High-achieving Senior Sales Executive with over 17 years of experience and expertise to handle any sales challenge. Dedicated to consistently surpassing quotas and diligently pursuing and converting new leads to enhance revenue streams. Energetic and committed to top performance.
Skills
Client Development
CRM Systems
Client Needs Determination
Relationship Building and Management
Sales Pipeline Development
Networking
Marketing and Advertising
Familiarity with CAD, Illustrator, and various other design programs
Inventory Management Software
Accustomed to working with engineers and designers on technical projects
High degree of technical aptitude and the ability to understand and convey complex products and systems
Mechanically inclined and proficient using and demonstrating specialty tools and equipment
Project oversight
Vendor management & relations
Skilled in MS office, Word, Excel, Goldmine, Outlook.
Work History
Sr. Sales Executive , 09/2011 - Current Fidelity National Information Services – Philadelphia, PA,
Nationally recognized sales performer within trade show industry
Maintain and project manage 72+ customers
Manage a diverse book of business consisting of companies ranging from small to Fortune 500
Project manage all sold projects from inception to implementation on sales ranging from $10K to $1.25M
Sought out, competed for and won high profile and Fortune 500 accounts such as NRA, Clorox, Google, Nike and MTV
Closed over $5.8M of business in the last 5 years
Consistently achieve highest level client retention through continuous relationship building, established trust, and ongoing product & industry knowledge
Sell directly to and interact with C and B level decision makers
Formulate design concepts, proposals and presentations to negotiate and close business
Act as primary liaison with clients to facilitate communications, assist with requests and/or information to ensure optimal client satisfaction throughout production, delivery and installation
Identify new business opportunities through cold calling, networking, marketing and prospective database leads
Secure high-value accounts through consultative selling, effective customer solutions and promoting compelling business opportunities
Frequently travel within the US to oversee the construction and implementation of new and existing projects
Deliver technical sales presentations and demonstrations to prospects to highlight the benefits and value of products
Attend trade shows and seminars to promote products and learn about industry developments
Cultivate relationships with new vendors in an effort to bring new products, services, and revenue generating opportunities to the company
Establish manufacturer direct sources to increase the company bottom line and strengthen our buying position
Meet regularly with managers to discuss ideas for product evolution and new product variants based on client and industry feedback
Submit weekly and monthly reports, including forecasts, monthly highlights and CRM entries
Assist in onboarding and training new account executives
Sales Engineer - Commercial Systems and Services , 02/2011 - 05/2011 Kisco Senior Living, Llc – Cary, NC,
Consulted with business owners and key decision makers to determine fire and life safety deficiencies and/or needs.
Developed comprehensive facilities proposals based on surveys, requirements, and needs analysis.
Recommended changes, improvements or deletions in products according to customer feedback.
Provided technical troubleshooting and problem solving for clients with installed equipment/system issues.
Delivered technical sales presentations to prospects and presented benefits and value of products.
Developed comprehensive prospect lists to strategically target specific businesses and industries.
Initiated contact with prospects through direct and indirect methods, often requiring creative methods to circumvent gatekeepers or other obstacles.
Utilized sales tools and CRM programs to manage, forecast, and report through entire sales process.
Solely Responsible for growth, retention, and client management of over $900,000 in annual sales revenue.
Sold print and web advertising to both local and national corporate and independent advertisers, including auto dealerships, auto accessories/services, luxury goods retailers and service providers.
Managed advertising sales for the Arizona & California Edition of an affluent automotive and lifestyle publication.
Mentored sales associates throughout sales cycle from lead prospecting to contract execution.
Guided prospects through print and web advertising processes as well as return on advertising dollars invested.
Utilized sales tools and CRM programs to track, forecast, and manage sales life cycle.
Strategized with publisher and promotions staff on local and national events and trade shows to increase exposure and build relationships.
Negotiated and closed agreements with large customers and monitored and analyzed performance metrics.
Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
Established and adjusted selling prices by monitoring costs, competition and supply and demand.
Drafted comprehensive sales plans and approved budget expenditures to meet project goals.
Hosted, exhibited at, and attended between 20-30 industry events per year to drive marketing initiatives and increase customer base.
Met with all clients on monthly or bi-monthly basis to give sales presentations, negotiate contracts and present offerings.
Sales Associate - Commercial Lines , 04/2005 - 09/2007 American Family Insurance – City, STATE,
Grew commercial lines revenue by 150%, taking agency’s Arizona commercial profit ranking from 25th to 7th.
Targeted specific businesses, initiated contact, and determined insurance needs of prospects using risk analysis models and exposure calculations to design customized policies for unique risks of each business.
Formed relationships with prospective and existing clients to ensure satisfaction, cross-sell, and promote growth.
Worked with corporate underwriters to implement changes and issuance of new and existing policies.
Customized existing insurance programs to suit individual client needs by analyzing specific requirements.
Recommended type and amount of coverage based on analysis of customers' circumstances using persuasive sales techniques.
Analyzed retention, loss ratio trends and sales volume to identify areas for improvement.
Scheduled fact-finding appointments and consultations to determine client needs and overall financial situations.
Determined coverage needs by assessing existing coverage and aligning new products and services with long-term goals.
Education
Bachelor of Arts: Communications Major, Psychology Minor, Expected in - University of Arizona - Tucson, AZ, GPA:
Accomplishments
Largest sale in company history in 2014 - E&E Exhibit Solutions
Consistently ranked #1 & #2 in sales volume last 5 years - E&E Exhibit Solutions
Achieved million dollar club last 5 years - E&E Exhibit Solutions
Responsible for 150% Commercial sales growth - American Family Insurance
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