Sales Manager
Resume:
JAY P. MCCARTY
Tampa, Fl 33626
*********@*******.***
QUALIFICATIONS
** ***** ** ********** ********** Strong Team and Relationship Builder
Sales Driven Manager Proven Sales Producer
Winner of Multiple Overall Branch Revenues, Profits and Sales Awards Excellent Business Development and Communication Skills
EXPERIENCE
MANPOWER – Austin, Texas 6/10 - Present
Branch Manager
Overall P&L responsibility, management of personnel, overall Branch operations, and creation and execution of sales plans, strategies and activities.
• Increased visibility, business development activities and recruiting plans in line with client growth initiatives into National, Regional and Small Business Accounts resulting in increased fill-ratios and improved operational efficiencies.
• Developed, implemented and executed weekly Marketing and Sales strategies increasing Market penetration and driving new account growth resulting in 38 new accounts billing more than $4 million in new account revenues.
• Enhanced Branch operational strategies and expectations, training and efficiency levels, resulting in a 141% year- over- year growth and $13.9 million in Branch Revenues.
• Implemented key accountability and measurement metrics to staff, increasing bill rates by 22% per hour while maintaining a 7% reduction in year-over-year operating expenses.
• Instrumental in driving new Small Business Sales initiatives in market resulting in a 46.81% year over year growth and an increase to 17.14% Gross Profit Percentage.
• Increased Direct Hire and Permanent Placement Revenue by 208% year-over-year.
Key Successes – Transition of traditional National Account Branch to integrated mix of National, Regional and Small Business mix. Successful transition of Branch from industrial clientele to 65% higher margin type clerical, accounting, finance and customer service contingent workforce.
ROBERT HALF TECHNOLOGY – Austin, Texas 11/09 – 4/10
Consulting Services Division
Account Executive
Responsible for identification, acquisition and development of new clients while increasing penetration into existing accounts.
• Utilized strategic prospecting, sales and marketing efforts to identify and acquire new business above targeted levels.
• Increased gross profit margins while maintaining expected activity metrics and closing ratios.
• Utilization of consultative approach providing project completion solutions, workforce output measurement and return on investment analysis.
• Conducted persuasive sales presentations and comprehensive communications across all levels of client management including C-level, Departmental and Human Resource Management.
Key Successes – Seven new clients gained in first two months doubling gross profit expectations for the same time period.
VOLT WORKFORCE SOLUTIONS - Austin, Texas 9/07 – 8/09
Branch Manager
Responsibility for daily management of sales, recruitment, administrative and operations staff to ensure budgeted financial growth and profitability while directing professional career development of staff.
• Managed all recruiting and sales efforts, set goals and standards for recruiters and sales personnel, provided daily, on-going training to ensure smooth operational protocol resulting in billing and accountability for over 600 employees.
• Assessed, analyzed and pro-actively adjusted to volatile market conditions, gross profit factors, competition factors, operational costs and service requirements resulting in 33% Year-over-Year Profit Growth.
• Complete responsibility for a $12 million dollar P&L and all branch financials, including budgeting, cost controls, unemployment costs and accounts receivable.
• Set, drove and managed to expectations, strategized, developed and tracked sales plans, as well as, monitored processes to measure, streamline and ensure level and quality of activities, exceeding overall service standards.
• Increased market penetration by up-selling into existing clients, new client development, as well as, aggressive direction of revenue activities and plans for various service lines including: direct hire, contingent and temporary staffing, as well as, managed service programs.
Key Successes – Ranked in top 5 for overall Branch Revenue. Ranked #3 of only 10 selected Branch Managers earning the elite Star Performers Award for 2008, 250 locations total. Top three ranking in Profit percentage for a Branch in the division.
THE SCOTTS CO. - Austin, Texas 9/01 – 10/06
South Texas Market Manager
Complete General Management responsibility for the Austin and San Antonio Markets encompassing multiple facilities in multiple cities, 80 plus employees, 7 Managers and $6 million in revenues.
• Responsible for all phases of P&L management, bottoms-up budgeting, expense control, staffing, and revenue attainment through daily direction, execution and assurance of goal attainment.
• Conducted effective daily, weekly, and monthly meetings with Department Managers ensuring policy adherence, staffing levels and overall market revenue and profit achievement.
• Overall responsibility for multiple facility and departmental efforts including recruitment, staffing levels, personnel training, employee motivation and morale, success measurement and service delivery for over 6000 customers.
• Responsibility for development, implementation and execution of all Sales and Marketing strategies for the Austin and San Antonio markets.
• Orchestrated the Austin start-up into consistently scoring in the "Top 3" of the National sales rankings.
Key Successes – Two time winner of the Company "Sales Market of the Year" award 2004 and 2005. Tasked and accomplished upper management request to facilitated operations and revenues to support openings of multiple new markets for company.
eTALENT GLOBAL IT RECRUITING - Austin, Texas 11/00 – 9/01
Business Development Manager
Complete responsibility for National client development for all U.S. offices carried out through tactical and professionally aggressive technique and follow-up.
• Successfully gained client job requisitions, recruited and matched qualified candidates through various traditional and non-traditional methods.
• Large enterprise Accounts won: Remedy Corp, Genuity, Shoreline Communications, Blue Pumpkin Software, Cincom Systems, MaXXan Systems, Expandable Software, Telera Inc., Telverse, White Pajama, Avaki, Vignette, etc.
• Negotiated all salaries, conducted pre and post interviews of client companies and client candidates in order to expedite and push the process.
• Responsible for all Client Company contact including salary negotiation, specific job requirements, expectation setting, relationship building and related factors.
• Managed recruiting efforts, set goals and standards for recruiters, provided daily, on-going training, coaching and encouragement to ensure smooth operational protocol.
Key Successes –Expanded organization from 2 to 11 recruiters. Grew client base by 40% on 11 months.
TRUGREEN-CHEMLAWN - Albuquerque, New Mexico 12/92 – 10/00
Branch Sales Manager
Complete Sales and Marketing responsibility for the West Texas Market, which encompassed 4 separate facilities in 4 separate cities.
• Directly responsible for development, implementation and assurance of all branch sales and marketing objectives.
• Launched training practices resulting in increased conversion percentages form 5 to 11 percentage points.
• Coordinated efforts to maximize resources to improve sales revenues in excess of $100K over previous year’s revenue performance.
• Incorporated strict expense control measures to produce below allocated marketing expenses.
• Rigid, attention to detail management, proved instrumental in promoting 130K bottom line growth in one year.
• Responsible for hiring, training, motivating, and daily management activities of up to fifty personnel.
Key Successes –Sales Manager of the Year Award 1995.
EDUCATION
Texas Tech University Lubbock, Texas
TRAINING
Manpower High Performance Management – 03/11
Manpower – Managing Your Leadership Brand – 06/11
Manpower Sales Foundation – 06/11
Six Sigma Yellow Belt – 4/09
NASD Series 66 - Uniform Combined State Law -08/07
NASD Series 7 - General Securities 07/07
Texas Life Accident and Health - 03/07
Human Resources Functions - Dallas, Texas – 11/01
Negotiating ROI Solutions – Dallas, Texas – 04/01
Building High Performance Teams - Dallas – 08/96
Service Excellence – Dallas, Texas – 06/96
Elements of Management – Dallas, Texas – 12/94
Progressive Discipline – Dallas, Texas – 09/94
Interviewing, Recruitment and Selection – 06/94
* Further details and references available upon request.
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