Experience

Smart Fleet

• United States
• Business Consulting and Services
• 1 - 100 Employee

• Vice President of Sales

  • Jun 2021 - Mar 2023

  Rochester, NY



Coolfront by FieldEdge

• United States
• Information Services
• 1 - 100 Employee

• Director of Business Development • Director Business Dev/Affiliate Sales • Dir. Strategic Alliances

  • 2013 - 2020

  Rochester, New York Metropolitan Area Recruited as Director of Strategic Alliances (2013-2016) with responsibility for recruiting and managing sales representatives tasked with marketing the company’s affiliate program. In addition, served as ad hoc inside sales manager for two of the three years in the title. Promoted to Director of Business Development and Affiliate Sales (2016-2017) with incremental responsibility for sourcing and recruiting potential strategic partners representing fit for the company’s products and services… Show more Recruited as Director of Strategic Alliances (2013-2016) with responsibility for recruiting and managing sales representatives tasked with marketing the company’s affiliate program. In addition, served as ad hoc inside sales manager for two of the three years in the title. Promoted to Director of Business Development and Affiliate Sales (2016-2017) with incremental responsibility for sourcing and recruiting potential strategic partners representing fit for the company’s products and services. Transitioned to Director of Business Development (2018-2020) focused on activities essential to driving growth and potential acquisition. Position eliminated with the sale of the company and subsequent closing of the Rochester office. CRITICAL CONTRIBUTIONS: ● Negotiated integration, business and marketing agreements with Square, ServiceTitan®, Scorpion®, BluePay (now Clover, formerly First Data/fiserv) and several other industry leaders. The results: Development of relationships that ultimately led to the sale of the company to Clearent™. ● Renegotiated contracts with the five largest customers. The results: The securing of approximately $500K in annual revenue. ● Led the charge to define and specify product improvements to the company’s app. The results: Adoption of the recommendations with a completed launch of the “new” app in Q1 2020. KEY ACCOMPLISHMENT: ● Program innovation. Created an affiliate program to promote a flat rate pricing app through the HVAC distributor channel. Recruited, trained, coached and supervised a team of Affiliate Managers. The results: Sales growth in the affiliate channel from near zero to more than 40% of total product sales. Show less



Odyssey Software

• Endpoint Management/Mobility Specialist • Regional Director

  • 2000 - 2013

  Rochester, New York Metropolitan Area Originally founded as Odyssey Software...sold to Symantec in 2012 As Regional Director (2000-2012), oversaw mobile device management software sales for the Northeast U.S., Canada and Europe. Took sales for what was then a start-up company from $100K per year to more than $8M annually over twelve years—efforts that contributed substantially ensuring market value in anticipation of the company selling to a strategic partner. Upon completion of the sale, reassigned as Endpoint… Show more Originally founded as Odyssey Software...sold to Symantec in 2012 As Regional Director (2000-2012), oversaw mobile device management software sales for the Northeast U.S., Canada and Europe. Took sales for what was then a start-up company from $100K per year to more than $8M annually over twelve years—efforts that contributed substantially ensuring market value in anticipation of the company selling to a strategic partner. Upon completion of the sale, reassigned as Endpoint Management/Mobility Specialist (2012-2013) handling software sales in Northeast U.S. and Canada. Accepted buyout. CRITICAL CONTRIBUTIONS: ● Closed mobile device management software sales in multiple Fortune 500 companies. The results: Significant revenue capture in the millions from Toyota®, OfficeMax®, Merck, Intel®, Fastenal®, et al. ● Sold into 20 of the top 25 Odyssey Software enterprise customers, including the largest non-OEM customer: Air Products. The results: Significant recurring YOY revenue growth. ● Opened the European market to product sales, including signing a resale agreement with Hewlett Packard. The results: The creation of profitable new revenue streams from untapped markets. KEY ACCOMPLISHMENTS: ● Top producer. Closed numerous mobile device management sales across multiple Fortune 500 companies. The results: An increase in annual sales from $100K to over $8M. ● Enterprise account sales. Prospected, pitched, closed and account managed 20 of the top 25 Odyssey Software enterprise customers, including the largest non-OEM customer—Air Products. The results: $3M in new revenue from this one key customer. Show less



Gorbel

• United States
• Machinery Manufacturing
• 200 - 300 Employee

• Manager, Robotics Division

  • 1997 - 2000

  Fishers, NY Recruited to create a new division and launch a new product line with full-charge P&L responsibility, including hiring, supervision, sales, marketing, strategic planning and administration. Served as a member of the senior management strategic planning team. Left to accept promotional opportunity in an industry offering high-growth potential. CRITICAL CONTRIBUTIONS: ● Led and managed the team in the successful launch of robotic workstation cranes. Hired key staff, created launch plan… Show more Recruited to create a new division and launch a new product line with full-charge P&L responsibility, including hiring, supervision, sales, marketing, strategic planning and administration. Served as a member of the senior management strategic planning team. Left to accept promotional opportunity in an industry offering high-growth potential. CRITICAL CONTRIBUTIONS: ● Led and managed the team in the successful launch of robotic workstation cranes. Hired key staff, created launch plan and trained the sales force. The results: A successful product launch that resulted in more than 100 quality leads and 30 quotes worth more than $4M in pipeline value. ● Sold and negotiated a three-year contract with an OEM supplier to utilize robotic workstation cranes. The results: A $3M sale with strong potential for recurring business and/or incremental revenue. Show less



Johnson & Johnson

• United States
• Hospitals and Health Care
• 700 & Above Employee

• Various Positions in Distribution, Sales, Product Management and Support

  • 1986 - 1997

  Rochester, New York Metropolitan Area Formerly Eastman Kodak Clinical Diagnostics National Distributor Mgr. (1997) • Marketing Manager, Distributor Sales (1995-1996) • Product Mgr., Test Kits (1993-1995) • Diagnostic Zone Specialist (1991-1992) • Technical Sales Rep (1986-1990) CRITICAL CONTRIBUTIONS: ● Developed and implemented marketing and tactical plans for training, advertising and promotions with seven key national distributors. The results: $7M in annual sales in a declining market. ● Created a marketing… Show more Formerly Eastman Kodak Clinical Diagnostics National Distributor Mgr. (1997) • Marketing Manager, Distributor Sales (1995-1996) • Product Mgr., Test Kits (1993-1995) • Diagnostic Zone Specialist (1991-1992) • Technical Sales Rep (1986-1990) CRITICAL CONTRIBUTIONS: ● Developed and implemented marketing and tactical plans for training, advertising and promotions with seven key national distributors. The results: $7M in annual sales in a declining market. ● Created a marketing initiative involving the replacement of competitors’ blood analyzers. The results: Record sales of more than $2.5M in hardware plus disposables. ● Led and managed product team in the development of sales tools and promotions. The result: An increase in sales from $6M to $10M with 20% growth in market share in only two years. ● Coached, trained and led a team of eight sales reps that exceeded individual and regional goals for two consecutive years. The results: More than $20M in sales for each of two years. Show less