Sales Manager

JAMES R. ESAW, Jr., MBA H: 703-***-****

***** ******* ***** ***** *: 703-***-****

Leesburg, VA 20176 *****.****@*****.***

SALES & BUSINESS DEVELOPMENT EXECUTIVE

Top-performing sales manager with outstanding record of exceeding sales volume targets, increasing market share,

delivering double-digit sales increases, and developing multimillion-dollar business with key accounts. Profitably

directed cradle-to-grave selling in multistate regions, including training, mentoring, and motivating sales teams.

Built, maintained, and grew a high-performing book of accounts for insurance and financial products. Negotiated

cost-effective contracts and promotional campaigns with C-level contacts at major corporations. Demonstrated

strengths in solutions selling, brand promotion, product bundling, deal closing, relationship building, account

management, competitive intelligence, consultative approach, and sales operations leadership.

• Achieved $150 million in sales volume for four-state region.

• Captured business from competitors through innovative marketing initiatives.

• Consistently took regions to high national rankings in sales and customer service.

PROFESSIONAL EXPERIENCE

M&T BANK 2011 – Present

Financial Consultant II, Alexandria, VA

Market, service, and present bank’s financial products to existing and prospective clients and manage their

investment portfolios, providing needs-based financial solutions. Actively propose additional and expanded

products to high-net-worth customers based on account review and re-evaluation of long-term goals. Advise clients

on the features, benefits, and advantages of financial options and decisions, particularly in comparison to

competitors’ offerings.

• Quickly excelled as #2 in insurance revenue for Chesapeake Region.

• Achieved $250,000 in mutual fund sales YTD through aggressive promotion of products.

• Accomplished superior customer retention and satisfaction by maintaining weekly activity logs to

substantiate advisory and referral activity and follow up to ensure high close rate.

PRUDENTIAL FINANCIAL, INC. 2009 – 2011

Financial Advisor, Fairfax, VA

Developed insurance and investment programs and made sales presentations for a broad range of life and nonlife

insurance contracts. Proposed financial solutions most suitable to applicants’ needs and resources. Secured the

reinstatement of lapsed policies and performed all duties for the maintenance of premiums. Generated reports of

business transacted and accounting of monies received. Abided by the procedures, rules, and requirements of

Prudential Financial in Virginia, Maryland, DC, and Georgia. Completed 26-week Prudential training program.

• Rapidly brought in 50 new clients after completion of training period.

• Achieved Top 10 Best New Financial Advisors in gross direct sales revenue in the Mid-Atlantic Region.

• Consistently led agency in new business contacts, referrals, and leads generated.

• Earned cash bonus for attaining 2010 sales launch goals.

ANHEUSER-BUSCH COMPANIES, INC. 1981 – 2009

Senior Key Account Manager, National Retail Sales, Leesburg, VA (2000 – 2009)

Successfully developed marketing strategies and programs that increased sales volumes with key retailer accounts

(Darden Restaurants, Chili’s, T.G.I. Friday’s, Buffalo Wild Wings, and Ruby Tuesday).

Finished in the top 5% in sales for senior key account managers for eight straight years.

Increased total sales +5.1% for 28 decision points, yearend 2008.

Exceeded 105% of 2008 scorecard sales objectives measuring sales volume and increases in

market share.

Captured more than $100,000 of incremental business from other beer vendors of T.G.I. Friday’s

chain.

Achieved maximum sales bonus payout for yearend 2008 based on superior results.

Continued

JAMES R. ESAW, Jr., MBA Page 2 *****.****@*****.***

Received T.G.I. Friday’s Gold Star Award for Outstanding Customer Service (highest vendor

award).

Developed Seibel chain net software for national accounts that improved communication to

customers.

Geographic Marketing Manager, Atlanta, GA (1995 – 2000)

Supervised 15 project marketing team members in creating marketing plans for Atlanta to achieve sales volume,

brand distribution, display, and merchandising objectives. Personally built business in North Florida, as well as

Atlanta market. Established and maintained business relationships with key corporate sports partners (Atlanta

Braves, Atlanta Hawks, Atlanta Thrashers, and Atlanta Falcons). Managed $1.5 million marketing budget.

Conducted savvy negotiations with vendors/suppliers and promoters for local marketing programs.

Executed business development strategies that delivered $150 million in sales volume.

Successfully introduced new brand/package promotions into four-state Southeast Region.

Achieved double-digit sales increases by developing and coordinating attractive sales incentives.

Executed highly effective, lucrative sponsorship of 2000 NFL Super Bowl Game, 2000 Major

League Baseball All Star Game, and 1996 Summer Olympic Games in Atlanta, GA.

Category Space Manager/Retail Sales Manager, Gainesville, FL (1994 – 1995)

Supported key account managers, retail sales managers, and 14 North Florida wholesalers in developing category

management. Sold in-space management opportunities and schematics to off-premise grocery stores and

convenience store chains. Developed, educated, and guided wholesalers in Gainesville, Ocala, Daytona Beach,

and Lake Helen, Florida.

Managed coaching and training of 90 wholesaler sales representatives.

Exceeded sales goals in marketing beer products to wholesalers, on- and off-premise retail chains,

venues, independents, colleges, and the military.

District Sales Manager, Tallahassee, FL (1989 – 1994)

Implemented corporate marketing and sales promotional programs, new brand introductions, and pricing strategies

while managing budgets. Developed maximum company sales volume, share of market, distribution, and profitable

package mix. Educated, guided, and developed wholesaler operations in Pensacola, Walton, Panama City, and

Tallahassee, Florida. Coached and trained 75 wholesaler sales representatives.

Boosted market share from 48% yearend 1989 to 55% yearend 1993.

Exceeded 560,000 B/E sales volume budget, yearend 1993.

Area Sales Manager, Charlotte, NC (1985 – 1989)

Developed maximum company sales volume, share of market, distribution, and profitable package mix in the major

African-American markets of North Carolina, South Carolina, and Tennessee.

Increased market share from 39% yearend 1985 to 49% yearend 1989.

Aggressively generated and closed leads to meet stretch goals while sustaining pricing levels.

Project Market Team Supervisor, St. Louis, MO (1985)

Assisted wholesalers with market strategies for the national rollout of King Cobra Malt Liquor in all five regions of

the United States. Trained and supervised three project marketing team members.

Territory Manager, Newark, NJ (1983 – 1985)

Managed 39,500 B/E territories in Hudson County, New Jersey. Exceeded sales volume objectives each year.

Team Leader, Washington, DC (1981 – 1983)

Supervised three union driver salesmen, increasing retailer sales, distribution, and market share. Finished first full

year with company in the top 1% of sales team leaders.

EDUCATION

NOVA SOUTHEASTERN UNIVERSITY, Fort Lauderdale, FL

Master of Business Administration (MBA)

THE GEORGE WASHINGTON UNIVERSITY, Washington, DC

Completed Executive Leadership Course

JAMES R. ESAW, Jr., MBA Page 2 *****.****@*****.***

HOWARD UNIVERSITY, Washington, DC

Bachelor of Business Administration (BBA) in Management

Life, Health, Property/Casualty, and NASD Series 6 and 63 Licenses (pursuing Series 7, 24, and 65)

PROFESSIONAL ACTIVITIES

NORTHERN VIRGINIA COMMUNITY COLLEGE, Annandale, VA

Part-time Professor of Finance: Achieved 90+ scores on student satisfaction surveys

Who’s Who of Emerging Leaders in America ~ Who’s Who in the South and Southwest

100 Black Men of America, Greater Washington, DC Chapter ~ National Black MBA Association

Contact this candidate