BRUCE A.

RAUCH
6 Hampton Court * Algonquin, IL 60102
Cell: 847.212.7239 Home: 847.658.6326 * Email: brf41638@westpost.net
SENIOR SALES PROFESSIONAL
Information Technology * Software
EXECUTIVE SUMMARY
Inventive, assertive and high performing Senior Sales Professional credited with
combining sales, marketing and business development expertise to deliver substa
ntial revenue growth in highly competitive business markets. Strategist, innovat
or, and tactical leader of enterprise-wide initiatives that build brand value an
d result in sustainable, profitable growth.
PROFILE
Superior proficiency in all areas of executive sales leadership-vision through s
trategies, tactical plans, compensation programs, communication protocols, and r
eporting structures
Dynamic record of top performance in developing a sales force that is able to ac
hieve aggressive goals and penetrate untapped markets
Visionary with the ability to increase market penetration and facilitate market
launch through indirect distribution channels and industry partners
CORE COMPETENCIES
* New Business Development
* Account Acquisition, Expansion & Retention
* Sales Forecasting & Market Penetration
* Territory Management & Development
* Competitive & Market Analysis
* Channel Development
* Product Marketing & Management
* Executive Level Presentations
* Client Relationship Management
* Team Leadership & Motivation

RECENT EMPLOYMENT EXPERIENCE

SARCOM
2010
SARCOM is a publicly traded division of $1.5 billion PC MALL, focusing on techno
logy sales and consulting value added services to the Fortune 2000.
Senior Sales Account Executive
$3 million Annual Sales Budget
Sales Executive responsible for creating new account opportunities for the sale
of SARCOM product lines into the Fortune 2000 space. Work with team consisting o
f inside sales rep and several product line specialists to identify company oppo
rtunities and propose solutions based upon products and services from the SARCOM
portfolio.
AGILYSYS, INC, Lisle, IL 1996-2010
$800M publicly traded technology and consulting services Solutions Company that
delivers tools, knowledge and value to its customers and partners.
Senior Sales Executive-Technology Services Group
$3-6M Annual Sales Budget
High profile sales executive with full autonomy over creating business progressi
on and roll-out plans based on extensive competitive, product and market intelli
gence for IT products and services. Work cohesively with and indirectly manage t
eam comprised of several solution architects, inside sales and software represen
tatives, and other product specialists to ensure attainment of forecasted sales
objectives. Engage in ongoing collaborations with complimentary marketing partne
rs to drive new joint ventures.
* Acknowledged with five annual international "Top Performer Sales Awards" and n
umerous business unit awards for surpassing goals by averaging over $1 M in gros
s profit contribution.
* Utilized account advancement strategies, new project development, and expense
control to sustain a gross profit average of 160% of budget.
* Conceptualized and introduced distinct regional marketing campaigns that deliv
ered numerous new account opportunities with ROI of 60 days.
* Launched initiatives that led to three accounts being converted into National
accounts, with high GP$ return and continued year over year growth in gross doll
ar sales and gross profit sales.
* Maximized use of executive selling model, sales initiatives, extended sales te
am and marketing to surpass gross dollar budget and gross profit budget annually
.
* Classified and nurtured over twenty major accounts that resulted in over $12M
in gross profit dollar contribution to date.
DIGITAL EQUIPMENT CORPORATION, Marlboro, MA 1984-1996
$5B new equipment manufacturer with 10,000 employees worldwide
Global Account Sales Manager (1989-1996)
Central Region Process Control Manufacturing Manager (1987-1989)
Digital Equipment Corporation US Account Manager (1984-1987)
Promoted through a series of increasingly responsible positions to the final pos
ition of Global Account Sales Manager appointed to direct global sales, services
and technology teams assembled to penetrate and grow digital business within tw
o International companies. Scope of responsibilities entailed full P &L accounta
bility, account management and sales plan design and implementation, marketing m
anagement, and partner in-direct management.
* Recognized by the organization with four "International Sales Awards".
* Provided strong organizational leadership and active participation in account
acquisition that led to a boost in gross profit from 28% of budget to 155% of an
nual budget.
* Propelled unique campaigns that gross sales amplifying from $3M to $25M annual
ly.
* Championed growth of GD Searle Digital revenue from zero to $6M per year, alon
g with developing a sales team comprised of three representatives credit with ex
ceeding all annual profitability goals set by management.
PREVIOUS EMPLOYMENT EXPERIENCE
AC NIELSEN COMPANY, Northbrook, IL
Regional Marketing Manager
Client Sales Executive
District Marketing Manager
EDUCATION AND PROFESSIONAL DEVELOPMENT
Bachelor of Arts in Sociology/Economics, Valparaiso University, Valparaiso, IN
Continuing Education: Vendor Certifications from IBM, HP, Oracle, VMware, Cisco,
Oracle. Sales Skill improvement courses from Hewlett Packard, Agilysys sponsore
d classes and Xerox.