BRUCE COLE

3130 Quimby Street 619-222-9813

San Diego CA 92106 bc698fd6@westpost.net
________________________________________________________________________
Sales Executive - Technical/Scientific/Academic
History of delivering revenue gains and profit growth through extensive experien
ce in all aspects of the sales process. Recognized for sales success through bui
lding relationships based on trust, timely communication and effective listening
. Results driven, sales professional who is diligent and self starting in achiev
ing goals. Background in software, information, services and systems sales.
Track record of strong needs assessment and solving customer business problems w
ith recommended solutions. Expertise in closing complex sales to knowledge worke
rs in industries as diverse as biopharma, technology, education, government and
Fortune 500 companies at the C-Level. Particular attributes are relating to cust
omers and working independently while effectively managing accounts and territor
y. Consistency in exceeding sales goals. Additional strengths and awards include
:
*Newcomer of the Year *New Territory Startup and Development
* Multiple Million Dollar Club *Pricing and Proposal Strategies
* Presidents Award Trip *Contract Negotiation & Post Sale Service
Professional Experience and Accomplishments
ROCKWEST TECHNOLOGY GROUP 2009-Present, 2000-2002
An identity management company focusing on photo identification, access control,
credentialing, CCTV, emergency response systems for government, one card applic
ations for colleges and universities, school safety and security for K-12 and ID
related applications for corporations.
Account Executive
* Opened over 50 new accounts increasing new sales while delivering new sales to
existing customers
* Developed several market plans leading to prospects in untapped market segment
s
WOLTERS KLUWER HEALTH 2007-2009
Global publisher of medical and allied health information resources in electroni
c media format.
Business Development/Strategic Account Executive
As a member of the Business Intelligence unit targeted pharmaceuticals and biote
chnology companies in the 15 most western states. Product offerings included dru
g pipeline, clinical trials, financial, pharmacovigilance and customized solutio
ns.
* Closed sales with 11 of the top 18 Biotech companies with revenue of $1M+ by n
ew sales and up selling
* Increased contact by introducing company and developing relationships from ori
ginal 40 companies to 330 in one year opening 20 new accounts
* Created a series of solution seminars partnering with marketing and managing t
he project resulted in contacts with several new prospects and new customer sale
s
* Researched, developed target list and prospected 4,000 new professionals asses
sing needs and presenting solutions
THOMSON SCIENTIFIC (now Thomson Reuters) 2003-2007
Provides essential information for researchers to locate relevant data and busin
esses to optimize intellectual property and find competitive intelligence.
Account Executive
Corporate Markets Division. 2006-2007
Provided electronic workflow solutions to knowledge workers in the disciplines o
f intellectual property and scientific literature research. Sold to a variety of
industries in the 10 most western states.

BRUCE COLE 619-222-9813 bc698fd6@westpost.net

* Introduced products and services to over 150 companies opening 19 new accounts
* Created and initiated business plan to complete five figure sales to several o
rganizations including SanDisk, Sun Micro, and Northrop Grumman
Senior Account Manager 2003-2006
ResearchSoft Division
A leader in research software for Higher Education, pharmaceutical, government a
nd research organizations. Worked in a team selling environment with an annual g
roup goal.
* Overreached 2005 Sales Plan with a net gain of over $16 Million of new busines
s for our four person team
* Finished 2004 and 2003 above Plan for sales revenue achievement with organic g
rowth of 6%
* Developed a sales campaign to the biosciences market resulting in sales over
$250K
* Named 2003 Thomson Scientific & Healthcare Sales Newcomer of the Year
SCT, (now Sungard) 1999
Provides software, strategic consulting and technology management to universitie
s
Account Executive
Sold enterprise software and professional services to higher education.
* Focused on business process improvements resulting in purchase decisions at th
e executive level.
* Sold $900K in Web based product sales and services to University of California
and private colleges in the West.
SCANTRON 1988-1998
Specialists in total solutions for information management and provided survey se
rvices, application software, automated data entry products, scannable documents
.

Senior Account Executive, 1995-1998

* Established several new accounts including Disneyland, and Union Bank, while m
aintaining existing business relationships with many clients including Southern
California Water, Mitsubishi Motors and Boeing
* Won the President's Gold Circle Trip, ranking third in revenue out of 75 reps
* Became the first Representative in the Company to achieve the Million Dollar C
lub for four consecutive years.
Account Executive, 1989-1994
* Grew Education territory sales by 83% over this period while Company grew 40%,
by initiating a high level of activity and implementing targeted goals.
* Exceeded sales quotas for five years, earning company's Gold Club award.
* Implementing and obtaining goals resulted in President's Award for reaching al
l objectives.
Education
Masters Business Administration (MBA), Providence College, Emphasis in Marketing
Bachelor of Arts (BA), Roberts Wesleyan College, Liberal Arts

Additional Training
Strategic Selling (Miller/Heiman) Counselor Selling (Wilson Learning)
Target Account Selling (Target Mkt Intl) Value Selling (ValueConcepts)
http://www.linkedin.com/in/brucecole4sales