B2B SENIOR SALES EXECUTIVE
Import/Export- New Business Development- Customer Relationship Management
International Business Environment- Staff Development & Leadership
Account Development & Retention- Strong Communication and Negotiation Skills
Consultative Sales- Customer Needs Assessment- Key Account Management
Market Research- Solutions Selling- Staff Development- Team Building
Results-oriented sales professional offering over 10 years of experience and demonstrated success developing and selling customer solutions and services in both national and international markets. Dynamic sales manager skilled at developing sales teams to peak performance. Talented communicator and strong negotiator who consistently delivers increased revenue, customer base, and market share.
Selected Career Highlights:
-Increased sales by more than 20% per year on a base of $3 million.
-Increased market share by 10% for specific managed corporate accounts.
-Negotiated a $1.5 Million contract for a very large US distributor of wine and spirits.
PROFESSIONAL EXPERIENCE
ZELE COMPANY -Santa Barbara, CA
Manufacturer of classical modern furniture
General Manager- 2005-2006
Spearheaded purchasing, hiring, training and day-to-day activities including maintenance of both employee and customer files and handled accounting duties such as AP/AR, payroll, invoicing and workman’s compensation. Coordinated the importation of wood from Brazil and work with supplier and broker to ensure timely arrival of cargo. Acted as Inside Sales Representative promoting and selling high-end product and services of Zele Company.
-Increased company exposure by placing lines in showrooms in both Los Angeles and San Francisco.
-Developed niche market by working with architects to promote Zele architectural products, doors and windows for residential remodels in Santa Barbara, CA and Beverly Hills, CA.
JF HILLEBRAND- Rahway, NJ and Los Angeles, CA
World’s leading international beverage logistics company
National Sales Manager- 2003-2005
Coordinated and executed national sales plan by overseeing the activities and performance of all US sales representatives increasing global overall revenue to $500,000,000. Created tracking tools to assist sales personnel in following and reporting on progress and potential sales leads. Promoted value added services, including supply chain management tools, to large accounts throughout the US and consulted with global management on proposals for key international clients. Developed and implemented a quantifiable and easily trackable results-oriented incentive program to measure and motivate sales personnel. Recruited, hired, developed and trained new sales personnel.
-Achieved an average 20% increase in revenue per year against a goal of 15% increase.
-Increased market share by 10% for specific managed corporate accounts and 2% for overall sales force by offering valued added services such as web-tracking and knowledgeable sales representatives.
-Improved customer service by creating web-based reports to be used by both operations and sales to provide more accurate and timely customer information.
-Negotiated a $1.5 Million contract for a very large US distributor of wine and spirits.
Western Region Account Executive- 1999-2002
Increased presence and generated new business throughout the western US by researching potential new business, aggressively securing appointments, cultivating relationships, demonstrating transportation expertise, and effectively marketing value added services.
-Increased sales by more than 20% per year on a base of $3 million by regaining customer confidence.
- Elevated number of accounts by almost 40% adding several accounts that historically used a major competitor.
PRESENCE MARKETING- Paris, France- 1998-1999
French company specializing in providing assistance to foreign companies entering the French market.
Export Development Analyst
Created and performed marketing reports and feasibility studies to assess the potential of client products. Developed and guided new product initiatives through consultation with French, English and American companies in France. Promoted client companies by attending and showcasing them in New York trade shows. Coordinated and managed import/export strategies for international clients. Effectively utilized bilingual and bi-cultural knowledge to secure new business and better assist companies to break into a new market.
WALT DISNEY COMPANY-Paris, France- 1997-1998
Part of the Consumer Product Division of Walt Disney Company.
Strategy and Development Analyst
Identified new and innovative distribution channels for toys for infants, including niche marketing, catalogue marketing, tele-shopping and duty-free shops. Created marketing surveys to determine the marketing potential in medium to large retail outlets.
APPLAUSE, INC.- Woodland Hills CA.- 1993-1995
Leader in design, manufacturing, and distribution of plush toys, collectibles, and novelty gifts with $300 Million in revenue.
Import Specialist
Coordinated the import of goods from overseas factories, ensuring on time arrival. Reduced shipping costs by negotiating favorable contracts with freight forwarders.
PROFESSIONAL DEVELOPMENT
International MBA- Pepperdine University- Malibu, CA
Master of French & Intl. Studies - Université de Paris, Sorbonne- Paris, France
Bachelor of Arts in Intl. Relations- University of California- Santa Barbara, CA
Professional Training:
Institution de Gestion Sociale– Paris, France
George L. Graziadio School of Business & Management– Malibu, CA
French Language Program, L’Institut Amèricain– Aix-en-Provence, France
Technical Proficiencies:
Microsoft Word, Excel, PowerPoint, Access and Outlook |
