Scott May - Sales Executive Resume

1. W. J. SCOTT MAY
1507 Cranberry Lane • Findlay, Ohio 45840
419-957-5176 • scottmay@woh.rr.com • LinkeIn Profile http://www.linkedin.com/in/wjscottmay
SALES: Director, VP, Regional, District or Field Manager
Solution-driven executive revolutionizing the revenue, profitability, and market expansion of startup and established
companies with international client bases using 20+ years of sales, account management, marketing, and customer
service expertise. Intuitive relationship-builder successfully cultivating complex C-Level alliances as well as lucrative
partnerships and franchises to complete high-end closings with diverse audiences. Trailblazer effectively originating,
launching, and managing comprehensive sales and marketing departments and processes, completing research,
multi-level strategic planning, and staff recruitment.
• Exceptional motivator continually spurring the professional development of talented internal teams to elevate
profits and market share to outpace competitors.
Sales and Marketing Management • Solution Selling • Direct and Regional Sales • Executive Account Management
Strategic Planning • New Franchise Development • New Client Acquisition • Forecasting • Closings
Sales Process Development • Staff Management • Executive Account Management • Organizational Management
Strategy Development & Execution • Territory Development Management • Training & Development
PROFESSIONAL EXPERIENCE
SIX DISCIPLINES, LLC, Findlay, Ohio • 2004-Present
Business consulting/coaching franchise assisting small/mid-sized companies with strategy development & execution.
Director of Sales Operations
Propel new franchise development as part of comprehensive sales and marketing management functions while dually
securing new clients for existing enterprises as a pioneering employee of the entrepreneurial startup. Orchestrate
direct sales and account management, including the authoring of business plans, franchise agreements, marketing
strategies and collateral development. Participate in strategic planning, forecasting, reporting, sales process
development, program development, and lead generation programs into powerful initiatives yielding multi-million
dollar sales. Advance the company towards its goal of launching 6 franchises nationwide within first year of
franchising. Supervise 2 Account Executives in charge of existing franchisees. Recruit, train, and oversee Regional
Account Executives and Inside Account Managers.
Operational/Financial Achievements:
• Initiated and grew sales and marketing functions, including contributing to the creation of the first Franchise
Agreement and defining the franchise and client sales processes.
• Secured the company’s first 5 clients after originating its first prototype Franchise Leadership Center.
• Captured franchise fee contracts of $1.2M within the first year of launch by negotiating the company’s first 6
franchises.
• Promoted company brand among franchises, chambers of commerce, coaching associations, trade shows, and
other networking opportunities. Presented at seminars, trade shows, webinars and individual prospect meetings.
• Modified the franchise program to meet shifting market demands, producing a more flexible offering with a
different target market resulting in closing 2 new franchises within the first quarter after the updated 2009 launch.
MAXQ TECHNOLOGIES, INC., Southfield, Michigan • 2000-2004
Producer of high end ERP, advanced distribution, manufacturing, and business intelligence management software.
Director of Regional Sales
Initiated and executed direct marketing and sales functions for a start-up company specializing in Microsoft Business
Solutions and MaxQ Technology Software for a 3-state region comprised of Michigan, Ohio, and Indiana. Penetrated
the Midwest market, staunchly competing against well-established companies. Originated annual sales and strategic
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2. marketing plans. Pioneered new sales and marketing processes. Directed hiring, staff development, daily sales
operations, direct sales and marketing, human resource issues, and business planning.
W. J. SCOTT MAY • Page 2 • scottmay@woh.rr.com
Director of Regional Sales Cont.
• Skyrocketed annual sales and consulting revenue from $250K to $1.2M within 3 years.
• Fueled $600K in software sales, earning entry into the Microsoft Presidents Club.
• Distinguished company as a nimbler, more responsive entity able to quickly and efficiently complete projects,
strengthening company’s reputation as experts in ERP, Advanced Distribution, Manufacturing, and Business
Intelligence market space.
MICROSOFT BUSINESS SOLUTIONS aka Solomon Software, Findlay, Ohio • 1989-2000
ERP software developer managing a channel of ~800 Value-Added Resellers nationwide.
Inside Sales Manager/Senior Recruitment Manager/Regional Sales Manager
Progressed from initial hire as a Client Services Sales Representative, ultimately earning a senior management
position managing 8 territories staffed by 12 Inside Account Managers for a company selling products in 60 countries.
Sold new channel license agreements, continually securing new partners nationwide and deftly managing fast-paced
growth. Met quarterly national sales goals, skillfully recruiting, training, motivating, mentoring, and monitoring
workforces in the procurement and cultivation of key accounts. Crafted sales policies and procedures. Directed daily
sales and marketing functions. Performed critical market research and analysis to facilitate company-wide business
planning and reporting.
Operational/Financial Achievements:
• Jumpstarted a highly competitive conversion program to acquire leading Value-Added Resellers from competitors
while cementing the company’s market presence in a tight market.
• Escalated sales by an average 34% per year by managing inside sales team working directly with partners.
• Skyrocketed sales revenues by 112% as the Regional Sales Manager for 3 separate regions.
• Pioneered the Channel Recruitment Department, fueling the acquisition of 133+ new partners.
• Raised sales by $1.5M by engineering and managing newly created reseller recruitment program.
EDUCATION
Graduate Coursework
University of Findlay, Findlay, Ohio
Bachelor of Science in Marketing
University of Findlay, Findlay, Ohio
PROFESSIONAL DEVELOPMENT
Six Disciplines Certified Business Coach Training • Sandler Sales Certified - Presidents Club Training
Microsoft Solution Selling Training and Certified • ACE Sales Training • Business Owners Boot Camp Training
Management & Leadership Training • 7 Habits of Highly Effective People Training • Franchise Sales Training
AFFILIATIONS
Institute of Management Consultants (IMC) • International Coach Federation (ICF)
International Franchise Association (IFA) • Sales Management Association (SMA)
TECHNICAL SKILLS
Six Disciplines Business Management Systems
Microsoft Dynamics SL Series Software – Financial, Service, Distribution, Projects, CRM
MaxQ Technologies Advanced Distribution & Manufacturing, EDI, Business Intelligence
Siebel Systems CRM • SalesLogic CRM • ACT CRM • Salesforce.com CRM • Microsoft
Excel/Word/Outlook/PowerPoint/Publisher/MapPoint
AWARDS
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3. Microsoft Presidents Club Sales Award • 5-Year Service Award
Selectee, Leadership Development & Management Training
Top Revenue Generating Regional Sales Manager West Coast Region
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