Profit-driven, process-oriented, stratgeic National Account Manager with 20 years of progressive experience in sales, operations, leadership, training, recruiting, and client relationship management. Excellent reputation for resolving problems, improving customer satisfaction, and driving overall operational improvements and compliance. Self-motivated, goal focused and easily adapts to any situation.
New Business Development
Strong Negotiation Skills
P&L Management & Cost Controls
Problem analysis and problem solving
Performance Management - KPI
Field Team Management
Client Relationship Management
Budget management & data analysis
Microsoft Office Proficiency
Account management, New Business Development, Unique
Budget management, Performance Management
Business strategy, Policies
C, Press releases
Continuous improvement, Problem analysis
Contract negotiations, Problem solving
Client, Process Improvement
Excellent customer service, Promotion
Customer service, Proposal
Data analysis, Recruiting
Database, Relationship Management
Direct marketing, Research
Due diligence, Retail
Equity, Risk analysis
Executive Management, Selling
Inventory management, Sales
Team Building, SAP
Microsoft Office, Supervision
Needs analysis, Team Management
Negotiation, Training programs
National Account Manager, 01/2014 to Current Alsco, Inc. – Orlando, FL
Manage portfolio of food & beverage, hospitality, healthcare, retail, grocer and industrial accounts, that represents over $109 Million in annual revenue.
Opened new national account customers across 75 markets and increased product sales to over $250 Million.
Develop and harness business relations to cultivate and capture new and existing business that establish targeted goals.
Worked diligently to resolve unique and recurring complaints, promoting loyalty and enhancing operations.
Drive increased partnership with clients and work to deepen their connection to Alsco both in overall experience and in services utilized.
Oversee all retention-focused activities including contract negotiations, and quarterly business reviews.
Perform quarterly business reviews and negotiate contracts to obtain 100% client retention.
Strategically manage relationships within a portfolio of the largest accounts that include Publix, Darden, Harris Teeter, , especially at the executive and C-levels.
Work diligently and efficiently to resolve unique sales, and customer service opportunities, promoting loyalty and enhancing operations.
Internal advocate for clients within Alsco to ensure customer success and further partnership.
Contacted key accounts regularly and achieved high satisfaction scores by routinely re-assessing needs and resolving conflicts.
Managed territory sales program and supervision of 55 Sales Consultants across 11 profit centers.
Trained, developed, tracked, and evaluated sales teams; analyzed sales activity and assessed profitability; and improved upon all processes in sales of professional textile rental services to companies ranging from small independently owned business to large corporations.
Managed entire recruiting process from posting openings, screening applicants, and onboarding new sales consultants.
Winner's Circle recipient 8 years in a row; achieving an average 165% over goal annually.
Trained and coached sales teams on "selling" as well as sales processes and procedures including company 8 stages of selling and buying; 5 stages of the sales funnel; hunter mentality; consultative and proposal based sales; upselling and cross-selling; clients' needs analysis; using the database; the importance of the "cold call"; product knowledge; product pricing and explanation; and proposal and commissions systems.
Developed training programs that enable Sales Consultants to improve all skills necessary to drive sales.
Conducted ride-a-long trainings and coaching on B2B cold calls and appointments.
Observed Regional Sales Consultants: evaluated and analyzed processes and successes and applied results to development and improvement of sales processes, procedures, and trainings.
Maintained multiple database systems including CRM, proposal systems, inventory management, and SAP software.
Portfolio manager, research analyst & operations Manager, 04/1998 to 03/2005 DePrince, Race & Zollo, Inc – Orlando, FL
Implemented business strategy, handling client service, new business development, operations, and compliance oversight; increasing firm wide assets of $1 Billion to $5 Billion in 24 months.
Developed and managed relationships with 65 key institutional clients through conference calls, virtual meetings, and on-site due diligence visits with all members of Executive Management.
Prepared and submitted prospect and client communications, including RFP's, direct marketing, press releases, email updates, and client newsletters.
Prior to promotion to Portfolio Manager provided qualitative and quantitative analytical support for company US Small Cap fund.
This included performance and risk analysis, and equity manager research.
Performed bottom-up fundamental equity research across all industries.
Made buy, hold and sell recommendations.
Strengthened performance metrics tracking and analysis to enhance tactical and strategic company plans.
Implemented policies and standard operating procedures for continuous improvement.
Led and developed a team of 5 operations team members.
Bachelor of Arts: 1995 University of Central Florida - Florida
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Companies Worked For:
DePrince, Race & Zollo, Inc
University of Central Florida
Job Titles Held:
National Account Manager
regional sales manager
Portfolio manager, research analyst & operations Manager
Bachelor of Arts : 1995
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