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District Manager Resume Example

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DISTRICT MANAGER
Summary
Award-winning sales manager seeks to contribute to the growth of a company by leading a sales team. My passion for motivating and developing sales professionals while developing new revenue streams and capturing market share has helped me earn the number one ranking in multiple sales organizations, both as a sales manager and a salesperson. Specialty areas include sales training, employee development, and selling in a technical and complex sales environment. Under my leadership, 10 direct reports have been offered promotions and 26 have been awarded top performing sales status, including three in their rookie year. I am a certified Predictive Index (PI) Analyst, certified Professional Selling Skills (PSS) Trainer, have been trained on Socratic Selling, the Challenger Sale and Insight Selling. I have extensive experience with customer relationship management (CRM) software including salesforce.com, and fluid knowledge of how to utilize business intelligence software to make data-driven decisions.
Experience
12/2010 to 12/2014
District ManagerJohn Wiley & Sons － Richmond, VA
  • Managed teams of sales representatives for a science, laboratory, math and business educational publisher in the mid-Atlantic region of the US, driving revenue from under $12,000,000 to approximately $14,000,000.
  • Responsible for recruiting, hiring, training, and professional development of outside sales representatives.
  • Accountable for monitoring Key Performance Indicators (KPIs) and driving sales with a CRM.
  • Led team of representatives in transition from print media to Software as a Service (SaaS).
  • Instrumental in creating a new digital delivery renewable revenue model at the enterprise level.
  • Renewable revenue sales (primarily access codes integrated in an LMS) grew by 37% during 4-year tenure.
  • Averaged $378,000 annual net sales increases while utilizing only 83% of annual district expense budget.
  • One of two District Managers to Achieve Goal, 2011.
  • Two direct reports offered promotions during tenure.
10/2009 to 12/2010
University Development ManagerGrand Canyon University － Richmond, VA
  • Managed, trained and developed a team of 11 University Development Representatives for a publicly traded, for-profit University.
  • Representatives were responsible for recruiting professional educators into graduate degree programs.
  • States covered included NJ, NY, PA, MD, DC, NH and ME.
  • Increased student enrollment ratio from 19% to 56% during tenure as manager.
  • Trained team how to use Microsoft CRM to manage pipeline and track performance.
  • Modeled sales techniques to team by presenting to K12 superintendents, principals and teachers.
01/2007 to 09/2009
Territory ManagerThe Garland Company － Richmond, VA
  • Managed a Southeastern Virginia territory with primary accountability for selling premium low-slope and standing seam metal commercial roofing systems.
  • Exceeded all account development goals by creating and developing 43 new accounts.
  • Responsible for all aspects of business development typical in a complex, enterprise-level, multi-faceted sales environment, which included securing capital budget monies, and writing proposals and specifications.
  • Developed and maintained a pipeline of customers, primarily C-level executives or equivalent in commercial markets, federal, state and municipal-owned entities and (K-12) public schools.
  • Acted as project manager and liaison between building owner, design professional and contractor to maintain consistent communication between all parties and optimize desired outcome of every project.
06/2000 to 12/2006
District ManagerAndrew J. Pollard Pearson Education － Richmond, VA
  • Managed 12 higher education publishing Sales Representatives in Virginia and North Carolina selling to public, private and for-profit institutions with annual gross revenue in excess of $30,500,000.
  • Responsible for recruiting, hiring, training, and professional development of outside sales representatives.
  • Accountable for driving sales and manuscript activity in assigned district.
  • Achieved an annual average of $2,085,000 in sales increases and an annual average of 116 manuscript points.
  • Oversaw travel and business expenses (expense accounts).
  • Maintained average of 97% annual budget.
  • Ranked #1 in sales and awarded District Manager of the Year, 2005.
  • Ranked in the top 5 in 2001 and 2003.
  • Inducted into prestigious Manuscript Hall of Fame, 2005.
  • Eight direct reports offered promotions.
10/1998 to 06/2000
Senior Sales SupervisorSouth-Western College Publishing － Richmond, VA
  • Responsible for selling Thomson Learning Business & Economics textbooks, software and peripherals to public and private college professors.
  • Grew territory sales by over 100%.
  • Ranked #1 in sales and awarded Sales Representative of the Year, 1999.
  • Best in Technology" and "Best in Marketing Award, 1999.
  • Conducted needs assessments and group presentations to key decision-makers and committees.
  • Co-managed three sales representatives in the Mid-Atlantic region.
05/1996 to 10/1998
Marketing DirectorRoanoke Valley Economic Development Partnership － Roanoke, VA
  • Responsible for marketing seven local governments in southwest Virginia for the purpose of attracting new business to create capital investment, jobs and deliberate growth to the region.
  • Successfully attracted projects totaling $18 million in investment and 200 new jobs.
  • Used CRM (Act!) to manage lead-gathering and follow-up program for all prospects and inquiries.
  • Conducted prospect visits and presentations to C-level stakeholders.
  • Coordinated with local government officials and business leaders to develop consensus-building strategies.
  • Planned and implemented marketing trips and trade show activities.
10/1992 to 05/1996
Publisher's RepresentativeJohn Wiley & Sons, Inc － Memphis Roanoke, TN VA
  • Generated personal itinerary, forecast and overall strategy for a $1.1 million territory, with primary.
  • accountability for creating new textbook sales.
  • Ranked #1 in sales and awarded Outstanding Sales Performance, 1995.
  • Consistent annual territory net sales increase ranging from 15% - 40%.
07/1991 to 07/1992
Morning ManagerMill Mountain Coffee & Tea － Blacksburg, VA
  • Advanced from Cashier to Supervisor to Morning Manager.
  • Balanced cash flow, supervised inventory, purchasing, scheduling and oversaw daily operations.
  • Worked full time while full time student.
Education
May 1992
Bachelor of Arts: EconomicsVirginia Tech － Blacksburg, VAEconomics Vice President, Economics Club · Co-Founder, National Association of Business Economists, Virginia Tech Student Chapter · Business Representative, Student Virginia Education Association, Virginia Tech Chapter
Skills
Act!, budget, business development, C, cash flow, Cashier, CRM, DC, delivery, driving, Economics, Fame, hiring, inventory, local government, marketing, math, access, 97, publisher, enterprise, outside sales, peripherals, presenting, presentations, print media, profit, proposals, purchasing, recruiting, selling, Sales, scheduling, strategy, Supervisor
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Resume Overview

Companies Worked For:

  • John Wiley & Sons
  • Grand Canyon University
  • The Garland Company
  • Andrew J. Pollard Pearson Education
  • South-Western College Publishing
  • Roanoke Valley Economic Development Partnership
  • John Wiley & Sons, Inc
  • Mill Mountain Coffee & Tea

School Attended

  • Virginia Tech

Job Titles Held:

  • District Manager
  • University Development Manager
  • Territory Manager
  • Senior Sales Supervisor
  • Marketing Director
  • Publisher's Representative
  • Morning Manager

Degrees

  • Bachelor of Arts : Economics

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