillful negotiator and effective liaison, adept at analyzing and conveying complex information and developing alliances with staff, customers and suppliers at all levels.  Additional expertise in project management, operations and distribution, product development, market research, customer training and education.

 

 

OBJECTIVE

 

To work with a company in a high-growth or forward competitive direction which will benefit from a strong, hands-on, motivated sales leader applying creative strategies to gain market share and profitability.

 

 

CAREER HISTORY

 

 

sales Consultant, IT solutions                                                                                                                     Winning Strategies

2006 - Current                                                                                                                                                                               Tacoma, WA

 

Providing IT solution services to facilitate sales force readiness to small & mid-size organizations utilizing Windows™ environments.  Including market campaign development and implementation, Sales Force Automation and Customer Relations Management.

 

As a consultant in the technology sector I provide sales and sales management strategies to clients.  Services included determination of staffing needs, creation of hiring tools for successful team building (job description and recruitment techniques).  Identify key demand markets; develop sales processes and created marketing collateral. Collateral materials included brochures, websites, client and tradeshow presentations. Trained sales staff on effective presentation techniques for delivery including use of web conferencing tools (LiveMeeting/WebEx). Selection of appropriate SFA & CRM platforms.  Clients include, Advanced ToolWare, Dexter & Chaney, Zones, Inc., Apex Learning (fourth association with Paul Allen/Vulcan).

 

§  Wrote and implemented business and marketing plans

§  Produced high performing teams of 3-12 using an inside/outside sales team structure

§  Created a business model that emphasized value add, ROI of new technologies

§  Dramatically increased revenue streams year over year

§  Achievement of high close rates and maximum efficiency in sales and reporting

§  Taught Miller Heiman consultative approach to the complex sale

§  Increased customer satisfaction by 20%, increased repeat business by 60%

 

SENIOR MANAGER OF BUSINESS DEVELOPMENT                                                                     Vulcan Ventures dba Digeo, Inc.

2004-2005                                                                                                                                                                                     Kirkland, WA

 

On a full time employee basis, I was hired to develop market for Home Media Center products targeted at top tier to mid-size Multiple System Operators (Cable TV/I-net, VoIP providers).  Product was designed to enrich and differentiate service offerings, segment and expand incremental revenue streams from cable/broadband subscribers.  (Represents third association with Paul Allen/Vulcan Ventures Companies).

§  Research and analyze the competitive market and recommend strategic direction to executive officers

§  Stimulate market demand & increase sales of next generation “set top box media centers”

§  Increased adoption rates for first & second tier operators (Comcast, Time Warner, Cox, Charter, Adelphia Communications)

§  Built or supported 70% of Diego’s strategic partnerships

§  Designed a post launch customer support plan for monitoring and continuous improvement

§  Trained sales staff

 

RICH MEDIA DEVELOPMENT CONSULTANT                                                                                                      Winning Strategies

2003-2004                                                                                                                                                                                       Tacoma, WA

 

Provided IT consulting services to a training development company working with precinct/caucus level staffers in California.   Project managed development of online and instructor led teaching materials.

 

§  Leveraged rich media development technologies to establish best practices and workflow to ensure that voters were not disenfranchised during election process

§  Products included eLearning content that became the training standard in many markets

§  Used ADDIE methodology (analyze/design/develop/implement/evaluate) to assure efficacy of materials

                                                                                                                                                                                                                               

NATIONAL SALES MANAGER DIRECT DIVISION                                                                                                  Click2Learn.com

2001-2003                                                                                                                                                                                      Bellevue, WA

NATIONAL SALES MANAGER EDUCATION DIVISION

1999-2001

 

Company was the result of a successful IPO evolution from Asymetrix below.  Its business model was solution based sales of human capital management and network technologies designed to enhance organizational performance reducing costs associated with training delivery/skill acquisition.  The company delivered boxed and customized enterprise training and distribution tools in stand alone or hosted environments.

 

§  Managed a cross functional team of sales engineers, technical support specialists, graphic artists, inside & outside sales executives.

§  Managed VAR relationships; South America & Asia Pacific

§  Project leadership roles included the implementation of custom Sales Force Automation (SFA) and Customer Relationship Management (CRM) tools.

§  Developed and taught PowerPoint sales presentations and sales training programs delivered live and via internet video conferencing for the direct sales department, resellers, business partners and prospects.

§  Rainmaker/Presidents Club recognition for sales achievement.

 

SENIOR ACCOUNT MANAGER (INSIDE & OUTSIDE)                                                             Paul Allen Group dba Asymetrix, Inc..

1997-1999                                                                                                                                                                                       Bellevue, WA.

 

The company provided authoring tools for the development of rich media computer based training. It was the first in the industry to deliver training and assessments, with reporting, securely over the internet.

 

§  Established ToolBook© brand as a dominant authoring tool for eLearning content development.

§  Delivered sales objectives and data to position the company for its successful initial public offering.

§  Staffed and trained an aggressive sales team, developed and implemented strategies. 

§  Led company to penetrate Asia Pacific markets.

§  Moved and promoted to management with the publicly owned Click2Learn.com shown above.

§  Rainmaker/Presidents Club for Sales Achievement.

 

ASSOCIATE MANAGER SALES (INSIDE)                                                                                                              Levitz Furniture, Inc.

1988-1997                                                                                                                                                                                      Tacoma, WA.

 

Provided management & sales services as a quota bearing inside sales manager for this industry leading home furnishings provider. 

EDUCATION

 

1976- 1981- Major- Business Administration; Minor- Psychology, University of Washington, Seattle, Washington

 

Seminars:  Management Principles, Technical Writing, Time Management, Sales, Electronic Performance Support Systems.

 

PROFESSIONAL AFFILIATIONS

 

National Association of Sales Professionals (NASP); American Marketing Association; American Society of Training Developers (ASTD)