DAVID RUSSO

175 McKendimen Road • Medford Lakes, New Jersey 08055

609-320-8981 (mobile) • 609-654-1563 (home) • drusso78@verizon.net

SALES MANAGER • SALES EXECUTIVE

Award-winning sales executive proven at leading teams of up to 22 representatives to significantly increase sales. Adept at assessing current sales strategies to determine areas of un-tapped opportunity and executing high-impact plans. Demonstrated track record of sales successes, both in management and at account executive level. History includes earning top sales rankings, as well as coaching teams to realize double-sales growth versus industry averages. Areas of expertise:

Sales Management • Strategic Planning • Team Building • Team Leadership • Pricing

Product Portfolio Enhancement • Major Accounts • Solutions Selling • Consultative Selling

Performance Management • Growth Management • Account Expansion • C-Level Sales

Negotiations • Closing • Prospecting • High-Impact Presentations • Networking

PROFESSIONAL EXPERIENCE

DYDACOMP, Totowa, New Jersey • Feb. 2010-Present

Leading provider of inventory management and ecommerce software for multi-channel businesses.

VP of Sales

Provided strategic sales plan and re-organization of existing sales department to move company to the next phase of growth and expansion. Collaborated with President to impliment process and strategy for long term success and revenue growth.

Key Contributions:

• Evaluated, Optimized, and Implemented sales process which is scalable and repeatable allowing for next steps in department growth and resulting in higher revenue.
• Re-organized sales responsibilities utilizing best practices to produce total account management and regular contact with client base resulting in higher average dollars per sale and increase client satisfaction.
• Implemented sales campaign for new product launch which resulted in sales revenue exceeding monthly revenue budget.
• Business Development with onsite presentations to major account opportunities adding $50,000 in monthly revenue.

Paperless Solutions Inc., Bensalem, Pennsylvania • Sept. 2009-Feb. 2010

Business to Business Digital Document Solutions and Software.

VP of Sales

Created and Designed strategic sales plan which included organization of sales department to provide future growth and expansion of business. Collaborated with owner to impliment plan and develop best practice for sales and marketing strategy to grow revenue.

Key Contributions:

• Documented structure, strategy, and schedule for sales and marketing departments to be implemented for business growth with one and three year goals.  
• Performed business development, secured systems, documented process to scale for future hires and expansion of sales team.

DAVID RUSSO • Page 2 • drusso78@verizon.net

ADVERTISING SPECIALTY INSTITUTE (ASI), Trevose, Pennsylvania • 2002-April, 2009

Leading media and marketing services provider serving the advertising specialty industry.

Executive Director of Distributor Sales (2004-April, 2009)

Provide strategic sales planning and leadership over 22-person team to drive increased annual sales growth and more-than-double average industry growth numbers. Collaborate with the Senior VP of Sales to develop and execute 1-year and 3-year action plans. Position sales organization for significant territory penetration by spearheading re-organization of sales team, resulting in improvements to major accounts management, as well as introducing integrated product teams and geographical alignment to better serve accounts. Implement trade show strategies. Perform market analysis, reacting strategically to findings. Ensure company’s achievement of future goals by cultivating tomorrow’s leaders through training and performance management. Managed tripled-growth of sales department.

Key Contributions:

• Delivered 9% annual growth for past 3 years--compared to industry average of 4%--delivering $40M in revenues; balanced market competitiveness with target growth rates by migrating products and price points.
• Added $750K in additional revenues in 2008 by supporting new product offering.
• Realized significant improvements in customer satisfaction and client retention after initiating customer-centric changes to sales infrastructure.
• Achieved a higher average sale per new customer by championing a solution selling model heralding a comprehensive service offering.

Supervisor of Distributor Sales (2002-2004)

Ramped up sales force to meet company objectives; built and managed a sales force representing a 50% increase and provided vision and direction to move sales team into a consultative sales model. Architected and implemented best practices for major account acquisitions. Spearheaded new strategic sales and product plans. Negotiated and closed major accounts.

Key Contributions:

• Enhanced product offering by transitioning from a CD and print format to an online service.
• Streamlined orientation and training process by architecting and directing a new sales plan and work flow.
• Closed 1^st major franchise account in company history.

KENEXA, New Jersey-Delaware-Pennsylvania Territory • 2001-2002

Business-to-business software developer and service provider; start-up with Oracle relationship.

Account Executive Sales

Closed software project development contracts by prospecting, cultivating, presenting and closing Chief Technology Officers and Vice President’s at mid and large sized businesses. Built value-based business cases. Created and orchestrated high-impact presentations.

Key Contributions:

• Added $1M in new revenues despite challenging industry conditions, beating out larger competitors through exemplary client relations, consultative selling and hard work.

DAVID RUSSO • Page 3 • drusso78@verizon.net

BLUESTONE CONSULTING, Mount Laurel, New Jersey • 2000-2001

Internet start-up specializing in business-to-business ecommerce solutions.

Account Executive Sales

Sold proprietary software and project development for enterprise ecommerce websites, closing sales and increasing reputation of brand by prospecting, collaborating and closing Chief Technology Officers at mid to large sized businesses. Served as liaison between clients and operations to facilitate smooth project transitions. Scheduled meetings and preformed executive-level presentations.

Key Contributions:

• Built book of business from start-up level to $2.5M in revenues.
• Positioned company to penetrate new markets by championing expanded range of software and services offerings for web development and testing.

ADDITIONAL POSITIONS

ADVERTISING SPECIALTY INSTITUTE · 1996-2000

Account Executive Sales: Achieved top sales in company by acquiring new business services accounts and expanding existing account base, achieving more than $1.5M in revenues.

BELL ATLANTIC/NATIONAL TELEPHONE DIRECTORY · 1994-1996

Account Executive Sales: Earned top sales rank by closing $2.5M in annual sales.

EDUCATION

Bachelor of Arts in Behavioral Science

Widener University, Chester, Pennsylvania

AWARDS

Company Manager of the Year 2006, Advertising Specialty Institute

Top Sales Executive (Four Years), Advertising Specialty Institute

Top Sales Executive, 1994, Bell Atlantic / National Telephone Directory