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Click here or scroll down to respond to this candidateCandidate's Name
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DIRECTOR OF SALES
Delivers Strategic Results/Respected Team Builder
Respected, highly motivated sales leader with established reputation for engaging effective sales teams throughout progressive 20+ year career. Consistently devise and deliver sales plans designed to secure new business while supporting existing client base and promoting long-range profitability. Skillfully foster and maintain effective business relationships with key internal and external stakeholders. Talent for acting as inspirational team leader while coaching and mentoring sales teams to outperform targets on group and individual levels. Specialized experience in technology, logistics, transportation and industrial supply sectors with Fortune 500 companies.
Core competencies include:
High-Aiming Sales Plans
Strategic Market Growth
Account Acquisition & Retention
Channel & Category Management
Budget & Profit/Loss Oversight Customer Relationship Management
Partner & Vendor Relations
Program & Process Improvements
Cross-Departmental Coordination
Talent Training & Development
PROFESSIONAL EXPERIENCE
Business Consultation and Advisory, Phoenix, Arizona
Professional Sales Consultant (March 2014 Present)
Areas of expertise include sales market development and analysis, sales budget development and sizing, customer segmentation, sales process and sales management process development, and industrial distribution and market penetration.
2014 Engagements:
Industrial Duty LED light market development and penetration strategy development for distribution.
Cutting Tool Manufacturer industrial distribution and market penetration strategy development and marketing plan.
Technology Services Company inside and outside sales process, territory size and build, and talent profile development.
Healthcare customer experience analysis.
GRAINGER, Phoenix, Arizona
DISTRICT SALES MANAGER (2005 December 2013)
Joined established industrial supply company with 16,000 employees and $9B in annual revenues to direct business development, sales operations, and team recruitment and training on a district-wide scale.
Manage a $30M budget with a multi-state team of 11 sales executives. Formulate strategies for driving multi-million dollar revenue growth, develop high-impact sales plans and campaigns, and lead multi-faceted teams in plan execution. Engage with executive team to gain understanding of short- and long-range operational priorities, and translate objectives into actionable sales goals and targets.
Selected accomplishments:
Led teams to achieve double-digit top line sales growth, securing place as top performing team among West Coast and Pacific Mountain regions in janitorial and safety.
Exceeded Corporate and West Coast sales team employee engagement scores in 09, 11, and 13.
Deftly handle complex logistical and communication requirements associated with managing teams across three states, including 11 direct report Account Managers.
Played leadership role in guiding successful three-year market expansion, deftly maintaining top-notch operations during facility relocation optimization, new builds, and rapid staff onboarding.
Championed several process and program improvements, including selling process socialization training initiative and new standards / templates for quarterly business reviews.
Implemented various new technologies and upgrades to improve performance, including, website enhancement, CRM tools integration, and changeover to SAP.
Spearheaded development of pipeline management and communication standardization for Pacific Region in 06.
UNITED PARCEL SERVICE, Phoenix, Arizona
MARKETING MANAGER / OPERATIONS MANAGER (2001 2005)
Continued impressive 18-year career advancement within $54B industry-leading shipping, logistics, and supply chain management company to hold responsibility for overseeing $300M sales district operations and support activities.
Liaised with Director of Sales for business development, marketing, and sales plans and initiatives. Led and coached a team of five supervisors to guide implementation of sales activities in line with established schedules and budgets. Indirectly supervised 34 team members in 3 separate functional areas that provided preferred customer support for large and major accounts, as well as telemarketing and telesales support for medium to small clients, a team that evaluated sales data and revenue performance, and a team that performed pricing and revenue management activities.
Selected accomplishments:
Secured highest ever employee engagements scores in 03 and 04.
Guided team to secure consistent outperformance of district targets for premium Air and International products as well as placement of Worldship systems.
Achieved position as top district for service provider lead program, generating fruitful leads on premium products.
Invited to serve on UPS Political Awareness Program as Arizona representative to John Shadegg.
UNITED PARCEL SERVICE, Phoenix, Arizona
AREA SALES MANAGER (1998 2000)
As Area Sales Manager, supervised 13 direct reports, working to ensure achievement of sales objectives. Promoted premium service levels and technology solutions.
Selected accomplishments:
Responsible for team contributions of $85M in sales within $260M district.
Exceeded sales goals in 99 and 00.
~Prior career experience includes progressive roles with UPS including National Account Manager, International Account Executive, and Marketing Supervisor (1986 -2000)
EDUCATION & CREDENTIALS
UNIVERSITY OF ARIZONA, Tucson, Arizona |Bachelor of Science in Business and Public Administration
Professional Development
Major Account Sales Strategy Large Account Management Process Needs Based Selling Skills
Strategic Selling Dimension of Professional Selling Situational Leadership Challenger Sales Model
Affiliation
West Coast Co-Leader, African American Business Resource Group
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