ryan resume 2011 full
TRANSCRIPT
Ryan PiehowiczWhen Life gives you Lemons,
SELL THEM!SELL THEM!
614-562-6666
Learning and Growing, The Key to my Sales Career.When I first started in Sales, I was eager to apply everything I thought I knew. I was blinded by
excitement and eager to begin my career. I exited my first training class at Airtouch Cellular and could not wait to spread all the benefits of Airtouch to everyone on the planet. I remember going on my first appointment. I arrived 15 minutes early. Freshly pressed suit and shirt, new tie, and polished shoes. I was ready to attack and close. I had every objection covered and was poised with my features and benefits list. I remember walking into the office, commenting on the fish hanging behind the desk and his son's football picture. I then began into my pitch, covering every possible angle with a feature and benefit. I received no objections. I was preclosing throughout the appointment. To my surprise and utter disbelief, I didn't close the sale. I now look back on that appointment and think how much I have truly learned over the last 12 years.
In my youth, I was so exited to sell that showed up to my appointments and spat out everything there was to know about the products I was selling. I closed a lot of business, but I also lost deals and was never quite sure why. As I accepted new positions and began to sell more value oriented products and services instead of price positioned products, I had to adapt the way I presented and closed. I learned to listen. Most salespeople hear what their prospects are saying, but do they listen? I attended a couple of seminars that focused on listening and relationship selling. I changed the way I presented and focused on improving my relationship building skills. I dug up some of my old Psychology books from college and reviewed theories on the art of speaking and active listening. I noticed an immediate change in my closing ratio and an increase in the number of referrals I received.
Shutting Up: A Lesson Learned the Hard WayI was recruited away from Paychex to work for the C.A. Short Company. My services included
service award and recognition programs to Fortune 1000 companies and safety awareness programs to manufacturing and industrial companies. This presented quite a challenge in the sales approaches; human resource departments are quite different from blue-collar safety committees. I tried many different things and found myself having no consistency in my presentations. I remember attending a networking function and hearing the regional VP of the United Way of Columbus covering some of the ways he approached corporations for contributions. He was asked how he adapted his pitch based on what kind of company he was presenting. His reply changed the way I sell and to this day is what I try to teach my peers. Treat all prospects like people. Treat people the way you would want to be treated. Have fun and be genuine. People will buy from people whom they trust and feel comfortable with even if the product and service is more expensive.
Selling for a marketing agency, I had a new found understanding of the sales cycle and buying trends. Being an aggressive, hard nose sales guy in an industry that traditionally relies on referrals as the primary source of new business, I had to adapt my prospecting techniques to be effective. The fact that I was calling on the people who mastermind response techniques; to say I had to be creative is an understatement. I also got an in depth look at the internal architecture of marketing and lead generation campaigns. I applied some of the same tactics that I had positive results with, but with an added creative twist. The results shocked me. I was able to set 20 appointments from 45 touches, when I was used to getting 1 appointment from every 20 calls. I came to find out later, that on average a Marketing/Advertising Agency only has 17 appointments a year. I have always enjoyed sales and had fun at my job, but now I was really having fun.
Prospects are People, Treat Them That Way.When I look back on the last 12 years of sales, I am reminded of something that my
grandfather told me as a child. “Life is about learning. A person can chose to learn from every event or chose not to grow. They can make the same mistakes and use the same excuses. The key to life is to never stop learning and growing.” I feel that my experiences have all been valuable. I have worked for four different companies in four different industries. I have called on single employee business owners to Fortune 500 executives. I have pitched the IT, Human Resource, Accounting, Sales and Marketing Departments. I have seen a good economy and seen it plummet. I still love being in Sales and would not trade my profession or my experiences. I am welcoming the opportunity and the challenge of my next position. I look forward to learning, growing and furthering my career with you.
Ryan Piehowicz
RYAN PIEHOWICZ614-562-6666 3052 Casper [email protected] Hilliard, Ohio 43026 HTTP://www.linkedin.com/in/ryanpiehowicz
“ When Life gives you lemons, SELL THEM!SELL THEM! ”” I am a highly motivated Sales Executive seeking an opportunity to utilize my creativity
and current sales experience with a high-energy company. Aggressive and compulsive tendencies seem to drive me to adopt sales and relationship building in all of my daily activities. I am looking for a company that will not only challenge me as an integral part of a team but also hold me to the highest of goals and expectations.
Key Qualifications Successful track record of accomplishments, including 12 years of Business-to-Business sales. Experience with prospecting and presenting all levels of decision makers from C-Level Fortune 500
executives to small business owners. Presented to the IT, Accounting, Human Resources, Marketing and Sales departments. Experience selling a single tangible product/service as well as intangible products/services thought to
be commodities. Knowledgeable of multi-channel and VAR distribution chains and how they affect buying trends. Managing a team of dedicated B2B telemarketers honed my skills in qualifying new leads and learning
to cultivate existing leads. Developed and implemented a multi-touch lead campaign that maximized all areas of the buying cycle. Attacked opportunities with high-end clients and larger businesses as opposed to low yielding sales. Kept concessions to a minimum and suggested additional programs and ancillary products to increase
the customer experience and reduce attrition rates. (Ranked second in office for % revenue per unit and % of ancillary products.)
Built business relationships that lasted through ten years and five different companies within five distinctly different industries.
Experience selling through all marketing channels of sales. (Direct Mail, Trade Show, Online, and Telephone.)
Most Recent Employment
T he Lawncare Company Director of Operations August 2005 – June 2010 Managed core group of in-house employees and served as a working supervisor. Responsible for exploration of new clients ranging from bid work to prospecting. Managed and dispatched over 100 subcontractors. Winter Management included routing, scope of work and accounts receivable. Served as liaison for most current clients and property managers. Implemented systems that streamlined common business functions as well as maximized efficiency. Clients included Nationwide Realty Investments, Standard Parking, Kroger Corporation, Cord Camera,
Centro Properties Group, Continental Property Group, and Brickman Facility Services.
Education : B.S. Psychology The Ohio State University 1998
Varsity Track and Field Miami University
Past EmploymentEmerging Marketing Director of Sales July 2004–March 2005 An in-depth understanding of integrated marketing including the new technologies and “traditional”
direct and indirect components. In conjunction with the Principle, researched and constructed reports on selected
prospects/industries /products for use as an “intelligent marketing tool” within agency sales efforts and client telemarketing.
Provided direction and assistance as required to account executives, creative executives, account coordinators and telemarketers.
Clients included HER / Real Living, Sterling Commerce, Liebert Corporation, Huntington National Banks, GE Consumer Finance.
Member of the Ad Federation, Direct Marketing Association, American Marketing Association, Columbus Metropolitan Club, Mid Ohio Direct Marketing Association, Business Marketing Association, and Columbus Chamber of Commerce.
C.A. Short Company Corporate Account Manager June 2003–June 2004 Prospected Human Resource Departments of Companies that employed 1000 or more employees
(Service Awards/ Performance Achievement). Prospected Operations and Safety Departments of Manufacturing/Industrial Companies that employed
200 or more employees (Safety Awareness Programs/Suggestion Programs). Clients included Sterling Commerce, Rescare Inc., Careworks, Huntington National Banks, Yamashita
USA, Stanley Electric, The Crane Family of Companies, and Chase Manhattan. Member of National Society of Human Resource Managers, HRACO, Ohio Safety Council, and EMA,
and Honda USA Preferred Vendors Association.
Paychex, Inc. Business Account Executive April 2001 – June 2003 Built referring relationships with the accounting community to generate leads and sales because of an
absence of advertising and mass marketing. Ranked first in country within training class (90 Day Ramp-Up). Ranked second in office for % revenue per unit and % of ancillary products sold. Maintained 120% of revenue quota and lead a five state zone in sales of a specialized ancillary. Ranked in top 10% of Revenue Year to Date: 2002, 2003. Member of Ohio Restaurant Association, Ohio Dental Association, Ohio Society of CPA’s, Builder’s
Exchange, and Short North Business Association.
Verizon Wireless Business Account Executive Oct 1998 – April 2001 Performed in the top 10% of executives in the Columbus Region (Revenue Based). Performed in the top 15% of executives in the Columbus Region (Sales Based). Business customers include Aetna Healthcare, United Healthcare, Greif Brothers Inc., American Family
Insurance, URS Greiner, Railvan Logistics Inc. (Pacer Logistics). Instrumental in the addition of Metropolitan Educational Council as an active association with Verizon
Wireless, which allowed the networking of close to 50,000 associates. Member of the Columbus Chamber of Commerce After Hours Committee, Builder’s Exchange Wireless
Board, Ohio Education Association, and Builder’s Industry Association.
Business Systems and Process Knowledge Microsoft Office Suite of Products. CRM applications Salesforce.com, Salesmetrics, Goldmine, and Access. WebEx and Microsoft preferred Online Conferencing Applications. Social Media and Professional Media Channels. Implementation of Multi-Channel Marketing Material Android App Platform and Smart phone Savvy Adobe Creative Suite
Sales Statistics 1998 - 2010
The Lawncare Company (August 2005 – June 2010) In three years grew company from $800,000 to $2.2 million. Client base grew from 55 clients to 165 clients. Profit margins grew from 12% to 26% Changed Company’s focus from Landscaping to Total Site Maintenance.
Emerging Marketing (July 2004 – March 2005) Added 3 “Whale Clients” that doubled agency annual revenue. (HER Realty, GE Consumer Finance, Sterling Commerce) Helped telemarketing department improve call to appointment ratio from 60/1 to 20/1 and Call to
close ratio improved to over 50% from under 20%.
The C.A. Short Company (June 2003 – June 2004) Within first year (0% quota expected) closed Crane Plastics Companies, Stanley Electric and
Yamashita USA (Both Honda Subs) and Rescare, Inc. (2nd Largest Home Healthcare Company in U.S.) Boosted Current clients annual revenue with add on programs by 40%(Huntington National Banks, Sterling Commerce, Retail Ventures Inc., and Nationwide Insurance)
Paychex, Inc. (April 2001 – June 2003) Ranked #1 within training class. (90 day ramp up, 56 reps nationwide, 24 sales) 110% of quota for 2001 (prorated with training and ramp up) 120% of quota for 2002 130% of quota through June of 2003 Ranked in the top 10% of Revenue YTD 2002, through June 2003. Led Ohio, Kentucky, and Indiana in # of ancillary products sold in 2002. Ranked in top 5% in revenue per unit. 2002, through June 2003.
Verizon Wireless (October 1998 – April 2001) Ranked in top 10% of Columbus Market, 120 reps. (Revenue Based) 1999, 2000 Ranked in top 15% of Columbus Market, 120 reps. (Unit Based) 1999, 2000 Ranked #1 in Columbus Market Inside Sales, 105 reps. 1998 Responsible for the addition of Metropolitan educational Council as an Association, which added
50,000 new prospects.
Business References & Peers Scott Boles Owner / Chef Yabo’s Tacos614-562-1111 [email protected]
Scott and I shared a territory at Verizon Wireless and he mentored me early in my career. We chaired the Columbus Chamber of Commerce Business After Hours Committee and taught cooking classes together.
Chip Ramsey Director of Sales Operation Everstaff614-296-5738 [email protected]
Chip, Scott and I became close networking partners. They created the GETDOT networking group.
Marty Federer Sales Manager Buckeye Power Sales 614-206-1101 [email protected]
Marty has been a friend for 30 years. I have also worked for Marty and managed Marty as a sub.
Elmo Kallner Director of Operations Metropolitan Education Council614-579-2669 [email protected]
Elmo has been a close family friend since I can remember. I have also done business with Elmo.
Bob Evans Director of Sales Convio, Inc.614-286-9006 [email protected]
Bob was my manager at the C.A.Short Company. Because of location we worked pretty closely together and he got to witness many of my business practices.
Roger Williams Consultant Escape Enterprises614-861-1952 [email protected]
Roger has been a close family friend and referred me to GFS. He told me that personality fit with successful sales reps at GFS.
Ron Miller Director of Sales Metropolitan Education Council614-934-6523 [email protected]
Ron also referred me to GFS. He has been a friend and colleague of my fathers for many years and thought I also fit the GFS mold.