Senior Key Account Manager Resume Example
SENIOR KEY ACCOUNT MANAGER
Proactive leader quick to gain rapport and morph relationships into partnerships based on trust and substance. Proficient builder of channel, customers, and brand loyalty. I thrive in team-based or individually based operations plus I'm very adaptable, driven, reliable and determined.
- Performance optimization
- Channel Building, Support, Growth, Compliance
- Consultative, C+ and relationship selling
- Driving specifications
- Business rapport and retention
- Product sales expertise
- Sales program development
- Deal closing
- Value-added selling
- Sales presentations
- CRM Salesforce, Microsoft Dynamics, Sugar
- Sales process engineering
- Brand-building strategies
- National and Multi-National account management
- Navigation of Procurement Processes
- Complex project negotiations
- Territory sales management
- Revenue and sales projections
- Sales follow-up
- Sales pipeline management
- Regional economics knowledge
- Meeting sales goals
- Adept multi-tasker
- Fortune 500 partner experience
- Salesforce, Microsoft Dynamics, Sugar CRM system expert
- Cold calling
- Business-to-business background
- Team building
- Compelling leadership skills
- Attended and completion of Miller Heiman Intro, Advanced Sales Techniques, and Account Mapping Training Academy
- Completed Jeffrey Gitomer's Sales Consultation Training Program
Interfaced and communicated directly with my key accounts consisting of Microsoft, Cyrus One and Sungard to establish Stulz Hyper Scale Data Center cooling products as the basis of design internally as well as externally with their respective Mechanical Engineers, Consultants, Purchasing, Facility, and AE Design teams. Direct interface for the entire sales cycle from business development, product engineering cycles, negotiation, closing sales, project management, implementation, service contracts, and ESP's. Exceeded $8 million quota in 2019 and had over $4 million booked in 2020, with another $18 million maturing in pipeline.
Successfully launched into new market and sales branch in Central Texas. Customer focused liaison between end user customers and Cisco Eagle's system and design group focused on warehouse automation and optimization. Directly involved in solving complex problems by providing solutions that helped customers gain control of order fulfillment, distribution, manufacturing processes, increased output and throughput, maximizing facility productivity, minimizing errors, and reducing labor costs.
Territory Manager for Rittal's Liquid Cooling, Cabinets, NEMA type Industrial enclosures, climate control, and power products. Emphasis on building channel and distribution by forging relationships with VAR, ManReps, and Integrators over a multi-state geography. Grew the business year over year by driving specifications with the Data Center design community and bringing business to my distribution partners. Grew Territory over 15% year to year, while on-boarding an entire network of distribution partners.
SE Texas Territory Manager with multiple cross functional roles including OEM Sales and Product Specialist. Sold direct to end users while also supporting and building channel and OEM distribution. Heavy concentration of commercial Fortune 100 clients plus GSA, State, County, Municipal business. I excelled at business development and made multiple President's Club sales achievement. I was leading every step of the process: identifying opportunity, design/spatial planning, quote generation, account management, sales, implementation of Eaton's data center and mission critical products. Primary expertise and product focus: PDU's, UPS, Cabinets, Air Flow Management/Containment, Command/Mission Control/911 Consoles, KVM Switching, Custom Panels and peripheral electronics.
- Major Commercial business wins: Microsoft, Sungard, Cyrus One, Reynolds and Reynolds, Amazon, 3M, FCA, Acme Brick, Bell Helicopter, Dell, Oracle, Boeing, Chevron, Exxon, Invensys, Turner Construction, Digital Realty, Southwestern Energy
- Major GSA wins: FAA(Houston, DFW, OK City), Homeland Security, USBP, Fort Hood(Army), USAF, Coast Guard, US Dept. of Treasury, Johnson Space Center, Federal Reserve Bank
- Major State, County, local Municipal wins: Texas Department of Public Safety, University of Texas, Rice University, Lamar University, Austin Community College, City of Houston, Bell County 911, New Braunsfels PD, Killeen PD, Seguin PD, Friendswood PD, Lufkin PD, Stafford PD
- Achieved quota 7 out of previous ten years, consistently grew business and improved brand reputations, delivered revenue growth
- Earned President's Club level 3 times
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Resume Overview
School Attended
- Southwest Texas State University
Job Titles Held:
- Senior Key Account Manager
- Territory Sales Manager
- Manufacturer's Sales Representative
- Regional Territory Manager/Product Specialist/OEM Sales Manager
Degrees
- Bachelor of Arts
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