Sales Manager

Kelsey P. O'Brien

303-***-**** ( www.linkedin.com/in/kelseyob (

******.********@*****.***

Strategic Sales Management Business Development Account Management

Dynamic and results-driven senior sales and marketing manager with an

exceptional record of quality successes. Deeply accomplished track record

gained with Fortune 500 companies by developing and selling integrated,

cost-effective, and profitable global sales solutions. Motivated by

internal standards of excellence to overachieve expectations and exceed

all goals. Specialized in sales relationships and valued benefit

solutions for fortune 100 as well as small corporate enterprises.

Core Qualifications

Customer Value Proposition Brand & Marketing Communications

New Business Development

Consultative & Solution Sales Contract Negotiations & Compliance

Marketing Plan Development

Revenue & Profit Growth Sales Promotion Launches

Sales Process Management

eCommerce Business Development Strategic Pricing/Brand Positioning

Client Relationship Building

Professional Experience

Project Manager/Consultant Churchill Summit Partners

[Sept 2009-Present]

P&L, Budgetary and Strategic Sales Solutions firm, based in Chicago,

IL (www.churchillsummit.com)

Solicit and negotiate appropriate vendors to support client growth

needs including the brokering and negotiation of pricing, billing and

assessments of business/economic risks by region/international market.

Analyze/outline recommendations to optimize cost saving

opportunities in T&E/P&L budgets, and assess service providers

achieving budget optimization, effectively managing vendor relations

and negotiating agreements.

Director of Sales Aircell [Sept 2008-Sept

2009]

Leader in airborne broadband communication services, based in

Broomfield, CO (www.aircell.com)

Developed strategies to increase sales volumes and developed new

sales products, services, customers & markets for assigned regions(s).

Managed creative proposals & negotiated pricing within company

guidelines in order generate new business.

Created vertical sales plans for special channels and drove

targeted opportunities from identification through to deployment,

specifically in GDS/Distribution/Travel Agency channels to develop new

sales/revenue channels

Devised strategies for support of marketing actions and brand

awareness

Support core business processes incl. monthly/quarterly operating

reviews, plus annual operating planning through forecasting

effectiveness, sales reporting & expense management.

Cultivated meaningful relationships with prospects & customers,

supporting the acquisition process.

Identified alternative business solutions and opportunities,

realizing savings in the areas of Engineering, Program Management,

Sales and Marketing.

District Sales Manager Lufthansa German Airlines

[Mar 2006-May 2008]

Leading international airline based in Frankfurt, Germany

(www.lufthansa.com)

. Managed 8 State Sales Region with $79 million in managed Revenue,

generated by corporate/channel accounts.

. Supported and led team of 5 persons, setting territory & portfolio

goals, training support, sales strategy and action planning.

. Oversight of regional HR-related issues, including: Hiring,

Productivity and Training.

. Managed and led sales and marketing actions for said territory,

including strategic acquisitions and new business development as well

as address regional pricing initiatives and strategies.

. Created and led the Lufthansa Customer Advisory Board in Denver,

aiming to collect information on successes and challenges for customer

satisfaction.

. Managed sales and marketing budgets, and responsible for negotiating

with city officials, media, organizations and charities to devise and

implement cost effective marketing strategies.

. Represented Lufthansa on various organizations, boards & committees,

including: Rocky Mountain Business Travel Association, German-American

Chamber of Commerce, Denver Metro Chamber of Commerce: Transportation

Committee.

Corporate Account Manager Lufthansa German Airlines [Nov 2003-Mar

2006]

. Managed $23M in Lufthansa revenue generated by corporate/agency

accounts in a two state territory.

. Negotiated renewals of eight agency/corporate programs representing

$3.3M incremental revenue.

. Negotiated renewal of various agency/corporate programs representing

$2.8M in incremental revenue.

. Initiated key corporate program with Proctor & Gamble representing $7M

in incremental revenue

Assistant Manager, Marketing Japan Airlines [Jan 2003-Nov 2003]

International airline, based in Tokyo, Japan (www.japanairlines.com)

. Responsible for the content, copy, artwork, layout of JAL's frequent

flyer program (JAL Mileage Bank) newsletter.

. Led the sales and promotional strategy for quarterly marketing

campaigns in the Los Angeles area, through analysis of competing

promotions and offers.

. Supported the outside sales force in making proposal recommendations

for new sales contracts & renewals

Business Analyst United Airlines [Mar 2000-Apr 2002]

International airline, based in Chicago, IL (www.united.com)

. Managed departmental reporting, including the manpower, productivity

reporting needs as well as the analysis of customer feedback issues.

. Provide Director/SVP level management with comprehensive feedback,

based on findings of collected customer feedback (inflight & email

surveys), and making recommendations with direction for action for

appropriate departmental management.

. Was departmental emergency response liaison, advising Director of

potential Customer Relations/PR concerns due to flight & operation

irregularities.

Additional Training & Seminars

"Introduction to Sales Training," Sales Training Seminar

"Conceptual Selling/Account Management," Sales Training Seminar

"Endeavor: Talent in Sales/Master the Sale", Sales Management Training

Seminar

"High Impact Presentations," Dale Carnegie Institute

"Conflict Management," Sales Management Training Seminar

Professional Associations, Memberships & Activities

German American Chamber of Commerce

Franciscan Outreach Association

P.A.D.S Homeless Shelters

Education

UNIVERSITY OF DAYTON - Dayton, Ohio

Bachelor of Science in Communication.

Emphasis on International Business Communication, German, & Political

Science.

QUEENSLAND UNIVERSITY OF TECHNOLOGY - Brisbane, Australia

Undergraduate coursework in Business Communication

Emphasis in International Business & Marketing

PHILIPS UNIVERSITY - Marburg, Germany

Undergraduate coursework in German Language Studies

Contact this candidate