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Marco Fuhrman

15 Anton Way

Shakopee, MN 55121

612-964-1234

marco@hotmail.com

SUMMARY

• Developed, executed and managed inside, field sales and customer service strategies with call centers that increased revenue and profitability in both team and leadership roles

• Proven expertise in building field sales and call center/sales departments and revenue
• Experienced in transforming customer service centers into sales centers

• Skilled at analyzing complex data and/or working with statistical analysts in order to plan product campaigns and evaluate customer response
• Expert in managing and implementing operational efficiencies within call centers
• Expert in CRM practices and efficiencies

EXPERIENCE    

       Dr of Marketing/Sales/Customer Relations    Interlog USA/American West    March 2010 - Present

·         Interlog USA is a full-service international and domestic shipping service with a wide variety of manufacturers and receivers.  Interlog is incorporated in the State of Minnesota and have representative offices in North America, Asia, Europe, the Indian Subcontinent, and South America

·         Responsible for creating and managing the Marketing & Communications, Sales, Customer Service and Account Management departments within the Minneapolis, Los Angeles, and Dallas offices

·         Develop and implement tactical and strategic marketing plans that support the company’s short and long-term objectives for Operations, Supply Chain Management, and Sales

·         Generate sales leads, coordinate efforts with outside sales representatives to ensure leads and sales requests are followed up

·         Purchase, implement and train Salesforce.com CRM

·         Increased frequency of orders with existing accounts by 12%

·         Grew sales by 6% within first year

·         This position reports to the CEO

·         Travel 60%

 

Sales Director – Independent Consultant             1 EDI Source                   October 09 – March 2010

·         1 EDI Source, Inc. was established to provide affordable EDI software and experienced EDI consulting to companies of all sizes. 1 EDI Source boasts thousands of clients - ranging from the independently owned, single-person operation to international corporations where reliable EDI software is crucial to the operation of the business

·         Hired for initiation, creation and implementation within a call center, a professional sales team within a private EDI software company based in Cleveland, OH

·         Responsibilities include, but not limited to; job description, creation, hiring, and managing a sales team, implementing process and procedures within Goldmine (CRM), lead discussions during board reviews and key leadership meetings and events, participate in onsite and offsite sales calls

·         Grew sales by 15% within four (4) months

·         This position reported to the CEO and President

·         Travel 95%

 

Sales Director/Manager                        PLATO Learning                                2007 – 2009

• PLATO is a 40 year old innovative educational technology company that continues to lead in providing prescriptive, personalized instruction, technology-based teaching tools, and standards-driven assessment and data management
• Was responsible for organizing, developing and managing: processes, workload and personnel for the Inside Sales & Overlay Sales Department within the call center toward the achievement of over $94 million in revenue and budgetary
• Managed a group of (3) Inside Sales Managers, (30) Account Representatives, (4) Field Account Managers, and (2) Sales Assistants

• Worked with Marketing Managers, Product Managers, Regional Vice Presidents, and Field Sales Representatives to establish, develop, and manage inside sales programs, which include developing training, creating scripts, identifying and integrating lists, preparing budgets, and achieving established targets
• Purchase, implement and train Salesforce.com CRM

• Increased annual renewal rates from 88% to 94%
• Tracking to obtained 115% of 2009 annual sales goals/quota
• This position reported to directly to the Vice President of Sales and Service
• Travel 25%

       Director of Sales                          Paisley Software                                           2006 – 2007

• Paisley, a Thomson Reuters company, is the industry leading provider of comprehensive governance, risk and compliance solutions, including software, training, and professional services. The company's software solutions support the business processes of financial controls management, internal audit, operational risk management, compliance, IT governance, and enterprise risk management. For more than a decade, Paisley has delivered superior software and services to both large enterprise and mid-market organizations.
• Was responsible for organizing, developing and managing: processes, workload and personnel for the Inside Sales Department toward the achievement of revenue from $30 million to over $36 million in revenue and budgetary goals as it relates to Governance, Risk, and Compliance Software with the call center

• Managed a group of (6) Inside Sales Managers, (3) Account Managers,  (4) Pre-Qualification Representatives, (3) Application Solution Managers, and (2) Sales Assistants

• Worked with Marketing Managers, Product Managers and Field Sales Representatives to establish, develop, and manage Inside Sales programs, which include developing training, creating scripts, identifying and integrating lists, preparing budgets, and achieving established targets
• Purchase, implement and train Salesforce.com CRM

• Obtained 110% of annual quota in 2006 and 108% in 2007
• This position reported directly to the CEO
• Travel 40%

       Inside Sales Manager                             Thomson Reuters                               2004 – 2006

• Thomson Reuters is the world’s leading source of intelligent information for businesses and professionals. They provide industry expertise with innovative technology to deliver critical information to leading decision makers in the financial, legal, tax and accounting, scientific, healthcare and media markets, powered by the world’s most trusted news organization
• Responsible for organizing, developing and managing: processes, workload and personnel for the Inside Sales Department toward the achievement from $3.6 million revenue and budgetary goals to over $8 million in print and online sales

• Within six months, grew the Inside Sales Representatives within the call center from nine Inside Sales Representatives to 20

• Was responsible for formulating projects, assessing program effectiveness, ensure achievement of sales quotas and goals

• Worked with Marketing Managers, Product Managers and Product Line Directors to establish, develop, and manage Inside Sales programs, which include developing training, creating scripts, identifying and integrating lists, preparing budgets, and achieving established targets

• System Management Expert in the purchase and roll-out of Siebel CRM

• Obtained 118% of quota in 2005
• This position reported directly to the Director of Inside Sales
• Presidents Club Winner – 2005
• Travel 20%

 

  Director of Sales                              Medical Arts Press                                          1999 – 2003

• Medical Arts Press provide physicians and dentists with innovative printed products sold through the mail and processes over ½ million orders each year
• Hired to create, implement and manage the sales process for a private medical office supply company within a call center
• Was responsible for developing and administering the selling strategy (product planning, launches and campaigns) for an industry-leading direct marketer of specialized printed office products and practice-related supplies to the healthcare practices
• Was responsible for organizing, developing and managing: processes, workload and personnel for the Sales Department toward the achievement of $18 million in sales

• Managed (8) Customer Service Representatives,  (12) Inbound Specialists, (12) Lead Specialists, (6) Quote Specialists, (28) Campaign Representatives, (8) Account Managers, (6) Department Managers,

Vendor Specialist, and (2) Administrative Support Representatives

• System Management Expert in the purchase and implementation of Sales Logix CRM

• Obtained 120% of sales quota in 2002
• This position reported to the VP of Sales and Marketing
• Travel 50% 

Education                                 

B.A. Mass Communications                        Clarke College                                  Dubuque, IA

Emphasis in Advertising and Public Relations

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