A seasoned sales representative with extensive experience in account management, manufacturing and customer service. Offer a proven track record for developing new business, growing existing accounts, as well as leading and supporting sales teams to grow business in competitive industries. Exceptional ability developing and improving processes and procedures that not only increase efficiency and productivity but result in competent, motivated teams that work together to consistently meet or exceed company revenue goals. Consultative sales New business development Marketing research & forecasting Cold calling proficiency Lead generation Tactful negotiator & closer Project development Client relationship management Industry management Team leadership & staff development Process & procedures Customer service
Territory Account Manager January 2008 to January 2014
Developed and grew $13 million composite can and plastic bottle business serving 30 North American accounts in the rigid packaging market.
Managed all customer service activities to ensure customer satisfaction, cost containment and product improvement.
Partnered with customers and in-house technical support to define and implement programs, which improved application, reduced defects and enhanced quality.
Negotiated product prices and equalized freight rates.
Established successful relationships with customers through attentive and timely response to service requests, resulting in increased sales of 110% to $13 million per year.
Maintained a presence with customers through sales calls and consistent follow-up based on identified customer needs for good service, timely delivery and technical support.
Defended competitive threats by negotiating product pricing, freight rates, delivery and payment terms which resulted in 100% account retention.
Built and renewed customer relationships to define market opportunities that improved customer confidence and recovered previous years lost sales plus 15%.
Developed a database of more than 500 prospects through research and referrals.
Conducted competitive analysis and surveyed customer satisfaction levels to identify likely entry points and market requirements for 50% increased penetration.
Consistently led the region in the establishment of new accounts at 20% annually.
Defined and directed necessary product innovations resulting from environmental and safety concerns, and collaborated with the company's research team to facilitate customer R&D programs, yielding a mandated 5% cost reduction while maintaining quality and finished product integrity.
Managed customer specific programs at corporate level, implementing requests from manufacturing, purchasing, R&D and quality assurance which resulted in retention of $4 million annually.
Established, controlled and maintained customer service activities, including production audits, internal and external project coordination and customer product qualifications, which generated improvement in quality and resulted in 10% revenue growth.
Appointed to the Sonoco Advisory Board designed to address employee issues and recommending solutions, elected as Vice-Chair two years.
Customer Service Manager/Sales Service Representative January 2002 to January 2008
Provided leadership to a team of 30 customer service representatives, providing direction, assessing performance, and working with plant management to identify training needs and organize staff development plans for the department.
Developed procedures and standards for division customer service representatives.
Supplied the sales team with current territory sales data and costing information to support sales activity.
Scheduled, monitored, and processed rebates for more than 100 Rigid Paper and Plastic division accounts.
Utilized cost information from the supply management department to adjust prices via financial schedules.
Developed sales forecasts for upper management, utilizing analytics and anecdotal feedback from sales representatives.
January 1999 to January 2014SONOCO PRODUCTS COMPANY － Hartsville, SC
5.4 billion global manufacturer of consumer packaging, industrial products, protective solutions and displays and packaging.
January 1999 to January 2002Industrial Paper Products
Handled inside sales for accounts, including quoting new products, ordering placement, and resolving issues related to customers' needs.
Served as liaison between customers, field sales and manufacturing.
Built strong relationships to retain customers as well as develop new business.
Promoted three times in three years.
Customer Service Supervisor FORD MOTOR CREDIT － SC
Held various positions of increasing responsibility and management.
Dealer Sales Representative Floor Plan Management.
Financial Analyst for Floor Plan approval for over 1 million dollars in inventory.
Bachelor of Business Administration : MarketingFrancis Marion University － Florence, SCMarketing