DS1 Solutions

Seasoned sales executive with extensive experience in selling and marketing advanced data analytics tools as a mechanism for driving significant growth and efficiency improvements.  Key focus is on the use of deep data insights to reshape our client's strategies and tactics across multiple disciplines.   

•	Direct all B2B sales and marketing operations; hire and develop staff, including sales executives, marketing and business development personnel.
•	Direct and contribute to all aspects of sales process, including lead generation, sales calls, online demos, client presentations, marketing, and negotiations of terms & conditions.
•	Author, establish, and enforce Sales and Marketing SOPs. 
•	Direct and contribute to all marketing strategies and activities. 
•	Established training & education process to expedite onboarding of all new sales and marketing department hires.
•	Implemented standardized and consistent usage of HubSpot CRM by all personnel.
•	Promoted a positive and engaging employee culture focused on continuous improvement, with defined KPI’s, consistent performance reviews, and career progression roadmaps.

Vice President of Sales and Marketing

DigitalChalk

Vice President of Sales 

Drive sales of total eLearning solution that includes platform to self-develop and publish customized and personalized courses and extensive library of third-party course. Focus on re-vamping and redeveloping go-to-market and sales strategies. Prepare content on business and software skills and EEOC compliance for delivery to clients’ employees. Also sell eCommerce marketplace system to facilitate clients’ ability to build and sell their own courses.
•	Direct all B2B sales operations; hire and develop staff, including sales executives and business development personnel. 
•	Direct and contribute to all aspects of sales process, including lead generation, sales calls, online demos, client presentations, marketing, and negotiations of terms & conditions.
•	Author, establish, and enforce Sales SOPs. 
•	Established training & education process to expedite onboarding of all new sales department hires; wrote and published training manuals, and conduct sessions.
•	Developed and implemented standardized proposal format and streamlined associated development / preparation processes; also implemented standardized process for use of Salesforce CRM.
•	Promoted positive and engaging employee culture focused on continuous improvement, with defined KPI’s, consistent performance reviews, and career progression roadmaps.

Key Accomplishments:
•	Since joining the company in Q2 of 2018, grew headcount by 150% and have continuously grown sales revenue delivering a 64% year-on-year increase for the first half of 2020.
•	Completely overhauled corporate sales strategy to focus on solutions-based selling; redesigned product sales interaction / demo process, and coached sales staff on implementation. Shifted prospect-targeting strategies to focus on specific industry verticals vs. total market approach.
•	Formed formal strategic supplier partnerships with numerous vertically-aligned trade groups and organizations.

Vice President of Sales

Randall-Reilly

Vice President of Sales- EDA Industrial Division (2012 – 2017)

Directed all B2B divisional marketing intelligence sales operation. Focused on developing staff, training, incorporating effective SOPS, implementing operations improvements, driving sales via new marketing, demonstration, and proposal pricing strategies / procedures. Directed and contributed to all aspects of sales lifecycle. 
•	Drove team to achieve status as top revenue producers, with average annual sales growth of 16%. 
•	Grew sales force from team of five to 25+ top sales professionals; promoted positive and engaging culture with defined KPIs, consistent performance reviews, and career progression opportunities.
•	Implemented SOPs and training procedures to optimize revenue; wrote the manuals and conducted session at both divisional and corporate level. 
•	Developed and implemented standard sales process improvements; changed online demo process to include delivery of detailed client pricing proposal immediately following presentations, which significantly increased sales while expediting time-to-close. 
Key Accomplishments:
•	Worked at Charlotte, NC division to launch organizational-wide changes; delivered new sales process and SOPs to all other locations.
•	Closed sale of four of Division’s top six most profitable clients, and increased 24-month subscription customers by 46% within four years.
•	Increased YOY sales by more than 18% by Sep 2017, with annualized sales of $20M+.

Vice President of Sales – EDA Industrial Division 

Established a lucrative EDA Industrial Division market segment for the company.

Recognized as a key player / supplier to the industry by 2007 due to excellence in forward-thinking leadership.

Key Accomplishments:
•	Grew sales from $390,000 (Level 1) in 2004 to contributing $4+ million in annual sales by 2010.

Agriculture Industry Manager – EDA Industrial Division 

Goodrich Power Systems*

*f/k/a TRW & Lucas Aerospace

Strategically steered a team of 11 direct reports and 20 indirect reports in improving contract, material and inventory management, plant and facility maintenance, and shipping and receiving functions for this $40-million division of a $4-billion company.

Served as the on-site Business Conduct and Ethics Official, along with meeting ISO 9001 requirements by re-establishing systems, checks and balances, and discipline in alignment with site-wide purchasing, planning, and contracts administration.

Key Accomplishments:
•	Developed a modular MPS and led site-wide adherence initiatives.
•	Routinely developed, published, and reviewed system performance measures.
•	Trained all buyers, planners, and contract personnel in MRP system usage and benefits.
•	Created a cross-training plan to increase technical application for 15 logistics and contract staff.
•	Created a structured approach to improve material management process, including initiating alternate delivery approach strategies (i.e. Consignment, Kanban, DLF) for purchased parts based on ABC analysis.

Operations Manager – Contracts ￨ Logistics 

*f/k/a TRW & Lucas Aerospace

Led targeted decision-making among a results-focused team of 50+ direct reports in promoting quality-driven product line operations.

Achieved challenging profit / loss targets in a rigorous power generation and petrochemical market.

Advocated for improvements in front-end order processing, procurement, and lead time.

Key Accomplishments:
•	Improved productivity by streamlining manufacturing.
•	Encouraged continuous operational improvement processes.
•	Increased operations efficiency and enhanced market penetration.

Operations Manager – Industrial Products 

*f/k/a TRW & Lucas Aerospace

Drove business retention and future growth initiatives by researching and developing a proposal to consolidate and merge an existing operating division, including searching for site, securing government support, preparing and presenting a detailed proposal to the executive team, and launching the build process.

Mentored and managed 10 direct reports, as well as several indirect report consultants, subcontractors, and 200+ employees

Key Accomplishments:
•	Transitioned operation and delivery of corporate model to “factory of the future.”
•	Developed overall manufacturing layout and flow, selected contractors, and staffed project.
•	Served as top management authority to deliver the $15+ million project on time and under budget.

Project Manager – Site Relocation Project 

TRW Inc. / Goodrich Power Systems*

*f/k/a TRW & Lucas Aerospace

Maximized use of labor resources to secure loyal employee commitment to site-level operational improvements, including Total Quality (TQ), Kaizen / Lean Manufacturing, Preventative Maintenance, 5S Implementation, and Six Sigma.

Cost-effectively budgeted and managed plans to deliver annual performance improvements and bottom-line results.

Developed a multi-faceted operational improvement plan to promote a formal program structure.

Key Accomplishments:
•	Served as lead change agent authoring polices, approaches, concepts, and systems.
•	Spearheaded significantly more structured and centralized operations to boost core success.
•	Yielded 1% and 2% factory margin increase annually via a new Operational Improvement Department.

Operational Improvement Manager 

TRW Inc.

*f/k/a TRW & Lucas Aerospace

Promoted design, development, and implementation of a new growth strategy for a product created to improve customer satisfaction and increase manufacturing flexibility.

Facilitated aggressive applications engineering and product marketing while implementing at team-centric approach to process management and execution.

Key Accomplishments:
•	Generated a 26% annual sales increase and a 3% profit margin improvement.
•	Drove operational improvements in manufacturing and administrative processes.

Product Manager – Flexural Pivots 

*f/k/a TRW & Lucas Aerospace

Played a vital role in ensuring on-time, in-budget design, manufacturing, testing, and delivery of prototype products.

Led functional teams (i.e. engineering, manufacturing, marketing, contracts disciplines) using WBS and SOW to assure one cohesive group.

Researched, purchased, and implemented then-uncommon Microsoft Project as a program management tool, including setting new standards in project control methods.

Key Accomplishments:
•	Doubled sales for overall product group by exceeding challenging performance requirements.
•	Served as a catalyst for disciplined processes to review major development programs and projects.
•	Noted as a key contact for customer and U.S. government for the interactive development program.

Senior Program Manager – V-22 Cross-Wing Coupling Program 

I am an accomplished Sales Leader with history of significantly increasing revenue by developing and implementing strategic techniques and leading top-performing teams to meet and exceed aggressive objectives. Proven ability to consolidate market analysis, competitive advantages, budgetary resources, and employee strengths into a fully comprehensive and effective sales methodology. Record of leveraging multi-industry experience and consistently implementing process improvements to propel organizations to market leadership.

Areas of Expertise

•	B2B Sales
•	Team Leadership
•	Solution-Based Sales
•	Full-Cycle Sales Oversight
• 	Data Management
•	Process Improvement
•	Sales Conversion
•	Employee Training
•	Coaching & Mentoring
•	Client Relationship Management
•	P&L Management
•	Pipeline Management
•	Lead Generation
•	Project Management
•	Digital Marketing 	
•	E-Learning

Taplio

Daniel J. Salerno, MBA's Linkedin Analytics

Want to drive more opportunities from LinkedIn?

Taplio

.css-1jgreyo{background-image:linear-gradient(284deg, rgba(39,43,72,1) 0%, rgba(33,47,183,1) 100%);color:transparent;-webkit-background-clip:text;background-clip:text;}Daniel J. Salerno, MBA's Linkedin Analytics

Want to drive more opportunities from LinkedIn?

Daniel J. Salerno, MBA's Linkedin Analytics