Account Executive
Resume:
Lynett J. Shaw
Louisville, KY *****
******.****@****.***
Career Skills/ Experience/ Achievements
Top performing sales executive. Exceptional abilities in consultative selling and
execution. Solid business acumen and ability to propose solution. Differentiate
offerings from the competition and create customer preference for offering based on
differentiation. Experience networking with C level executives including prospecting,
negotiating, closing, and client management.
Effectively manage entire sales process from prospecting, qualifying, through contract
negotiations and post sales support. High degree of self motivation and self directed
with proven skills in successful planning and execution using organizational skills to
stay on track. Practice maintaining a high level of customer service leverage
relationships to expand business. Consistently exceeding quota, impacting revenue, based
performance: 110%, 120%, 149% 167%, and 233%.
Sales success include: University of Kentucky, Berea College, Kings Daughter Hospital,
Ashley Furniture, Jones Plastic, Rev-A-Shelf, Humana, LG& E, UPS, ResCare, and SIALSA
Microsoft Office
Word, Excel, Access, PowerPoint, Outlook
Database
Salesforce, ACT, CRM
Document all high level of activity calling on accounts daily, setting appointments,
customer needs.
Create mass mailings, marketing for email campaigns.
Systems Maintenance Services 3-15-2010 to Present
Senior Account Executive
Open Kentucky office, assigned to develop new territory, 139% of quota.
Achievements include securing high profile accounts: University of Kentucky, Louisville
Water Company, Louisville Metro Technology, and University of Kentucky Healthcare.
Developed proposals for individual contracts in excess of $22,000.00 monthly.
Introductory appointment setting ratio 65%.
Proven aptitude developing relationships with key decision makers, experience selling to
C level executives.
Proven ability to write proposals and implement plans for service.
Collaborating with cross functional teams to implement smooth transition of new services.
Negotiate and implement IT services for on-site mainframe mission critical servers and
storage equipment.
Broad knowledge of data center including assessment planning and procurement processes.
Ability to explanation of services in compliance with Department of Defense data
destruction, and HIPAA regulations.
Schedule and facilitate web-ex presentations.
Explain/train "SinglePoint" for clients' account management.
Utilize CRM to maintain prospect and account information, high level of activity,
persistence and creative approach.
Received Cisco Service Expert Program Certification.
Completing required documentations as new vendor for finance and procurement departments.
Self generated leads. Develop sales with new clients via extensive prospecting
Sebring Capital 11-2003 to 12 -2006 (Company Closed)
Account Executive
Exceeded $1MM monthly quota up to 180 %.
Record of success in a remote virtual office with independence and self discipline.
Daily activity included: negotiating rates; coordinating clear-to-close on each file,
submitting an average 2.5 files a day with closing average 20 a month. A must to meet
deadlines.
A liaison with internal departments providing service levels.
Grew pipeline by prioritizing accounts, and territory. Provide product expertise and end
user training.
Educate and inform clients of policies, procedures and underwriting guidelines.
Analyze all details of loan files; identify critical characteristics to determine if
files meet underwriting qualifications, review credit reports, debit to income ratio,
loan to value, and rate.
Train clients on our online system "FAST TRAC" for underwriting conditions.
Kentucky Pioneer Title Company, Inc. 6-1998 to 10-2003
Account Executive
Generated $2.4MM in reoccurring revenue in 2001, 2002 and 2003.
Successfully cultivated new accounts, and maintain strong relationships; PNC, National
City, First Financial, etc.
Identify opportunity with strong potential and implemented direct sales activities to
capture those markets.
Maximize customer loyalty, retention, and acquisition by developing integrated service
offerings.
Develop pricing and profit margins. Increase products, eliminated expenses and revenue
loss, increase customer satisfaction and loyalty.
Developed and executed specific implementation plans to provide custom solutions that met
precise timeframes.
Implemented processes and procedures to improve operational performance.
Led companywide initiatives including the development of new products and processes to
increase business opportunities.
Effectively communicated with internal team by utilizing project plans, solving problems,
building consensus and collaboratively achieving goals.
Report directly to the President.
Complied with State and Federal Guidelines for purchase and refinance closing packages.
Organized promotional events and trade shows
Participating Member: Kentucky Mortgage Bankers Association, Kentucky Mortgage Brokers
Association, Association of Professional Mortgage Women and Kentucky Consumer Credit
Counsel
National, Regional and Local Telecommunication Company 1991-1998 Account
Executive
Sold largest account of $25,000.00 with reoccurring monthly long distance.
Evaluated existing communication infrastructure and educated on how to utilize new
technology for greater efficiency.
Generated new business as subcontractor for South Central Bell Essex, Watt Saver and
Memory Call Services.
Trained customers on products and services to improve communication infrastructure.
Promoted to open Louisville territory and train new sale associates.
Excelled 167% and 233% of the monthly quota within the first six months of territory.
Copy Corporation 1988-1990
Account Executive
Marketed Canon facsimile equipment priced from $1,900.00 to $10,099.00 in assigned
territory.
Provide product expertise and end user training on a consultative basis post-sale.
Obtained 120% of quota first month in territory.
Other months: 110%, 120% 149% of quota and was "Sales rep" of the month several months
Established government accounts, with SIALSA Indiana statewide endorsement.
Achieved 110% of a twelve-month quota in nine months.
Selected to participate in Canon's Solution Sales Training Program in Chicago.
Professional Courses
Selling Cisco Data Center Networking Solutions (Dcns)
Data Center Networking Solution Sales (Dcnss V3.0)
Advanced Security For Account Managers V3.0
Smart Service Essentials For Am/Se
Cisco Sales Essentials
Award wining training from Canon:
Professional Selling Skills I & II - Learning International (in Chicago, IL)
Superior Sales Performance and Application-Learning International (in Chicago, IL)
Winning With Competitive Strategies
Personal Profile Systems
Better Business Solutions-Selling Applications
SPIN-Learning International
A-Pass Weikel Institute - Certificate 1987
University of Louisville, Bachelor of Business Administration 1990
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