Contact Information Confidential
REGIONAL SALES MANAGER
Dynamic sales manager and top producer utilizing advanced expertise in consultative sales strategies to consistently exceed corporate objectives and surpass sales goals. Skilled in leading and training successful teams, managing large territories and key accounts, designing winning presentations, and efficiently administering field-based operations. Proficient in ACT!, MS Office and other sales and productivity improvement-related software.
Strategic Sales Planning * Consultative Sales * Account Analysis * Territory Management * New Account Development * Relationship Building * Prospecting * Negotiations * Budgets * Client Retention * Staff Development * Training * Mentoring * Field-Based Operations * Communications * Operational Streamlining * Customer Service * Presentations
PROFESSIONAL EXPERIENCE
Confidential(Major Furniture and Home Decor Manufacturer)* 1995 - present
Top manufacturer of furniture with worldwide distribution.
Regional Sales Representative
Manage 300 national and independent retail accounts within Mid-Atlantic territory. Devise strategic plans for product placement, perform detailed account analysis, and allocate budgetary funds for advertising and promotional campaigns to maximize ROI. Acquire 18 new accounts on average per year, expanding overall retailer base. Prepare and deliver sales presentations, and conduct pre-sales interviews to assess product demand and customer needs. Administer account maintenance,and consult with customer service to resolve product shipment and quality issues. Collaborate with executive-level management to develop new product pathways.
Train new sales representatives and retail sales associates to impart sophisticated sellingtechniques and product knowledge. Motivate and educate sales teams at national sales meetings through presentations on advanced selling and prospecting skills, consultative selling, and competitive advantages. Tap new dealer base through aggressive category niche marketing efforts and brand awareness to expand regional sales. Orchestrate participation in regional trade shows.
Major Contributions:
* Boosted dollar volume by 246%, far exceeding territory's projected growth of 10% over 5 years.
* Raised volume from $1.3M to $3.2M in sales, and drove territory dollar up from 5% to 36% during tenure.
* Grew key retail account from $10K to more than $500K.
* Generated most growth for national account, representing 22% of sales with key retailer.
* Overhauled sales representative training program, resulting in companywide implementation and developed field reporting method that serves as company model.
Other Highlights:
* Ranked #1 in 2006 for highest sales of nationwide advertising program, and maintained top 5
position for 5 consecutive years.
* Won numerous awards, including Sales Representative of the Year (2001), Manager's Award (2004, 2006), 5 Best Eastern Division Performance awards, and 7 Top Sales to Quota Achievement awards.
* Ranked #2 for territory growth nationwide in 2006.
* Secured position in top 5% for new product placement every year since joining company.
LONDON FOG, Eldersburg, Maryland • 1988 - 1995
Leading manufacturer, designer, and international distributor of outerwear.
Regional Sales Manager • 1993-1995
Managed key national accounts and discount channel for women's division throughout Southeastern U.S. territory. Supervised 8 regional account executives, and planned, analyzed, and implemented team account activity. Traveled extensively within territory to support team and ensure fulfillment of company objectives.
Administered detailed account planning, allocated expense budgets, and performed account analysis and reporting. Monitored and evaluated team member performance, set goals, and enforced company procedures and policies. Advised executive-level management on overall product placement plan. Collaborated with design staff to develop new directions and promote concepts to management and sales representatives.
Major Contributions:
* Increased region's sales from $7.9M to $10.1M.
* Ranked #1 nationally for new product placement across all product categories, representing between 72% and 91% of all placements each year.
* Contributed to market expansion through assisting in development of Towne by London Fog brand as new price point facet of primary brand.
* Led team to achieve highest percentage growth in the U.S. for 2 consecutive years.
* Increased sell-through percentages by spearheading "gift with purchase" promotion.
* Exceeded company targets in budgeting expense and advertising funds.
Sales Representative * 1991 - 1993
Represented corporate brand across all product lines within territory comprised of 7 western states. Traveled, maintained, and expanded diverse retail group throughout widespread geographic territory. Prepared and delivered sales presentation to buyers, store owners, and merchandise managers. Performed detailed account analysis, trained sales associates,compiled sell-through and monthly field sales reports,conducted cold calls, and participated in trade shows.
Major Contributions:
* Increased sales from $2.4M to $2.8M.
* Developed RSA training program and frequency cycle for key accounts within territory.
* Awarded London Fog Rainwear Rep of the Year (1992) and Fog Sales Rep of the Year (1993).
* Promoted to regional sales manager based on demonstrated abilities and achievements.
EDUCATION
Bachelor of Arts in Political Science with a Major in Business
Auburn University, Auburn, Alabama
PROFESSIONAL DEVELOPMENT
General Learning Principles
The Sales Process Pathway
Sales Meeting Development Process and Delivery
Invision Strategies Seminars
Discovering Self and Others
Ken Blanchard Workshop |
