Slide 1: William Berchtold Summary • • •
Cell: 717-880-2219
Senior Level Marketing Manager Top Performer and Can Deliver For Corporate Profitability and Customer Loyalty High Energy Sales, Management, and IT Professional with exceptional interpersonal, entrepreneurial, and communications skills with an extensive background in the following broad-based competencies: • Demonstrated ability to promote products and services and secure and develop key accounts to maximize company profit. • Proven ability to cultivate productive relationships with key decision makers and manage projects on a National basis to achieve corporate goals. • Excellent qualifications in strategic planning with comprehensive knowledge of management, organizational development, team building and project execution.
Professional Experience ImageTech System (Software VAR for Electronic Document Management and BMP Workflow Software on SharePoint) March 2010 to Sept 2010 - 6 Month Contract Position Camp Hill, PA Sales Executive and Engineer • Developing and implementing new sales technics to penetrate new local business accounts. The goals achieved were clear plan and pipeline of new business customers for Document Management Systems. • Consultive Selling and System Design in ECM and Document Management software on SharePoint Platforms-- Kofax, Knowledge Lake • Selling Cycles of 6 months to 2 years. Achieved first verbal order within 4 months after training • Designed initial contact techniques to develope the local market place. Normal sales calls were 40 follow-up and 25 initial contact calls per day • Software developement training in Kofax Capture, Kofax Express, Knowledgelake Capture and Imaging, K2 BlackPoint, K2 BlackPearl, and K2 Connect. Financial Destinations (Organization Solutions Dealer) May 2009 to March 2010 York, PA - - 6 Month Contract Position Regional Sales Manager • Consultive Selling, Solution Selling, Financial Services, Health and Wellness, Telecom. • Currently leading a team of 4 national sales people and 2 internationally promoting the VOIP telecommunication products for VodaPhone. Over the First 4 months of operations we have 100% customer satisfaction with our business growing exponentially. Edwards Business Systems (Business Solutions Dealer) July 2008 to May 2009 Harrisburg, PA Market Development Specialist/Technical Sales/Engineering Sales • Consultive Selling, Solution Selling, and Engineering document management
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solutions and office equipment to all Federal Civilian Agencies, and Non Profits. Products included Color /BW Multi-Function Printers, Computers, Servers, on Microsoft, Unix, Linux LANs / WANs, and VMware. This was a full campaign including customer calls, customer visits, new prospect calls and visits, customer mailings promoting Konica Minolta products in the York area. Engineering Pre-Sales Support with Customer’s IT and Financial departments. This function of bringing our technical people to major accounts showing them the benefits of our products over our competition providing the launch of our Regional Blitz. Top 10% in Konica Minolta Regional Blitz achieving $2.5 million of sales in 2 days. Starting from scratch, closed new account within 2 months of hire. With our new system of customer loyalty, this customer alone has become on of the largest buyers from Edwards Business Systems: Berks County Government. Sold enhancements, maintenance and services to existing customers by demonstrating the benefits of our company and products over our competition. Sold, Engineered, and Designed systems improving the informational flow within company networks, improving informational processes with cost savings of at least 15%. Taught Document Management and System Integration to our Sales Engineers. In turn they educated our customers, promoting brand loyalty, and company loyalty. Coordinated within the company -- Procurement of products, Delivery Schedules to customers, then trained customers on their new products purchased. Helped Develop a company CRM System and new SAP Systems. This is a combination of call follow-up, email, and mailings that can be tracked and measured for effectiveness.
Financial Destinations Feb 2008 - June 2008 York, PA - 6 Month Contract Position New Business Sales • Corporate Sales of International Calling and Telecom Equipment Specializing in Overseas Business Transactions • Achieving over 75% of quota to clients in the first Month. • Activity Quote Points set at 25 per week, exceeded with 35 Points+ weekly in customer calls and customer education resulting is one of the highest customer loyalty. • Developed, Wrote, and implemented Vertical Marketing Techniques, Letters, and aided in the updating of a Contact CRM Database for the Sales Force. This system is still used today.
Slide 3: ACER Inc. (Second Largest Computer Company in the World) July 2007- Feb 2008 Gaithersburg, MD - 6 Month Contract Position Eastern Regional Manager • Drove Channel and Retail sales making Acer Company standing go from #8 in the industry to #2. Worked with major store chains such as Wal-Mart, Sears, Circuit City, Best Buy in promoting the Acer lines of computers. • Integrated the Wholesale Distribution Channel from Cable Technology into Acer. Acer within the first week retained 98% of the loyal customer base of Cable Technology. • Easily reached 3 Month average of 20% gross profit margin on sales with industry average being 8%. Became the sales exec with highest gross profit margin of any sales person in the company. Products included Desktop Computers, Servers, and Software. • Primary goal of increasing channel sales, B2B major accounts and new customers. Averaged around 20 new accounts per month. This was accomplished by developing a CRM computerized follow-up system for myself and my team to contact major accounts and high purchasing individuals once a week. • Created and Deployed new Prospecting Techniques within York, Lancaster and Harrisburg generating new customers and sales in major accounts, complete with 30 cold calls per day. • Developed sales techniques for Orphan customers, resulting in reactivating 10% of them. • Taught Document Management and System Integration to Sales Engineers. • Developed CRM and SAP Systems improving customer, and channel relations increasing sales. Cable Technology, Inc. (Cable Manufacturing, Distributor) March 1981- July 2007 Emigsville, PA Vice President / General Manager • Helped build a multi-million dollar wholesale distribution, and Channel Sales company from the ground up. Achieved its first million dollar in revenue in 2 years. Selling through channel sales, B2B, and major accounts. Products where computer cables (fiber and copper), computer peripherals, desktop computers, servers, and computer software. Developed retail packaging of retail items giving the channel additional profits creating the highest customer loyalty within the electronics industry. • Director of Sales – Lead by Example. Sold along side a sales force I created to achieve high revenue with high earnings each year. Additional positions held were: Sales Manager, Technical Director, CIO, Plant Manager, HR Manager, and COO. • Spearheaded new product development effort and guided successful launch of hundreds of new product lines increasing company net profit for 25+ years. • Authored a strategic marketing plan serving as the basis for accelerating the company’s penetration throughout national markets to build revenues
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and retail loyalty to Cable Technology. Forged strategic alliances with manufacturers to expand warehousing at a fraction of “brick and mortar” cost resulting in decreased inventory and cost. Negotiated strategic distribution agreements with the import of computer cables increasing company profits by quicker deliveries insuring retail loyalty for our products over our competition. Developed telemarketing strategies, accounting and order tracking systems (CRM Systems), sales teams, call centers, and customer service teams. Further CRM Systems: Created and Developed inventory control, sales tracking and managing systems using Microsoft Server 2003, 2007, Unix, Linux, Oracle OEM, Oracle Data Guard, Oracle RAC, Utilize Metalink to research and trouble shoot problems, Oracle eBusiness Suite, Oracle Data Warehousing. Additional application/DB experience: Autotime, ProPricer, Cobra, PTC Windchill. Project Managment/Plant Manager: Developed Cable assembly manufacturing with a thorough knowledge of Lean Manufacturing, Six Sigma principles, and improved Construction Design Management (CDM). Functions and responsibilities included production reporting, inventory control, cost accounting, budgeting, payroll account reconciliation, and supporting the formulation of manufacturing budgets and reviewing departmental expenses for multiple manufacturing cost centers. Created most company policies and managed those systems. Created, Managed, and was Lead IT in Technical Support for Computer Networks, Computer Hardware, and Software to Computer Resellers Nationwide. Unix, Linux, Novell, Microsoft Server 2000 and 2003. Products: WebSphere, Cisco, CA Identity Manager, CA SiteMinder, SQL, Windows 2000 server, Access 2000, Access 2003, Windows 2003, Windows 2007 server including maintenance upgrades and deployment. Created, Managed, worked on cable manufacturing lines for cabling + fiber optics. Jobs included being HR Manager Manufacturer/Distribution with extensive experience in employee relations, change management, recruitment, training and development plus payroll and benefits administration. Both Union and non-Union.
Education Bachelor of Science, Computer Information Systems, York College, York, PA Concentration: Systems Analysis Set up PC systems and Mini-Computer Networks. Associate of Science, Computer Science, Penn State, York, PA Concentration: Computer Programming Languages: FORTRAN, COBOL, Assembler, Machine Language, PCL Code. Currently working on VMware and VTSP Certifications.
