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Melissa L.

904 Black Oak Court, Gibsonia, PA 15044 (724) 316-6503
Over eight years of staffing experience in the Information Technology industry.
Diverse in technical recruiting, marketing, training, and management. Experience
servicing various industries including: telecommunications, software developmen
t, healthcare, financial and manufacturing.
Kenda Systems, Inc., Seven Fields, Pennsylvania
Corporate Training Manager - October 1998 - July 2000
Responsible for developing and implementing the corporate training program for a
ll Recruiters, Account Executives and Branch Managers. Wrote the entire training
manual and executed training development sessions throughout all twenty six (26
) offices. Traveled to each office to ensure that compliance regulations were be
ing maintained. Additionally, was a member of the V-Team (management board) and
assisted the company in completing due diligence during the acquisition of Arcus
Staffing, Inc. Was named "Impact Player of the Year" in 1999.
Information Technology Staffing (ITS), Wexford, Pennsylvania
Managing Partner - September 1997 - October 1998 (Kenda Systems purchased ITS)
Responsible for the recruiting and placement of Information Technology professio
nals for contract and permanent positions. Recruiting functions include sourcing
, interviewing, evaluation and placement of prospective candidates. Candidates a
re identified through cold call recruiting, reference checking, Internet sourcin
g and postings, writing and placement of advertisements, and networking with cur
rent, past and potential employees. Marketing functions include generating new a
ccounts, maintaining existing accounts. This is generally done through the use o
f cold calling, networking and meeting with clients to ensure customer satisfact
ion. Additionally, developed multiple proposals to gain acceptance on vendor's l
ist as well as to obtain exclusive staffing relationships with clients, and deve
lopment of the marketing and recruiting materials.
Triad Management Systems Inc., Rockville, Maryland
Consultant - May 1997 - September 1997
My main responsibility was to assist in the development of a recruiting departme
nt for the client, Intermetrics, Inc. I assisted in the development of interview
procedures, developed standard forms for pre-screening, reference checking, and
interview evaluations. Trained company in areas of interviewing and sourcing fo
r technical talent, developed recruiting manual for junior recruiters, and devel
oped procedures to promote employee retention.
Responsible for the hiring of technical personnel in the areas of software devel
opment, systems analysis and development, systems integration and test, quality
assurance, and systems security. I identified candidates through the use of cold
call recruiting, internet advertising, my personal referral base, advertising i
n the surrounding newspapers, and job fairs. I was involved in the full scale in
terview/hiring process: phone screens, interviewing, verifying employment, and s
alary negotiations. During my contract, I helped to initiate the development of
a searchable candidate database, as well as an employee referral program. I cont
ributed to the hiring of approximately 35 technical people during my contract.
Robert Half International, Arlington, Virginia
Account Executive/Senior Technical Recruiter - August 1996 - May 1997
Responsibilities included management of technical staff, identifying new recruit
ing resources, technical recruiting, marketing/sales of consulting services, new
business development, contract negotiation, completion of performance appraisal
s, and interviewing/hiring of technical personnel.
Tasks included identifying viable IT candidates through the use of the database,
cold call recruiting and sourcing, Internet advertising, job fair visibility an
d networking of currently placed employees.
These candidates were then evaluated and referenced both in-person and via telep
hone interviews to determine their compatibility with open client contract and p
ermanent requirements. Interview follow-up, client conferences and placement ret
ention ensured positive long term relationships with both a valuable employee co
mmodity and continued vendor status with our customer base. Additional tasks inc
luded negotiating employee wages and customer bill rates, assisting client conta
cts with new requirement listings and problem resolution.
Responsible for executing training for Recruiters and Account Executives in the
DC Metro area. Training focused on overcoming objections, building rapport by ma
tching voice, tone, and style of your client, time management and call planning,
listening skills, top down selling, sourcing, generating referrals, etc.
KCM Computer Consulting, Inc. - Calverton, Maryland
Manager of Business Development - July 1995 - August 1996
Responsible for developing a structured marketing department. Assisted in the ma
nagement of account executives and technical contract personnel. Additional func
tions included, conducting training for marketing/recruiting staff, completing p
erformance appraisals, and communicating with clients to ensure customer satisfa
Participated in the marketing/sales of consulting services to new and existing a
ccounts, participated in marketing presentations, convinced prospective clients
to use consultants, followed-up with prospective clients, contract negotiation,
screened candidates for technical skills, prepared candidates for client intervi
ews, negotiated rates, tracked consultants contract end dates, generated sales l
eads for account executives.
Manage a $3.5 million account.
Generated $2.8 million in annual revenue.
Created and implemented a marketing and recruiting training program to assist ju
nior level employees.
Pittsburgh Business Consultants - Denver, Colorado
Branch Manager - September 1994 - June 1995
Responsible for managing the functions of the branch office to ensure productivi
ty. Developed a team of 5 people to do recruiting and marketing. Primary duties
included the hiring, and training of personnel in the areas of technical recruit
ing, marketing and account management. Training encompassed employee orientation
, time management, recruiting presentations, overcoming objections, interviewing
procedures, technical screening, writing proper job orders, development of new
and existing accounts, sourcing, marketing presentations, fee negotiations, etc.
Additionally tasked with budget analysis/preparation, performance appraisals, re
tention of existing client base, and lead generation. Implemented quarterly/mont
hly goals, coordinated regional advertising, and planned monthly consultant acti
Continually participated in technical recruiting, interviewing/hiring of technic
al personnel, subcontractor/vendor relations, marketing/sales consulting service
s, and contract negotiation.
Account Executive/Technical Recruiter - Pittsburgh, Pennsylvania
July 1992 - September 1994
Responsible for technical recruiting, interviewing/hiring of technical personnel
, marketing of consulting services, management of technical staff, and contract
Duties consisted mainly of interviewing, evaluating, testing and placement of IT
personnel on both a contract and permanent basis. IT candidates were identified
through the use of a national corporate database, cold call recruitment, placem
ent of ads in both national newspapers and the Internet, job fair attendance, re
ference checking and networking with past and present candidates. Also assigned
to generate new requirements through sales calls and daily visits to new and exi
sting clients.
Generated $2.2 million in annual revenue.
One of five employees to exceed annual quota.
The Pennsylvania State University - May 1992
Bachelor of Arts: Speech Communications
Minor: Business Administration