Harold Edwards - Missouri

Sales Operations Manager

Missouri

Biotechnology, Computer Hardware, Marketing, Med. DevicesPharma

1000+

H a r o l d B. E d w a r d s

9839 Flora Circle
hbjmde@kc.rr.com
Phone: 816.942.5058
Kansas City, MO 64131
Cell: 816.726.2587
SUMMARY of QUALIFICATIONS

Sales & Marketing Management professional with award-winning track record
of driving organizations to peak financial performance. Leads successful
strategy, business development, direct sales, channel
building/communications, relational marketing, branding, project
initiatives, business startups and turnarounds. Recognized for achieving
results leveraging innovative leadership, strategic approach, and sales
management techniques. Competencies include:

. Strategic Market Planning
. Training / Mentoring
. High-Impact Presentations
. Solution Selling Strategies
. Multimillion Dollar Negotiations
. Key Client Retention


. Team Development
. Client Relationship Management
. Territory Project Management

PROFESSIONAL EXPERIENCE

PRESCRIPTION SOLUTIONS/UNITED HEALTH CARE - Overland Park, KS
11/08- Present
$81 million Health Care Company
Sales Operations Manager
Responsible for sales operations, vision, values, and strategy for 60 sales
representatives, 3 supervisors, and business partners.
. Defined and monitored supervisors\' operational requirements to ensure
effective coaching and performance management practices are applied.
. Increased operating efficiencies by over 50% through partnership with
internal business units to achieve optimum performance levels.
. Developed sales culture founded on consultative and solution based
sales approach.
. Increased gross margins by 60%.
. Lead sales organization in which each representative generated over
$1.3 million per year.

SCHERING-PLOUGH - Kenilworth, NJ
6/06 - 11/08
$12.7 billion Pharmaceutical and Research Company
Sales Representative
Responsible for sales and marketing of Avelox, Nasonex, Clarinex, and
Proventil HFA to primary care providers, internal medicine physicians, and
pulmonary specialists.

. Received numerous \"Sales Spotlight on Performance\" awards for various
leadership behaviors.
. Recognized in August 2008 for Excellence in Product Presentation.
. Received Monthly Milestones Award for 18 months consecutively for
Sales Excellence.
. Leveraged knowledge of medical terminology, anatomy and physiology,
systems and disease processes, as well as managed care, the formulary
system, and cost issues facing practitioners.
. Increased account base by 25% through assertive salesmanship and
consistent follow-up.
. Completed 2007 by finishing in the top 25% of the country and
achieving 128% total portfolio attainment.
. Developed and presented materials to peers and management groups and
was recognized consistently for outstanding achievement in
communication of clinical and technically related resources.


IKON - Lenexa, KS
12/05 -5/06
$4.4 billion Document Management Company
Account Manager

Marketed various hardware, software, and document management solutions to
medical and legal organizations.
Developed new business through relationship management and networking.
Developed document management strategies. Led client presentations,
demonstrations, training and assessments.



GATEWAY - Kansas City, MO
9/00 - 12/05
$4 billion Technology Company
Team Leader / Senior Account Executive
(9/02 - 12/05)

Built sales organization from ground zero, conceptualizing and realizing
strategic plan that generated $1 million in hardware and services revenue
within one year. Sustained strong revenue gains, despite a furiously
competitive market. Led team to develop and retain accounts in $24 million
territory.

. Increased sales revenue in territory by over 70% through strategic
account development.
. Top Sales Representative for territory in Q1 2004 with $4.4 million in
technology sales.
. Secured $60 million, 4-yr. contract with three 2-year renewals with
University of Texas at San Antonio.
. Negotiated $5 million project that ensured leading edge data security
and technical infrastructure.
. Pivotal in securing 3-yr. contract with City of Plano, resulting in
increase of $2 million annual revenue.
. Awarded $1.3 million project through the Oklahoma Department of
Revenue at 35 % margins.
. Directed sales team to work with IT Directors for Higher Education and
K-12 educational institutions to develop technology solutions.
. Responsible for onsite client visits, presentations, and deployments.
Solutions Consultant
(10/01 -
9/02)

Developed \"Beyond the Box\" technology service solutions for strategic
account base that included IT Directors, Teachers, Professors, and College
Presidents.

. Key member of startup group; assisted in overall development and focus
of team.
. Led CRM tool implementation project which resulted in increasing
accuracy and efficiency by 15%.
. Chosen as a Siebel 7 \"Super User\" and received high ratings in
training and facilitating usage of the software application.
. Increased consideration for services, storage, and peripherals by 50%
through coaching, training and mentoring sales representatives.
. Cultivated loyal customer base and increased training sales by 25%.
. Added $1 million revenue through partnering with providers to offer
premium services at lower cost.
. Awarded \"Extra Mile Award\" by Gateway peers and management for
excellence in training facilitation.
Sales Team Manager / Sales Representative
(9/00 - 10/01)

Directed sales team of 8 people to 100% or better attainment for
consecutive quarters.

. Met 200% of sales objective; delivered $2 million revenue by capturing
new business and expanding existing accounts.
. Grew sales by over 70% to 3 million in one year; effectively managed
several top - producing accounts.
. Developed and implemented sales acquisition strategy to target
specific educational accounts.
. Doubled number of projects bid on and won by taking calculated risks
to enlarge market share.
. Consistently achieved 100% or better on revenue and margin targets.
. Recognized for territory contribution to growing acquisition accounts.
. Increased existing account revenue 2X.


BANANA REPUBLIC - Leawood, KS
11/98 - 9/00
$16 billion dollar Retailer
Associate Manager

Managed team of 20+ individuals to provide high level of customer service
while maintaining strict floor plan guidelines. Responsible for all aspects
of employee experience including interviewing, hiring, establishing goals,
work flow assignment and monitoring, coaching, rewards and recognition,
performance evaluations, employee development, motivation, performance
improvement, and corrective action.

. Increased clientele base by 15%
. Reduced store losses by 5% to 1% in 1 year.

EDUCATION

B.A., Psychology - Westminster College, Fulton, MO