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Director of Business Development Resume Example

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DIRECTOR OF BUSINESS DEVELOPMENT
Professional Summary

Action oriented, hands-on sales leader with 20+ years of experience delivering record results and exceeding sales goals by shaping/re-shaping the sales culture through unbending commitment to continuous improvement and a motivational management style and a history of creating a positive atmosphere and a culture that is results-driven and quality focused

Work History
Director of Business Development, 01/2018 to CurrentENSCO Rail, Inc - Springfield, VA
  • Implemented and executed account and opportunity capture plans for key accounts which delivered largest sale in autonomous technology in company history in 2019.
  • Leveraged strong customer relationships and executed strategic sales plan which resulted in first ever sale in company history of automated machine vision systems in 2020.
  • Consistently met and exceeded company revenue and profitability targets through penetration of new accounts, and establishing relationships with key decision-makers within customer's organization to promote growth and retention.
  • Developed highly profitable pipeline based on multiple sales penetration techniques and creating and expanding sales presentations to new and existing customers.
Director of Sales, Marketing and Aftermarket, 01/2011 to 01/2018Nordco, Inc. - Oak Creek, WI
  • Reported directly to President/CEO; Member of Executive Leadership Team
  • Managed customer experience from end-to-end with emphasis on increasing sales and achieving EBITDA targets, growing sales to existing customers, adding new customers, developing customer-focused organization while driving process improvements.
  • Delivered Topline Revenue Growth of 65.8% and increased Gross Margin Dollars by 89.5% from 2011 to 2018.
  • Global Sales and Business Development: Responsible for $160M Global Sales & Business Development Team, sales operations, and forecasting
  • Transitioned to direct sales model for North America after 91-years selling indirectly through agents.
  • Built Strategic Sales & Service Teams from Ground Up including Major Account Managers, Regional Sales Managers, Field Service Managers and Field Service Technicians
  • Aftermarket Sales & Customer Support : Responsible for $80M aftermarket parts, paid service and equipment repair and remanufacturing business.
  • Marketing: Responsible for developing and executing company and product/service marketing strategies.
  • Implemented Salesforce.com and managed cross-functional implementation and training for 85 employees.
  • Improved Cash Flow by increasing order deposits by ($8M) 17% annually through improved negotiation strategies.
  • Increased Account Penetration with Key Accounts through consultative selling activities and developing and executing key account sales plans that helped fuel topline revenue and gross margin dollar growth.
  • Increased sales from new customers by ensuring team was actively engaged in prospecting/lead generation activities, pipeline management, opportunity development and closing opportunities.
  • Achieved highest Employee Engagement Scores across entire enterprise by setting high expectations, holding people accountable for results and motivating/inspiring employees to work at their full potential.
  • Developed and executed marketing programs and new branding strategies and marketing collateral to foster business development and achieve revenue targets.
Sales & Marketing Manager, 03/2008 to 01/2011Nordco, Inc - Ridgefield, CT
  • Reported to Division President with responsibility for generating sales of Ultrasonic Inspection products worldwide.
  • Accountable for all sales, marketing, business development and account management activities across multiple channels.
  • Achieved record company revenues and profits in 2008 and 2009 including sales in Canada, Hong Kong, Italy, Liberia, Peru, Saudi Arabia, Singapore, and United States.
  • Managed customer activities, contract negotiations, conducted technical sales presentations, managed customer RFQ responses and closed sales opportunities.
  • Developed and implemented targeted marketing and sales plans using customer insights, current market information, and competitive intelligence.
  • Developed sales and promotional materials including technical product presentations, print and online advertising, brochures, trade show planning, creative briefs and booth design.
Director of Sales & Contact Center Operations, 01/2004 to 03/2008ThermoSpas Hot Tubs - Wallingford, CT
  • ThermoSpas was $60-million-dollar direct response marketing company and leading retailer of hot tubs in world.
  • Reported to COO; Responsible for providing leadership to ensure sales revenue and profit goal attainment for 10-person Inside sales team that included both Wholesale and Direct-to-Consumer Sales and 80-person Consumer Telemarketing Contact Center.
  • Increased wholesale sales 787% from $470,000 FY06 to more than $4.17 million FY07.
  • Improved inside sales by more than 120% (~$3 million) by expanding inside sales team and creating new sales process and improved call scripts.
  • Reduced fulfillment costs by 31% by streamlining & re-engineering fulfillment and related workflows.
  • Reduced employee turnover by more than 60% by profiling top performers and creating “Ideal Agent Profile” and introducing new recruiting, screening, on boarding and training practices.
Education
BS, Engineering, 1992
Massachusetts Maritime Academy - Buzzards Bay, MA

Summa Cum Laude

Skills

    Business Strategy

  • Strategic Planning
  • Budgeting / P&L
  • Lean/Continuous Improvement
  • Sales Compensation
  • Sales Forecasting
  • Pricing Strategy

    • Sales Team Leadership

  • Performance Management
  • Employee Training & Development
  • Strategic Account Planning
  • Motivation &Team Building
  • Pipeline Development

    • Sales Operations & Planning

  • Optimized Sales processes
  • CRM -Customer Relationship Mgt
  • VoC/Product Road Mapping
  • Sales Reporting

    • Marketing Leadership

  • Marketing Strategy
  • Brand Positioning
  • Campaign development
  • Tradeshows

    • Customer Engagement

  • Relationship building
  • Consultative Selling
  • Account Management
  • Contract Negotiation
  • Proposal Writing
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Resume Overview

Companies Worked For:

  • ENSCO Rail, Inc
  • Nordco, Inc.
  • Nordco, Inc
  • ThermoSpas Hot Tubs

School Attended

  • Massachusetts Maritime Academy

Job Titles Held:

  • Director of Business Development
  • Director of Sales, Marketing and Aftermarket
  • Sales & Marketing Manager
  • Director of Sales & Contact Center Operations

Degrees

  • BS , Engineering 1992

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