Experienced sales professional focused on helping others unlock their untapped potential. As a result of our interactions, clients will tell you they receive expert, trustworthy, candid, and objective business advice to make the right decisions for themselves and their organizations. They gain clarity of purpose, have increased confidence in their decisions, and are comforted knowing they are better positioned to succeed.
Skill Highlights
Leadership
CommunicationsĀ
Business Strategy
New Business Development
Solution Selling
Sales Presentations
Proposal Writing
Account Management
Salesforce.com
Education
Brigham Young University Marriott School of ManagementProvo, UTExpected in ā āMaster of Business Administration: - GPA:
, Expected in August 2017 ā āMaster's Certificate in Project Management: - GPA:
The George Washington University School of Business, Washington DCExpected in June 2006 ā āMaster's: - GPA:
, Expected in ā āMaster's Certificate in Project Management: - GPA:
University of CaliforniaDavis, CAExpected in June 1994 ā āBachelor's Degree:French - GPA:3-time Dean's ListFrench 3-time Dean's List
, Expected in ā āBachelor of Science degree:Electrical Engineering - GPA:Electrical Engineering
Core Accomplishments
100% Quota Attainment" In Recognition For Your Excellent Work, Dedication, High Standards and Leadership During Your 6+ Years with ExecuTrain of Sacramento and Nevada" 1996-1997 ExecuTrain Caribbean Club - $1M+ in sales SALES TRAINING * Dreamforce, 2011 & 2012 Strategic Selling, Huthwaite, 2006 SPIN Selling, Huthwaite, 2004 Steven Covey / Tom Peters sales and business management techniques, 1998.
ExecuTrain ESP 2000 Sales Training graduate, 1997.
Chosen Top of Class.
Masters of Excellence seminar series 1994 with presentations by Harvey Mackay, Mark Victor Hansen, Brian Tracy, Jim Rohn.
FranklinQuest Time Management seminar graduate, 1994.
FranklinQuest Customer Service Training, 1993.
Professional Experience
United Natural Foods Inc - Senior Business Development Manager Spencer, MA, 01/2010 - Present
MISSION STATEMENT I'm personally focused on helping others unlock their untapped potential.
As a result of our interactions, my clients will tell you they receive expert, trustworthy, candid, and objective business advice to make the right decisions for themselves and their organizations.
They gain clarity of purpose, have increased confidence in their decisions, and are comforted knowing they are better positioned to succeed.
Similar responsibilities to those of Business Development Manager (below), with elevated quota and account management expectations.
Currently serve as Chairperson for ESI's Salesforce.com Governance Council, which identifies business performance goals, business processes and associated metrics that will be supported and managed through the Salesforce.com application platform.
The Council consists of representatives from key stakeholder groups within the organization.
Significant achievements include: 2011 Government Sales Contributor of the Year Sale and oversight of IT project management consulting services engagement with State of California, one of the largest of its kind in ESI's 30-year existence.
Achieved Gold Club status in 2010 (138% of $1.65M sales quota) and 2011 (112% of $2.5M sales quota).
Chaired ESI's Salesforce.com User Council in 2011.
Fresha - Business Development Manager New York, NY, 03/2004 - 12/2009
Responsible for growing ESI revenues and annual quota attainment by selling project management, contract management, and business analysis training / professional services to large military and state/local government entities in the western US and Pacific Rim.
Focus shifted exclusively to state and local government clients in Jan 2007.
Overall territory responsibilities include: Developing annual sales plan for assigned existing and targeted accounts and for designing customer-specific, value-based solutions to ensure that monthly sales objectives for new revenues are attained.
Developing profiles of targeted customer prospects and formulating customer contact strategy that includes face-to-face meetings, industry association membership, and/or trade show participation.
Developing territory management plan that links quota commitment to forecasted revenue opportunities, identifying any gaps and designing targeted approaches to fill the gaps.
Executing business sales plan and tracking performance of successfully closed leads and opportunities.
Conducting fact finding (through business periodicals and web sites) to determine prospect needs.
Significant achievements include: ESI Business Development Manager of the Year for 2008 Top New Revenue Producer for 2009 More than doubled inherited annual territory revenue from 2004 to 2006.
Exceeded quota expectations each year after initial year in sales territory - five consecutive years (2005-2009); 137%, 136%, and 129% in 2009, 2008, and 2007, respectively.
Achieved Gold Club status every year starting with 2007.
Envista - Vice President of Sales / Partner Orange, CA, 12/2002 - 03/2004
Responsible for leading the SkillRamp (formerly ExecuTrain Southwest) sales team in growing IT technical certification and training program revenues to Fortune 1000 corporations and large government clients in California, Nevada and Arizona.
Also responsible for personally managing a sales territory comprised of commercial and government accounts in California and Nevada.
1.2M revenue goal for 2004.
1 in sales revenue among all SkillRamp account managers for 2003.
Airport Terminal Services Inc - Vice President of Sales / Partner Atlanta International Airport, GA, 01/1999 - 12/2002
Owner/Partner with Las Vegas business, focusing on direct client relationships for IT technical certification and training programs to major corporate and government clients.
Drove territory sales from plateau of $40K-$50K/month to over $100K/month within 150 days of territory assignment.
Acquired 15 % market share from long established competitor.
ExecuTrain Of Sacramento/Nevada - Regional Sales Manager City, STATE, 03/1998 - 12/1998
Responsible for managing sales revenue in Sacramento, Reno and Las Vegas (7 reps including myself).
Directly responsible for identifying large dollar sales opportunities in all territories, particularly in the growing proprietary software training market.
1998 Revenue Sold: $937K.
ExecuTrain Of Sacramento - Account Manager City, STATE, 08/1993 - 03/1998
Developed sales and marketing strategies for start-up franchise (late-1992) of industry revenue leader.
Daily responsibilities included identifying and meeting with training decision-makers at target clients, primarily companies with 100+ employees.
Large percentage of target clients in federal/state/local government sector.
Contacting methods included heavy canvassing, up to 100 phone calls per day, and up to 4 meetings per day.
Served customers by providing timely information and recommendations regarding training needs.
Wrote and delivered proposals, closed business, and secured payment.
Exceeded owner's minimum targeted revenue numbers all years.
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School Attended
Brigham Young University Marriott School of Management
The George Washington University School of Business
