MANAGING DIRECTOR OF SALES Resume Example
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MANAGING DIRECTOR OF SALES
Executive Profile
I am a performance-driven Sales Executive with 14 years of experience. I have a proven track record of success in both business development and account management. I am experienced in in a variety of different sales processes such as solution based sales and consultative sales. I've lead teams of business development mgrs., account mgrs., accounts execs and sales managers ranging in sizes from 6-40 direct reports. My management style is consistent and my leadership style is situational.
My Objective: is to utilize my business development skills; account management skills and collaborative ideas with a
progressive organization where these skills can make a significant impact on the professional growth of others and on
the bottom line .
Skill Highlights
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Professional Experience
MANAGING DIRECTOR OF SALES03/2014 - CurrentPega (Pegasystems Inc.)Cambridge , MA
- I am responsible for obtaining profitable results through the sales teams by developing and implementation of the.
- company's sales goals and marketing strategies.
- As the Director of Sales, I drive a disciplined and transformative solution-selling process including opportunity management and key account planning.
- Report to the CEO.
Bickford Senior Living
- Effectively lead inside / outside sales managers; sales reps; telesales and sales operations team to achieve the success of all team members and the company.
- Creating and implementing sales strategies for business development and account management to meet or exceed the monthly sales goals and the company's strategic objective.
- Creating the company's sales plan & sales goals coordinated with the annual marketing plan.
- Managing sales territories and optimizing sales coverage to meet or exceed company goals.
- Directing the inside / outside sales processes and sales forecasting activities.
- Providing leadership of the sales compensation plan, its implementation and reporting.
- Establishing and maintaining relationships with vendors, industry influencers and key community/strategic partners.
- Maintaining and evolving the company CRM and implement its use as the record of communication between the customers, sales and the company.
- Maintaining sales and sales operations human resource plan including recruiting, training, performance review process and disciplinary action.
- Evaluate RFP opportunities to determine which opportunities should be pursued.
- Develop strategies and oversee RFP response.
- Collaborate with Marketing on advertising and promotion activities including print, seo/sem, web content; blogging; electronic media, and direct mail.
- Assist in the development of the following ecommerce supply categories: catalog furniture/project furniture; print; janitorial and technology products and recommend product positioning and pricing strategy to produce the highest possible long-term market share.
MANAGING DISTRICT SALES MANAGER11/2011 - 03/2014OfficeMax WorkplaceMacomb , STATE
- I managed a B2B Sales Business Unit of 12: 8 Non Senior Business Development Reps and 4 Major Market Senior Level Business Development Reps who prospect by phone or other networks for new business, pure hunters! Our target markets are potential customers who spend up to 1 Million Dollars in Business Supplies annually.
- I reported directly to the Regional Vice President RESPONSIBILITIES INCLUDE: Managed and Champion RFP Processes including Vendor Registrations Managed Sales Cycle Management by assisting Business Development Reps in managing the sales cycle of various prospective customers by meeting with various roles of the prospective customer's organization including C-Level members and provided solutions that benefited each role individually.
- Performed Sales Training: Weekly sales trainings have included topics such as: Approaching C- Level Prospects; Getting Past The Gatekeeper; Solution Based Sales; Pipeline Management and more.
- Performance Management - weekly 1 0n 1s and field rides with BDRs; manage prospecting activity levels; sales results Mentored - demonstrated sales techniques such as effective probing questions on joint field rides that increase sales performance and enhance the performance of others.
- Evaluated the effectiveness of the sales growth, margin gain, product penetration efforts, and sales/prospecting initiatives Cross-Sell - collaborated with other OfficeMax Sales Teams and Subject Matter Experts to enhance share of wallet and account penetration through other product lines or solutions such as Project Furniture; Catalog Furniture; Printing and Janitorial products.
- Reporting: Provided Upper Management with Weekly Pipeline and Forecasting Reports.
MANAGING DISTRICT SALES MANAGER08/2005 - 09/2008Paychex IncCity , STATE
- Directly Managed 6-8 Premiere Sales Representatives; and functioned as a strong sales manager to each member of my team; created a results-driven and highly collaborative sales culture by providing training, motivation and role-modeling excellence.
- RESPONSIBILIIES INCLUDED: Managed all aspects of the outside sales department and lead generation process including phone prospecting and networking for Human Resource Services Managed assignment and re-assignment of all district territories.
- Evaluated performance of sales representatives on a weekly basis to ensure objectives are achieved.
- Prospected (cold called) small and medium sized businesses to sell human resource outsourcing service products.
- Developed referral relationships for new or existing clients with Financial Advisors, Venture Capital firms and/or internal sales divisions.
- Called on new and existing clients to sell Payroll Integrated Human Resource services such as 401(k) Record keeping, Section 125, Premier Human Resource Service: includes a full suite of human resource services Established fiscal year quotas and business plans for sales reps.
Education
Bachelor's:Goodwin College - Industrial ManagementIndustrial Management
Supervision-Concepts and Practices of Management, HR Management, Organizational
Behavior, Total Quality Management, Business Communications, Accounting Skills:CCSF College
Skills
Account Management, Accounting, Premier, Premiere, advertising, B2B, Business Communications, business development, business plans, C, Catalog, Excellent communication, CRM, clients, direct mail, Directing, ecommerce, Financial, Forecasting, Human Resource, HR, leadership, Director, Managing, marketing plan, marketing strategies, Market, Marketing, modeling, networking, networks, Organizational, outside sales, Payroll, Performance Management, positioning, pricing strategy, Processes, promotion, Record keeping, recruiting, reporting, RFP, Selling, Sales, sales forecasting, Sales Manager, sales plan, Sales Training, strategic, Supervision, phone, Total Quality Management, Venture Capital, web content
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Resume Overview
School Attended
- Goodwin College
- CCSF College
Job Titles Held:
- MANAGING DIRECTOR OF SALES
- MANAGING DISTRICT SALES MANAGER
Degrees
- Bachelor's : Goodwin College - Industrial Management
Supervision-Concepts and Practices of Management, HR Management, Organizational Behavior, Total Quality Management, Business Communications, Accounting Skills : CCSF College
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