Top national sales leader in all companies employed in service offering exceptional record of achievement and management skills over 34-year career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers, accomplishing and exceeding profit targets. Talented in identifying and capitalizing on emerging market trends and revenue opportunities. Preference to work closely with sales team members individually, recruit, hire, train, mentor and manage the sales team. You cannot improve upon what you have if you don't understand the source, Strong believer in use of common sense and a positive attitude.
Skills
Top sales performer nationwide all companies employed in service
Exceeded sales targets 125% or greater
Sell value and customer service over price resulting in highest net margins companywide
Recruit, hire, train, mentor and manage sales team members
Federal license submittals innating first GSA contracts in 3 different companies including current employer
Goal and incentive driven,
Philosophy of strategic sales approach and driven self initiative.
Sales budget management
Excellent negotiation skills
Excellent communication and listening skills.
Do not micro or macro manage team members, lead by example.
Eclectic sales approach utilizing various schools such as professional sales training courses, psychology, CRM management but not overkill.
Budget and cost control reducing cost of sales.
Work History
01/2007 to Current
Director of SalesUltra Clean Holdings, Inc. – Portland, OR,
Achieved dramatic sales increase by skillfully managing relationships and proactive sales approaches.
Formulated and presented innovative strategies to team members, executives and customers to build foundation for successful sales plans.
Captured and completed sales with customer-savvy quotes, proposals and contract management strategies.
Consistently serviced accounts to maintain active contacts and continuously promote profitable offerings.
Established ambitious sales targets, managed deployment strategies and developed go-to-market plans to capitalize on every revenue opportunity.
Brought about industry-leading sales by applying pro-active strategic industry knowledge and leadership skills.
Managed and motivated sales team to increase revenue 140% in annual increments.
05/1991 to 12/2006
Director of Strategic AccountsTanium – Detroit, MI,
Maintained comprehensive industry knowledge and studied consumer behavior to identify and present innovative solutions.
Directed contract strategies, requests for proposals and key performance indicators to measure and track process and attain customer commitments.
Supported customer requirements and allocated resources to align with business needs.
Managed existing strategic accounts and identified new business opportunities to achieve revenue objectives. Managed strategic sales team to execute strategic sales plans.
Traveled nationwide to visit stakeholders, prospects and existing clients, generating additional business opportunities.
Generated sales activity to build functional pipeline of qualified opportunities.
Negotiated agreements to develop and execute profitability strategies for key accounts.
Determined direction for strategic accounts by researching competitive landscape, market insights and communication across stakeholders.
Supervised all marketing and planning activities to exceed strategic sales sales and margin goals.
Executed optimal sales strategies to achieve commercial goals for strategic sales market.
Generated over $ 90M in strategic team annual sales at highest company margins.
Reduced marketing costs by streamlining marketing roles, leveraging communications materials, monitoring budgets, and developing protocol.
02/1989 to 04/1991
Senior Sales ExecutiveEnsono – Norcross, GA,
Developed standard operating procedures and document workflows for current and future process steps.
Coordinated with systemwide sales team in developing project plans for prioritized initiatives.
Drove negotiations resulting in acquisition of air lane segment to place first Boeing 727 cargo carrier route daily to Japan and consolidated nationwide customer service center to single facility in Dayton, Ohio resulting in ooperational improvements that resulted in significant savings and improved profit margins.
Resolved conflicts and negotiated agreements between parties in order to reach win-win solutions to disagreements and clarify misunderstandings.
Developed exceptional attendance record with special attention to punctuality and preparation to work upon arrival.
Analyzed current business plan, identified inefficiencies in existing processes, and tracked performance following implementation of improvements.
Conducted training and change management processes to improve operations.
Negotiated and instituted first GSA US Government business contract for government sales to contribute to long-term plans for systemwide sales growth.
02/1981 to 05/1984
Senior Sales ExecutiveFinastra – Orlando, FL,
Managed full sales lifecycle for international courier and air freight accounts.
Outperformed revenue targets by effectively applying strategic sales approach and psychological sales techniques.
Prospected leads, scheduled meetings and converted targets into customers at 185% rate.
Acquired more than $500,000. in new customer business each annual year employed..
Created prospect rapport by approaching leads and cultivating strong business relationships through sales.
Performed corporate training procedures to educate systemwide new employees on international courier and international air freight sales.
Developed relationships with high-profile clientele by successfully employing strategy driven sales techniques.
Earned multiple award for maintaining customer satisfaction ratings and securing unmatched number of high-profit accounts.
Recognized and resolved compound problems that effected upper-level management and business initiatives.
Develop, negotiated and secured first GSA US Government contract for domestic and international express mail products. Title added: VP US Government Sales.
Education
Expected in 01/1981
Bachelor of Science: Recreational Administrative Science / Business Adm University of Maryland - College Park - College Park, MD, GPA:
Expected in
: Pre-Law And Psychology University of Baltimore - Baltimore, MD, GPA:
Expected in 11/1979
Associate of Arts: Business Administration / Recreation Catonsville Community College - Catonsville, MD, GPA:
Certifications
Professional Sales Training Xerox PSS (Professional Sales Skills) 1
Professional Sales Training Xerox PSS 2
IBM Executive Sales Training Program
DHL International Sales Skills Program
USPS Certificate of Excellence Award Postal Customer Council 2018
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