Sales Manager

CHARLES W. STEPHENS, III

**** ***** *** ***** ***** City, Ohio 43123

H: 614-***-**** C: 614-***-****

E: ****************@*******.***

... Offering a tradition of performance excellence developing clients and maximizing profits ...

Sales & Business Development Professional

Education & Training Skill Sets Areas of Strength Expertise

Purdue University – W est Lafayette, Indiana Sales/Marketing Concepts P&L Responsibility

New Market Identification Client Needs Analysis

Bachelor of Science: Organizational

Product Introduction Client Maintenance/Retention

Leadership and Supervision

Needs Assessment Market /Research Sales Presentations

Xerox PSS Training

Professional Experience

QSP/Time, Inc. – Stamford, Connecticut April 2006 to Present

Nation’s largest school fundraising organization; component of Synapse Division of Time Inc. (large global media

conglomerate). Operations supported by 250 field sales manager s operating in remote locations.

Field Sales Manager

Orchestrate and carryout growth/maintenance of business activity with K-12 schools throughout 8 central

Ohio counties; includes management of 75 existing accounts throughout territory and development of new

business through identification, prospecting, negotiating and securing agreements with primary decision-makers.

Spearhead fundraiser sale lifecycle including customized presentations (introducing fundraising

products and components) to parents and students (up to 400 simultaneously); continuous staff support

and student motivation; staff and PTO volunteer training on fundraiser turn-ins/materials/web-based accounting

solution; collection and organization of individual orders; allocation of individual student performance awards;

research and resolution of order and prize award issues.

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Increased territory gross from $341,000 in 2006 to $907,000 in 2011 and currently rank in Top 35

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percentile (including Top 25 percentile in company’s most profitable product line) ; exceeded

retention rate of 90% in each of last 5 years; overall career production exceeds $3.5 million gross (over $2

million net) through strong customer retention, existing account growth, and capture of new accounts .

o Recognized with Gold Ring Achiever award (for generating $400,000 in net production within 1 sales

year) and 15 point Diamond Ring (for generating $1 million in net production sales). Recipient of

Outstanding Performance award for over $35,000 net increase and Subs Up award.

o Performance enabled through excellent organizational and customer services skills, consistent

availability to clients, message tailoring, custom internal tools and coordination both perishable and non -

perishable products shipped to fundraiser supporters.

Negotiated and closed sales of $100,000 (St. Francis DeSales High School, largest accou nt in Ohio);

$55,000 (Worthington Hills Elementary and Immaculate Conception School); $40,000 (Bishop Ready High

School, St. Michael School and Evening Street Elementary).

Increased and solidified market share to 80%-85%; included conversion of largest known competitive

account in territory to $55,000 magazine renewal program.

Improved business development productivity through technology including SalesForce.com (to

maintain sales pipeline) and Excel spreadsheet (to organize orders); provided spreadsheet to

colleagues to assist with order organization.

Contributed to market launch of Otis Spunkmeyer product; introduced product throughout market and

elevated gross sales from $0 to $121,000 ($72,000 net sales).

Presented topics to peers at annual regional meet ings: directed toward successfully converting regular

paper orders into Internet orders, focus on summer preparation for Fall Launch season (extremely busy time

of year, typically 75%-90% of average FSM's business transacted from August through October), and

utilizing FedEx shipping and printing services to generate cost savings.

Conceived and implemented “Pay Later” program to clarify significant volunteer workload issues

within Immaculate Conception School; program ultimately reduced volunteers (despite 16% increase in

orders), increased production from $50,000 to $58,000, generated $20,000 in online orders, and introduced

simplified incentive program.

CHARLES W. STEPHENS, III Résumé Page 2

Appointed to train new field sales managers and customers on functions of QCAP (Customer

Assistance Program) (Internet-based program assisting with accounting and prize/promotion

distribution process); most recently assisted newly hired field sales manager with internal systems training,

program procedures and audio/visual presentations.

Huntington National Bank – Indianapolis, Indiana March 2005 to December 2005

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Large regional bank and 24 largest bank in US; offers both private and commercial banking services; presence

throughout Ohio, Indiana, Kentucky, Michigan, West Virginia and Pennsylvania.

Personal Banker

Introduced and facilitated cross sales of financial products and services including checking and savings

accounts, CDs, home and auto loans, credit cards, life insurance, online banking, and investments;

included focus on current and prospective cus tomers through bank lobby conversations, bank teller referrals,

customer inquiries, and follow up calls.

Recognized for performance and selected by Retail District Manager, Vice President to assist with

opening of new branch (Geist Branch) ; during grand opening, contributed to meet and greet of local

community leaders, retail and business customers, and prospective retail and business customers.

Ace Mortgage Funding, Inc. Ambassador Mortgage Indiana Capital Mortgage

Indianapolis, Indiana February 2003 to March 2005

Mortgage companies assisting clients and mortgage lenders with loan closing process; loans ranged conforming (A

credit/bank type loans) to subprime.

Loan Officer

Built and maintained sales pipeline facilitating equity and refinance loan servi ces to individuals from

diverse customer base; responded to customer inquiries, researched and located loan options optimizing client

borrowing scenario, presented and negotiated loan terms and fees, and communicated with home appraisers,

title companies and home owners insurance companies to facilitate closing process.

Improved overall performance through selling skills and phone call volume (increased by dedicating

more work hours than colleagues) as well as comprehension of credit and credit scores, debt to income

ratio, appraisals and home values of geographical areas.

Demonstrated diversity communicating with several client income ranges; i.e. secured loans for homes

appraised from $75,000 to $500,000.

Performance recognized with Loan Officer of the Month (for top fees collected), February 2003 and

December 2003 (Ambassador Mortgage) and “Step up to the Plate” Award (for overcoming adversity in

prior month), October 2004 (Ace Mortgage).

QSP/Reader’s Digest & World's Finest Chocolate – Columbus, Ohio January 1999 to July 2002

Fundraising organization providing schools, school organizations, PTO/PTA, and youth groups with products for

fundraisers; operations supported by 200 independent distributors nationwide.

Account Manager & Independent Distributor

Coordinated new business and market development throughout parts of Indiana, Kentucky/Indiana and

Ohio; traveled to private/public schools and developed/solidified relationships with key decision-makers,

introduced fundraising programs to students and faculty, facilitated organization advertising and product sales,

and ensured product delivery.

Performance throughout tenure significantly increased overall market share:

o Grew territory from $0 to $135,000 gross sales (World's Finest Chocolate); assisted Field Manager

grow Louisville area to over $1.8 million gross sales (QSP); assisted Field Manager grow central

Ohio/Columbus area to over $3.5 million gross sales.

o Recognized with Rookie of the Year, Fall 1999/Spring 2000 (World's Finest Chocolate); assisted Field

Managers earn company trips (based on growth), Fall 2000/Spring 2001 and Fall 2001/Spring 2001.

o Notable transactions included 3 new direct mail accounts in Spring 2001 (generating $25,000 gross

sales) and large competitive gift catalog sale in Spring 2002 (bringing in $30,000 gross sales).

o Successfully led nation, along with Field Manager in central Ohio territory, in introduction of

direct mail program, “Quick T” (providing “Quick T” to baseball and softball programs participating in

direct mail fundraising program).

CHARLES W. STEPHENS, III Résumé Page 3

General Electric, Industrial Solutions Division – Tell City, Indiana April 1997 to January 1999

Major US corporation and global organization; Tell City plant manufactured and assembled small motors for

appliances, HVAC, and sump pumps; operations supported by 200-300 employees.

Assistant Manager of Shop Operations/Team Leader

Promoted to oversee operator efficiency program (within Motor Assembly Department) designed to

identify low producing operators and determine average output amongst partic ular operation;

simultaneously collaborated with process leaders to identify operators with low efficiency rates.

Collaborated with Manager of Shop Operations on program determining staffing needs (based on

production orders).

Appointed interim Manager of Shop Operations and attended Step II meetings (between plant

management and union board) to address grievances unable to be settled between Process Leader

and IUE Union Steward; simultaneously adjusted staffing based on production needs (requiring addition and

elimination of production positions).

Carried out responsibilities in close collaboration with Engineering and Maintenance Departments as

well as group of hourly employees from within Motor Assembly Department.

Originally brought in as process leader (supervisor) responsible for movement of “Shaded Pole Stator”

plant production line; supervised production orders through manufacturing process and oversaw contributions

of 45 employees.

Assessed assembly line status; responded to order list priorities; scheduled and dispatched employees

throughout assembly process to ensure flow efficiency; inventoried assembly line units and orders; reported

production numbers of different processes; communicated production status during production meetings;

reported machinery issues to maintenance department; researched and resolved production issues.

Ensured progression of production process by cross training area employees; extra training avoided

production slowdown during operator absence.

Collaborated with departments including Engineering, Maintenance, Health & Safety, Human

Resources, Materials, Finance, Payroll, IT, and Wastewater Treatment.

Received Green Belt Certification during Six Sigma DMAIC (Define, Measure, Analyze, Improve and

Control) training; ultimate goal eliminated and minimized errors and defects in process (i.e. 3.4 defects per

1 million units produced).

Saved significant amount of money and labor through introduction of double -check procedure after

high volume of stator rejections; ultimately eliminated 5 hourly worker positions working on unit ultimately

rejected for production out of specifications.

Activities/Honors

Named Outstanding Senior by Purdue's Organizational Leadership and Supervision faculty

Interim Assistant Coach, Tight Ends - Purdue University (January 1996 – May 1996)

Member of the Perfect Attendance Workout Award – Purdue University (1994 and 1995)

2-time Member of Head Coaches Club (Academic Top Ten) – Purdue University

Athletic Football Scholarship, 3-year Letterman– Purdue University (1991 – 1996)

2-year starter as Tight End - Purdue University Football Team (1994 – 1995)

“Most Improved” Summer Strength and Conditioning Program (1994)

Offensive Player of Game vs. University of Toledo (September 10, 1994)

5789 Quail Run Drive Grove City, Ohio 43123 H: 614-***-**** C: 614-***-**** E: ****************@*******.***

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