Bobby L. Butler Sterling, VA 20165

(703) 406-2295 Office ▪ (703) 209-3395 Cell ▪ blb@impact60learning.com

https://www.linkedin.com/in/bobbybutlerimpact60

EXECUTIVE PROFILE

Strategic Leadership ▪ Business Formation ▪ Business Operations ▪ Thought Leadership

Sales & Sales Operations ▪ Marketing ▪ Training & Development ▪ Consulting

Experienced executive with over fifteen years of success in progressively responsible leadership roles involving business,

sales, and marketing. A strategic visionary and entrepreneur who develops and implements highly successful sales and

marketing strategies to drive market share growth and brand exposure.

Identifies new market opportunities and captures business through launching creative ideas and revolutionary products.

Optimizes operational and financial performance while achieving sales and service excellence. Promotes organizational growth

by forming strong stakeholder relations and developing productive partnerships that support a shared focus.

Highly effective leader of people and projects. Possess the analytical, creative, and contextual intellect essential for solving

problems, bringing about new ideas, and leading, advising, executing business and sales initiatives. Published author on sales

best practices, emerging business and human capital issues, and innovative people development strategies.

Key competencies include:

▪ Business, Sales & Marketing Planning ▪ Recruitment, Staffing & Retention

▪ Market Identification, Development & Expansion ▪ Team Building, Management & Leadership

▪ Products/Services Development & Deployment ▪ Training, Coaching & Mentoring

▪ Sales & Services Operations Management ▪ Performance & Productivity Management

▪ Sales Process Implementation & Improvement ▪ Compensation Plans Development

▪ Strategic Alliances & Partnerships ▪ Proposals/Contracts Development & Closing

▪ Cross Functional Relationships ▪ Budgeting, Forecasting & Reporting

CAREER SYNOPSIS

Sales Mentoring Solutions, LLC, Sterling, VA 2001 - Present

PRESIDENT & GENERAL MANAGER

Market traditional instructor-led training programs to large clients; direct sales, marketing, and business operations; establish

strategic business plans, policies, and back-office systems; design and execute marketing, business development, sales

strategies and training products.

Devised business plan and launched company to develop and market sales training programs based on the best practices

and methodologies of The Sales Mentor (see Select Publications section).

Developed and delivered proprietary training materials, workshops, articles and speeches on professional sales

development, sales performance productivity, time management, and mentoring.

Established contractual relationships with four strategic partners to expand offerings including customer service,

management, and leadership training.

Secured business relationships, valued at up to $3.9 million per contract, by sourcing and capturing key clients including

Saudi Basic Industries Corporation, Equity Residential, Freddie Mac, CareFirst Blue Cross Blue Shield and Harrah’s

Entertainment.

Butler, Bobby (703) 406-2295

Key projects:

o Equity Residential (2005-2007), one of the largest US multi-tenant housing firms: built and launched custom enterprise-

wide customer service excellence initiative to improve customer relations skills of field operations and back-office

teams — 5,800 front-line to SVP personnel; led development of two multi-day programs and certified/supervised

instructor team which conducted eight pilot classes; trained and licensed in-house instructors prior to turning ongoing

deliveries over to company’s internal training personnel.

o Saudi Basic Industries Corporation (2007-2013), a Global 2000 petrochemical concern: built and implemented pre-

supervisory/management career development training programs; created large internal pool of qualified candidates to

support long-term organic growth requirements; developed five single/multi-day programs; scheduled/conducted 282

classes and trained 5,454 participants; managed 5-person program development and 8-person instruction teams.

GM/CHIEF CREATIVE OFFICER - IMPACT60 LEARNING SYSTEMS, LLC (2011 – Present)

Launched corporate training and development firm to market an innovative approach to instructor-led training. Owned by Sales

Mentoring Solutions, LLC, this project brings consistent, high-impact, custom training solutions within reach for small to mid-

sized organizations with little time and/or budget; direct business operations, strategic planning, marketing, business

development, and sales initiatives and programs; cultivate relationships with clients, partners, distributors, and vendors.

Built and launched 60 MINUTES for IMPACT® Workshops Training Platform to enhance the conceptual and interpersonal

skills of management, leadership, sales, and service personnel.

Led development of corporate website, e-commerce platform, blog, and sales and marketing collaterals.

Developed sales and marketing plans including creation of overall strategy, product and service pricing, client and

customer agreements, employment and contracting vehicles; developed compensation plans for internal sales and support

organizations, and authorized distributors’ channel.

Devised comprehensive licensing strategy to provide mid-sized and large client organizations unique acquisition options

for workshop products; designed and launched e-commerce platform to market workshops to small organizations online.

Implemented traditional and online sales and marketing initiatives to build awareness, interest, and credibility for company

and its revolutionary instructor-led training approach.

Resource Management Systems, Inc., Sterling, VA 1998 - 2001

PRESIDENT & PRINCIPAL

Launched professional search and recruitment firm, a Management Recruiters International franchise, specializing in building

technology-based sales organizations; marketed services directly to C-level Operations and HR executives; recruited

professional talent from multiple industry segments including telecommunications, the Internet, e-business, and enterprise

software solutions.

Developed and implemented customer-focused selling strategies to recruit top level sales, technical, management, and

executive professionals across a wide range of industries and during a period of intense competition for qualified

candidates.

Achieved production ranking in top 10% among all industry professionals for 1999 and 2000.

MCI Telecommunications, Inc. 1992 - 1998

EXECUTIVE MANAGER, Birmingham, AL (1997 - 1998)

Directed the turnaround of the national sales team’s performance and productivity; managed three Sr. National Accounts

Managers and a 10-member support team. Accounts included HealthSouth Corp., Med Partners, Inc. and South Trust Bank.

Conducted detailed account reviews and strategy sessions with account teams. Held meetings with clients and account

teams to understand issues, resolve problems, and identify opportunities; worked with all parties (account teams, clients,

Engineering and Operations, Marketing, Business Operations, Legal) to reverse trend.

Grew quota performance from 87% to 250% within five months of assuming responsibility.

Achieved #2 position in nationwide ranking in January 1998.

Repositioned market to exceed $28.5 million in annualized revenues in 1998.

Butler, Bobby (703) 406-2295

SENIOR REGIONAL SALES MANAGER, McLean, VA (1994 - 1997)

Built and led the Local Telephone Services direct sales organization across the Mid-Atlantic Region; coordinated with

Engineering and Operations to monitor the $275 million construction of Region’s fiber optics networks and central office

facilities; partnered with Marketing to facilitate the launch of voice and data communications products and services.

Built direct sales organization in 12 months by recruiting, training/motivating a 59-person management, sales, and support

team.

Led sales and market development strategy by:

o Planning and implementing market penetration initiatives; directing sales teams to target commercial, government,

and non-profit accounts;

o Promoting and reinforcing effective partnerships among sales teams, long distance branch sales, and sales

management;

o Conducting 60+ executive-level business roll-out strategy briefings and press interviews to introduce and build

credibility for company’s local telephone strategy.

Launched seven new markets, grew corporate customer base to more than 900 mid-sized and large business and

government accounts, and obtained $67 million in total booked revenue within three years of start-up.

Ranked #1 region for five consecutive quarters in 1996 and 1997.

Achieved 157% of sales and 149% of revenue goals in 1997.

SENIOR GLOBAL ACCOUNT EXECUTIVE, Nashville, TN (1992 - 1994)

Managed investment, core and remote global accounts. Key accounts included Westinghouse, Ingram Industries, Bridgestone

Firestone, Inc., and Deloitte & Touche.

Consistently achieved 113% to 142% of annual goals by implementing short- and long-term territory and individual

accounts planning strategies.

EDUCATION

University of Louisville, Louisville, KY B.S. Management and B.S. Marketing

SELECT PUBLICATIONS

Culture Change: Why it’s Pivotal to Driving Innovation. 2014; LinkedIn.

Why Mentoring? To Amplify Human Potential. 2014; LinkedIn.

Employee Education: A Cost or an Investment? 2014; LinkedIn.

Throwing the Baby Out with the Bath Water: Should instructor-led training be tossed? Parts 1 - 3. 2012; TrainingIndustry.com.

Three Threats Facing Business Leaders in the Knowledge Economy: Strategies to combat the dangers, drive productivity

enhancement, and build present and future prosperity. 2012; IMPACT60 Learning Systems, LLC.

SaleseNews – Quarterly email newsletter distributed to more than 200 sales, customer service, training, and senior operational

executives and managers. 2005 – 2007; Sales Mentoring Solutions, LLC.

The Sales Mentor: Professional Sales 101 & 102 for the Development Years. Paperback; 387 Pages. 2003; Trafford

Publishing.

Sales Producer – Time and territory management guidebook utilized by sales teams to plan and manage sales activity. 1989;

Self-published.