BACKGROUND SUMMARY
Highly motivated, results oriented executive with strong leadership skills. Successful in leading and managing sales organizations to accomplish strategic vision of senior team. Consistent goal achiever with extensive experience in global and national sales and management.
PROFESSIONAL EXPERIENCE
Arbill,Philadelphia,PA 1/2007-Present
VP Business Development
Provide leadership and direction for Business Development Team of this leading manufacturer and distributor of safety products and safety training solutions. Created the National Account Strategy Plan and recruited, coach and develop a team of Business Development Managers to pursue high potential accounts. Developed territory assignments, implemented prospecting initiative, set revenue and profitability goals, created RFP template and implementation tools and negotiate contracts. Represent organization at Women’s Business Enterprise National Council WBENC.
Won National GlaxoSmithKline, Federated, Progress Rail, Alcan, Turner Construction and Key Safety contract awards
Certification Board Committee Member for WBENC
Achieved pipeline growth in excess of $10M
AchieveGlobal, Wayne, PA 2004-2006
Regional SalesManager
Managed a team of Account Executives responsible for developing strategic partnerships with clients by providing consulting services and training and development solutions.
Recruited, trained, coached and developed team to maintain existing client relationships and establish new business partnerships.
Managed forecasting process and provided guidance on achieving revenue objectives
Prepared client offerings to meet complex global organizational learning and development needs.
Worked with consulting practice to create custom solutions and content to meet senior management development requirements, offering solutions that include executive coaching, diversity training and candidate selection programs.
Achieved 100% of revenue goal
Realized year over year revenue growth of over 18%
Increased international revenue over 100%
Staples National Advantage, Hackensack, NJ 2002-2004
Area Vice President Business Development
Managed national team of Business Development Managers.
Recruited and hired new team members and coached and developed the group, identifying potential major business partners, cultivating relationships and winning contract awards.
Targeting only national accounts with revenue over $3M, team exceeded revenue targets with new accounts that included Sprint, UPS, Apria and Albertsons.
Enhanced Tier 1 and Global Alliance partner relationships, increasing revenue opportunities.
Effectively negotiated contract terms and conditions for customer agreements.
Office Depot, Business Services Division, Philadelphia, PA 1990 – 2000
Director of National Accounts 1997 - 2000
Developed the national account strategy for the Northeast Region.
Managed the complete business development process from initial contact through contract negotiations and national implementation; Responsible for maintaining supplier partnerships with existing customers and presenting quarterly business reviews;
Increased National Account revenue to over $90 million; and improved profitability with customers that include Johnson & Johnson, Pfizer, Exxon Mobil, SmithKline Beecham, Barnes & Noble, Textron, Thomson Holdings and NACo.
Exceeded revenue and gross profit goals every year
Negotiated two of the top contracts with Revenue of over $80 million
Renegotiated a major agreement for an additional $1 million gross profit
Regional Sales Manager, Baltimore, MD 1995 - 1997
Joint profit and loss management responsibility of $48 million budget for distribution center;
Direct management of three District Sales Managers, Customer Service Manager, and Furniture Manager; Recruited, trained and developed the Sales Team, District Sales Managers, Furniture and Customer Service Managers; Supervised twenty-four Account Managers and twenty-two Administrative and Sales Associates; Worked with strategic manufacturers to develop product promotions; Set budgets and communicated revenue and gross margin goals; Assigned territories and developed key account strategies;
Planned and directed Customer Quality Advisory Council meetings; Directed staff on company policy and procedures; Managed National Government Sales Program, and achieved revenue and net profit goals.
Achieved 105% of Revenue Goal and 103% of Gross Profit Goal in 1997
Turned around an unprofitable distribution center to realize a net profit gain within one year.
Received President’s Club Achievement Award in 1997 for exceeding goal
Successfully implemented a new sales organization structure and compensation program.
Office Depot, BSD (Formally Yorkship Business Supply) 1990 - 1995
Valley Forge, PA
District Sales Manager
Managed successful start up sales office and recruited, trained and directed the activities of ten Sales Representatives two administrative assistants and two drivers; Grew revenue to over $7 million; Developed and implemented Sales/Marketing Plans; Set revenue goals for Sales Representatives, and prepared proposals and presentations for potential customers.
Achieved Revenue Goals every year
Negotiated and implemented Office Depot’s First National Account (SmithKline Beecham Clinical Labs)
Increased sales an average of 20% a year
Boise Cascade Office Products 1982 – 1990
Philadelphia, PA
Sales Representative
Developed, managed and maintained a customer base exceeding $4 Million; Negotiated contracts for office products with major accounts; Designed procedural manuals, custom catalogs and requisition forms; Trained account personnel on computer purchasing; Conducted implementation seminars for office products management system, and designed and developed a quarterly newsletter for accounts.
Received Inner Circle Sales Award every year for exceeding sales and gross profit goals
Sold the largest contract for the location in the first year of hire (HCSC Hospital Group)
Developed vertical market in Hospital/Healthcare Industry
EDUCATION
Bachelor of Business Administration, Management, Temple University, Philadelphia, PA 1980
Completed PSS, Professional Selling Skills Program, PSN, Professional Sales Negotiations, PPS, Professional Prospecting Skills and Top Gun for Sales Managers
Leadership Excellence – Office Depot University, DelRay Beach, Florida, 1996
Attended and conducted numerous sales training seminars and conferences
ASSOCIATIONS
Member of Strategic Account Management Association |
