Mark
Drucker
5540
Singing Hills Drive, Las Vegas, NV 89130 702-396-9696
druckermha[at]aol.com
Black Belt in Sales
Force Optimization
Sales
Force Optimization
When
reading resumes, you see the same Blah Blah Blah on most other
resumes except this resume shows someone who is a specialist
for one function: Delivering results by specific sequential means.
This is the singular reason why you must have me on your team: To
deliver replicable designs for managed revenue and greater profits.
The
unparalleled focus of my professionalism is Sales
Force
Optimization
(SFO). SFO incorporates many disciplines, assets at hand, and
current methodologies to generate the most effective, efficient, and
ethical design for bottom-line results; yielding total Sales
Force
Optimization.
In a start-up or more mature environment, SFO is greater efficiency
and more significant results.
SFO
is a multifaceted approach beginning with recruiting the strongest
talent; then fully arming them with great depth in sales skills and
product/service knowledge. Dovetailing this with a highly delineated
set of Quadra-Goals for the many facets of success; reviewed at
least weekly by the salesperson and at least monthly by the direct
supervisor; more often if remediation is required.
The
two professions most aligned in having predefined highly specific
metrics applied to ascertain quantitative success are sports
professionals and sales people. Only nebulous and ambivalent
yardsticks are utilized in determining the best accountant,
physician, or attorney. A great salesperson knows every week or
month where they stand versus a highly specific set of goals. Moving
all the salespeople expeditiously to where the company needs them to
be mandates the implementation of SFO; my singular specialty; focused
as if it was the pointed end of a laser beam with the concentration
on SFO.
With
this must get it right hire for this key position, contributing
to new business development and increased account penetration; this
Black Belt in SFO, creating successful results, functionally
innovative, will afford you the Sales
Force
Optimization
you
have long struggled to obtain.
When
you call, we can discuss how your sales needs, your profit
expectations, and my SFO strategies will deliver the results you must
have. Thank you.
Mark
Drucker
Black
Belt in Sales Force Optimization
702-396-9696
PS.
Lee Iacocca said, If you find a better car buy it. I say,
If you find someone who can better deliver total Sales
Force
Optimization,
hire em.
Mark
Drucker
5540
Singing Hills Drive, Las Vegas, NV 89130 702-396-9696
druckermha[at]aol.com
Sales
and Marketing
Executive
Executive
Profile
Dynamic,
uniquely qualified executive with an exemplary record of leading
sales and marketing for divisions of medium size and large
corporations. Recognized for taking a business from concept to a
major contributor of the bottom line, with multi-million dollar
revenue gains. Accomplished at building sales teams who surpass
their sales goals and facilitating groups through complex
problem-solving to action and improvement. Change and transition
master, with a visionary, think-outside-the-box mentality and one who
expects and accepts only success. Academic credentials include an
MBA, along with a Black Belt certification in sales.
Notable
contributions
Core
Leadership
Competencies
Black
Belt in Sales P&L Managing Multi-Million Dollar Budgets
Developing Monthly and Quarterly Reports and Goals New Product
Launches Solution and Consultative Selling Developing C
Suite Customer Relationships Establishing Departmental Best
Practices Developing Innovative Employee Incentive Programs
Creating a Corporate Sales Culture Board Level Presentations
Formulating Customized Sales and Marketing Plans Training Team
Members to Deliver Winning Client Presentations Fostering
Strategic Alliances Integrating CRM into Corporate Culture
Partner with Senior Management Public Speaking Project
Management Developing a Loyal Customer Base Staff Training
and Development Strategic Planning
PROFESSIONAL
EXPERIENCE
INTERTECH, Las
Vegas, NV: A computer
integration company with annual revenue of $102M.
Director
of Sales and Marketing Western Division, 2004 Present
Charged
with starting a non-technical, stand alone division from the ground
up, specializing in professional services. The division provides
assistance to small and medium size companies experiencing major
issues with their sales organizations. Manage division P&L and
develop policies and procedures. Lead a staff of three direct and 15
indirect reports. Hire and train representatives on consultative
selling approaches to
C-level executives.
Accompany sales professionals on-site at closings. Major challenge
included filling pipeline
with prospects.
Led
new division with zero sales to generate $18 million annually.
Developed
high impact sales and marketing strategies that grew annual business
by up to 20% annually.
Recruited,
trained, and mentored a sales staff that consistently surpassed
their annual sales targets by 15%.
Placed
in the top 5% in sales nationwide each of the last eight years.
Produced
the greatest increase in year-over-year division sales,
company-wide, in 2005, 07, 09, and 2010.
Developed
a 94% retention rate of staff through exemplary training and
attracting the best talent.
Ranked
#1 of 24 profit centers in sales results for the last 3 years.
SYSCO FOOD SERVICE,
Las Vegas, NV; A food
distribution company. .
Vice
President (Branch) Sales, 1994
2004
Team
responsibility specifically for growing customer base; selling to
restaurants in the Las Vegas valley; including leading, recruiting,
training and evaluating sales team. Challenged with capturing market
share of a highly demanding customer base.
Built
sales force of competitive and driven professionals who were a
highly profitable unit.
Cultivate
culture of goal and profit focused sales force.
Exceeded
annual sales revenue targets in each of last 5 years by at least
12.7%
Grew
customer base by 27% - far exceeding projections.
SMITH BARNEY,
Naples, FL; Industry leader in the retail financial market.
Vice
President, Financial Consultant,
1990 1994
Served
as producing broker and mentored new brokers.
Placed
in the top 10% of Division for sales revenue.
Earned
appointment to the Board of Smith Barney.
Branch
leader for Production, New Accounts, & Assets Under Management.
Education
and Training
MBA,
University of Illinois
Bachelor
in Education, Illinois State University
TRAINING/DEVELOPMENT:
Attended over 50 seminars in the last 10 years, including: Zig
Ziglar, Tony Robbins, Leon Gross, Stephan Schiffman, Jeffrey Gitomer,
and Anthony Alessandra
publications
Currently
completing a book for publication entitled:
Sales
for the Non-Dummy The Art & Science of Sales
Community
Involvement
United
Way of Southern Nevada Leadership Committee
Big
Brothers/Big Sisters Top 10% of Supporters
100%
Volunteer Fire Department Lieutenant
Search
& Rescue Dive Team Received three Citations for Bravery
Additional
Information
Traveled
extensively 49 States & 56 Countries
Myers-Briggs
Personality Type Indicator
for
Mark
Drucker
Myers-Briggs Personality
Type Indicator places Mark Drucker in a rare group (less then 0.5% of
the overall population) classed as Lifes Natural Leaders
and exhibits these traits:
In the business world,
these people are as: Most Commanding and show characteristics
such as these:
Frank
Decisive
Assume
leadership readily
Quickly see
illogical and ineffective procedures and policies
Develop and
implement comprehensive systems to solve organizational problems
Enjoy long-term
planning and goal setting
Usually well
informed
Well read
Enjoy expanding
their knowledge and passing it on to others
Forceful in
presenting their ideas.
The specific group where
Drucker fits is termed ENTJ and this means:
Extraversion
(where one focuses): focusing on the outer world of
people and things (vs. the inner world of ideas and impressions).
Untuition
(way things are looked at): focusing on the future with a view
toward patterns & possibilities (vs. focusing on the present).
Thinking (the
way things are decided): base decisions primarily on logic
and objective analysis of cause & effect (vs. subjective
evaluation of person-centered concerns).
Judging (how
the world is dealt with): like to plan and organized approach
to life and prefer to have things settled (vs. spontaneous
approach).
At their best:
People with ENTJ
preferences are natural leaders and organization builders. They
conceptualize, theorize readily, and translate possibilities
into plans to achieve short-term and long-term
objectives. They readily see illogical and inefficient procedures;
feel a strong urge to correct them; and, organize people and
situations in get them moving in the right direction. ENTJ are
strategic visionaries, adept at planning for the future needs of the
people and the organizations for which they are responsible. They
are always looking for ways to improve themselves and others; setting
high standards for both; energetically taking initiative to fulfill
corporate goals. As such, they tend to be the high achievers.
Characteristics of
ENTJ People:
They use their thinking
primarily externally and are thus natural critics. They set
their own standards and are forceful in applying
them to others, to organizations, and to themselves. They value
intelligence and competence; abhorring inefficiency or ignorance.
They can be tough when the situation calls for toughness. They are
likely to be:
Analytical, logical,
and objectively critical
Decisive, clear, and
assertive.
They are intellectually
curious, seek new ideas, always attempt self improvement, and like
complex problems. They use their intuition primarily internally to
conceive possibilities and create the insights
they use in making decisions and plans. They are likely to be:
They are excellent
problem solvers and are keenly aware of the intricate
connections within organizations and are action oriented
and strategic. They think ahead; anticipate problems; devise broad
plans and systems; and marshal human and material resources to
achieve goals. They are generally disinterested in routine
maintenance activities; preferring new challenges.
How Others See Them:
ENTJs love and are
energized by stimulating and interactions with people. They often
challenge peoples statements and behaviors; expecting others to
defend them and as a result, mutual learning
will take place. ENTJ admire and seek people who are knowledgeable
and who stand up to them, say what they think, and argue
persuasively.
ENTJs prefer things be
settled and clear. Their love of ideas can pull them into
wide-ranging intuitive exploration and discussions. Their verbal
fluency, decisiveness, self-confidence, and urge to organize others
can overpower people at times. Others usually see ENTJs as:
Direct, challenging,
and decisive.
Objective, fair, and
stimulating.
They do what needs to be
done and can be counted on to meet timetables
effectively. It is sometimes difficult for them to relax as they
play has goals and therefore frequently miss opportunities to enjoy
the moment. Their sense of responsibility and accountability leads
them to assume many obligations.