Gatz_resInterview
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- Richard Gatz is a sales management professional with experience leading teams and driving revenue growth for technology companies. He has expertise in strategic planning, business development, sales operations, and turning around underperforming organizations. - Gatz holds an MBA and has launched new products and programs to increase sales, diversify offerings, and generate over $2 million in new revenue opportunities. - His career includes regional leadership roles with HP, Belkin, and startup companies where he developed sales strategies, trained teams, and exceeded sales goals.
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- 1. RICHARD M. GATZ, JR., MBA 554 Dellwood Drive, Newport News, VA 23602 rickgatz@cox.net (757) 334-6000 SALES MANAGEMENT PROFESSIONAL Startup / Turnaround / M&A / Strategic and Tactical Planning / Training / Analysis and Forecasting Global / P&L / Field Sales / Sales Cycle / Business & Market Development / Budgets / Negotiations Public, Vendor and Client Relations / Needs Assessment / Process Improvement / Customer Service Award winning sales, operations and marketing executive experienced in building high performing teams, creating productive sales strategies, and seizing market opportunities. Demonstrated success building sales groups and revitalizing operations in software and technology companies ranging from startups to global Fortune 1000 companies like Belkin and Hewlett Packard. Turning Around Underperforming Organizations Initiating and Directing Sweeping Positive Change Reengineering Operations Maximizing Global Efficiency Seizing Market Opportunities and Being a Catalyst for Change Key Strengths: Leading teams to meet tight deadlines. Creating new revenue growth through new program offerings, partnerships and alliances. Launching new brands, new products and employee programs to create company and employee excitement and unity to surpass goals. Hold MBA, Business Management and BS, Life Sciences from the University of Pittsburgh. Completed multiple advertising, marketing, product, human capital and management course work over the years. Participate in numerous civic and philanthropic organizations. SELECTED ACCOMPLISHMENTS Market Penetration, Program Development. College campus market needs unmet. Developed innovative distribution program to educate owner/operators about profitable products and pricing. Increased sales by over $2M and was 150% of projected budget. Seizing Opportunity. Naval Exchange System had inventory issues with another company. Negotiated and successfully accepted as a secondary vendor or problem items. Success in meeting needs resulted in new contract valued at over $2M per year. Merger and Acquisition, Problem Solving. HP acquiring Compaq. VARs concerned about product mix, fulfillment, etc. Interacted with over 100 VARs to resolve issues. Received $60M in VAR purchase commitments allowing completion of successful merger. Regional Turnaround. Mid-Atlantic area had not made quota for 2+ years. Conducted systematic review of companies, opportunities and support team. Overachieved $18M budget by $2.5M in 2011 and $20M quota by 37% in 2012. Sales Training, Driving Revenues. HP sales team marketing focused. Established regular training seminars on product knowledge as well as soft and selling skills. Turned 15 member team into a dynamic sales group generating $300M in annual sales. Diversifying Product Knowledge and Sales. VARs only selling one product line from Belkins extensive catalog. Established successful training program for VAR reps introducing entire product line. Increased revenues over 200% per year Product Introduction, Generating Interest. Trinity Systems a new company with an innovative concept and product. Created sales and relationship development program and gathered over 100 requests from Fortune 1000 companies for potential purchase.
- 2. RICHARD M. GATZ, JR., MBA, PAGE 2 CAREER HISTORY Regional Vice President, INKS, startup managed services company, 2014 to Present Lead sales efforts in the Eastern U.S. through acquisition of new customers. Develop strategies to effectively communicate sales focus, product awareness, potential savings, and ease of use. Develop and train sales force. Managing Partner, THE GATZBY GROUP, Newport News, VA, 2012 to 2014 Active in and created strategies for SMB nonprofit and for profit entities. Partner Business Manager, Channel Services Sales, HP, Mid-Atlantic Region 2010 to 2012 Led relationship management for major channel partners throughout Mid-Atlantic area in Business Development, Service Sales, Training, Pipeline Forecasting, and new program deployment. Developed and drove channel strategies and revenue goals. Independent Sales Consultant / Business Development Manager, FREEDOM NETWORKS, INC., Mid- Atlantic Region, start up technology company for SMB Mobile Business 2009 to 2010 Freelance Sales Representative prospecting new clients and servicing existing customers across Eastern U. S. Sold computer hardware appliance designed to consolidate data increasing speed and limiting potential information crashes. Consultant / Business Development Manager, TRINITY SYSTEMS TECHNOLOGY, Northwest U.S. Start-up SAAS technology company, 2007 to 2009 Led sales and marketing training and support. Sourced, qualified, on-boarded, and developed 10 Sales personnel to handle territory. National Account Manager / Business Development Manager, BELKIN INTERNATIONAL, Mid-Atlantic Region, Billion $ privately owned consumer electronic and B2B, 2005 to 2007 Drove engagements with VAR and Distribution Channels across Mid-Atlantic and Eastern U.S. Evaluated and managed performance in sales, support, market development, and training. Owner, THE GATZBY GROUP, Newport News, VA, 2003 to 2005 Assisted SMB non-profit groups by providing and servicing hardware and software. On-boarded and trained sales and service personnel. Oversaw day-to-day operations, and managed Profit & Loss. Regional Sales Manager / Director of Operations, HP/MARKETSTAR, Mid-Atlantic 1999 to 2003 Spearheaded sales efforts in the Mid-Atlantic area managing a team of 15 direct reports. Major focus on Government and Education verticals, through the diligent, perseverant and repetitive engagement of high level executives and reseller organizations. Promoted to Director of Operations leading Sales, Sales Support, and training.