Sales Manager

DIANNE MADSON

***** ***** ** ******

949-***-**** mobile

Laguna Niguel, CA 92677

949-***-**** home

********@***.*** [available to travel

for work]

CONTRACT & SALES MANAGEMENT

Contract and Sales Management professional with an accomplished track

record of contract management and success in establishing and maintaining

business partnerships with key decision makers within diverse industries.

Prepared proposals, drafted and reviewed contracts, managed attorney and

customer interface, negotiations, preparation, and contract interpretation.

Ability to drive growth and revenues to achieve profit goals. Proven

success developing high performing teams.

Key competencies include:

Leadership / Team Negotiation

Development Strategic & Analytical Skills

Contract Drafting & Review Contract Management

Project Management

EXPERIENCE

March 2007 - Present AT&T

Irvine, CA

Area Manager, Zone Sales

Associate Director, New Business Development

Effectively increasing sales in existing and new consumer channels by

partnering with internal and external resources to drive revenue growth and

product penetration in Greater LA Market.

Internal Sales Strategy - Zone Sales Team

- Developed a 3 tiered program to engage all levels of employees to

drive New Product Sales.

- Created a training program for external field technicians and business

units to increase product knowledge and sales effectiveness.

- Established ongoing communication with Executive Leadership from

varied departments through presentations, written communication and

one on one meetings to engage leaders in program.

- Created incentive programs designed to increase U-verse sales for

field and business units.

- Increased program participation going from last place in participation

to second place within 6 months.

- Achieved 108% of sales target through referral program.

External Sales Strategy - Sales Execution Team

- Securing and negotiating opportunities for company presence at Trade

Shows, Industry Events, Conventions and Programmer Events.

- Identified opportunities, secured locations, negotiated agreements,

permits, advertising, promotional opportunities.

- Coordinated execution of events including exhibit set up, staffing,

talent.

- Prepared event analysis for Senior Leadership.

New Business Development

- Negotiate telecommunications and marketing agreements with Real Estate

Developers, Builders and MDU owners within Greater LA.

- Prepared proposals. Drafted and reviewed contracts. Managed attorney

and customer interface, negotiations, preparation, and contract

interpretation

- Develop and maintain business relationship with Building Industry

Leaders.

- Represent AT&T at industry events for Builders and Developers.

August 1997-March 2007 Cox Communications

Rancho Santa Margarita, CA

Manager, Residential Property Markets

Interim Vice President, Residential Property Markets

- Negotiate multi million dollar telecommunications and marketing

agreements with Real Estate Developers, Builders and MDU owners within

Orange County.

- Managed contract team for all residential contracts within Orange

County.

- Develop marketing programs and sales strategies that maximize market

and product/service penetration.

- Create opportunities for increased sales of Cox services through

continuous process improvement, new initiatives and partnering with

builders and developers.

- Demonstrated strong leadership through the development of highly

motivated, successful and cohesive sales teams.

- Exceeding system averages for voice, data and digital by approximately

25%.

- Managed department budget planning, forecasting, productivity analysis

and financial reviews for department.

Product Development - selected by Corporate to coordinate the introduction

and launch of a new service in OC market.

- Led a task team of cross-functional managers through the product

definition, creative design and marketing campaigns, operational

implementation and deployment of this service.

- Met year-end goal of 6,000 customers within 3 months of launch.

June 1996-August 1997 The Orange County Register

Santa Ana, CA

Consumer Advertising Team Manager

Direct management of Call Center consisting of 36 sales representatives

and generating over $30 million in revenue. Responsible for leadership,

motivation, training and development of sales team.

- Increased number of successful sales associates achieving 105% of goal

from 5 in 1995 to 18 in 1996.

- Established Outbound Call Program of 8 telemarketers dedicated to solicit

and regain advertising lost to other sources.

- Designed Classified Sales Training Program utilizing Professional Sales

Skills techniques to increase level of sales/closing skills within team.

- Developed a one year and three year detailed business plan for Consumer

Advertising department with analysis of key indicators, potential market

penetration and marketing opportunities as well as revenue and expense

budgetary projections.

Jan 1993-June 1996 OMNI Lingual - Translation Network

Thousand Oaks, CA

Director of Marketing & Product Development

Identified niche in market and created a new service division in 1994,

Telephone Interpreting.

- Developed aggressive marketing campaign which was launched in California,

successfully gaining majority market share through negotiated contracts

with The California Highway Patrol, Blue Cross of California, 20th Century

Insurance, Healthcare Association of California, California Department of

Finance, Access Health and Vista Health.

- Launched Nationwide Telephone Interpreting program which resulted in

successful negotiations and multi million dollar contracts with MCI

Telecommunications, LDDS Telecom and Frontier Communications.

Established 24 hour, 365 day Call Center in 1994.

- Developed and implemented all process and procedures from program

development and launch to customer fulfillment, testing and training.

- Recruited over 350 independent contractors specializing in interpreting

and translations throughout the U.S. to maintain 140 languages and

dialects on call. Directly responsible for staff of 32 bilingual

operators and 8 supervisors.

November 1990 - January 1993 Coldwell Banker Residential Real Estate

Northridge, CA

Branch Sales Manager

Responsible for leading and coaching a team of 29 sales representatives,

meeting sales plan targets, setting goals and following budgetary

guidelines, strategic planning and development of Branch. Developed and

monitored yearly profit plan, budgetary assumptions and financial plans.

Conducted weekly sales meetings and regular sales staff production

evaluations. Created marketing plans designed to enhance Branch visibility

and sales representative penetration within community. Implemented

Corporate Advertising and Branding campaigns with local system. Hired 16

productive licensees within first 9 months and reduced annual turnover from

42% to 8% within first year. Honored as highest producing Branch in the

Western Region for ancillary service usage.

Education: B.A. English, California State University,

Northridge.

Management Training: AT&T Distinguished Leadership Series, Cox

Executive Leadership Program, Outward Bound 1996, Performance

Management, 2003 Emerging Leader, Certified Call Center Manager,

Professional Sales Skills, Corporate Systems Organization,

Marketing and Product Development, Financial Branch Management,

Situational Leadership. Bilingual - Spanish.

References: Available upon request.

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