Sie sind auf Seite 1von 3

R.

PAUL HOCK, III


8424 Eden Park Drive
Raleigh, NC 27613
(919) 605-7572
rh4f1728@westpost.net

OBJECTIVE
Strategic account management responsibilities utilizing strengths in motivating
and managing people, accurately assessing customer needs, multi-layered relation
ship building, and no excuses delivery of customer and company objectives.
SUMMARY OF QUALIFICATIONS
Customer-focused, results-driven, detail-oriented and organized senior-level pro
fessional with thirteen years unique combined experience in sales, consulting, a
nd project management. Proven expertise and accomplishment in:
* Top ranked contributor
* Multi-layer relationship management
* Big-picture perspective
* In-depth, accurate needs analysis
* Strategic planning and implementation
* Navigating road blocks to exceed objectives
* Highly-technical presentations
* CO-level interaction
* Driving team success
* Improving efficiencies
* Cross-functional productivity
* Direct hardware/software sales
* B2B sales
* Performance metric management

EXPERIENCE
COMPETITIVE SOLUTIONS, INC.,
Strategic Account Manager / Process Consultant
Raleigh, North Carolina
2008-Present
Selling performance improvement methodology to high-level, strategic accounts in
effort to drive customer's business and develop organizational efficiencies.
* Won $4.6M in gross revenue by leveraging strategic relationships, selling com
pany methodology, gathering customer needs, managing a team-implemented performa
nce improvement plan and achieving customer and company objectives.
* Leveraged company software and scorecard presence to secure additional busine
ss for key client with a strategic Raytheon partnership. Presented the process
solution as a risk mitigation strategy for running an efficient operation. The
presentation of that concept gained customer a new contract leading to customer
satisfaction and likelihood of continued business and contract renewal.
* After one year managing this strategic account (Letterkenny Army Depot), was
able to renew contract and achieve $4M quota by communicating to the client how
the product was improving operating efficiencies. Communicated the following ke
y improvements for the client:
o Increased productive labor yield by 10%. Measured yield by hour, by
employee - a measure used to justify bringing in new business.
o Reduced external customer complaints by 50% - both informal and form
al.
o Increased direct labor hours by 44%. Depot measures % direct labor h
ours to support the depot's effort to grow the business through additional workl
oad.
o Improved hiring process bottleneck by 30%. Improved actual time from
"Request for Personnel Action" to "Job Offer." Carved 30 days off the time req
uired to meet goals.
o Reduced contractor time reporting errors by 87%. This improvement s
ignificantly reduced potential cost for each program in terms of paid working ho
urs, discrepancy investigation time spent, and future planning costs.
o Reduced the average project cost overrun from a 15% overage to a 5%
overage.
* Improved organizational accountability, communication, business focus, and be
havioral expectations within ten major companies.
* Provided executive coaching and intervention to over 50 executive leaders and
their teams.
DIGITAL AUDIO CORPORATION
Director, Sales and Marketing
Durham, North Carolina
2003-2008
World leader in forensic audio solutions and audio enhancement solutions for law
enforcement and government agencies.
* Led 75% of company sales efforts for federal and state government clientele.
* Increased sales pipeline growth in first year by 25% to $5M.
* Achieved highest sales number of any employee company wide within 6-years.
* Delivered highest revenue in company history in 2005.
* Received company "Teamsmanship" Award in 2003.
BUILDLINKS, INC.,
Durham, North Carolina
Senior Sales Consultant
2001-2003
Offer a construction management enterprise platform that allows home buyers to b
etter communicate with home builders.
* Generated 60% of customer sales by leading successful national direct sales e
ffort.
* Established market presence for new web-based software product in US, Canada.
* Facilitated sales partnership programs with outside business channels.
* Analyzed and critiqued product software and provided design/interface solutio
ns to technical team.
* Provided software training/consultation/support to residential construction c
ompanies.
WACHOVIA BANK, Durham, North Carolina
Assistant Vice President, Small Business Banker
1997-2001
* Promoted seven times during employment with Wachovia earning titles of Assist
ant Vice President, Banking Officer.
* Recipient of "Extra Mile Award" by Wachovia Bank, 1999.
* Selected to participate in newly created leadership role. Position targeted
high-end personal bankers and small businesses in an effort to bolster branch sa
les.
* Managed sales teams effectively, meeting or exceeding quarterly sales goals c
onsistently.
* Led bank in deposit sales during "Top Dollar" focus campaign.
EDUCATION
M.E., Counseling, University of North Carolina at Greensboro, 1994
B.A., Industrial Relations, Minor in Psychology University of North Carolina at
Chapel Hill, 1991