SALES EXECUTIVE
Business Development / Strategic Sales Planning / Relationship Management
A self-motivated sales and marketing professional with a 10+ year track record of demonstrated success in retaining and growing existing client base while developing new business. Exceptional at forging strong relationships and securing customer loyalty with “C” level executives in both Global 2000 organizations and Public Sector agencies.
Core Competencies include:
• VALUE SELLING • CLIENT RETENTION • RELATIONSHIPS
• COLD CALLING • BUSINESS DEVELOPMENT • SPIN SELLING
• SOLUTION SELLING • INDUSTRY NETWORKING • NEGOTIATIONS
PROFESSIONAL EXPERIENCE
SALES EXECUTIVE
AMR Research, Boston, Massachusetts, January 2005 to Present
AMR Research is an advisory firm focused on solving business issues by leveraging technology. Responsible for both business development and renewing assigned accounts. Assigned territory consists primarily of Retail and Consumer Package Goods organizations with annual revenues in excess of $1Billion.
• Tracking towards a 100% renewal rate and saved two high risk accounts
• Drove new product offering for Retailers, yeilding an additional $250,000 pipeline for team.
ACCOUNT EXECUTIVE
META GROUP INC., Stamford, Connecticut, 1997 - January 2005
META Group is a leading information technology firm specializing in research and consulting, with an emphasis on solution-oriented products and services. Areas of expertise include IT security, CRM, Operations, Infrastructure, technical architecture and, Benchmarking.
Responsible for all sales and business development functions in an assigned territory including proposal generation and contract negotiations. New client development duties include cold calling, hosting marketing events, industry and client networking and driving attendance to company sponsored events. Drive usage and value proposition to clients to ensure renewal and sales opportunities within client base.
• Promoted from Inside Sales Executive after achieving 100% of Sales Quota 1997 to 1999.
•Three time President Club winner from 2000 to 2002 as a result of driving a minimum of $1.3 Million dollars of retainer research and consulting sales per year.
•Successfully prospected for and sold over $2.5 million in Strategic Consulting from 2000 to present.
•Leveraged my relationship building skills to achieve over 90% renewal rate of existing clients from 2000-2002 and achieved 100% renewal rate in 2003.
DIRECTOR OF MEMBERSHIP
CLUB CORPORATION OF AMERICA, Dallas, Texas, 1993 – 1996
Club Corporation of America is a privately held, Dallas based, holding company for private country, social and athletic clubs.
Duties included development of Sales Plan and Strategy. Developed internal reporting and auditing of membership dues line, sales and profitability. Initiated external prospecting and targeted marketing activities, cold calling and direct mail.
•Increased Membership Dues line by 200% within first year.
•Promoted from Membership Director of Tower Ridge Country Club in Simsbury, CT to Senior Membership Director at The Landmark Club in Stamford, CT.
•Increased dues line at The Landmark Club by over 50% and recognized as the most successful Membership Director in the Club’s 20 year history by club management.
OPERATIONS ANALYST
AMERICAN EXPRESS CENTURION BANK, Newark, Delaware, 1985 - 1993
American Express Centurion Bank is the Consumer Lending non-bank Bank for American Express responsible for extending lines of credit to existing credit card members.
Duties included forecasting and reporting credit approvals and losses to senior management, auditing the credit approval process and developing processes to streamline existing processes.
• Promoted five times during seven-year tenure from Junior Collector to Sr. Collector to Team Leader to MIS Analyst and then to Operations Analyst.
•Developed an internal auditing process that not only streamlined the approval process but also mitigated the risks involved with regards to non-compliance.
•Selected by senior management to chair the United Way Campaign for the bank, chair the Philanthropic committee and organize the annual Health Fair for over 400 employees.
COMPANY SPONSORED SALES TRAINING
• Value Selling • Solution Selling • Sandler Sales Institute • SPIN Selling
SELECTED NON-PROFIT VOLUNTEER EXPERIENCE
• Leukemia and Lymphoma Society • Cancer Care, Inc.
• Arthritis Foundation • Big Brothers Big Sisters
EDUCATION
B.S., BLOOMSBURG UNIVERSITY, BLOOMSBURG PENNSYLVANIA
Major in Business Administration and Minor in Economics |
