Sean J.

MacBean
41 Farmhouse Lane . Voorhees . NJ . 08043
sm112e6bc@westpost.net c (856) 889. 6378 h (856) 784. 8653
Vice President Sales
Dynamic, results driven sales strategist with a consistent track record of achie
vement and demonstrated success of driving revenue growth while providing vision
ary sales leadership in highly competitive markets. Solid track record of securi
ng key clients, and increasing product distribution, to grow markets. Tenacious
in building new business, earning customer loyalty, and creating strong relation
ships with internal/external business partners. Exceptional sales mentor and coa
ch with innate leadership abilities to recruit, build, and retrain for top-perfo
rming sales teams. Leadership by example.
Key Strengths and Competencies:
* High Impact Sales Presentations
* Agreement or Contract Negotiations
* Region Growth Management
* Strategic Product and Marketing Positioning
* Needs Assessment & Product Evaluation
* Budget and P&L Management
* Recruiting and Staffing Initiatives
* Staff Development
* Team Leadership
* Coaching & Mentoring
PROFESSIONAL EXPERIENCE
SBS Group Mid-Atlantic, LLC. Trevose, PA . Vice President S
ales (2006 - Present)
Tasked to recruit, build and develop a sales division within the Mid-Atlantic ar
ea, and to then expand downward along the eastern seaboard. Direct sales and bus
iness development functions, including new and targeted product rollouts, key ac
count management, customer relationship development, and contract negotiations w
hile driving area revenue growth to record levels.
Selected Achievements:
Results:
* Developed annual revenue streams from $10K to $5.6 MM.
* Strategically implementing both short and long term tactical plans for ERP, C
RM, and various technology solutions.
Sales:
* Serve as member of executive team that set the company's strategic direction,
planning and policy.
* Major force in reshaping the culture within company by implementing departmen
t policies, procedures, and processes, to formally alter the culture toward a "t
eam" positive environment.
* Analyzed and evaluated the effectiveness of current sales methods, pricing st
rategies and results to recommend and implement corrective changes.
* Designed SFA to match sales process and cycles, capture prospects information
, assessment data, and qualification status prior to engagements.
* Set region and territory goals & objectives, monitored results weekly using K
PI's. Produced monthly, quarterly analysis trends reports, to identify pro-activ
e actions.
* Instituted new sales and forecasting reporting process which resulted in a 96
% accuracy rate.
 * Held weekly training & sales meetings, designed sales training materials, imp
lemented new commission plans, sales incentives.
* Defined evaluation process for ride-along's based on; prospecting, qualificat
ion, product knowledge, sales skills, presentation skills, and consistent result
s to plan.
* Implemented formal review process; weekly feedback, monthly assessments, quar
terly reviews, and annual merit review, with defined action plans for improvemen
t.
* Conducted functional and cross-functional team training and coaching which ge
nerated 15% in up-sell revenues.
* Strategic thinking and operating, making value-based decisions while maintain
ing focus on customer.
Human Resources:
* Established a job application and testing process, formal interviews & assess
ment process, aligned region job descriptions.
* Recruited, hired, trained, coached, and mentored a team of sales and marketin
g representatives, reducing annual turnover from 85% to 10%.
* Team building by operating as an excellent manager and leader through collabo
ration, teamwork, and strong management.
* Significant role in assuring talented individuals were identified and placed
in key roles and received mentored development.

Marketing:
* Direct and oversee the company's marketing function to identify and develop n
ew markets/customers for products/services.
* Process improvement in creating templates for proposals, service orders, and
auto responses for marketing efforts.
* Aligned of sales with marketing; wrote telemarketing scripts, direct email bl
asts, and strategic vertical marketing plans to develop acquisition markets, whi
le training & managing inside/outside telemarketers.
* Reversed declining existing customer retention by implementing a Customer Ser
vice Management role, which maintained a 92% retention rate and generated additi
onal 28% new revenue from existing accounts.
* Devised and launched annual Client Summit; increasing existing account revenu
e sales annually by 20%.
* Leveraged strategic alliances and developed verticals in Healthcare, Venture
Capital, and Integrator markets.
* Submitted and successfully managed sales and marketing budget of $1.5 MM with
P & L responsibilities.
* Responsible for company achieving President Club Status of $1 MM+ software so
ld in FY ` 2006, 2007, 2008, 2009 and 2010.
Centric Systems, LLC . Gibbsboro, NJ . VP Business Develop
ment / Principle (2001-2006)
From a start up; built and developed a team that drove and delivered top-produci
ng revenue as a partner organization that competed within the Mid-atlantic area
successfully.
Selected Achievements:
Results:
* Developed annual revenue streams from $0. MM to $3 MM
* Achieved managed account status by selling $1. MM+ in software while receivin
g special recognition by Microsoft.
* Exceeded sales and revenue profit targets consistently from 2001-2006
Sales:
* Developed and Implemented strategic plans, aligned sales & marketing, focused
on vertical markets and solutions, with record results of $3 MM.
 * Accountable for new channels of distribution, market identification, account
penetration, and lead sales role.
* Worked with major publishers on vertical strategic marketing initiatives and
campaigns with spectacular results!
Marketing:
* Unique branding efforts; website, direct mail, email blasts, newsletters, and
telemarketing efforts.
Human Resources:
* Created and executed business plan that encompassed building and management o
f; sales, marketing, consulting and development teams.
* Responsible for establishing sales processes, sales and consulting methodolog
ies, documentation of best practices, and execution of all functional operations
of business.
* Business was sold to SBS Group, LLC

Technology Group, LLC . Cherry Hill, NJ . Director Bus

iness Development (1999-2001)
Recruited to build, develop, and lead a professional sales and consulting team.
Responsible for all sales and marketing functions, achieving record revenue resu
lts, and unprecedented growth.
Selected Achievements:
Sales:
* Doubled revenues in first year to $3.5 MM, by executing strategic and tactica
l sales plans.
* Built - out and managed ERP & CRM sales and consulting practices.
* Achieved Presidents Club status in 8 months selling $1 MM in software, receiv
ing special sales recognition from Microsoft.
Human Resources:
* Revamped sales process, proposals, consulting documentation, and management p
rocesses.
* Cross trained sales/consulting functions for improved team continuity and ali
gnment.
* Technology Group was sold to RSM McGladrey.

ARAMARK . Philadelphia PA . NE Regional Sales Manager

(1993 - 1999)
Managed a multi-state sales region with (12) sales director, (14) territory mana
gers and (60) sales representatives, exceeding results and revenues of $190 MM.
Hired, trained, coached and mentored the #1 revenue producing sales team in divi
sion.
Selected Achievements:
Results:
* Through short and long term strategic and tactical planning, directed sales d
ivision with $190 MM in annual revenues.
* Successfully managed P&L, interpreting financial measures of performance and
define corrective actions to improve performance.
Marketing:
* Developed new channels of distribution, representing over $10 MM in company r
evenues.
* Instituted National Account Program with President, which generated over $5 M
M in first year revenues.
Sales:
* Responsible for establishing territory goals and alignment to corporate objec
tives.
* Dissected each territory and developed a tactical sales plan based upon prosp
ect criteria per territory.
* Monitored weekly/monthly sales results by implementation of a manual system t
hat was eventually automated by SFA, allowing management by KPI's.
* Established rep review process of ride- along evaluations, and review process
to include GM's input and feedback.
* Worked jointly with market centers to establish consistent expectations and e
nsure transition of mutually designed policies and procedures were upheld.
Human Resources:
* Tasked with region evaluation and reduction from 25 to 12 sales managers in t
erritories based upon a designed skill assessment of; prospecting, territory pla
nning and management, sales skill set, history of results, communication & inter
personal traits, coach ability, market center relationships, job-fit and promote
-ability.
* Responsible for regional planning & staffing, strategic recommendations, and
streamlining region for driving higher revenues.
* Conducted various sales training, designed sales materials, and developed spe
cific marketing tools to assist reps.
* Initiated both Regional and National Sales Meetings, with sales awards and r
ecognition programs.
Products and Services:
Services, Financial, Supply Chain, Human Resources and Payroll, CRM, Business In
telligence, IT; Hardware, Citrix, VOIP, VDI, BI and Managed Services.
Microsoft: GP/SL/CRM Deltek: Vision SAGE: Mas90/200/500/CRM
Salesforce.com/CRM Citrix: XenDesktop
Vertical Markets:
Financial, Construction and Engineering, Healthcare, Life Sciences, Energy, Tele
com, Education, Retail, IT, Consulting, Professional Services, Entertainment, Go
vernment, Non Profits, Distribution, and Manufacturing.
Education and Credentials:
Central Michigan University, Mt. Pleasant MI. (B.S.B.A.) Major: Marketing / Comm
unications Minor: Psychology
Professional Development:
Sales Performance Institute (SPI): Strategic Selling, National Account Managemen
t. . Miller-Heiman: Strategic Selling Acclivus Institute: Strategic Selling, Con
ceptual Selling, Negotiating Skills, Spin Selling, and Behavioral Analysis. CITR
IX: CCSP