SALES MANAGEMENT / SENIOR ACCOUNT MANAGER
Regional Sales Manager with comprehensive experience and track record of increasing territory and channel sales 30% and expanding client base by 15%.
More than 18 years experience in building and developing successful high-performance sales teams to exceed business objectives; establish goals and monitor progress.
Combine high energy and creativity with sales and marketing skills with the flexibility to quickly adapt to new industries and technologies. Adept in multi-million dollar negotiations and all aspects of account management, expansion and retention, as well as channel development, sales forecasting, needs assessment and presentations.
Strategic Market Planning Sales Force Development Territory Management & Development
Pricing & Proposals National & Regional Account Management Channel Sales Strategies
Sales Best Practices Client Relations Telecommunications Expertise Team Leadership
EXPERIENCE:
COX AUTO TRADER PUBLISHING Philadelphia, PA 2006 January 2008
COX Enterprises a $14 billion media company.
Sales Manager
Managed sales team responsible for selling total market coverage programs in both print and
electronic media to the automotive retail industry in central and eastern Pennsylvania. Forecasted
sales, coached and developed sales team members. Performed client negotiations. Prepared sales
reports. Conducted daily sales calls on clients and prospects with account specialists, as necessary.
Responsible for Recruiting, Hiring, and Performance Outplacement of sales team members. Developed new territory in Central PA which contributed an additional 5% to city revenue.
CONSULTANT (Self-Employed)) 2004-2006
Provided leadership and guidelines to businesses in the development of revenue development and sales strategies.
SPECTRALINK, New York, NY 2000-2004
An international $70 million wireless communications market leader.
Regional Manager
In charge of U.S. northeastern territory from West Virginia to New England, with $15 million in revenue, while directing 9 Account Managers. Developed relationships and alliances with sales channels to increase sales volume and market penetration. Forecasted sales and controlled budgets. Performed client negotiations and pricing to close deals. Prepared sales progress reports and reviewed pipeline activity with sales force. Conducted daily sales calls with Account Managers as necessary.
Highlights:
Expanded client base by 15% and channel sales by 30%.
Key driver in achieving vendor-of-choice status from trading floors of the major stock exchanges, such as NYNEX and NASDAQ. Led team to major sales successes in Healthcare vertical market.
Recommended and executed training budget increase to provide appropriate and enhanced training to sales force that increased sales.
Obtained national accounts through successful negotiating of large volume discounts.
Initiated sales incentive campaigns.
Consistently recognized with several sales awards, including Leadership Club and the Quarterly Managers Award.
R. H. DONNELLY, New York, NY 1998-1999
Producer and distributor of Yellow Page directories, with $120 million in sales.
District Sales Manager
Directed a sales force of 9-11 sales reps in obtaining advertising orders in the New York City metropolitan area. Established goals and evaluated staff performance. Accompanied Account Representatives on sales calls and observed phone sales techniques. Planned and conducted performance improvement training. Recruited and hired high-quality sales personalities; conducted training and motivation programs.
Boosted new client sales by 20% and achieved double-digit growth in advertising within 1 year.
Slashed staff turnover rate 25% through institution of better compensation plan, training programs and lessening of micromanagement methods.
AT&T, New York, NY, Morristown, NJ 1979 - 1998
Progressed through several positions of increasing sales management responsibilities, most recent first:
Corporate Sales Manager Global Markets 1994-1998
Primary leadership force of product and service sales operations, providing overall management of more than $180 million in sales revenue and a staff of 17 Account Executives for 1 of the largest branches in the company. Conducted daily client visits on own and with Account Executives to maintain effective long-term relations and increase account penetration. Resolved problems at the executive level, as well as negotiations and pricing issues. Directed proposal development and responses to RFPs.
Spearheaded sales team in consistently meet and/or exceeding sales objectives, even during economic downturns.
Achieved best record for staff promotions of any manager in the Eastern Region.
Held competitive losses to lowest levels in the Eastern Region.
Initiated work-from-home program that increased productivity and sales.
Modified sales forecasting system for ease of use and effective interpretation.
Selected as member of evaluation team collaborating on branch re-engineering initiative.
Recipient of multiple sales honors including Leaders Council, Regional and Sales VP awards.
National Accounts Executive 1991-1994
In charge of $25 million sales module for major securities and investment banking account.
NOTE: Details of earlier positions include Senior Account Executive and Market Administrator
Details on request
EDUCATION:
Bachelor of Science in Economics and Management,
St. Johns University, New York, NY |
