Sales - Account Management with expertise in product specification and design, competitive bid response, long-cycle consultative sale and product installation & implementation.
Secured and managed long term business with Global Investment Management Firm, 11 years running. Averaged .5 million in furniture sales annually.
Secured and managed long term business with Connecticut based university 13 years running. Averaged 225K in furniture sales annually.
Identified and established a regional network of over 25 product fabricators in the interior window coverings industry. Provided foundation for growth of new product concept.
Led account retention team for Northeast based telecommunications company by leveraging relationships with existing clients. Averaged 119% over 20 month period.
10/2005 to 03/2018
Sales - Account ManagerCompany Name － City, State
Manage expansion of corporate and institutional book of business from 500K to 4.1 Million. Average 2.5 Million in annual sales over the past 4 years.
Consultative sale directly with client:
Guide client through development of budget-appropriate furniture package including: floor plan production, product-line selection and final trim and finish details. Project size range from 15K to 150K. Represented approximately 30% of overall business book.
Bid package response:
Aid architect and design firms in developing accurate furniture specifications for bid package. Develop comprehensive pricing schedule, floor plans, product renderings and mockups. Project size ranged from 100K to .75 million. Represented approximately 35% of overall business book.
Key Accounts Management:
Manage expansion projects with high growth accounts as well as day to day furniture moves, ads and changes. Project size ranged from 100K to 1.5 million. Represented approximately 35% of overall business book.
03/2002 to 10/2005
Account Management SpecialistCompany Name － City, State
Expand existing client base through circuit upgrades, equipment solutions, resolving issues and referral based selling:
Led account management team averaging 119% of quota: achieved by leveraging existing services and driving sales of new services and equipment.
Expanded client base in a highly skeptical-client environment by leveraging existing relationships and forming partnerships with equipment vendors and movers.
Retained and leveraged 95% of existing client based while facilitating further account penetration and equipment sales.
09/1999 to 01/2002
Regional Sales RepresentativeCompany Name － City, State
Identify facility heads, quote on machine packages for immediate sale and budget cycle:
Secured repeat business with four West Coast power plants through regular phone contact and on-site product demonstrations. Represented an 11% increase in sales for the region.
Increased annual business with regional distributors through product training, consignment purchasing programs and through regional trade shows.
08/1996 to 12/1998
Regional Sales Manager - Northeast RegionCompany Name － City, State
Secure and expand raw materials business with regional fabricators in the Northeast. Grew monthly sales for the territory from 50K to 75K.
Identified and established eleven product fabricators and resellers by leveraging several inactive accounts.
Inherited and solidified stormy relations with severalbackyard accounts by resolving back issues and tailoring purchasing programs.
02/1989 to 07/1992
Regional Sales ManagerCompany Name － City, State
Establish Northeastern network of fabricators for new product concept while managing existing customer base:
Spearheaded customized fabrication program to national retail chain.
Secured orders for start-up packages and set up and trained over 20 additional product fabricators. Provided purchasing based for new product concept.
Played integral role in product development and distribution strategies - devised minimum purchasing policy for the protection of major resellers.
Education and Training
Bachelor of Arts: English and PsychologyUniversity of Connecticut － City, State, United StatesCum Laude Graduate / Alpha Lambda Honor Society / New England Scholars Awards
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University of Connecticut
Job Titles Held:
Sales - Account Manager
Account Management Specialist
Regional Sales Representative
Regional Sales Manager - Northeast Region
Regional Sales Manager
Bachelor of Arts : English and Psychology
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