Sales Customer Service
Resume:
SCOTT E. PETERS
Pepper Pike, Ohio 44124
abk0op@r.postjobfree.com
CAREER SUMMARY
Sales Manager/Account Manager with demonstrated success in penetrating
new markets and capturing market share. Proven track record in
customer sales, service, employee management, and system engineering.
Strong communication, motivation, and team building skills.
Experience includes:
Consultative/Solution Selling New Product Development
Sales Strategy Strategic Planning
Forecasting Staff Development
System Design Organizational Alignment
PROFESSIONAL EXPERIENCE
EMERSON NETWORK POWER 1999-2009
A $6.3B company providing "grid to chip" electrical products and
solutions for telecommunications networks, data centers, and other
critical applications.
Sales Representative- Liebert Power Group, Valley View, Ohio
2007-2009
Sold large three phase alternating current uninterruptible power supplies
to the information technology environment in Northeast Ohio.
Influenced local engineering firms to design projects around Liebert
products resulting in 30% increase in opportunities.
Built relationships and provided weekly educational assistance seminars for
engineering consultants and end customers.
Targeted and created sales strategies to win business in the vertical
markets of Education, Health Care, Telecommunication/Internet Service
Providers, and Electrical Contractors resulting in increased sales of 25%.
Increased office sales by $200k utilizing a calling campaign targeting
potential customers.
Inside Sales Manager Wireless Group- Energy Systems, Lorain, Ohio
2000-2007
Managed and grew the sales of direct current power equipment to wireless
service providers in the United States. Directed five Account Managers,
one Applications Engineer, and one Customer Service Representative.
. Managed and motivated Wireless Account Managers to exceed bookings
forecast by at least 116%.
. Increased quote count 20% while minimizing resource efforts by
establishing customer electronic quote and order confirmation services.
. Worked with Product Marketing to identify fourteen DC product/system gaps
and provided financial justification in the release of these new
products.
. Developed commercial, promotional, and pricing programs that lead to
Emerson becoming the market leader in the sales of DC equipment to the
wireless industry.
SCOTT E. PETERS PAGE 2
. Merged the DC Power and Outside Plant Customer Service groups resulting
in greater synergy and a 50% reduction in overhead.
. Created metrics to monitor and achieved an accuracy rate greater than 95%
on all quotes.
. Managed customer expectations to provide quotes within 24 hours and order
confirmations within 48 hours.
. Developed product forecasts, monitored key accounts for demand shifts,
and worked closely with Operations to balance customer needs while
reducing inventory by 35%.
. Acted as the Technical Chairperson to create session topics and recruit
four industry experts who gave presentations on the wireless industry at
Emerson's Annual Power Conference.
Account Manager/Applications Engineer-Energy Systems, Lorain, Ohio
1999-2000
Managed all account activities for ten telecommunications customers who
utilized Emerson products for their DC power requirements.
Provided 98% accuracy on all quotes/proposals.
Negotiated pricing 100% of the time by directly working with the customer
to understand competitive landscape, price sensitivity, technical
evaluation, and timing requirements.
Expedited equipment, arranged shipments, and resolved invoice disputes to
achieve customer retention rate of 100%.
Transitioned customers to newer products leading to 23% higher profit
margins.
Presented new product opportunities to management resulting in $500k sales
increase.
VERIZON 1988-
1999
A $97B leader in providing broadband, wireline, and wireless communication
innovations to 80 million customers nationwide.
Senior Outside Plant Engineer/Planner, Medina, Ohio
1998-1999
Planned outside plant projects to support telecommunications growth of
industrial, commercial, and residential customers in the Medina area.
Designed 12 new fiber optic routes to support new digital line
concentrators.
Incorporated defective plant areas into projects with maintenance savings
of over $200k.
Coordinated use of company engineers for daily work and contract engineers
for large projects to reduce overhead by 30%.
EDUCATION
Masters of Business Administration - August 1995
Kent State University, Kent, Ohio
Bachelor of Science in Electrical Engineering - June 1988
The Ohio State University, Columbus, Ohio
PROFESSIONAL DEVELOPMENT
Sales Advantage - December 2008
Dale Carnegie & Associates, Garfield Heights, Ohio
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