Sales Training

DONALD BURNSIDE

P.O. Box *** ? Plainfield, IL ***44

708-***-****

abgw2g@r.postjobfree.com

Qualification Profile: Revenue and P&L management ? Business

development/client retention ? Team leadership, management and training ?

Cash Flow/Payment Tracking, Monitoring Account Renewals, Measuring Customer

Loyalty/Feedback ? Account strategy creation, implementation and

development ? Key managerial hires ? People development and motivation ?

Strategic partnerships and alliances ? Product inception-go to market

strategy ? 40% strategic management and driving national customer

service/sales force activities ? 20% relationship building with partners

and clients ? 20% leveraging financial and human resources ? 10%

budgeting, planning, administration, meetings and reporting ? 10% Market

research, brand and communications tracking ? Tradeshow Management ?

Presentations and Proposals ? Prospecting and Cold Calling ? Public

Relations and Promotions ? Identifying Key Performance Metrics ? Building

Dashboards ? Competitive Benchmarking ? Providing Key Insights/Data

2007-

SMART MEDICAL TECHNOLOGY, INC. (Exclusive Distribution via Encompass

Group, LLC)

Manufacturer of innovative, high-technology durable medical

equipment/products that elevate and advance patient care

8404 South Wilmette Avenue, Suite B

Darien, IL 60561

GENERAL MANAGER OF SALES AND TRAINING

Job Analysis: Total P&L responsibility for all national operations,

including direct/indirect sales force, tradeshows, customer-service,

support, and corporate training. Established and maintained strong

relationships with key opinion leaders, Group Purchasing Organizations to

identify target markets and industry trends. Field contact 16+ days a month

with 5 RMs, 34 CSRs and 8 distribution centers.

Performance Highlights:

? Increased Sales 32% ? Close Rates 18%

.360 degree assessment of Regional Managers (RM)/Customer Sales Reps (CSR)

for product knowledge, use and application, presentation and closing skills

.Proactively conducted regional and personalized training sessions,

reacting to sales force needs and advised the sales management team of

opportunities to improve training theatres

.Spearheaded the development of corporate sales training programs, that

included standardized training curriculum, sales resource binders, elevator

pitches and industry snapshots

.Reacted to training needs based on data from multiple sources, i.e. post-

presentation surveys, supervisory and personal assessments of CSRs skill

level

? Improved Product Knowledge 41% ? CSI 59%

.Coordinated field training programs (ride-a-longs/classroom/role playing)

in conjunction with webinars, testing modules to ensure complete coverage

of subject matter and product knowledge

.Lead training programs, regional/local forums, product enhancement

updates, and new product training sessions for all new hires and seasoned

CSRs in the field (in-house and distributor)

.Performed needs analysis used to develop quarterly training measures,

implemented specialized programs to enhance CSRs skills to competently

influence medical professionals

.Assisting in the production of training dvd's (selling and product use)

? Elevated Marketshare 26% ? Market Segmentation 19%

.Continually identified "highest need" CSRs and interfaced with RM's and

created quarterly and annual training outlines/goals based on specific call

points, current marketing/new product roll-outs

.Researched and assisted in the development of training materials; product

catalogs, training manuals, needs analysis forms, software/product user

manuals, general policy and procedure manuals, and telephone/site

visit/presentation contact logs

.Coached and reinforced Consultative and Motivational selling techniques to

build brand credibility messaging with marketing and clinical directors,

enabling CSRs to be an "expert" on core products, garnering respect and

working relationships with CMOs, CCOs, CNOs, VPs and CFOs

.Analyzed and determined ancillary and specific training needs and assisted

in developing collateral marketing materials and PowerPoint presentations

for training and sales efforts

? Increased Brand Awareness 47% ? Pre-Qualification of Leads by 60%

.On-going assessment/training of CSRs with RMs and developing training

models to ensure 100% product knowledge, expert selling skills and ability

to interface with civic leaders, legislators, product committees and

industry associations

.Conducted feedback sessions and created programs to ensure continuous

improvement of training programs and communicated results to RMs for

dissemination to marketing managers, clinical directors to promote

enhancements to training literature and product design/application

.Coordinated trades shows and incorporated as part of corporate training

program for new hires and general associate orientation including CSRs, RMs

and clinical directors

.Maintained open communication with CSRs, RMs to provide up-to-the-minute

support and provided training records and service updates to shore up all

corporate training efforts

2003-2007

KELLY CAPITAL/EARL SCHEIB HOLDING COMPANY & SUBSIDIARIES, INC.

World's largest company-owned chain of paint refinishers in the automotive

aftermarket industry

15206 Ventura Blvd, Suite 200 Sherman Oaks, CA 91403

DIVISION MANAGER, OPERATIONS

Job Analysis: Total operations and P&L responsibility for an 8 state

division (15 units) for company-owned chain of 113 units with $66MM in

sales. Sales management, training and operations support for 6 District

Managers and 185 associates.

Performance Highlights:

? Time and Territory Management ? Bench-Marking ? Field Rides ? New Hire

Training Orientation

.Captured 5 of the 13 Top Gun honors awarded annually for "Best and Most

Improved Sales"

.Identified and designed operational controls that produced a 10% increase

in comp gross sales

.Sparked a 66% improvement in Net Profit. Enhanced Operating Profit 46%

.Upgraded earnings $1.1M. Improved Gross Profit to 71.1% and increased

invoice averages by 30%

.Revitalized under performing outlets that created a 19% increase in unit

sales

.Supervised Hazardous Material clean-ups. Interfaced with EPA, BBB, and

governmental agencies

.Reduced Insurance Costs and Worker's Comp claims by $90K. Maintained

Direct Labor of 15.9%

.Performed OSHA training; sales audits; claims management; field sampling;

and union negotiations

1999-2003

MORAN INDUSTRIES, INC.

Managers of the 2nd largest franchise system of transmission shops in the

automotive aftermarket industry

4444 West 147th Street . Midlothian, Illinois 60445

GENERAL MANAGER OF FRANCHISE OPERATIONS

Job Analysis: Total divisional, P&L and brand management responsibility for

a chain of nearly 200 franchised outlets with system sales in excess of

$70MM dollars. Oversaw field and classroom sales management training and

operations support for 3 Operations Managers, 3 Customer Service Advisors

and 1 Training Manager.

Performance Highlights:

? Training ? Franchise Development

.Composed manuals, procedures and timelines for Franchisee Mentorship and

Field Trainer programs

.Re-formatted training regimen. Instituted regional technical and

managerial sales training seminars

.Developed/revised new operating-training manuals and multi-module testing

for all brand names

.Chaired workshops, round-tables discussion groups and seminars at national

conventions

.Negotiated/facilitated buy-sell agreements, UFOC, FLA, lease terms and

other FTC duo diligence

.Improved success rate of new hires, agents and strategic business partners

by 54%

? Operations

.Pioneered "Perceptual Mapping Research", quantified competitive analysis,

target consumer profiling

.Elevated two trademarks to #1 and #2 respectively in Success Magazines'

annual list of "Best Income"

.Created templates/questionnaires for sales analyses, cover letters,

coaching, and site audits

.Standardized performance measurements, financial reporting and Corrective

Action Steps strategies

.Instituted mystery shopping/audits that reduced fraud by 41% and improved

close rates by 25%

.Rolled out national marketing, warranty, consumer financing, POS software

and vendor programs

.Oversaw Cooperative Buying Associations-media placements, budgetary

expenditures, proxy voting

? Fiscal Management

.Spearheaded "Financial Benchmarking Study" improving corporate gross

profits by 13%

.Developed projection model that fueled 39 straight weeks of exceeding

royalty collection goals

.Designed new managerial accounting paradigm that increased the accuracy of

sales forecasts by 40%

.Supported new franchisees by developing business models for new venture

capital, P&L management

.Headed up committees that identified and created lucrative strategic

partnerships and alliances

UNIVERSITY OF ILLINOIS, CHICAGO

Bachelor of Arts

? Academic Concentration ? Continued Professional Enrichment

.Industrial Psychology

.Business Management

.Accounting

.Marketing

.Motivation

? Skills ? Knowledge ? Experience

.7+ years experience in Account Management/Sales (B to

B/Retail,/OEM/Civic/Institutional)

.Lead marketing, strategic planning sessions for 34 CSR's responsible for

delivering results

.Extensive P&L financial and goal/metrics accountability experience

throughout enterprise

.Functions independently strengthening national business lines, corporate

environments

.Developed business plan responsible for sales, retention, operations,

procurement

.Detailed-oriented with ability to multi-task in a data driven environment

.Proven ability to manage, lead, coach and influence others to excellence

.Consummate professional with high profile image and business savvy

.Supports, grows and retains business utilizing pre-determined goals

.Managed organized, planned and scheduled multiple accounts

.Provides unparalleled services to national clients and customers

.Strong verbal, written, telephone and presentation skills

.High computer proficiency and language skills

? Business and Personal References

.Upon request

. http://www.linkedin.com/pub/donald-burnside/6/b37/892

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