 Helping
to lead some of
the world’s best organizations, Tomme Stevenson has
experience with both F500
and small businesses. He has served in leadership roles with
AT&T, British
Telecom, Storage Technologies and Stanford Research Institute. He has
driven
best-in-class results in marketing, sales, business development,
finance and
operations. Tomme was recognized in the top 10% of the sales force at
AT&T
as both a sales person and a sales manager. He can deliver those same
results
to your company.
I am also one of the founding partners of eProcess Pros, a company that specializes in outsourced accounting needs for small to medium companies |
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Professional
Profile
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Solutions Evangelist and Sales Leader
Conceptualized and fully
managed a Solutions Group to drive storage-intensive application sales
generating significant additional opportunities in sales. Spearheaded
the activities and funded growth in the group through sales. Initiated
market research that validated the need. Negotiated a partner agreement
with Sprint to sell the solution to their clients on a subscription
basis. Results:
The group grew to over $150M in less than
three years and implemented Solutions Groups in each of the
five North American Regions and Europe.
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Complex Sale Capture Team Visionary
Identified a significant source
of new revenue. Worked in concert with the North American Vice
President of Sales to create and direct a district with sales people,
systems engineers and technical writers all dedicated to capturing this
business using a complex integration sales cycle. Effectively used a
DFSS stage-gate approach. Negotiated
international partner contracts with third parties to meet specific
needs not met by standard offerings. RESULTS:
Within 1 year, increased the capture ratio
500% and decreased cost of capture 33%.
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Healthcare Solutions Innovator
Pioneered a
healthcare solution using a software development kit (SDK) designed to
help provision custom changes to software. Convinced the development
group to add minor software changes which created a workflow solution
for managing medical orders. This same application could be used to
solve workflow issues in other industries. RESULTS:
Double revenues
in three years, almost tripling gross margin, Average
revenue per sales person grew from $700K per year to over $1.4M.
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Sales Development and Management
Analyzed the performance of the
sales organization, the compensation plan, product margins and customer
profiles. Developed a three month program to bring the sales
performance up to expectations. Realigned the sales compensation plan
to make it both easier to understand and more applicable to corporate
objectives. Developed under-performing sales people. Promoted products
with the highest margins to the prospect profile closest to our most
profitable customers. RESULTS: Exceeded sales objectives 3 out of 4 years.
Trimmed the
sales force by 28% and decreased
cost of sales as a per cent of Gross Margin from 28% to 17%.
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Work
History
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2007 - Present,
Principal
and Owner, Strategic Sales
Performance – Atlanta, Roswell, GA
2002 – 2007,
Chief
Sales Officer (Vice President of Sales), SNAPS,
,
Roswell, GA
2000 – 2002,
Director
of Business
Development,
Stanford
Research Institute, Palo Alto, CA
1994 – 2000,
Director
of NA Field Sales Ops , Storage
Technologies,
Louisville, CO
1987 – 1994,
Regional
Sales Manager, British Telecom
North America, New York, NY
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Education
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Bachelor of Science in Business
Bradley University
MBA in Finance
Georgia State University
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Checking the
results of a decision against its expectations shows executives what
their
strengths are, where they need to improve, and where they lack
knowledge or
information. – Peter Drucker
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