GILBERT H.

BEAN
Hammonton, NJ 08037 484-431-3181 gil.bean@verizon.net http://www.linkedin.com/in/gilbean

VICE PRESIDENT OF SALES / SENIOR ACCOUNT EXECUTIVE

Strategic Vision / Problem Solving / Revenue Optimization / Global Market Development / Sales /
Marketing / Client Focus / Alliances / Team Building / Competitive Positioning / Creativity / Passion
Identifying and seizing upon new business opportunities, I have successfully opened and penetrated global
markets and accounts for enterprise software providers SAP, Kronos, JD Edwards and Manugistics. Having
collaborated with C-level executives at Johnson & Johnson, US Airways, Viacom and other industry leaders to
develop strategic, highly complex solutions with exceptional returns on investment. I can contribute immediately by:
 Seeking new markets and creating niches to expand business
 Designing unique approaches and strategies to grow sales
 Establishing strong relationships to acquire and retain key accounts
 Aligning solutions with customer requirements and expectations to deliver value
 Proactively leveraging understanding of markets, customers and competition
Always seeking a challenge, I am energized when I hear that “it can’t be done” or “it has never been done.” My
ability to communicate and close is supported by a BS in Journalism/English from Bowling Green State University.

SELECTED ACCOMPLISHMENTS
Landed record $22.4M ERP contract with J&J. JD Edwards’ success in larger pharmaceuticals had been limited
to opportunities with divisions and subsidiaries. Worked with C-level executives at J&J to create incentives for
software use at operating company levels. Won largest software and services contract in company history.
Opened Pacific Rim, spurring 28% revenue growth. New account growth for Sage in US and England had
stagnated. Determined Pacific Rim to be viable emerging market. Evaluated and engaged resellers in Australia and
Japan. Engaged Japanese reseller to rewrite software in Kanji, opening Japanese market for all customers.
Expanded SAP revenue opportunities with airlines. SAP commitment to international airlines customers was
limited to administrative functions like GL, AR/AP and Asset Management. Collaborated with 70-airline global user
group to determine additional needs. Expanded solution footprint into high ROI Maintenance & Operations area.
Grew revenues 30% year-over-year. Manugistics Transportation Planning function was in disarray. Determined
prohibition of sales reps to sell out of their business group stifled sales. Created cohesive product strategy to
enable reps to sell outside of silos to seize opportunities. Provided unified support with single team of professionals.
Created $15M niche market piggybacking competitor systems. After SAP dissolution of Media & Entertainment
vertical, assigned set of prospects who were customers of competitors. Created innovative BI initiatives for
executives that could be used with any non-SAP back office system. Generated $3M in sales and $12M in pipeline.
Increased productivity and growth of clients. Clients were $1M software firms in retail and manufacturing
arenas that had neither time nor experience to manage sales. Became de facto sales executive, organizing and
directing each in accordance with specific strategies. Positioned them to better support growth requirements.

CAREER HISTORY
Independent Consultant, 2002-2005; 2009-Present. Works with executives of small and mid-sized companies on
sales, marketing, and business development initiatives, including companies in the enterprise software after
market.
Account Executive, SAP America, 2007-2009. Recruited back to lead enterprise software sales to Fortune 500
Media & Entertainment companies including Viacom, CBS, News Corporation, Reed Elsevier and, McGraw-Hill. In
earlier stint, 1994-1998, led software sales to rotating list of ten global accounts, each with revenues of $2B+.
National Account Manager, Kronos Incorporated, 2005-2007. Directed employee time-management hardware
and software sales to selected national accounts and their subsidiaries.
Senior Account Executive, JD Edwards (now Oracle), 1999-2002. Managed enterprise sales to Fortune 500
companies in Life Sciences industry, with primary focus on Johnson & Johnson.
Earlier: GM, Transportation Planning, Manugistics and Director of Business Development, Sage Software.
Personal Interests: I recently completed an historical novel about Native Americans in Pennsylvania. I'm a serious
walker and bicyclist. A lifelong baseball fan, I enjoy it at all levels.