PHILLIP HALL

5074 Laurel Bridge Drive

Smyrna, GA 30082
404.694.9286
philliphall1@me.com
www.linkedin.com/in/philliphall1
KEYWORDS: Strategic Planning, Territory Growth Management, Business Partner Coll
aboration,
New Business Development, Contract Negotiation, Executive Presentations
QUALIFICATIONS SUMMARY
A results-oriented sales manager with demonstrated success in achieving aggressi
ve profit and revenue
targets in a multi-million dollar sales environment. Proven track record in secu
ring and retaining key
clients in highly competitive environments. Experience in expanding affiliations
across multiple lines of
business and in forging strong relationships with external business partners. De
monstrated leadership
skills in recruiting, motivating, coaching and retaining top performers.
PROFESSIONAL EXPERIENCE
IBM - Atlanta, GA: 1997-Present
Regional Services Sales Manager, 2006-Present
Managed a team of senior services sales representatives responsible for driving
and forecasting $150M+
annual signings quota. Actively coached representatives in recognizing industry
trends and directions and
proposed end-to-end solutions by leading cross-functional teams within a matrixe
d organization.
Responsible for driving entire Global Service Portfolio and developing successfu
l territory coverage
strategies. Educated and enabled Business Partners on IBM solutions and go-to-ma
rket tactics to sell our
solutions in parallel. Successfully managed forecast and signings pipeline throu
ghout entire sales cycle.
* Created a cohesive sales team that collaboratively increased total sales reven
ue from $151M to
$190M in three years.
* Successfully trained and mentored representatives to adopt consultative sales
approach in order to
uncover client pain points that could be resolved with IBM service solutions; th
is unified consistent
quarterly growth across entire region.
* Maintained consistent progression of midmarket sales and attained regional tar
get objective during
2008 economic downturn by prioritizing vast solution portfolio to emphasize and
market cost saving
solutions with minimal ROI for customers.
* Received 100% Club Award: 2007, 2008 and 2009.
* Selected as "Most Improved Services Manager": 2009.
Senior Services Specialist, 2003-2006
Served as Regional Team Captain with responsibility for increasing professional
consulting services and
infrastructure technology service contracts for a five-state territory.
* Recognized two years in a row as the #1 services sales person within the U.S.
mid-market segment
(on a team of 12) with 109% quota attainment in 2005 and 106% in 2006.
* Delivered $8.7M in revenue attainment as an individual contributor while simul
taneously providing
tactical assistance for two peers, resulting in entire region exceeding target o
bjectives in 2006.
* Collaborated with regional peers and shared best practices that had proven suc
cessful within my
territory, drastically improving underperforming regions and leading region to m
eet sales
expectations in 2005 and 2006.
* Successfully devised and launched channels service enablement program designed
to enhance
business partner abilities to collaborate and sell IBM services into their portf
olio. This complimentary
approach (direct and channel utilization) increased brand presence and increased
annual signings
within my region by approximately $2M. Ultimately pioneered and defined the bran
d sales strategy
(channels utilization) that is the primary route to market today.
* Received Business Unit Executive Award: 2004 and 2005.
* Received 100% Award: 2005 and 2006.
* Received Marketing Excellence Award: 2005.
Sales & Distribution Team Leader, 2001-2003
Hybrid role that included managerial, administrative and individual sales contri
bution.
* Created formal territory management system in cadence format that captured sal
es activity, results and
recognition of potential execution gaps. This allowed the sales team to proactiv
ely identify inhibitors
and modify strategy to ensure consistent quarterly progression. Team met full ye
ar objective.
* Conducted weekly coaching sessions, peer reviews and client feedback which res
ulted in consistent
increase in performance across sales team and the attainment of team sales objec
tives two years running.
Served successfully as interim sales manager for two months, using consistent le
adership skills to
minimize disruption until replacement manager was hired.
* Received 100% Club Award: 2002.
* Received First Line Management Award: 2001 and 2002.
Territory Sales Executive, 1997-2001
Managed and maintained entire customer relationship at an executive level and ne
gotiated complex, multi-
million dollar agreements with multiple lines of business for assigned enterpris
e accounts. Developed a
territory strategy, navigated company resources and led cross-functional teams.
Demonstrated thorough
knowledge of sales channels and how to effectively engage proper route to market
across territory.
* Managed and forecasted the territory pipeline throughout the entire sales cycl
e.
* Received 100% Award: 1998-2001.
* Received Marketing Excellence Award: 1997 and 1998.
* Received annual "All Star Award": 1998.
* Received Fast Start Award: 1999.
* Named Sales Representative of the Quarter: 2Q, 1998.
* Rated at 100% Customer Satisfaction: 1998 and 1999.
PROFESSIONAL DEVELOPMENT
Graduate, IBM Basic Blue Management Training Program
EDUCATION
Bachelor of Science, Marketing - Miami University, Farmer School of Business, Ox
ford, Ohio