Sales Manager

STELLA M. PACK-BLAIR

*** ******* • Saginaw, MI **604

989-***-****• C: 989-***-**** • **********@*****.***

ACCOUNT EXECUTIVE BUSINESS DEVELOPMENT

Experienced and knowledgeable Account Management and Business Development professional with experience in

innovative Business Development strategies and providing superior Account Management oversight. Proven track

record in enterprise level business development and account oversight in the telecommunications industry.

Experienced leader recognized for building strong staff and client relations while leveraging superior customer

service and support. Respected business professional demonstrating a tireless work ethic and uncompromising

integrity.

Core Competencies

Business Development • Sales & Marketing • Proposals & Presentations • Negotiations • Territory

Expansion Communications • Mentoring • Analysis & Planning • Account Management • Customer

Relations

Client Acquisition & Retention • Profit & Volume Growth • Company & Community Liaison

PROFESSIONAL EXPERIENCE

AT&T, Saginaw • MI 2008 – Present

Business Integrated Solutions Manager – Wireless and Wireline Solutions

Manage an ever-growing territory that is zip code specific and consistently exceed voice and data quotas. Utilize

cold calling, prospecting and relationship development strategies at customer locations to achieve outstanding sales

results. Develop and present business proposals and executive presentations to further provide information to

facilitate sales closure and/or cross or up sell strategies. Continue to expand on professional education initiatives

that focus on wireless solutions, rate plans, complex products and services and build upon existing selling skills.

Effectively reduce churn in existing client base that drives sales of complex data solutions to existing accounts and

prospects within assigned territory. Liaison to local business community and represent AT&T with local business

associations. Collaborate with local retail stores and provide customer service and support to facilitate outstanding

customer relations and increase sales opportunities.

Key Highlights:

• Ranked #1 position locally in 2011.

• Achieved 111% budget focused on new territory and products/services in 2011.

• Ranked top 25% regionally in 2011.

Alltel, Saginaw • MI 2003 – 2007

Senior Indirect/Agent Account Manager (2006 – 2007)

Managed 40+ points of distribution within assigned territory (7 counties within southern Michigan), and fostered long-

term business relationships/partnerships. Performed needs assessment and met client specific business requirements,

planned and conducted sales presentations with key decision makers using a consultative sales approach. Performed

research and competitive analysis for strategic marketing penetration formats and was successful in daily prospecting

of new points of distribution. Educated and trained owners and sales representatives on new technology, products and

sales techniques to further advance product and service sales. Key analyzation of sales statistics to better formulate

strategies and campaigns to assist dealers in sales promotions and revenue increase. Facilitator for percentage increase

of Alltel sales in competitive environment. Assisted agents to prepare for business-to-business solution-based proposals

and ensured accounts met company merchandising standards. Planned and held monthly sales meetings with top 10%

of agents, conducted sales/training presentations, implemented sales contests to drive sales initiatives. Managed

advertising budget for each agent locations, and determined market requirements for allocation of marketing funds.

Developed and implemented overall format for Alltel Authorized Agent Web site. Developed and implemented first

Guerilla Marketing Seminar.

Key Highlights:

•Added 10 additional points of distribution in 2007 resulting in 20% increase in sales revenue.

• Dramatically improved previously underperforming market in first year, resulting in 40% increase in sales.

STELLA M. PACK-BLAIR

989-***-****• C: 989-***-**** • **********@*****.***

Page 2

Indirect Sales Manager (2003 – 2006)

Managed four Indirect Account Managers and oversaw 150+ points of indirect distribution within an assigned

territory in greater Southern Michigan, reporting to VP of Retail. Directed and managed 75 retail owner/operator

relationships to meet Alltel goals and objectives. Recruited, trained and mentored top tier and committed agent

workforce resulting in consistently meeting company goals. Planned and held monthly staff sales meetings and

implemented quarterly agent conferences with attendance of more than 100 to provide formal sales and product

training. Conducted performance evaluations quarterly and yearly to provide key development of direct reports.

Coordinated sales distribution by establishing sales territories, quotas and goals and determined market needs for

Marketing Development Funds. Trained and managed Indirect Account Manager focused on productivity

enhancements. Analyzed sales statistics focused on formulated strategies that assisted Indirect Account Managers in

promoting sales, and managed expenditures of division to adhere to all budgetary requirements.

Key Highlights:

• Successful addition of 60+ points of indirect distribution in 2005.

CenturyTel/Alltel, Saginaw • MI 1996 – 2003

Regional District Manager (2001 – 2003)

Senior Account Executive (1996 – 2001)

Promoted to Indirect Sales Manager in 2003 and exceeded monthly/yearly sales goals. Developed and managed

effective and efficient indirect sales channel and aggressively sold company products and services. Expanded

market presence and increased revenues by securing/maintaining agent relationships and leading agent sales to

achieve net sales goals. Managed 60+ points of indirect distribution and 4 direct reports within an assigned territory.

Performed consistent customer visitations/sales calls and established an ongoing professional relationship with

major accounts. Compiled lists of prospective customers for use as sales leads, based on information from

newspapers, business directories and other sources. Traveled throughout assigned territory to call on regular and

prospective customers to solicit orders and provide wireless communications solutions. Coordinated Annual

Business Expo.

Key Highlight:

• Maintained Top Sales Producer status with oversight of more than 300 Accounts.

• Nominated as "Best of the Best" – 1999, and achieved President's Club -1997.

• Resigned 100+commercial accounts resulting in more than $260K in annual revenue.

ADDITIONAL EXPERIENCE

(Details available upon request)

Senior Account Executive – CenturyTel, Saginaw, MI Executive Manager - Starbrite Sales, Saginaw, MI

Sales Account Manager – State Farm Insurance, Muskegon, MI Account Manager – Snelling Temps, Saginaw,

MI

EDUCATION AND CREDENTIALS

BA, Advertising – 1987

Michigan State University, E. Lansing • MI

AA, Arts and Commerce – 1985

North Central Michigan College, Petoskey • MI

Professional Training:

Dale Carnegie Sales Advantage Guerrilla Marketing – Alltel Prospecting Training – Alltel Corporate Dynamics

– Profit Summit – Alltel Corporate Dynamics – Consultative Selling – Alltel Blackberry Sales and Product

Training – Alltel Motorola Sales and Product Training – CenturyTel Advanced Data Training – CenturyTel

Advanced Wireless Applications – CenturyTel Logical Selling Process – CenturyTel Handling Objections –

CenturyTel

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