regional sales manager in san diego ca resume terence scholl

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TERENCE L. SCHOLL Escondido, California 92025 (760) 809-5309 [email protected] SALES AND BUSINESS DEVELOPMENT: A FOCUS ON TECHNOLOGY Trailblazing sales pioneer penetrating new vertical markets with consultative B2B sales and supportive marketing roles in all segments: SMB, enterprise and government. Fleet telematics, onboard systems, MRM, mobile video, M2M, RFID asset tracking, safety, risk mitigation, and business process improvement Visionary achieving top sales ranking and numerous company firsts, deftly negotiating multi-million dollar, multi-year contracts delivering recurring revenue. Skillfully orchestrates intelligent customer needs analysis, ROI considerations and profitable relationship-building for over performance in complex, value selling sales campaigns, achieving sales growth momentum while outmaneuvering commoditization forces. Strong technical acumen used to showcase key selling points while leveraging firsthand understanding of clients’ overall business management processes to address core concerns with customized solutions Success resonates while balancing customer and employer interests by embracing high ethics, accountability, innovative ideas and unyielding determination Sales Management Consultative Sales New Markets Business Development Needs Analysis Solution Development Public Sector Sales Strategic Sales Planning Channel Partners Direct Sales Lead Generation Group Presentations Negotiations Customer Satisfaction Entrepreneurial Outlook PROFESSIONAL EXPERIENCE CASCADE ENGINEERING INC CAPTURIT BUSINESS UNIT 2011 PRESENT Regional Sales Manager Western Spearheading launch of a next generation onboard system with European based technology partner. Advanced waste fleet and business process improvement technology focuses on municipal and private haulers seeking breakthrough asset tracking and collection activity data for realizing efficiency and financial gains. Presenting turnkey and custom solutions encompassing backend software, routing, in cab hardware and software, RFID capture, scale integration, GPS tracking and real-time communications. Open architecture. Operational/Financial Achievements: Position requires extensive industry networking, 3 rd party collaboration, prospecting, keen needs analysis, and, proposal preparation conducted via on site travel, telephone and web meetings. Cultivate relationships with champions and recommenders for sponsorship to decision makers. Played instrumental leadership role in refining sales processes destined to achieve build out of forecast pipeline, effective opportunity tracking and shortening time-to-sale. Guided launch of Salesforce.com CRM application. Marshaled resources for introducing critical early adopter Pilot Program and best practices. Reflective and idea driven for making contributions to product roadmap and updates. Help formulate interim strategies to aid in transition to new product. Appointed by management to lead sales group for redesign of marketing deliverables. FLEET MANAGEMENT SOLUTIONS, INC (FMS) California 2009- 2010 Manager, New Business Development Penetrated new verticals, recruited international channel partners and uncovered specialty fleet applications such as waste water disposal tracking for accelerating more widespread adoption of the FMS all satellite (Iridium/GPS) solution. Conducted tightly-focused sales campaigns with recommenders, influencers, and decision makers routinely challenged to bring mobile resource management (MRM) into harsher, remote environments. Skillfully performed campaigns in parallel with the twice over acquisition of FMS by Trafficmaster PLC (Teletrac) and Vector Capital in 2010.

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Terence Scholl is a trailblazing sales pioneer penetrating new vertical markets with consultative B2B sales and supportive marketing roles in all segments: SMB, enterprise and government. Fleet telematics, onboard systems, MRM, mobile video, M2M, RFID asset tracking, safety, risk mitigation, and business process improvement.

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Page 1: Regional Sales Manager in San Diego CA Resume Terence Scholl

TERENCE L. SCHOLL Escondido, California 92025

(760) 809-5309 [email protected]

SALES AND BUSINESS DEVELOPMENT: A FOCUS ON TECHNOLOGY

Trailblazing sales pioneer penetrating new vertical markets with consultative B2B sales and supportive marketing roles in all segments: SMB, enterprise and government. Fleet telematics, onboard systems, MRM, mobile video, M2M, RFID asset tracking, safety, risk mitigation, and business process improvement Visionary achieving top sales ranking and numerous company firsts, deftly negotiating multi-million dollar, multi-year contracts delivering recurring revenue. Skillfully orchestrates intelligent customer needs analysis, ROI considerations and profitable relationship-building for over performance in complex, value selling sales campaigns, achieving sales growth momentum while outmaneuvering commoditization forces.

Strong technical acumen used to showcase key selling points while leveraging firsthand understanding of clients’ overall business management processes to address core concerns with customized solutions

Success resonates while balancing customer and employer interests by embracing high ethics, accountability, innovative ideas and unyielding determination

Sales Management Consultative Sales New Markets Business Development Needs Analysis

Solution Development Public Sector Sales Strategic Sales Planning Channel Partners Direct Sales

Lead Generation Group Presentations Negotiations Customer Satisfaction Entrepreneurial Outlook

PROFESSIONAL EXPERIENCE

CASCADE ENGINEERING INC – CAPTURIT BUSINESS UNIT 2011 – PRESENT Regional Sales Manager – Western Spearheading launch of a next generation onboard system with European based technology partner. Advanced waste fleet and business process improvement technology focuses on municipal and private haulers seeking breakthrough asset tracking and collection activity data for realizing efficiency and financial gains. Presenting turnkey and custom solutions encompassing backend software, routing, in cab hardware and software, RFID capture, scale integration, GPS tracking and real-time communications. Open architecture. Operational/Financial Achievements:

Position requires extensive industry networking, 3rd

party collaboration, prospecting, keen needs analysis, and, proposal preparation conducted via on site travel, telephone and web meetings.

Cultivate relationships with champions and recommenders for sponsorship to decision makers.

Played instrumental leadership role in refining sales processes destined to achieve build out of forecast pipeline, effective opportunity tracking and shortening time-to-sale.

Guided launch of Salesforce.com CRM application.

Marshaled resources for introducing critical early adopter Pilot Program and best practices.

Reflective and idea driven for making contributions to product roadmap and updates.

Help formulate interim strategies to aid in transition to new product.

Appointed by management to lead sales group for redesign of marketing deliverables.

FLEET MANAGEMENT SOLUTIONS, INC (FMS) California 2009- 2010 Manager, New Business Development Penetrated new verticals, recruited international channel partners and uncovered specialty fleet applications such as waste water disposal tracking for accelerating more widespread adoption of the FMS all satellite (Iridium/GPS) solution. Conducted tightly-focused sales campaigns with recommenders, influencers, and decision makers routinely challenged to bring mobile resource management (MRM) into harsher, remote environments. Skillfully performed campaigns in parallel with the twice over acquisition of FMS by Trafficmaster PLC (Teletrac) and Vector Capital in 2010.

Page 2: Regional Sales Manager in San Diego CA Resume Terence Scholl

Terence L. Scholl Page 2 [email protected]

Operational/Financial Achievements:

Secured pivotal, first fleet aligned with one of the largest US coal producers in a decision driven by concerns that the solution support growing environmental regulatory compliance.

Quickly established six new SMB and foreign-based partner accounts at a pace exceeding performances of incumbent sales team members.

Initiated mining vertical trade show attendance for boosting sales to the industry.

Developed and conducted initial sales of a specialized M2M application for highway safety.

INTHINC, INC., Utah and San Diego, California 2008-2009 Regional Vice President-Sales Fueled sales of cutting edge fleet safety management solutions characterized by leading-edge AVL telematics, SaaS, all satellite (GPS and Iridium), in cab mentoring, and real time communications to fleets serving the mining, oil & gas, and service industries. Orchestrated direct, multilevel sales campaigns from lead inception through account development focused on using vehicle information, accelerometer data and immediate driver feedback in the pursuit of improving safe driving behaviors and the associated benefits. Reassigned to lead ambitious launch into new market segments with a pending, next gen product. Operational/Financial Achievements:

Captured $500K initial business in a new vertical market by negotiating a major sale with the world’s largest gold mining company.

Secured for new product a proof of concept BETA pilot with a major service industry fleet.

Instituted for inthinc a transportation vertical partner quickly culminating in two new fleet locations.

YTD 2009 lead sales force in new account sales revenue and pilots

DRIVECAM, INC., San Diego, California 2001-2007 National Accounts Manager Accelerated early stage sales of an innovative new technology created to plummet fleet risk and operational expenses using digital video hardware, playback software, and managed services for a company launched with angel investment funds. Successfully conducted multilevel sales campaigns. Drew attention to the unique technology and ROI at trade shows and speaking at conferences. Cultivated and strengthened profitable, client relationships encompassing SMB, public sector, and enterprise class fleets. Operational/Financial Achievements:

Powered revolutionary corporate growth, quickly capturing and maintaining a strong market lead

Closed the company’s first Fortune 500 deal ultimately resulting in 80K+ units sold in less than 7 years, 20% of which grew out of a personally developed client base.

Qualified company to earn Inc. 500 magazine’s “Fastest Growth” designation multiple times.

Engineered the first company sale to the federal government yielding a 5-year multimillion dollar award

Maintained #1 or #2 ranking out of a 20+ person sales team amid annual quota increases.

Broadened client base while maximizing sales to existing customers.

Championed company services and the resulting ROI to executive-level decision-makers accountable for risk, safety, fleet assets, IT, operations, and change management at large-scale enterprises.

EDUCATION Bachelor of Arts in Business Administration (3.48 GPA)

Mihaylo College of Business and Economics, California State University, Fullerton, California