OLAF PALEOS
• OTEA Software – grew market share among large law firms to the point that 78% of the top 200 law firms were clients.
• Assumed revenue responsibility for OTEA Service adding $4M in revenue responsibility, and managing the associated Sales headcount.
• Assumed Marketing budget and reduced annual budget by over $150K while continuing to grow revenues.
• Personally managed key clients (E&Y, Sungard, WealthTec, ESI) that combined provided $1M+ in annual revenue.
Director of Sales (2007- December 2016)
Achievements:
• Accepted challenge of growing Teams ability to assimilate and learn different products in different markets resulting from corporate acquisitions and fold-ins, then exceeded sales and retention revenue goals for these multiple product lines in different industries (legal, cpa, banking, education).
• OTEA (Trust and Estate Administration software) - grew customer base over 600% from 350 to 1,950. Grew revenue from $800K to $7.6M. Grew product retention from 79% to 92%. OTEA was consistently ranked at or near the top in annual TRTA customer satisfaction surveys from 2008 - 2014 (of 14 TRTA businesses).
• OTEA Service - Managed Revenue for this business from 2008 - 2014. Reversed declining revenue trend and grew revenue from $3.2M to $4.5M (without adding to existing staff) at divestiture to EY. The divested business continues to be a software customer. EY revenues from this business have declined.
• NRA (Non Resident Alien taxation software) - Grew Sales 5 fold over previous year in first year (2014), then stabilized Sales at a level equal to the highest Sales years NRA had experienced prior to acquisition - when owners/experts were still involved. Stabilized declining retention. Achieved 98% retention in second year and matched that in year three. Reversed corporate's view that this was a declining product TR should walk away from.
• zCalc (Estate Planning software) - partnered with key client and subcontracted much of product development to that client. The resulting efficiency saved 2 FTE's in product development. Grew customer base by 40% by incorporating parts of zCalc into the OTEA product sold into the OTEA client base.
• Retained top talent and exceeded company average in manager effectiveness studies every year.
• Built, managed and led a diverse team of inside and outside sales professionals, working in the office or remote, including virtual and contractors.
• Across all software products, developed and drove customer acceptance of aggressive multi-year price increases averaging 6% per year by innovative product packaging/bundling and transitioning software licensing to a usage based pricing model.
• Across all software products, grew customer base from 350 to 2,500 and grew revenue from $900K to $11M+.
National Sales Manager (2005-2007)
What the job entailed:
Created responsibilities, policies and procedures for Sales Team to follow. Designed sales strategy, pricing, and set revenue goals. Approved all orders and credits. Client problem resolution. Pipeline reports, product retention projections, reporting to upper management. Cross departmental communications. Awareness of competitors. Product positioning. Understanding the marketplace. Approve marketing. Develop marketing message/theme. Key tradeshows and key client visits. Budgets – Sales Budget and Marketing Budget.
What the job entailed:
Built and managed 15+ member Sales/Retention/Training team with 2,500 customers for 3 software product lines, and 1 service product. Dotted line reporting relationship from Technical and Content Support, and Corporate Marketing for these product lines. Recruited and hired staff, coached and motivated team members to goals through growth and accepting challenges. Built product licensing models, pricing models, compensation plans, developed sales and client retention forecasts, set sales and client retention goals, co-developed marketing strategy, final authority on all customer issues, "owned" customer relationship.
Achievements:
Sales Manager Thomson Reuters Gibbsboro, NJ
Sales and Operations Manager IDRECO S.p.a. (USA) Bensalem, PA
Independent Manufacturer's Rep Pfanstiehl Inc./Self-Employed Newtown, PA Operations Manager Societe Volcamat Volvic, France
Additional Professional Experience:
Consultant (March 2017-Present)
Sales Strategy, Operations, Effectiveness
Assisting business leaders in the design of go-to-market value propositions and customer-facing tools that result in revenue growth. Consulted on sales compensation plans, product pricing, marketing, website creation, ecommerce, emarketing, product licensing, sales/retention/revenue goals, sales training, pipeline management, product positioning. Clients in SaaS, cloud computing, software, legal, and service industries.