BRUCE A.

RAUCH
6 Hampton Court - Algonquin, IL 60102
Cell: 847.212.7239 Home: 847.658.6326 - Email:
brfe59c2@westpost.net

SENIOR SALES PROFESSIONAL

_INFORMATION TECHNOLOGY__ __-__ __SOFTWARE_
EXECUTIVE SUMMARY
Inventive, assertive and high performing SENIOR SALES PROFESSIONAL
credited with combining sales, marketing and business development
expertise to deliver substantial revenue growth in highly competitive
business markets. Strategist, innovator, and tactical leader of
enterprise-wide initiatives that build brand value and result in
sustainable, profitable growth.
PROFILE
SUPERIOR PROFICIENCY IN ALL AREAS of executive sales
leadershipa"vision through strategies, tactical plans, compensation
programs, communication protocols, and reporting structures
DYNAMIC RECORD OF TOP PERFORMANCE in developing a sales force that
is able to achieve aggressive goals and penetrate untapped markets
VISIONARY WITH THE ABILITY to increase market penetration and
facilitate market launch through indirect distribution channels and
industry partners
CORE COMPETENCIES
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New Business Development
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Account Acquisition, Expansion & Retention
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Sales Forecasting & Market Penetration
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Territory Management & Development
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Competitive & Market Analysis
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Channel Development
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Product Marketing & Management
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 Executive Level Presentations
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Client Relationship Management
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Team Leadership & Motivation
RECENT EMPLOYMENT EXPERIENCE
SARCOM 2010
_SARCOM is a publicly traded division of $1.5 billion PC MALL,
focusing on technology sales and consulting value added services to
the Fortune 2000. _
SENIOR SALES ACCOUNT EXECUTIVE
$3 million Annual Sales Budget
Sales Executive responsible for creating new account opportunities
for the sale of SARCOM product lines into the Fortune 2000 space.
Work with team consisting of inside sales rep and several product
line specialists to identify company opportunities and propose
solutions based upon products and services from the SARCOM portfolio.

Agilysys, Inc, Lisle, IL 1996-2010

_$800M publicly traded technology and consulting services Solutions
Company that delivers tools, knowledge and value to its customers and
partners._
SENIOR SALES EXECUTIVE-TECHNOLOGY SERVICES GROUP
$3-6M Annual Sales Budget
High profile sales executive with full autonomy over creating
business progression and roll-out plans based on extensive
competitive, product and market intelligence for IT products and
services. Work cohesively with and indirectly manage team comprised
of several solution architects, inside sales and software
representatives, and other product specialists to ensure attainment
of forecasted sales objectives. Engage in ongoing collaborations with
complimentary marketing partners to drive new joint ventures.
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Acknowledged with five annual international "TOP PERFORMER SALES
AWARDS" and numerous business unit awards for surpassing goals by
averaging over $1 M in gross profit contribution.
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Utilized account advancement strategies, new project development,
and expense control to sustain a gross profit average of 160% of
budget.
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Conceptualized and introduced distinct regional marketing campaigns
that delivered numerous new account opportunities with ROI of 60
days.
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Launched initiatives that led to three accounts being converted into
National accounts, with high GP$ return and continued year over year
growth in gross dollar sales and gross profit sales.
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Maximized use of executive selling model, sales initiatives,
extended sales team and marketing to surpass gross dollar budget and
gross profit budget annually.
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Classified and nurtured over twenty major accounts that resulted in
over $12M in gross profit dollar contribution to date.
Digital Equipment Corporation, Marlboro, MA 1984-1996
_$5B new equipment manufacturer with 10,000 employees worldwide_
GLOBAL ACCOUNT SALES MANAGER (1989-1996)
CENTRAL REGION PROCESS CONTROL MANUFACTURING MANAGER (1987-1989)
DIGITAL EQUIPMENT CORPORATION US ACCOUNT MANAGER (1984-1987)
Promoted through a series of increasingly responsible positions to
the final position of Global Account Sales Manager appointed to
direct global sales, services and technology teams assembled to
penetrate and grow digital business within two International
companies. Scope of responsibilities entailed full P &L
accountability, account management and sales plan design and
implementation, marketing management, and partner in-direct
management.
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Recognized by the organization with four "INTERNATIONAL SALES
AWARDS".
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Provided strong organizational leadership and active participation
in account acquisition that led to a boost in gross profit from 28%
of budget to 155% of annual budget.
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Propelled unique campaigns that gross sales amplifying from $3M to
$25M annually.
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Championed growth of GD Searle Digital revenue from zero to $6M per
year, along with developing a sales team comprised of three
representatives credit with exceeding all annual profitability goals
set by management.
PREVIOUS EMPLOYMENT EXPERIENCE
AC Nielsen Company, Northbrook, IL
 REGIONAL MARKETING MANAGER
CLIENT SALES EXECUTIVE
DISTRICT MARKETING MANAGER
EDUCATION AND PROFESSIONAL DEVELOPMENT
BACHELOR OF ARTS IN SOCIOLOGY/ECONOMICS, Valparaiso University,
Valparaiso, IN
CONTINUING EDUCATION: Vendor Certifications from IBM, HP, Oracle,
VMware, Cisco, Oracle. Sales Skill improvement courses from Hewlett
Packard, Agilysys sponsored classes and Xerox.