Philip Mahoney - Hopkinton, Massachusetts

Sales Executive

TAC

Hopkinton, Massachusetts

Services

A challenging sales opportunity with sound financial possibilities.

Oct 16, 2008

"Success is a Choice"

PHILIP M. MAHONEY
9 Lincoln St., Hopkinton, MA 01748
philip_mahoney@yahoo.com
774-219-0326


SUMMARY

Solid experience in various sales channels dealing with F500s and start-ups
alike. Consultative value-proposition; business case driven sales
methodology background. Possess considerable success marketing a host of
products and services: wholesale building products, software/hardware for
manufacturing: CAPS, CAM-CAET/CAER, DMS/DBMS; Engineering &
IT/Enterprise/Information Systems software consulting & implementation,
along with personnel resource delivery services.

New business development:
. Secured new business and revived dormant accounts in the
building/contracting market, organized alliances with EDS, CSC, IBM,
Northrop, Grant Thornton, and Deloitte to provide applications development
teams involved in the Systems Development Life Cycle (SDLC) process while
also enhancing opportunities for securing Federal Government contracts.

Start-up:
. During the first sixteen months of operation secured contracts equal to
the leading established competitor generating $1.5m in revenue.
. $Quota range: 1m to $6m; sales range: $100k to $1m+.

EXPERIENCE:

TAC WORLDWIDE
3/2007 to Present
IT and Engineering services: TAC is one of the largest organizations
providing technical professionals for the IT and Engineering communities on
a contractual or permanent basis.
Accounts Executive
This is my second association with TAC Worldwide:
. Develop new accounts while retaining existing clients. Negotiate
contracts, rates, terms, and obtain requirements regularly.
. Recruit consultants for assignments
. Negotiate contracts, rates and terms, canvas for new accounts, which
involves considerable cold calling.

ABC SUPPLY 3/2005 to
3/2007
Wholesale building products sold directly to contractors, builders, and
developers.
District Sales Representative
. Quota achiever.
. Recognized as a leading sales rep, exceeded various targets. . Exceeded
revenue target for the year within the first ten months in this position.
. Revived dormant accounts.
. Exceeded targets for opening new accounts.

CRESCENT SYSTEMS (Co. Dissolved) 1/1999 to 1/2005
IT consulting sales: Provide professional consulting services supporting or
implementations business application software packages; also provide
skilled professionals involved in all phases of the Software Development
Life Cycle, contractually.

Manager Internet Marketing 2003
to 2005
. Introduced a new Internet marketing program for IT staffing services.
. Achieved 128% of revenue target
. Mentor, train, supervise, and conduct performance evaluations of
sales/recruiters in addition to my individual sales responsibilities.
National Sale Executive 1999 to 2003
2001
. Responsible for new business development on a national level in the IT
consulting space.
. Achieved 155% of revenue target
. Strong solutions consultative sales background Also involved in
recruitment, applicant screening, and presentation of individuals to
clients, rate/salary negotiations, and RFP/Proposal generation.

GE CAPITAL CONSULTING (Division Sold)
10/1996 to 1/1999
IT consulting sales: Marketing focus was Fortune 1000's providing
Information Technology (IT) Software solutions; e-Commerce and Enterprise
Wide applications.
Sale Executive, Professional Services
. In less than twelve months successfully generated 135% of revenue target.
Structured a teaming arrangement with GE Global and provided systems
integration services to F1000's.
. Teamed with other groups within GE identifying and leading efforts for
software development projects while also identifying opportunities for
packaged application software deployment: JD Edwards and Great Plains.
Supervised Program/Project Managers, manage all consultants for
productivity, performance management, and career planning.
. Mentored Account Developers and Recruiters

TAC WORLDWIDE
1/1993 to 10/1996
Engineering services sales: TAC is one of the largest organizations
providing technical professionals for the engineering community on a
contractual basis.
Accounts Manager
. Develop new accounts while retaining existing clients. Negotiated
contracts, rates, terms, and obtained requirements regularly.
. Top 10% of sales force for this division of a $1b company. Increased
revenue by 65% to $3.2mm in twenty-four months.
. Recruited consultants for contract assignments
. Negotiated contracts, rates and terms, canvassed for new accounts, which
involved considerable cold calling.

MONOTYPE 9/1991 to
1/1993
Premier provider of CAPS software and hardware: Raster Image Processor's,
intelligent Multiplexers, high-speed laser/digital recorders/imagers and
proprietary software for large circulation daily newspapers and F500's.
Secured new sales that resulted in maintaining a high company profile
during Receivership (Chapter 11) for this UK based company.







District Sales Manager
. Responsible for new business development, prospecting, coordinating and
conducting benchmarks, trade show participation, and negotiating client
contracts, resulting in major corporate agreements.
. Closed 40% of all prospects in my region.

PRODUCTION TECHNOLOGY 8/1987 to 9/1991
Software sales (Dealers/OEM)of Computer Aided Manufacturing (CAM), Computer
Aided Electrical Test (CAET), and Computer Aided Electrical Repair (CAER)
software was sold to premier manufacturers of Printed Circuit Boards
(PCB's) for Statistical Process Control (SPC).







Manager Channel Sales
. Successful with this start-up organization marketing software to the
initial core of customers at a time when only a few lines of code existed.
. Establish a network of dealers/distributors. Signed up six dealers in a
matter of months. Each distributor had two to three sales people and one
or more applications engineers.
. Trained dealer reps and assisted with sales presentations, conducted
seminars, demonstrations and benchmarks.
. Performed ROI's
. Training of Partners sales and AE's, working with Partners Sales teams
to close deals directly where necessary.
. Negotiated all dealer agreements. Structured system pricing and profit
margins, participation in various major trade shows, third party
software/hardware acquisitions, and product literature.
. During the first sixteen months of operation secured contracts equal to
the leading established competitor generating $1.5 million in revenue.

EXCELLON PHOTONICS 6/1983 to 8/1987
Excellon manufactures Drills/Routers, Laser Plotters/Raster Image
Processors, Printers, Unix/Macs/PCs, CAM, CAET, CAER software for SPC and
multi layer PCB manufacturing..
















Regional Mnahager, Eastern Region
. Increased sales from $400k to $3.2m, with a $2m quota

. Secured a $1m contract, the largest in the company's history.

. As an industry first developed and conducted seminars throughout the
region helping to bring sales quickly on line.

. My region became the company's top producer.




. Provided competitive data and recommended system enhancements which were
incorporated into the product(s).

. Participated in trade shows, managed all contract negotiations, created
marketing strategies, conducted system demonstrations and benchmarks.






PRODUCTS MARKETED

Software, Hardware, Wholesale building products, Personnel Services








Software:
(ERP/ERM/CRM): Microsoft Service Provider, Best Software, Ultimate
Software, Computer Aided Publishing (CAP), Data Base Management Systems
(DBMS), Computer Aided Manufacturing (CAM), Computer Aided Electrical Test
(CAET), and Computer Aided Electrical Repair (CAER), JDEdwards, Great
Plains.

Hardware:
Raster Image Processors, Multiplexers, high-speed laser/digital
recorders/imagers/ plotters, scanners - flatbed/drum/35mm, Printers, PCs,
Unix Workstations.
Education: American University

Software skills: Goldmine, ACT, Resumate/Resumix, Bond, MS-Office/Outlook-
Word-Excel, web-recruiting engines, Internet marketing, JodDiva.


Sales Training: Miller Heiman