Sales Manager

Rick L. Terpstra

**** ******** *** *****: 303-***-****

Highlands Ranch, CO 80129 ************@*******.***

Business Development & Sales Producer

Top-producing executive with a track record of success in achieving increased revenue, developing new strategic methods of distribution, increasing market share, creating effective promotional sales strategies, and developing strong partnerships and alliances. Proven ability to quickly identify and assess unique customer needs and present strategic solutions to key decision-makers. Exceptionally skilled in building new business and sales strategies, building rapport and identifying and closing new revenue opportunities. Motivated to be the best and energized to take business to the next level.

Core Competencies:

Strategic Sales New Business Development

Key Account Management Contract Negotiations

Call Center Management Strategic Partnerships

Professional Experience

Acceller, Inc., Lakewood, CO October 2011-August 2013

Director, Business Development

Responsible for prospecting, negotiating and signing contracts for new partner opportunities using the company’s comparative shopping platform for telecom, cable, satellite TV and internet and home security. Targeted key industries are utility, telecommunications, online, cross-sell, satellite and call centers. This process includes working with general counsel, finance, marketing, operations, channel management, call center management, IT and executive management to maximize the volume and profitability of the opportunity from launch to program maturity.

Selected Highlights:

* Prospected and signed top Retail Electric Provider with shortest launch cycle and above target profitability. Program exceeded sales goals from the initial launch of the program and became a top 5 strategic account for the company.

* Monitored results and coached call center leadership to increase results for daily/weekly/monthly performance for compliance, key metrics, strategic initiatives and sales attainment.

* Represented company at multiple conferences such as CS Week, EMACS, Internet Retailer, CES and more securing multiple prospect leads and follow-up sales and platform demonstration appointments.

Qwest/Century Link, Denver, CO August 2002-October 2011

New Business Development Manager, Channel Sales Manager

Charged with developing strategic direction for key corporate clients in the Residential Movers Channel such as Arizona Public Service, Allconnect, WhiteFence, and Saveology. Responsible for the collaboration of all aspects of the organization’s development to achieve yearly sales budget of $10 million dollars. Developed new concept strategies that created a consortium in conjunction with AT&T and Verizon in launching Movearoo, a national movers platform, delivering a converged residential movers platform designed to ease the task of moving for the residential customer. Successful in expanding existing and new partner relationships, focused on building internal and external partner development in order to increase sales revenues and enhance the Qwest brand awareness.

Selected Highlights:

* Movearoo.com Movers Platform; this telco consortium based sales environment that I developed is an online and call center strategy that is deployed nationwide. It is designed to display a converged movers sales platform. Networked internally at Qwest and externally to more than 15 other telco and non-telco firms to gain buy in from various groups to support the development and deployment. Led core team of roughly 50 stakeholders to deliver a launch on target.

* Negotiated and executed Referral Agreement with Arizona Public Service; worked to build the first of its kind direct referral agreement between Qwest and Arizona Public Service to directly transfer newly connecting or transferring customers to Qwest upon the completion of their electric utility order with UPS. This agreement successfully increased the customer satisfaction scores for both companies by giving customers more service than they anticipated prior to making the call. This agreement added over $2, 000,000 in revenue to Qwest during its first 12 months in existence. Worked internally to overcome legal issues and gain executive support.

* Developed Movers Concierge strategy; developed and negotiated a first of its kind strategic agreement with each of 9 Regional Bell Operating Companies (RBOC) to facilitate the sales of telecommunications of products and services from customers moving from one RBOC territory to another, saving thousands of customers for the industry as a whole and Qwest in particular. Directed the training, launch, and promotion of this new program and grew it to nearly $500,000 in revenue in just the first few months of operation.

* Multiple Award Winner; Bravo Club, Champions Cup, Destination Ovation, many sales and leadership contests and awards.

AT&T, Denver, CO June 2001-June 2002

Data/IP Consultant

Charged with supporting sales programs in the development of new and upgraded data and Internet Protocol opportunities within mid-sized markets. Negotiated multiple new and upgraded accounts resulting in growth in revenue and earning branch awards.

Selected Highlights:

* Trained new hire and existing sales personnel on cold calling techniques using self-written curriculum, as directed by management in order to create more productive sales funnel activity. Sales funnels grew by greater than 25% following training sessions.

* Earned CISCO sales certification due to demonstrated grasp of technical products.

WebAccess International, Denver, CO May 2000-January 2001

Regional Sales Manager

Responsible for training, motivating, and growing the sales output of a team of 6 Internet sales professionals, in addition to developing, hiring, and launching new sales markets. Charged with making all hiring/firing decisions for sales personnel. Conducted new hire training and on-going training activities and sales promotional activity. Developed business plan to create brand and product awareness to increase product penetration into targeted properties, which grew by 38%. Tracked competitive threats and created strategies on how to beat the competition. Recommended pricing strategy based on competition and strategic niches within the marketplace.

Selected Highlights:

* Drove sales growth through a well-trained sales channel in product, competition, and sales techniques. Worked hands-on to ensure productive sales presentations, filled sales funnels, and knowledgeable sales personnel. Promoted a motivating culture designed to allow a spirit of fun and camaraderie while delivering sales results that exceeded company plan.

* Designed a building-centric business and marketing plan that set apart company services so that market penetration grew by 38% while cutting the sales cycle time by more than one half. Cold-calling became much more effective and sales funnels grew like never before all while staying under budget.

* Hired and developed additional sales teams within region that focused on trained sales and product skills that jump-started the new territory to exceed ramped-up forecasts within the first 3 months. Launches all stayed under expense budget.

* Presented company sales strategy and marketing plan to Venture Capital companies. 2 year sales projections and market growth was charted for potential investors. Worked with CFO on penetration and profitability projection plans.

Teligent, Inc., Denver, CO January 1999–May 2000

Senior Account Manager

Responsible for growing local sales production within targeted commercial buildings. Formulated market penetration strategies for all communications services. Trained all new-hire sales personnel on sales techniques and local strategies including the development of formal field training and new-hire mentoring programs.

Selected Highlights:

* Number One producing sales performer in Colorado. Top ten producer in nation. Averaged well over 200% of objective for entire employment. Achieved numerous bonuses, spiffs, trips, and recognition for performance.

* Sold largest fixed wireless account in the country; assessed clients’ current business needs and business plan; assessed, presented, and negotiated communications design, and executed contract with installation oversight. Ensured customer satisfaction and gained referral business.

* Achieved highest “on-net” building penetration in the country; resulting in the largest profit margin sales of any sales channel.

GTE Communications, Inc., Denver, Co January 1998–January 1999 Sales Manager

Responsible for training, motivating, and growing a 20 person inside sales team responsible for new sales and up sell opportunities in the telecommunications industry. Through effective leadership, an under-performing sales group was developed into the number one producing sales team in 3 months. Several individuals were developed into being promoted to areas of higher responsibility. Profitability was increased by 30% and retention was increased by more than 25%.

Midwest Computer Products, Des Moines, IA March 1988–January 1998

Divisional Sales Manager

Initiated the start-up of the new sales branch in Central and Eastern Iowa. Developed the territory from zero dollars of business to a multi-million dollar sales branch. Hired and trained additional staff. Participated in strategic direction of company. Closed the largest and most prestigious account in company history.

Motorola, Inc., Mason City, IA June 1984–March 1988 Radio Communications Representative

Developed and grew sales territory in which market share was doubled. Received numerous awards and prizes including being named to the prestigious Over Achievers Club.

KRIB Radio, Mason City, IA May 1982–June 1984 Advertising Account Executive, Sports Play-by-Play Announcer

Educational Background

Communications, Radio and Television

Dordt College, Sioux Center, IA

Bachelor of Arts

Professional Training Highlights:

Strengthfinder • Effective Management • SPIN Sales Training

Continued…

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