STEVE FRIEDLAND

ady2sb@r.postjobfree.com 919-***-**** LinkedIn Morrisville, NC

Accomplished sales professional with more than 20 years’ experience in sales, management, account management and customer support in high-tech and promotional products industries. Areas of expertise include meeting or exceeding monthly goals, comprehensive knowledge of the Consultative Sales Process, ability to penetrate small and large accounts and leading teams through strong motivational and mentoring skills.

ACCOMPLISHMENTS

Developed and cultivated a sales team from 2 to 24 Inside Sales Reps and a Team Supervisor generating $10M revenue the first year and growth to $64M.

Designed and implemented sales team total compensation plan with CEO and CFO support and input.

Grew digital sales by 20% within one year upon being promoted to Sales Manager.

PROFESSIONAL EXPERIENCE

Uber Driver August 2021 - current

Interim work while searching for sales position.

Responsible for safe pick up/drop off of passengers. Maintain a 4.9/5 customer rating.

Maintain clean car and provide amenities to passengers (mask, wipes, water).

Engage with passengers providing a comfortable and inviting atmosphere. Stay alert to traffic and travel directions.

Senior Inside Sales Manager Avaya 2020 - 2021

Managed a complex sales go to market environment including direct sales and sales through agents and partnerships ensuring high quality customer interactions that meet or exceed company goals.

Managed, led and cultivated team of 11 sales reps in key areas of prospecting, time management, product knowledge, forecasting, funnel management and closing business.

Proactively collaborated with Territory Managers, Cloud Account Manager and Sales Development Team to promote cross functional engagement and implementation of company objectives.

Conducted quarterly reviews, performance assessments, and individual development coaching.

Created CRM dashboard that measures daily sales activity in Salesforce including sales calls, events and email. Used data to track rep performance and metrics.

Designed and implemented training plans (i.e., role play, workflow SOPs, etc.) to develop and coach reps.

Working knowledge of CRM for lead, contact, pipe, forecast management.

Business Development Representative Avaya 2019 - 2020

Utilizing BANT methodology, qualified marketing campaign leads for sales opportunities.

In first year, averaged 22 lead conversions per week.

Presented Avaya products and services to potential clients.

Coordinated meetings between prospective clients and Account Executives.

Participated in weekly meetings with Marketing Manager to review campaign results and proposals.

Account Manager American Red Cross 2016 - 2018

Planned and implemented strategies to recruit, retain and foster sponsor relationships to achieve blood collection goals.

Followed up on sponsor leads and educated sponsor chairpersons and recruitment committees on Red Cross sponsor requirements.

Provided ongoing support to sponsors. Implemented and coordinated special donor recruitment programs.

Increased monthly goal from 78% in June 2016 to 103% in 2017 and 84% in July 2016 to 115% in 2017.

Increased efficiency goal from 92% in June 2016 to 112% in 2017 and 88% in July 2016 to 118% in 2017.

Steve Friedland, page 2

Sales & Leasing Consultant AutoFair Honda 2015 - 2016

Utilized Consultative Selling techniques to sell value in new and preowned vehicles.

Maximized gross margin with each customer sale, averaging $3,000 per car.

Exceeded monthly goals of 8 cars per month four months straight.

Proactively utilized email and phone to target existing and past customers.

Averaged 20–30 customer contacts per day, exceeding company target by 100-150%.

Analyzed and targeted customers utilizing web leads, lease ending and warranty expirations.

Sales Manager, Inside Sales The Gem Group 2003 - 2014

Developed, implemented and grew Inside Sales department from 2 representatives to 24 representatives and 1 Supervisor. Performed dual role as Manager while actively and managing a territory. Exceeded my goals by 15-20% in calls and sales growth.

Designed and implemented a new compensation plan consisting of achievable goals with monthly and year-end bonuses that fostered exceptional sales growth.

Created and facilitated cross functional collaboration with field sales, customer service and order management to meet and exceed customer needs and company objectives.

Managed and lead sales team to exceed monthly and yearly goals. Results included:

[2014] Increased call activity by 112% and annual sales revenue by 7% growth ($64M to $68.5M)

[2013] Increased annual sales revenue by 17% ($54.5M to $64M) exceeding target of 15%

Planned and facilitated weekly sales meetings to promote new products, share success stories, provide training. Utilized meetings to strategize on how to maximize sales revenue percentages and how to provide an increasing “Wow” customer experience.

Prepared and presented quarterly presentations to executive leadership with focus on team performance, goals and future strategy plans/implementation.

Mentored and coached reps’ outbound sales skills through role playing, phone monitoring, and incentive programs to promote and encourage sales growth.

Trained new reps on sales skills, navigating past the “gatekeeper” and overcoming objections. Utilized Lean and Continuous Improvement Principles to maximize efficiencies in sales efforts.

Created and promoted contests to encourage a positive and fun team culture.

Built and nurtured new and existing customer while attending at regional trade shows.

EDUCATION

Bachelor of Science, Business Management – Southern University Of New Hampshire, Nashua, NH

ADDITIONAL ATTRIBUTES

CRM (Salesforce, Oracle)

Consultative Sales Model

Spin Selling

MS Office 365

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