Kevin K.

Hemphill
1055 Calloway Dr., Conway, Arkansas 72034
615.653.0679 (M) / kevinkhemphill@gmail.com
_____________________________________________________________________
National Sr. Sales Executive

“Intrapreneur” - start-up /re-org specialist; seasoned /successful business development

executive in areas of hi-tech, consumer products, financial, and professional services.

HP National Sales Mgr - ESSN Specialty Segment 11/2009 to Present

• Sales and marketing executive with rigorous applied experience in both high growth
and turn around environments.
• Well rounded background includes finance, inside and outside sales, new product
launches, channel management, sales operations.
• Meeting stakeholder requirements through customer focus and employee
development.
• Currently leading five inside specialty teams focused on executing HP's "ESSN
Convergence Campaign" - Enterprise, Storage, Power/Cooling, Software, and
Networking.
• Total of 60 in organization – 5 District Sales Mgrs, 55 sales reps/ specialist/
tele-worker/ multi-located / multi-tasked .
• Responsible for over one billion in quota /revenue. Accountable for one
million dollar operations budget.
HP District Sales Manager – Federal TSG Group 10/2008 to 11/2009
• Led HP start-up operations, 1500 head sales center located in Conway, Arkansas.
• Collaborating with leading senior c-level executives to understand “IT” organizational
challenges through a consultative sales approach, issue match analysis and
targeting/understanding of urgency drivers.
• Exceeded revenue growth goals, quarterly quotas within assigned territory. Directly
leading up to 23 sales professionals.
• Understanding evolving business terrains while effectively articulating the value
proposition of our TSG/Federal clients.
• Field Based territory management of assigned clients and named non-clients. Inter-
departmental resource utilization and coordinator across Lines of Business, including
service renewal activities, focusing on client pain points and development of high level
client relationships.
•
Delivering 150% of Siebel revenue in FY09; contributing over 250 million dollars in
first (12) months of tenure. Finished 23/234 among my peers.
DELL, INC 1996 – 2008.

Sr. Business Dev. Manager, Public Sector (Fed/S&L Govt, K12, High Ed, Healthcare)
Software & Peripherals Grp, Nashville, TN (3/2004 – Present) Led “start – up
operations” for Dell’s Public Sector Software & Peripherals Initiative, in B2B
relationship environment.

• Directly led 20 relationship / hunter sales professionals, and 20 dotted line AE’s
and printer consultants in accomplishing corporate/individual goals through systematic
lead development, out bounding, account reviews - increased customer base and
consumer loyalty
 • Guided team in prospecting, assessing needs, developing proposals, presenting
recommendations and closing the deal. Ensured accurate forecasting/ pipeline
management
• Motivated sales professionals in area(s) of qualifying, relationship building and
acquisition/development of 'idle' accounts, VARS/Resellers. Negotiated multi million
dollar transactions at C-level; oversaw bid production/ preparation
• Managed vendor training protocol for various sales professional development needs;
producing another profit center for Dell Inc via vendor access fees.
• Facilitated Dell’s K12 “ Intelligent Classroom” agenda, delivering over 5M in
revenue.
• Averaged 109%+ of quarterly sales goals; grew K12 book of business from
$160M to over $250M in gross revenues per year; #1 Dell printer producer
9 of 13 quarters.
• Grew Public Transactional Software & Peripherals book of business from
$30M to $96M; approx 300% growth over 12 quarters.

Sales Manager I & II, Home & Small Business, Nashville, TN (6/2000 - 3/2004)
Part of 50 head ”start- up team” for Dell’s first expansion center in Nashville, TN.
Grew Dell’s consumer business (B2C) from $850M to over $6 billion over four years.

• Communicated overall business goals/ objectives for Dell’s Consumer

Systems/Software Peripherals Group into attainable individual targets for up to 35
sales professionals, and 3 sales coach/mentors.
• Coached sales professional on business pertinent initiatives- close rate, finance
products, peripherals, extended services, overall acct development and consultative
model of control.
• Top Accomplishment: Averaged 111% of monthly sales goals; delivering
approx $50M in gross revenue and $12M in margin annually ... consistently
ranked in top 25% of all consumer managers – worldwide (100+ managers).

Home/ Small Business Group Sales Leadership Program , Round Rock, TX (8/1999 -
6/2000)
“Hand Selected By Director Of Sales” .

• Sales Coach: Developed new sales professionals in area(s) of sales presentation,

productivity tool usage, working knowledge of the Dell Direct Model, and call center
metrics, up to 15 new reps per development group.
• BPI Specialist: Worked to understand/ analyze business processes/logistics while
seeking out possible opportunity/process gaps. Utilized Six Sigma philosophy to re-
work and create business process gains leading to $1M in annual savings.
• Sales Operations Program Advisor: Coordinated execution of Dell's E-Commerce
program, Dell.Com. Day to day cross-functional interaction w/ stakeholders in
marketing, finance, Dell Ventures, and Dell Ventures Leasing; working with pre – IPO
profiles. Produced over $3M in incremental business.

Financial Operations Manager/ Credit, Collections, Order Processing

Dell Computer Corporation/ Dell Small Business Channel (7/1998 - 8/1999)

• Directly led 15 portfolio managers, 10 dotted line order processors and 2 group
leaders, managing $150M+ in A/R receivables - call center & relationship
environment.
• Conducted one on one coaching, performance strategy, and career path /
development.
• Oversaw credit analyst with processing/ scoring and establishing credit line for term
customer base; utilizing Dun& Bradstreet credit model.
• Drove efforts in turning A/R support organization into a “profit center” ;
reduced DSO from 62 days to 29 days
Finance Specialist/ Group Lead
Dell Computer Corporation/ Dell Small Business Channel (8/1996 - 7/1998)

• Supervised 10 portfolio representatives, managing approx. $50M in assets.

• Assisted staff with operation duties, collections, credit analysis, finance/ accounting,
etc.
• Initiated Top Down/ Bottom Up a program designed to enhance/ develop the skill set of
portfolio managers.
• Resolved escalated issues in area(s) of customer satisfaction, terms negotiation, and
third party placement; worked hand in hand with sales staff and sales leadership.

Sr. Finance Associate / Portfolio Manager

Joined Dell - A $6 billion entity with 6,000 employees worldwide in 1996. (1/1996 – 8/1996)

• In charge of $10M A/R portfolio, Facilitated collection procedures and portfolio

credit processing.
• Handled customer satisfaction issues - bad debt negotiation, and various A/R
adjustment issues, returns.

SUCCESS RECOGNITION

• FY 97/Q2: Financial Services All Star Contributor.

• FY 97/Q4: MVP/ Financial Services, Employee Of The Quarter.
• FY 98/Q2: Financial Services Peer to Peer Award recipient.
• FY 98/Q3: Financial Services Team Player Award recipient.
• FY 98/Q4: MVP/ Financial Services, Employee Of The Quarter.
• FY 99/Q1: CFO Award, International award presented by Tom Meredith/ Sr. Exec
VP/CFO.
• FY 02/Q1: Circle of Excellence/ Silver Sales Leader Award
• FY 03/Q4, FY 04/Q2: Circle of Excellence/ Gold Sales Leader Award (2)
• FY 04/Q1: Circle of Excellence/ Platinum Sales Leader Award
• FY 05/Q1, FY 07/Q1:Sales Leader Of The Year/ Public S&P Sales Group (2)
• FY 05/Q3: Highest Attaining Sales Leader/Public S&P Sales Group
• FY 05/Q3:Significant Contributor/Public Transactional S&P Sales Group
• FY 05;Q2/Q3, FY 06;Q1/Q2, FY 07/Q1, FY 08/Q1 - Public S&P Sales Leader Of The
Quarter (6)
• FY09/Q3: Top Contributor 201% Revenue– Recognized By Tom Hempfield ,
Federal Sales VP
• FY09/Q4 Performance Merit Award – Presented By David Cronk, VP Inside Sales
• Tell Dell Leadership Survey – Highest Rating Of Champion Mgr; FY 2000 –
2007
 • HP Leadership Results – Ranked In Top 15% FY09 – Upper Right Quadrant
Leader
• Average Performance Rating of 2 over career tenure; 1 Best – 5 Least Best

EDUCATION/MEMBERSHIPS:

• TEXAS A&M UNIVERSITY, College Station, TX.

Business Management /Sociology.
• DELL / HP UNIVERSITY, Dun & Bradstreet, NACM, Various productivity/ software and
leadership/ development courses.
• HP DIVERSITY EXEC. CHAIR / DELL DIVERSITY PILLAR LEAD / FEDEX DIVERSITY
MEMBER