Sales Manager

Genie L. Frazer

Fairhope, Alabama *****

Wireless: 334-***-****

Email: *****@*******.***

OBJECTIVE

Utilize my experience and knowledge of the sales process to obtain a

sales position that will allow me to help my clients improve

the assistance offered to their clients. Bring a sense of

competitive urgency in an environment where differentiation

is a key to success. Hit the streets ready to build

relationships and uncover new opportunities for market

growth.

PROFESSIONAL EXPERIENCE

REPUBLIC SERVICES - Mobile, Alabama June, 2009 -

Present

. Division Sales Manager - Mobile, Brewton and Greenville Alabama

& Biloxi, Mississippi Divisions. Sales focus on growth and

existing client retention.

o ROI responsibility of $45M Business Unit.

o 82% improvement year over year - 2009-2010

o 4th quarter 2010 Net New Business Winner

o Took over a struggling team and developed a sales training

model

o Developed weekly training meetings covering the following

steps of the sales process: building rapport, probing,

presentation skills, closing, relationship management

following the sale

o Selected as the Gulf Coast Region's Sales Reinforcement

Trainer out of 6 managers - Led two 9 week follow-up

programs within 8 different divisions via web conferences.

Lead trainer for new programs and services for local

Customer Service Center - one of the largest in the

country.

o Winner of price growth award 2010 - grew pricing with

existing customer base - 125% of goal.

ROCHE DIAGNOSTICS - Montgomery, Alabama December, 2006 -

January, 2009

. Medical Device Sales

Responsible for targeting Physicians (Endocrinologists,

Internists, General Practitioners and Family Practice),

Pharmacists, Certified Diabetes Educators, Nurses, Physician's

Assistants and Medical Assistants with the AccuChek brand of

blood glucose monitors. Responsible for competitive selling of

AccuChek devices, training medical personnel and patients. Also

responsible for customizing, troubleshooting and training

personnel in use of software and IT equipment.

o Ranked in the top 10% in Growth Products Market Share out

of 193 reps.

o Ranked in the top 12% in Targeted Physician Share out of

193 reps.

o Selected as Alabama's 2008 Triad Leader. Lead quarterly

meetings with multiple teams to develop initiatives to

drive share between professional reps, managed care reps,

pump reps and hospital reps.

o Selected to attend the company sponsored Management

Development Academy (Only 3 of 12 candidates chosen nation

wide). This one year program trains and assigns projects

to Academy participants in preparation for a management

career within Roche when program is complete.

o Promoted to Regional Trainer on client IT solutions

o Chosen to be a member of a pilot program for new field IT

solutions

CINTAS - Montgomery, Alabama January, 2005 -

December, 2006

. Market Sales Manager

Promoted to Market Sales Manager, September, 2006. Lead a team

of 9 Sales Reps who are focused on new business to business

account development in our Uniform Rental and Facility Services

Rental divisions. Duties include hiring, training, motivating

and leading Sales Reps to achieve specific new business

goals. Duties also include sales calls to key accounts and in-

field coaching Sales Reps and developing new business customer

accounts.

. Industrial Sales Representative

Responsible for targeting business within territory for

industrial uniform sales. Responsibilities include prospecting

and cold calling potential customers within territory.

o Sales Rep of the Month Award:

. 2005 Months of July, August, September, October,

November, December

. 2006 Months of January, March, April, May

AIRGATE PCS - Saginaw, Michigan April, 2002 -

December, 2004

Sprint PCS Affiliate

. Sales Training Supervisor & Business to Business Manager

Training Responsibilities: Responsible for supervising 3

Corporate Sales Trainers as well as facilitating management

training for Michigan, Illinois, Iowa and Nebraska. Responsible

for observing training skills as related to the integrity of the

company's sales process and ensuring management's ability to

coach this process. Developed and launched company-wide

training program on new technologies being launched by Sprint,

PCS.

Management Responsibilities: Responsible for targeting

businesses for wireless data sales with a focus on new account

development. Responsibilities include prospecting and cold

calling and closing. Supervised 3 Outside Sales Reps.

Responsibilities included coaching and riding with reps as well

as observing and coaching retail sales reps. Extensive coaching

on sales process as well as a large focus on qualifying and

closing large deals. Subject matter expert on all data products

and assisted with all data sales including GPS services and

Blackberry.

TELECORP, PCS August, 1994 - March,

2002

SunCom/AT&T Wireless

. Retail Area Sales Manager, North Alabama

Promoted to manage 12 retail locations across north Alabama and

responsible for sales quotas at each location. Coached and

motivated team to exceed sales quota on a monthly basis.

. Manager, Corporate Sales

Promoted to this position to supervise 8 Outside Sales Reps.

Critical areas of responsibility included riding with reps,

assisting with professional presentations and assisting team

with closing major deals.

. Senior Corporate Sales Trainer

Facilitated core classes to all new hire employees in the state

of Alabama with a strong focus on selling skills. Facilitated

classes to Outside Sales Reps as well as Outside Sales Managers

on the sales process and coaching that process. Additional

responsibilities included riding with reps for feedback purposes

on the sales process, scheduling of training classes, training

new trainers on core selling classes and additional coaching

with Outside Sales Team. Developed a mini-module on qualifying

skills and closing skills to facilitate to Outside Sales Team.

. Account Manager

Outside Sales position responsible for servicing existing

accounts and building business through cold calling on

businesses, determining needs and closing sales.

. Sales Representative

Inside sales rep responsible for individual and team goals

within a retail environment

MACY'S, Birmingham, Alabama 1992 - 1994

. Sales Manager (1993-1994)

. Sales Leader (1992-1993)

EDUCATION

University of Montevallo - Montevallo, Alabama

Bachelor of Science - Major: Merchandising; Minor: General Business

- Graduation 1992

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