Customer Service Business Development
Resume:
LEE WILCOX
Old Saybrook, CT ***75
adyku2@r.postjobfree.com
(860) 414- 1237
OBJECTIVE: High-performing sales professional with over 20 years of experience in new business development, territory management and expertise in building strong customer relationships. Eager to take my ability to develop regions from ground zero to multi-million-dollar revenue generating territories, successfully develop and manage sales teams, and value sell technical product lines into a new challenging and dynamic role in Sales Management.
EDUCATION
Bachelor’s Degree in Business Management; September 1988 to May 1992
Newbury College - Brookline, MA
National Deans List (May 1988 to 1992)
Graduate of the Sandler Sales Training Program; 2012
Graduate at Central Connecticut State College in Public Speaking; 2014
EMPLOYMENT HISTORY
ALPHA1 INDUCTION SERVICES
Alpha1 is an Inductotherm Company based in Columbus, OH. Alpha1 manufactures and repairs induction coils, transformers, and water-cooled cables of all types, as well as billet elevator and rotary bar feeders, bin tippers, conveyors and billet extractors for the forging industry. Alpha1 engineers can service Inductotherm Group manufactured induction heating and forging systems.
Regional Sales Manager, East Coast July 2015 to Present
Managing and growing a territory of 21 states, Maine to Florida, plus Pennsylvania. 75% Travel, working remotely out of CT.
New business hunting and development, prospecting, cold calling, relationship building, and account management. Building a cold, unworked, undeveloped territory from the ground up.
Strong results and success with new accounts. Managing both Inside and Outside Sales and Account / Territory Management and Development.
Exceeding expectations and goals by gaining and developing new business and developing long term relationships through consultative selling of highly technical services and equipment.
Developed a territory that was averaging $300k annually in 2015 to $2.5 Million in repair work and new equipment / project sales in 2019.
PEASE & CURREN
Pease & Curren manages precious metal refinery and stone recovery needs out of a state-of-the-art 40,000-square-foot refinery in Rhode Island through proprietary processes that include stone / diamond removal, high-grade melting processes and true fire assay, low-grade processing via furnaces, solutions recovery, etc.
Regional Sales Manager/ Territory Sales Representative January 2014 to April 2016
Developing sales strategies, trust, and business relationships throughout the local and regional territory through a highly consultative sales approach.
Strategic and Targeted Project Management.
Managing both the Inside and Outside Sales Pipeline for my territory (20 states across Midwest plus Canada & CT), coordinating with our Inside Sales team, and taking ownership and accountability for the growth and development of my territory.
1st quarter 2015 earned Top Volume/ Revenue Producer of Outside Sales Team (staff of 7).
Increased incoming precious metal weight by 18% in 2015 over the previous year.
Built long term relationships from new business development and consultative selling, and further developed existing customer base.
B2B and customer interface on average 55 - 70 Accounts (Prospects and Customers, Per Week); Average metrics of 125 activities per week in person visits, emails, calls, LinkedIn, etc.
Hunting, cold calling and prospecting within a highly underdeveloped territory. Calling on Retailers & Manufacturing companies that work with precious metals.
Managing Pipeline through CRM (Satuit) and Salesforce.
Attending / Networking at Trade Shows and Conventions, locally by state and nationally.
Meeting with Association and Industry Leaders in each state.
Networking through Groups and Events throughout the country.
Presenting Weekly Forecast Reports to Management that included Last week Highlights, This Week's Action Plans, Top 10 Prospects, etc.
Working closely with all departments and collectively as a team with a high degree of communication and coordination: Finance, Production, Sales, Shipping/Receiving, Customer Service, etc.
Quarterly presentation to Ownership of overall vision for territory, year over year, forecast, review of pipeline needs, as well as successes during Quarterly Business Reviews.
Calling on major Fortune 100-500 companies at the Executive Level, as well as local Retail owners, Buyers and all Decision Makers within various manufacturing companies that work with all metal types.
NEW HAMPSHIRE HYDRAULICS
Hydraulic sales and service center providing hydraulic cylinders, pumps, motors, valves, hammers, attachments, power units, steering boxes and relative remanufacturing services.
Territory Sales Manager January 2012 to January 2014
Managed region of Connecticut, New York, New Jersey
Business to business front line sales / networking, cold calling, targeting business owners and developing relationships with facility managers of construction and industrial locations.
Complete ownership of the territory - from prospecting, research, appointments, presentations, negotiating / closing the sale and account management within my territory.
Educating prospective customers on our product and service capabilities
Business to consumer customer service, project management, consistent follow up and pipeline management.
Successfully built a territory from a $0-5k monthly service / equipment revenue to an average of $40-50k in new business monthly.
Successfully brought on 151 new accounts throughout the area in just 2 years.
Managed all prospects and accounts through Outlook and Sales Genie, Map Point and Salesforce.
Developed territory into a very strong book of business with steady growth.
TRANS-CLEAN CORP
Custom mobile equipment and environmentally safe pressure washing and coating systems that clean and maintain a wide variety of surfaces and equipment.
Sales and Marketing Manager December 2007 to January 2012
Developed, Motivated and Managed a new sales team of 6 Account Managers across 6 Divisions
Designed and implemented the company's first sales pipeline using ACT.
Solicited and secured new business via assertive outside sales hunting, networking, cold calling, trade shows and telemarketing efforts throughout Connecticut.
Created and supervised a system of lead generation and follow up comprised of saturation of specific geographic areas for business-to-business sales
Established guidelines and adherence policy for individual and group quotas
Achieved a consistently high closing rate of 69%
Worked as an Independent Sales Contractor selling Xi Superior Walls Foundation systems to general contractors, builders, and architects.
Amassed strong relationships in the Construction and Building industry.
Recognized at the 2012 HOBI awards and an article written in Connecticut Construction Magazine, November 2012.
SUMMARY OF SKILLS
Territory, Sales, Account and Relationship Management
New Business Development
Prospecting, Negotiating and Closing
Project Management
Customer Service and Interface Skills
Consultative Value Selling of Technical Product Lines
Mapping, Routing, Logistics ability
Strategic Targeting of Accounts and goals
Relationship building and development.
Marketing Strategies & Campaigns
Product Positioning & Branding
Focus-Group & Market Research
Sales Collateral & Support
Public & Media Relations
Advanced Internet & Research skills
Presentation Skills
Creative Team Leadership
Staff Training, Development and Leadership
Development of Training Materials
Articulate Communicator & Presenter
Microsoft Office Suite (Word, Excel, Outlook, PowerPoint)
Salesforce, ACT!, Collier Jackson, Satuit
ADDITIONAL TRAINING
Graduate of the Sandler Sales Training Program 2012
Graduate at Central Connecticut State College in Public Speaking 2014
REFERENCES AVAILABLE ON REQUEST
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