Jerome L.

Horne
3921 NE Troon Drive

Lees Summit, MO 64064 816-916-6734 www.linkedin.com/in/jerryhorne

[email protected]

Sales Director - Business Development - Team Management - Major Accounts - Channels

Consultative Sales Marketing SCM Middleware Mobility ERP Software Services High Technology AIDC FAST FACTS Responsibilities and Achievements Roles: Progressive 18+ years in sales management, marketing, and business development Teams: outside sales; inside sales; cross-functional; by project or campaign Accounts: SMB, Fortune 500; education, non-profit, public sector, and more; Entire US and EMEA Channels: ISV resellers; system integrators; big-box retail; retail; dealer chains; and, partner alliances Activities: hunter for new B2B, B2E, and B2G ; farming national accounts; up-sell; territory development Recognition: Presidents Club; Salesman of the Year; Eagle Award Education: Masters in Communications; Bachelors in Communications Products, Services and Environments Professional Services Marketing campaigns; product branding and strategy; collateral; presentations; social media; events Consultative engagement and services, based on Big Four practice models BPO, ITO, remote managed data centers, SAN, Cloud architectures, communications, and SaaS Targets and Environments New logo, name brands, and up-sell in start-up, early growth, growth, premerger, and turnaround Top-down sales approach: executive sponsors; decision-makers; budgetowners; and, boards SCM - Manhattan Associates, and others; ERP - JD Edwards, PeopleSoft, Oracle, and SAP Technology and Enterprise-class Software Supply-chain management (SCM) software with native business intelligence (BI) and analytics BTO middleware with data integration into ERP, SCM, and SCADA systems AIDC (automatic identification and data collection), RFID, coding, and printing Wireless mobility, product traceability, inventory control, and mobile smart device software Mobility business software designer for crisis management collaboration app with decision dashboards Accounts, Quota, and Deals

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Hunted, developed and closed: 500+ opportunities worldwide Average quota: $2.5 Million Largest deal: $2 Million, growing to $5 Million in three years Typical deal: $400K-$500K Technology deal split: 30% software / 25% hardware / 30% consulting services / 15% on-going support Sales cycles: 3-18 months; hunting and farming; complex C-Level sales cycle managed Fortune 500 and major accounts: Abbott Labs, Beretta, Beringer Blass Wine, E & J Gallo, Ghirardelli Chocolate, Johnson & Johnson, Kraft Foods, New Balance, Procter & Gamble, Snyders of Hanover, Starbucks Coffee, Tiffany & Company, TWA, Unilever, Wells Lamont, and many others Verticals: Apparel, CPG, education - K-12 and college, food & beverage, healthcare, industrial manufacturing, non-profit, pharmaceutical, public sector, retail, and wholesale distribution Central Geographic Position Kansas City (Midwest) home-office; willing to travel to 60%

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Professional Experiences Horne & Associates Lees Summit, MO Marketing, Branding, Social Media, SCM Optimization MANAGING DIRECTOR PROFESSIONAL CONSULTANT 2010 - Present Responsibilities: Consultative sales, marketing, creative content, planning, and, project coordination; P&L; budget Accounts: Weather or Not, Inc.; New Landings Corp. Projects: Press releases; feature-length articles; brand identity, logo designs, and corporate style guide; business plans and growth strategy; ROI; Internet podcasts; social media; web design. Activities / results: Successful marketing launch and branding of New Landings Job Chat podcast, including style creation; web design; strategic planning; and, curriculum and program content direction. Midwest Office Technology, Inc. Lenexa, KS Office Technology Dealership SALES MANAGER 2009-2010 Responsibilities: Sales team of 10 professionals; 1 support admin staff; P&L; budget Accounts: Sprint, Blue Cross, UMKC, JCCC, Barkley, KCP&L; SMB: B2B, B2G, K-12, college, legal Products and services: Office technology hardware [Canon and Ricoh]; pre-packaged office automation software [DocuWare, eCopy, and others] for storage, retrieval, and workflow; and, consulting Quota: $11+ Million; Sales cycle: 60-Days Activities / results: Conceived and implemented value proposition; shifted focus from commodity products sold-on-price to bundled solutions sold-on-value. Per transaction revenue grew by 40% and gross profits by 20% - Created and designed quarterly sales campaigns and events that generated incremental sales and achieved an average 18% ROI after expenses; strengthened market share. - Crafted and reformatted marketing materials for sales initiatives and growth strategies across all levels of the company to generate sales improvements. Markem-Imaje, a Dover Company Valance, France / Keene, NH SCM and AIDC Technology STRATEGIC ACCOUNT MANAGER 2005-2008 Responsibilities: Business development; hunter; and, overlay to Western US field sales reps Accounts: Named - Abbott Labs, Kraft Foods, Procter & Gamble, and Unilever; Other - E&J Gallo, Ghirardelli Chocolate, New Balance, Starbucks Coffee, Wells Lamont Software, hardware and services: CoLOS middleware for SCM and traceability; software with business performance analytics; MFG process optimization; coding / printing, AIDC and RFID hardware; and consulting Quota: $1.7M; Sales cycle: 6-12 Months Activities / results: Supply-chain traceability pilot projects and proof-of-concept supplier engagements for FDA, US Department of Defense, and big-box / major-chain retail AIDC / RFID compliance mandates. National accounts. - Trusted advisor consulting and designing product tracking strategies, added $4.5 Million in revenue, exceeded quota expectations in an internal early growth stage environment. - Developed a SCADA, and ERP data integration project at Starbucks and an RFID compliance solution at Wells Lamont - six-to-nine month consulting engagements valued over $1M. Manhattan Associates Atlanta, GA SCM Software SENIOR ACCOUNT MANAGER 2004-2005 Responsibilities: Business development; and, top-tier CPG Fortune 500 accounts with revenues over $400M Accounts: Fruit of the Loom, Gerber Childrens Wear, and ACH

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Software, hardware and services: SCALE middleware for SCM and logistics, with native business intelligence and analytics; custom software; AIDC and RFID portals and mobile devices; consulting services; BTO; and, BPO Quota: $1.5M; Sales cycle: 6-9 Months Activities / results: RFID In A Box introduced for RFID retail compliance mandates by Wal-Mart, and others. The automated electronic receipt of products reduced EDI fund exchanges from weeks to minutes. - Developed and sold an RFID Wal-Mart compliance supply-chain solution to Gerber Childrens Wear resulting in $750K in software licenses and professional consulting. - Employed the FinListics Solution CFOEd and ValueMANAGER sales model resulting in reduced sale cycle time of over 25% through the use of financial-metric-based value propositions. Data Systems International [DSI] Overland Park, KS SCM & Mobile ERP Software REGIONAL ACCOUNT MANAGER Two Tenures: 2003-2004, 1993-2001 Responsibilities: Consultative sales, business development; and, top-tier Fortune 500 hunting and farming Geographic reach: Entire US; EMEA and South Africa for six years Accounts: Alcon Labs, Bassett Furniture, Beretta, Beringer Blass Wine Estates, Blockbuster, Duracell Johnson & Johnson Medical Products, Snyders of Hanover, Tiffany & Company Software, hardware and services: dcLINK middleware for Enterprise mobility and SCM for JD Edwards, PeopleSoft, Oracle, and SAP; software included native business intelligence; AIDC hardware; and, consulting Alliances: Deloitte, Accenture, Bearing Point, and other alliances managed Quota: $2.5M; Salesman of Year; Sales cycle: 6-18 Months Activities / results: Rapid license sales growth from zero to 15,000+ users, over 450 accounts, 11 countries; built alliances with global consulting firms, which generated over $3 Million in incremental revenues by 2004. - Exceeded $2.1 Million, $2.5 Million and $2.8 Million quota goals in 1998, 1999, and 2000, respectively; hunting top-tier and large supply-chain opportunities globally; earned Salesman of the Year awards. - Generated over $2 Million in revenue from licenses, technology products, and consulting engagement for an integrated supply-chain inventory tracking solution at Johnson & Johnson; project spread to other divisions. Qwest Communications International Denver, CO Global Telecommunications Carrier MAJOR ACCOUNTS and CHANNEL SALES MANAGER 2001-2003 Responsibilities: Sales team of 12 professionals; 1 support sales admin staff; and, 34 channel partners; P&L Accounts: Hallmark Cards, Butler Manufacturing, BE/Aerospace, H&R Block; mid-market B2B Services: Communications, remote data centers, Cloud architectures, SaaS, SAN, and IT Outsourcing (ITO) Team quota: $6+M; Channel quota: $2.5M; Sales cycle: 60-90 days Activities / results: Introduced and piloted new sales and marketing initiatives, including cutting-edge managed Cloud, SAN, and SaaS services. Successfully expanded channel revenues. - Achieved $5M in channel revenue; doubled quota; and, achieved $5.2M in team quota. - Developed and piloted growth strategy for business continuance and disaster recovery models for Qwest remote data center utilization growing utilization by 35%. Notable Earlier Professional Experiences Intermec, Inc. Everett, WA SENIOR ACCOUNT MANAGER SCM and AIDC Technology 1987-1993

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Apple Computer Cupertino, CA SENIOR SALES REPRESENTATIVE Education and Training

Computer Technology 1984-1987

MASTER OF ARTS, Mass Communication, University of Central Missouri, Warrensburg, MO BACHELOR OF ARTS, Communications, North Carolina State University, Raleigh, NC Presentations and Publications C-Level executive and Board presentations prepared and given worldwide number in the thousands Pack Expo 2008 in Chicago, Recall Strategies- Boomerang Effect, a seminar presentation Pack Expo 2007 in Las Vegas, Managing Recalls with Effective Tagging, a seminar presentation Quality Assurance Magazine, April 2007, Beyond Compliance, a published article on product recalls, track & trace Food Traceability 2006 in Dallas, Five Steps for Traceability in Production, a seminar presentation