CRAIG SHAFFER

**** ********* ***** ( Cicero, NY *3039 ( abl1fy@r.postjobfree.com

315-***-****

Regional Sales Manager

Dynamic sales management strategist with an 8+ year record of achievement

and demonstrated success beating quota and driving sales growth while

providing award-winning sales leadership in highly competitive markets.

Consistently raises the bar for individual and team performances by working

directly with each team member to reinforce what is working while

identifying blind spots. Exceptional mentor and coach with experience

building a team from scratch as well as improving teams that are

underperforming. Clear and concise communicator who is tenacious in

building new business, securing customer loyalty, and forging strong

relationships with external business partners by always delivering an

exceptional experience. Efficient and loyal with a focus on revenue

growth, cost savings and increased profit margins.

Core competencies include:

Hiring/Training/Develop Consultative Sales Solution Selling

ment Presentations Strategies

Territory Client Retention New Business Development

Growth/Expansion

Strong P/L Management Strategic Planning Critical & Analytical

Thinking

Customer Centric Multi Level Marketing Strategic Market

Philosophy Positioning

Microsoft Office Highly Organized and CRM Utilization

Trained Efficient

Professional Experience

Commerce Bank, Kansas City, KS

2008-2010

Commerce Bank is a Super Regional Bank located in the Midwest that is a

leader in the commercial card industry. Our division provides businesses

with an automated paperless payment solution for accounts payable as well

as P-Cards, Fleet cards, and Corporate cards. This is a 100% hunter role,

utilizing Hoovers and company websites to mine contact information, making

contact via the phone, email, direct mail and cold calling while keeping

track of my progress in salesforce.com. My target audience is CFO's at

Hospitals, Universities, and businesses with revenues of $100MM+ as well as

municipalities and school districts.

Vice-President, National Accounts - Commercial Cards

o Completed the only sale in the state of New York to date to the Town

of Mount Pleasant for $8MM. Work with internal team and with client

to ensure all service issues are handled and that the program is

running as smoothly as possible.

o Achieved 90% of "fast start" bonus by beating goals for appointments

and sales presentations.

o Rank 4th in sales in 2009 and 2010 for the Northeast Region.

o Created visual aide, power point presentations, direct mail pieces and

campaigns by vertical.

EBSCO Professional Partnership Group, Birmingham, AL

2007

EBSCO is a provider of magazine subscription services. Our division

provides free magazines to businesses by persuading another local business

who targets that audience to sponsor the program.

Territory Manager

o Gained commitment from 45 entities to accept the program.

o Design creative advertising for prospective clients using Word, and

Photoshop.

o Grew territory by 350%.

Deluxe Pinpoint, Shoreview, Minnesota

2006

Deluxe Corporation is the leading provider of checks to businesses. Deluxe

Pinpoint provided promotional products, and corporate printed materials.

Our division was closed in December 2006.

Account Sales Representative

o Increased territory sales by 83% with current Deluxe clients despite

decline in check sales.

o Increased new client base by cold calling and asking current clients

for referrals.

o Work with bank managers to provide our services to their business

clientele.

Choice One Communications, Rochester, NY 2005-

2006

Choice One provided phone and internet service to businesses. Choice One

eliminated most of their sales force in 2006 in preparation for a merger to

move to a VOIP based product.

Account Executive

o Rookie of the month award as the top new sales representative in the

company.

o Achieved quota in each of the first 3 months with the company.

o #1 in sales in the Syracuse office in sales in 4 out of 9 months.

Polk City Directories, Livonia, MI

1997-2004

Polk City Directories provides directories containing detailed information

on each resident and business in a given geography. Polk also provides

direct mail lists and software and sells advertising in the directories.

My position was eliminated when the CEO eliminated the field sales force to

utilize a telemarketing only operation.

Vice-President of Sales, Northeast Region (2002-2004)

Managed a sales team of 45 sales representatives and 5 district managers

across 16 states. Transitioned to a team of 23 reps and 0 district

managers. Responsible for $16MM P/L.

o Managed the #1 sales team in the company in 2002 and 2003.

o Grew revenue 21% and profit 50% in 2002

o Only region with sales growth in 2003.

o Change agent working with sales team in the street to determine

strengths and weaknesses.

o Trained team on consultative approach which led to higher new sales

and higher retention.

District Sales Manager, New York, Pennsylvania and New England (2002)

o Reversed 32% decline and demonstrated sales growth in 6 months.

o Created a team idea sharing program to make the team stronger than its

parts.

o Increased new business from 15% of total sales to 46% of total sales.

National Sales Representative (2001-2002)

o Part of specialized sales team designed to penetrate underperforming

markets.

o Beat quota in each of these markets and provided feedback to help

shape market future.

Area Sales Manager, New York and New England (1999-2001)

o Trained, developed and motivated a team of sales professionals on

target marketing, time/territory management and consultative selling

to achieve goals.

o Increased sales by 8% and profits 3-fold with half of the staff.

Field Sales Manager, New York State (1997-1999)

o Revitalized and revamped region, starting with myself as the only

sales person to a team of 9.

o Grew sales revenue 73%, 25% and 17% over 3 years for a total growth of

253%.

Field Sales Representative, Albany, NY (1997)

o Increased revenue 35% and produced new sales volume of 45% of total

sales.

RGIS INVENTORY SPECIALISTS, Rochester, MI

1989-1996

RGIS Inventory Specialists is the leading global inventory and retail

services company.

District Manager - Rochester, NY (1993-1996)

o Responsible for creating win-win relationships with various businesses

in order to achieve an accurate and successful inventory.

o Charged with hiring a staff of 130 auditors to meet the needs of the

inventory schedule and maximize production while minimizing overtime.

o Implemented new training process that improved new auditors'

productivity by 350% and doubled the retention rate.

o Team productivity increased from 168th in the company (out of 256

districts) to being in the top 5 districts for six consecutive

quarters.

o District was in the top 5 in the company in profit percentage for 5

consecutive quarters, including being the top district in back to back

quarters.

o Created new sales process for our management team that propelled us

from ranking 178th in sales in the company to 32nd.

Area Manager - Syracuse, NY (1991-1993)

o Responsible for the daily operations of the district including

scheduling inventories, hiring & training, and running major

inventories.

o Led a team of 115 auditors and 8 team leaders and was the point of

contact for many local chains.

o Revamped the inventory process for Marshall's Department Stores.

o Performed the first "paperless" inventory for Fay's and for Wegman's

grocery stores which delivered higher customer satisfaction,

productivity, and profit for the company. This became the standard

for the district for all inventories.

Area Manager Trainee - Barre, VT (1991)

o Responsible for changing the thinking of the Vermont district and

leading the growth of the team in accounts and in personnel.

o Increased productivity 3 fold in a 7-month timeframe.

o Increased profit percentage in the district from 44% upon arrival to

68%.

Auditor and Team Leader - Manchester, NH (1989-1991)

o Coordinated inventories utilizing the strengths of my crew to maximize

performance and gross profit.

o Scheduled a team of 30 auditors each week.

Education & Training

1985-87 - University of New Hampshire

Majored in Mathematics

Professional Development Courses

Solution Selling Action Selling

Prospect to Partners Sales Training Time Management Strategies

Numerous Ethics Classes Advanced Microsoft Excel

Advanced Microsoft Word Microsoft PowerPoint

Microsoft Access Salesforce.com

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