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Larry Hoover is currently living in Ontario, and is interested in Services.
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Location

Ontario

Categories of Interest

Services

Company Size

1-4

Resume

LARRY HOOVER


EXECUTIVE PROFILE

. A high energy professional with demonstrated ability to build
relationships at the senior executive level within Fortune 1000 companies
- proven client satisfaction success
. Demonstrated ability to prospect and develop new business from start-up
to maturity
. A consistent top producer within IT consultative selling environments who
derives satisfaction from exceeding personal sales targets, client
objectives and contributing to team goals


ACCOMPLISHMENTS


. Achieved 100% new revenue target in first full year, # 1on team of 29
with 100% client retention and 105% wallet retention in 2009, grew the
life sciences revenue base by 240% (Gartner)
. Top producer on a team of six hunters (Thomson)
. Stabilized an existing customer base and achieved 111% of 2003 quota in a
financially troubled market, achieved Presidents Club within a sales team
of over 450 (AT&T Canada/Allstream)
. Generated $1.2 million in revenue, achieved 120% of quota (IAG)
. Successfully secured 117 new clients, over 50% being Fortune/Forbes 2000
companies (IAG)
. Consistently the highest revenue generator every year since company
inception, within a team of nine sales professionals (IAG)
. #1 revenue generator every year within a team of six Account Managers,
110% of quota (Power Plus)
. Developed a strong client base in the U.S. with no prior experience in
selling to the US market (Power Plus)


BUSINESS EXPERIENCE


Jan/2010 - 2010 Director, Business Development
Source Evolution.

Boutique professional services firm delivering strategic and tactical
Business Intelligence & Architecture Development solutions. Left firm due
to closing of Toronto unit.

. Responsible for developing a new client base in the Toronto market by
applying solution selling methods.


2007-2009 Senior Account Executive
Gartner Inc.

The largest provider of portal-based research and advisory services to the
IT community.

. Responsible for growing an existing account base and sourcing new clients
within the life sciences and manufacturing verticals including GSK,
Baxter, Amgen, Husky Injection Molding, Torstar.
. Target C level IT leaders within $1 billion+ organizations, applied
consultative selling techniques.
LARRY HOOVER Page 2




2004-2007 Business Development Exec, Online Competitive
Intelligence
Thomson Business Intelligence - a
Thomson Company

International providers of web-based media intelligence including Streaming
News, Market & Broker Research for Corporate Intranets and Portals.
Targeting PR, IR and Corporate Communications professionals. Left firm due
to the sale of the business unit.


. Responsible for sourcing new clients across Canada including Pfizer,
Sherritt Int\'l, Desjardins Financial, CBC, Alcan, Schering Plough, Canada
Post and Labatt.
. As requested by management, initiated and led a weekly team cold calling
forum with other sales colleagues to refine prospecting skills.


2001-2004 Account Manager, Connectivity & Security
Solutions
AT&T Canada/Allstream

The largest competitive communications service provider in Canada.

. Responsible for supporting a customer base and identifying new customers
requiring Data, Internet and Network Security solutions (includes
Hardware, Software and IT Services)
. Recognized for superior client management skills, promoted after 6 months
to Account Manager, Middle Markets, applied consultative selling
techniques to exceed sales quota objectives.


2000-2001 Strategic Account Executive, e-Business
Solutions
PSINet Canada

A Tier 1 Internet Super Carrier providing Connectivity and Hosting
services. Left firm due to severe downsizing and eventual bankruptcy
filing.

. Member of a newly formed senior group responsible for leading the sales
organization towards a consultative selling model. Created and
implemented a sales cycle process targeting C-level decision-makers
within Fortune companies. Primary focus was selling Internet Data Centre
Hosting services.


1997-2000 Senior Account Executive/Team Leader
Information Architecture Group (IAG)


Approached by the Partners of a venture capital backed start-up to head up
their sales efforts. IAG develops a variety of software engineering best
practices methodologies and delivers the solutions in the form of training
and consulting services. New client development in the United States and
Canada including Walt Disney World, Travelers Life & Annuity, MCI WorldCom,
Bank of America, Xerox, Seagram and over 100 others. Left firm due to the
relocation of sales team to the U.S.

. My primary role was to identify new business opportunities by targeting
senior IT decision makers (CIO level), cultivate and nurture key accounts
by building long term relationships and securing repeat business.
. Developed the sales cycle process methodology, created supporting sales
and marketing materials, set all goals and tracked call activities for
sales campaigns.



LARRY HOOVER Page 3



. Hired, trained, motivated and lead the new business development team of
five.
. Prepared and approved RFP\'s, Statements of Work and client proposals.


1997. Senior Account Manager/Team Leader
Power Plus Systems Corp.

Start-up firm that developed a unique methodology to business requirements
analysis and delivered these solutions as training and consulting services
across Canada and the United States including Scotia Bank, Kellogg, NCR,
N.A. Life, Bell Cellular, Sprint Canada, Nations Bank, Perot Systems and
Case Corp.


. Initiated and developed a client base in the U.S. marketplace where none
previously existed.
. Secured new clients utilizing a call cycle methodology I developed and
implemented that included scripts, extensive cold calling and a strong
consultative selling approach.
. Role evolved to include hiring, training, motivating and coaching a sales
team of six.


1994. IT Placement Consultant/Supervisor
National Executive


Start-up technology placement firm specializing in the recruitment of
software engineering and IT professionals.
100% commission based, #1 revenue producer 8 out of 9 years

EDUCATION & PROFESSIONAL DEVELOPMENT

Business Diploma: Marketing major, School of Business, Ryerson University,
1985

Numerous professional training and Consultative selling workshops
(Conceptual Solution Sales by Miller-Heiman, fully certified in the PSE
Conceptual Selling methodology from Infomentis, VASS methodology, Value
Selling conceptual sales methodology)
Proficient in MS Office, Excel, Word, PowerPoint and various web
conferencing tools.
Proficient with CRM tools such as ACT, Siebel and Salesforce.com.

Quick Profile Summary

Larry Hoover
Name: Larry Hoover
Link: http://www.salespider.com/p-8655141/larry-hoover
Location: Ontario,Canada

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