David Jacobsen's Resume

7551 240^th Street East
Lakeville, MN 55044

David C. B. Jacobsen

Residence: 952-461-4060
E-mail: jake@visi.com
Cell: 612-281-1464

SUMMARY OF	nAccomplished and Innovative Senior Sales Management Professional with a proven record of sales performance and leadership in both a start-up and Fortune 100 company, and with extensive experience selling Computer Hardware, Software and Facilities Management solutions.
PROFESSIONAL QUALIFICATIONS	nSuccessful track record selling complex technology solutions. nHighly effective leader skilled in team recruitment and empowerment. nExperienced in developing dynamic sales strategies and organizations both in US and Europe. nDemonstrated success in quickly turning around faltering sales teams. nStrong technical knowledge of Internet, printing/publishing, IS operations and facilities management.
EXPERTISE	lHigh Performer Recruitment lFinancial Services & Healthcare Market lStart-up & Development lInternet & IS Operations	lUS & European Market lSales Team Leadership lStrategic Planning & Implementation lMajor Accounts

ACHIEVEMENTS	As Sr. Director of Sales (United Healthcare – Optum) – reorganized the sales organization, implemented a sales management process and increased sales 180% the first year.
	As District Sales Manager (Xerox) – taught reps to call at the executive level in both the IS and Operational side of Fortune 1000 companies.
	As District Sales Manager (Xerox) – led the sales team of 12 to two consecutive years of overachieving plan in excess of $5,000,000, with 75% of team earning President’s Club each year.
	As US Sales Manager (ColorSpan)- led the team of three, who grew a sales organization to 125 sales reps, developed compensation plans, implemented client management software, recruited 100’s of successful performers and managed up to 10 sales managers.
	As Director of Sales Europe (ColorSpan)- set up and ran five European sales offices, increasing sales 400% in four years.
	Graduate of numerous Xerox Management Institute courses in Sales, Management and Quality Process Improvement.

UNITED HEALTHCARE - OPTUM 2001 to Present

The US’s largest provider of Health Information, NurseLine, Employee Assistance and Work-Life Programs.

Senior Director, Sales 2001 to Present

Responsible for recruitment, training and motivation of 14 sales representatives and staff

Achieve significant revenue growth in three distinct markets – Employers, Healthplans and Public Sector

Develop strategic strategies within the organizations to focus sales representatives

Direct product development group to build products to meet market demands.

Increased new business growth by 180%.

XEROX CORPORATION 1996 to Present
The world’s leading developer and provider of document management solutions including software, hardware and facilities management

District Sales Manager 1999 to 2001

Responsible for a recruitment, training and motivation of 14 Sales Representatives
Market the entire line of Xerox software, hardware and facilities management
Promote Xerox products through dealers
Manage the Financial Services and HealthCare sales office for Minnesota.
Achieved annual revenues over $75 Million.

Printing Systems Solution Executive 1996 to 1999

Responsible for the Printing Systems software and hardware product line representation in Minnesota
Trained the Account Managers to spot opportunities
Promoted Xerox products through dealers

COLORSPAN CORPORATION 1989 to 1996

ColorSpan Corporation was the market leading manufacturer of high resolution laser printers, chemical free typesetters and large format color printers. These products were sold direct to Endusers, Value Added Resellers and Distributors.

Director of Sales Operations -- North America 1995 to 1996

Responsible for the day to day motivation and management of the US Sales Force and the operations necessary to allow a sales force of 75 to work efficiently at the World HQ
Trained the Sales Force on the correct use of client database
Developed strategies to more successfully outsell the competition
Lead a regional team of 8 to top sales position 3 of the last 5 months in this position

Director of Sales -- Europe, Middle East and Africa 1991 to 1995

Lived in Amsterdam, The Netherlands
Responsible for the recruitment, growth and management of Regional Sales Management, Sales Staff and sales and support offices in: Amsterdam, London, Munich, Paris and Stockholm
Coordinated marketing activities in all regions, both trade shows and print media
Developed and implemented LaserMaster's first Value Added Reseller Program in Europe
Set up a division to sell consumables into LaserMaster's aftermarket. This division accounted for 30% of the European Sales after 18 months
Lead the 'Teams' which increased sales of this division by 300% over 4 years
Grew to understand the regional cultures and customs of doing business overseas

National Sales Manager -- North America 1989 to 1990

Responsible for all sales in The United States and Canada
Grew the sales team from 25 to 115
Managed 8 Regional Sales Managers and their regions
Recruited and directed all new Sales Representatives through the training program
Developed and implemented many sales and motivational programs
Interfaced with Marketing during launch of products, campaigns and Trade Shows
Increased sales from $25 million to $51 million per year

ABC DEVELOPMENT SYSTEMS 1988 through 1989
Sales Representative – midrange computer software & consulting services

Responsible for cultivating existing accounts while acquiring new accounts

Increased sales 21% two consecutive years through remote and direct customer contact

STRINGER BUSINESS SYSTEMS (3M Dealer) 1987 to 1988
Sales Representative – 3M copiers, fax and A/V equipment

Mastered the 3M Outside Sales Representative Training Program
Achieved “Salesrep of the Month” twice within the first six months of employment
Promoted to position of Territory Supervisor

EDUCATION
HAMLINE UNIVERSITY, St. Paul, MN

Major: Business Administration
Minor: Computer Science and Legal Studies