Accomplished, results-driven sales leader with over 20 years' experience exceeding sales benchmarks, maximizing profits and winning major accounts. Demonstrated success in developing new, high-revenue business with strategic client targets across varied industry sectors, growing existing accounts and cultivating strong, professional relationships with key executive decision makers. Skilled at the art of selling, negotiating and managing multiple large-scale projects simultaneously within deadline driven environments. Creative problem solver with proven track record of building engaged sales teams that drive business results.
Skills
Consultative & Solution Sales
C-Level Relationships
Strategic Business Planning
New Business Development
Key Account Acquisition
Complex Sales Cycles
F500 Account Management
Operations Management
SaaS Platform Sales
Contract Negotiations
Strategic Prospecting
Sales Leadership
Account Management, Network
Benefits, Networking
Business development, New Business Development
Strategic Business Planning, Operations Management
C, Presentations
Closing, Presentation skills
Cold-calling, Product design
Cold calling, Program management
Contract Negotiations, Reporting
Contracts, Selling
Credit, Sales
Client, Sales Manager
Clients, Siemens
Direct marketing, Strategic
Direct sales, Trade shows
Financial, Unique
Functional
Image
Insurance
Leadership
Legal
Market trends
Marketing
Market
Meetings
Merchandising
Negotiating
Enterprise
Work History
02/2016 to 01/2020
National Sales ManagerOakwood Worldwide – Long Beach, CA,
Leading loyalty marketing company specializing in consumer and employee engagement programs.
Promoted to National Sales Manager to develop and execute tactical short and long-term sales and revenue growth strategies and led nationwide direct sales efforts to exceed sales targets.
Sold and marketed consumer and employee engagement programs including employee recognition, sales incentive, channel and customer loyalty SaaS based solutions to prospective F500 & F1000 clients across multiple industries including Aerospace & Defense, Financial, Pharmaceutical, Manufacturing, Insurance and Technology.
Increased annual revenue 160% from $3.6 million to $9.3 million in a four-year period through aggressive networking, prospecting and presentation skills.
FY 2019 - Achieved $9.3 million of a $9 million quota equaling 104% of quota.
Won large multi-year contracts with competitively held, F500 accounts, including Amgen, Allergan, Daiichi Sankyo, The Swatch Group and Transamerica through identification of unique business opportunities, execution of corporate presentations and strong contract negotiations and closing skills.
Solidified exclusive global partnership/contract with Boeing for their employee recognition and incentive programs engaging over 160,000 employees worldwide, generating over $2 million in annual revenue.
Led diverse, cross-functional teams including IT, marketing, operations, legal and merchandising in the design, development and successful execution of more than 50 nationwide consumer and employee loyalty programs.
Established program performance and customer activity reporting to address areas including customer segmentation, program and campaign level impact (ROI and profitability), customer demographics, and benefits usage recommending reasoned adjustments to the program.
Recruited, trained and managed new account executives in selling, negotiating and presentation skills to exceed target objectives.
Empowered and managed a team of 3 direct reports.
03/2013 to 02/2016
Northeast Territory ManagerEdmentum – Chicago, IL,
Leading loyalty marketing company specializing in consumer and employee engagement programs.
Sold employee and consumer engagement programs, sales incentives, employee recognition and channel incentives, delivered through a SaaS platform.
Exceeded all sales quotas and increased annual revenue 260% from $1 million to $3.6 million in three years.
Established ambitious sales targets, managed deployment strategies and developed go-to-market plans to capitalize on every revenue opportunity.
Increased customer base from 30 to over 60 clients through prospecting, strategically developing relationships with key decision makers, understand customer business needs and deliver tailored engagement solutions.
Responsible for all client facing activities and entire sales process from prospecting to program management.
Used consultative sales techniques to penetrate, negotiate and secure multiyear contract with MasterCard, became key partner for their credit card loyalty programs which generates over $2 million in revenue annually.
Closed new business and secured multi-year contracts with large competitively held, F500 & F1000 accounts, including Bank of America, Siemens, Nationwide Insurance, Activas, GAF, Best Western, and Experian through effective cold-calling and networking initiatives.
Developed and managed a pipeline of company prospects through business development efforts: prospecting, cold calling, referrals, business partners, centers of influence and personal network.
Mentored and trained new sales representatives.
05/2005 to 03/2013
Business Development ManagerEast West Connection Inc – City, STATE,
Global, full-service meetings, events, incentives, and promotional products company.
Sold and marketed tailored branded merchandise, promotional and event solutions to prospective enterprise level accounts to utilize for incentive and recognition programs, direct marketing campaigns, PhRMA compliance and new product launches.
Built territorial account base via networking and canvassing initiatives and grew aggregate annual revenue from $50,000 to $2.4 million.
Acquired large competitively held, F500 accounts, such as Johnson & Johnson, Ethicon, Janssen, Celgene, UnitedHealth Group, Novo Nordisk and McNeil Consumer Healthcare.
Customized domestic and overseas product design and manufacturing from inception to product creation to improve brand sales, elevate awareness and corporate image.
Established and cultivated relationships with a domestic and international network of premium and branded merchandise suppliers.
Developed a preferred supplier list across all product categories as well as negotiating supplier agreements.
Spearheaded all aspects of project deliverables, including developing and modifying project scope, sourcing, coordinating project schedule, enforcing compliance regulations and developing project team resources.
Identify new market trends, innovative ideas and products by attending trade shows and meetings with new suppliers.
Managed and trained 4 direct reports.
Education
Expected in
Bachelor of Science: Marketing University of Scranton - Scranton, PA GPA:
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