STEVEN M.

SMITH
Holly Springs, NC 27540
919-986-9268 (M)
stevensmith5555@gmail.com
www.linkedin.com/in/stevenmsmith5556
SALES, SALES MANAGEMENT & BUSINESS DEVELOPMENT PROFESSIONAL
• Dynamic national and international Sales Executive with extensive experience in long term,
multi-channel enterprise software and capital asset sales engagements
• Strategic and innovative individual contributor skilled at leveraging C-suite and top tier
executives for enterprise solutions to accelerate sales cycles, drive profitability and results
• Accomplished in new opportunity development within conquest accounts and with premium
priced products

CORE COMPETENCIES
Enterprise Software Solution Sales • Enterprise Capital Asset Solution Sales • Consultative
Selling Skills/SPIN Selling • National & Strategic Account Management • Conquest Account
Specialist • Strategic Planning • Team Development • Business Development • Strategic
Alliances/Partnerships • Proposal Development • ROI/Total Cost of Ownership Development
Corporate Sales Presentations • CRM-Salesforce.com

ADDED VALUE TO AN ORGANIZATION



Add value to an organization by applying 20+ years of sales, sales management and
general management experience
Achieve corporate objectives through individual and team effort while dealing with the
complexities and challenges associated with a high growth, fast paced environment
Assess organization skills, understand new market opportunities
Foster environments of multi-functional teamwork while keeping customer focus the
priority

PROFESSIONAL EXPERIENCE
BELL & HOWELL, LLC, Raleigh, NC
Senior Account Executive, Card and Secure ID Solutions (’11-’14)



2009-2014

Achieved sales targets through aggressive prospecting of new card and secure ID
opportunities, excellent rapport-building and customer-focused closing skills as well as
plus-one service
Managed customer accounts in a regional and multi-state territory as a consultant not a
pushy salesperson
Provided sales leadership and expertise to Account Executives in East, Central and
Canada regions in the sale of Otto Kuennecke Secure Card Processing Solutions, NBS
Technologies Card Personalization and Instant Issuance Solutions
Led successful strategy development through efficient and engaging total cost of
ownership based proposals and presentations that moved the audience to action

Steven M. Smith

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Account Executive (’09-’11)




Consulted regional, multi-state territory and select National Accounts in the sale of
enterprise document processing hardware and software solutions
Achieved annual sales targets by serving as the customer advocate while representing
my organization within its mission
Identified, defined and established programs including long and short term strategies for
selling Company products and solutions with an entrepreneur spirit
Gained customer satisfaction through leadership of cross functional teams including
opportunity development, quotes on proposed contracts, appropriate pricing or other
considerations
Monitored the sales order process from data collection to order acceptance to customer
acceptance in addition to overseeing sales activity and equipment performance to ensure
contractual compliance

UPLINK CORPORATION, Raleigh, NC
Regional Sales Manager



Achieved 112% of written business goal and 120% of new installation goal through grit
and determination
Managed the sales of Global Positioning System (GPS) based Golf Course Management
Systems to golf course management companies, resorts and courses in a multi-state
region
Utilized excellent consultative selling skills to sell premium priced product while providing
superior ROI and additional revenue stream for courses/resorts
Coordinated the integration of sponsorship advertising and development of AdSmart
advertising program to assist courses in generating new revenue stream

WABASH NATIONAL CORPORATION, Raleigh, NC/Lafayette, IN
Director, National Accounts




2003-2006

Achieved in excess of $20 million in annual revenue with introduction of consultative
solution selling approach and elimination of ‘quote’ mentality
Reported to Company Executive VP of Sales and led senior level executives and
business owners of multi-million dollar organizations to purchase company truck/trailer
products while being considered as an extension of their team
Managed the largest dealer/distributor network in the southeast region
Generated 90% new business development rate by incorporating Huthwaite Spin Selling
Model through proficiency in TCO ‘Total Cost of Ownership’ approach
Minimized risk through the successful implementation of new Firm Order Management
guidelines

KERN INTERNATIONAL, INC., Columbus, OH
General Manager


2006-2008

1997-2002

Launched Kern document processing hardware and software solutions in the US market
Challenged with establishing the US subsidiary of Kern AG (Swiss) as its first employee
Directed growth of company to revenue target of $17 million and 70 associates in a
competitive and values-based culture
Primary leadership role developing and directing all facets of the strategic plan including
sales, marketing, technical support, customer service, product development and finance

Steven M. Smith





Averaged 25% annual growth rate through vertical market focus and new market
engagement
Achieved #2 ranking worldwide within Kern AG for exported products by increasing
distribution channels and brand awareness in an ultra-competitive environment
Elevated brand awareness through the development and launch of strategic marketing
campaigns
Established national strategic partnership for customer service increasing technician
availability 200%
Realized 100% customer retention rate through expert relationship-building skills and a
commitment to a solution-focused, service-first sales approach

BELL & HOWELL/COPE, INC., Raleigh, NC/Irvine, CA
Director of Sales, (‘96-‘97)



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1992-1997

Directed a national sales and sales support staff of 10-12 associates in selling COPE
document processing hardware and software solutions to large vertical markets and
strategic national accounts
Increased market share within Telco segment to 65+% with introduction of new product
Improved sales revenue 200% through strategic market focus and concentrated selling
efforts against competitor weaknesses
Oversaw integration of sales team during acquisition by Bell & Howell to insure smooth
transition despite significant cultural differences

Regional Sales Manager, (‘92-‘96)





Closed largest order in company history of $12 million resulting in the competitive
displacement of a vendor with a 20+ year business relationship with the customer
Exceeded 120% of product sales during tenure
Generated in excess of $30 million in new business opportunity with strategic market
focus and identification of competitive vulnerabilities
Challenged with driving corporate expansion into the Western Region for COPE
document processing solutions
Sold to vertical markets and strategic accounts in a fifteen state region
Realized first installation for company in financial market by transitioning
telecommunication success to new financial applications

PITNEY BOWES, INC., Boston, MA/ Los Angeles, CA

1986-1992

Production Mail Account Representative/Area Sales Representative



Marketed an extensive line of mailing and shipping systems
Selected as the youngest representative tasked with selling production mail hardware
and software products
Consistently ranked as a top producer through aggressive attention to conquest accounts
Pitney Bowes achievements include:
1991 - #3 ranking against plan in Northeast Region
1990 - 135% quota attainment, Pacemaker status, #1 ranking in non-user business
1989 - #1 ranking in non-user business
1988 - 221% quota attainment, Pacemaker status
1987 - 175% quota attainment, Pacemaker status
1986 - Named “Rookie of the Year”

Steven M. Smith

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MONTREAL CANADIENS HOCKEY CLUB

Drafted by and played two seasons in the Montreal organization at Sherbrooke, Quebec
Selected by team as player representative for the Professional Hockey Players
Association

EDUCATION
BA, St. Lawrence University, Canton, NY
Additional Training



Neil Rackham Consultative Sales and SPIN Selling Model
Major Account Sales Strategies
Michigan State University Continuing Education in Strategic Planning
American Management Association in Presentation Skills
Pitney Bowes Consultative and Professional Selling Skills