Sales Manager

J. SPENCER WHITING, JR.

**** ****** **. *** ****, Suite 108, # 412 Jacksonville, Fl 32259

904-***-**** abl5y3@r.postjobfree.com

Motivated and hard-working professional achieving success as a member of

high performing team.

Summary of Qualifications

. Strong leadership & management skills . Proactive marketing and

sales strategist

. Confident motivator, positive team player . Relationship builder

at all levels

. Efficient project initiation & management . Excellent customer

relations skills

. Effective fiscal strategy & management . Strong Internet &

SEO capabilities

. Keen interest in learning . Motivated self-starter

Professional Accomplishments

. P & L Performance

. YMCA - Top performing association branch as head of operations 2000,

2001, 2002, 2003, 2005

Directed, developed, implemented multi departmental budgets to

$3,100,000

Numerous cost saving initiatives to assure excellent unit

performance

. Luxury spa services - Tripled sales for organic day spa in six months.

. Ability to learn new skillsets quickly, whether it be legal

certifications for childcare programs,

new software for program development or website optimization,

new sales strategies

. Staff recruitment, development and supervision

. Staff coaching and recruiting resulting in nine director promotions

and one Executive

Director promotion.

. Strong candidate assessment skills. Conducted numerous professional

and staff searches.

. Innovative and effective- good at looking below the surface to tap

true potential of employees

. Responsible for all HR functions - evaluations, hiring, firing,

discipline and HR documentation.

Account Management & Customer Relations Competencies

Focus on adding value, building long-term relationships and creating

successful win-win outcomes

. B2B sales

. Heavy duty truck parts- national sales manager and prior to that,

salesman

. Outside territory sales -established sales territory with new

customer responsibilities

throughout New England, face to face sales, relationship-

building and prospecting Inside sales - inbound calls -

2.5 years Excellent inventory and financial controls performance

. Green Business - cold call sales on national and regional levels

. Earth Day USA National sales manager w/ direct sales responsibility

- 9 months; raised $680K

In corporate sponsorships in 3 months, maintained on-going

relationships

. Global Green Up- Jacksonville Green expo consulting and sales;

cold calls, develop

relationships and book for multiple shows

. Consulting services - 5 years (see more about that work below)

. Professional speaking sales- 1 year- established extensive database,

cold calls and sales

. Non-Profit and retail

. Non - profit fundraising -direct and phone - 13 years for YMCA;

successfully meeting

Annual Support campaign goals each year; much of this was due to on-

going relationship development with donors of all sizes, continued

communication through newsletters, ezines,

. Spa services- develop new customer stream, face to face meetings in

community with referral

Sources, frequent contact with customers and generating repeat

business

Internet & Software Competencies

. Internet/ SEO / Social media/ Blogs

This optimization included dramatically increasing link backs,

certifying pages by W3Cm improved titling, meta descriptions and load

times, indexing site and optimizing for google

. HTML / CSS - Wordpress- Dreamweaver CS4 - just developed

www.firedupnow.com in 3 months

. MS Excel -18 years of use for corporate budgeting and analysis

. MS Word - 20 years . MS Access - 6 years . Lotus 123 - 6 years

. Daylite Contact Management System -1 year

. Video Production and Editing - Imovie / DV Kitchen / Adobe Premier

Data Analysis and Decision-Making

YMCA Operations and Budgeting -As Associate Executive Director, I

carefully studied the data each month to make critical decisions about

fund allocation, staffing, programs, equipment repair and purchase, staff

performance and more. I regularly presented our budgets to the board and

explained all significant variances with recommendations as to

improvements and cost-savings measures. I also trained our new directors

in budgets and how to manage them effectively. We split out up to 13

departments and evaluated performance for a 3.2 million dollar budget on

the department level. Part of the job was to carefully examine our

resources and results, find innovative solutions to achieve our member

needs and budgetary needs, and forecast accurately for the next budget.

Developing and implementing creative strategies to meet all department

needs in a non-profit setting was imperative.

Results: YMCA - Top performing association branch as head of operations

2000, 2001, 2002, 2003, 2005

Island Massage and Skin turnaround required a detailed analysis of all

sales, staffing, systems, product

mix, service offerings, marketing and careful strategic planning to take

a dying business and revive it. I released employees, changed the

product line to be all organic, developed positioning to take advantage

of the "Organic Day Spa" uniqueness which resonated strongly in that

market, promoted customer referral programs, built relationships with

outside referral sources to draw in new clientele, instituted customer

appreciation programs to retain existing and new clients, analyzed

financials weekly and monthly.

Results: tripled revenues in 6 months

Professional Experience

Whiting & Co. 7/06

- Present

Owner, Change and Turnaround consulting practice. Utilizing management,

marketing, sales and employee development skills as a consultant to help

grow small businesses' revenues and staff.

This has often taken the form of stepping in as operations manager,

webmaster, sales manager, etc.

Major assignments:

Fired Up! Professional Speaking and Training

Consulting - developing new website and SEO for training company,

converting site from GoLive to Dreamweaver, designing page layouts using

CSS, Spry, HTML and FBML for Facebook, plus national sales

Global Green-Up

Consulting - helping environmental trade show company successfully launch

Green Expos

throughout the south in GA and Northern Florida, setting up Excel systems,

tracking and producing sales

Lynn Armstrong Flooring

Consulting to assist CEO with senior management team issues and strategic

decisions.

League and Jesperson

Consulting to grow firm revenues, develop associate attorney and conduct

search for an office manager.

Island Massage and Skin

Six month project. Challenge was to turn-around a 15 month old Day Spa with

small customer base, disgruntled employees and poor revenues. Implemented

substantial changes in staff, sales, marketing, promotion, inventory and

systems resulting in tripling revenue and customer traffic and significant

increase in client retention.

YMCA of Greater Providence, RI

6/03 - 6/06

Associate Executive Director (Head of Operations) - South County Branch

8/04 - 6/06

Associate Executive Director (Head of Operations) - Cranston Branch

6/03 - 8/04

Merrimack YMCA, Merrimack, NH 4/93

- 6/03

Associate Branch Executive Director (Head of Operations)

6/00 - 6/03

Senior Program Director (Head of Programs)

10/98 - 6/00

Family Services Director (Head of Childcare)

4/93- 10/98

Challenge: to manage staffs of up to 210, budget of $3,100,000 with

outstanding customer service

Solutions:

. Streamlined staff coverage of building and fitness facility including

pool, fitness areas, childcare

. Developed quality assurance programs to ensure clean, safe and high

quality programs and building

. Developed marketing materials, supervised advertising and implemented PR

plans

Results achieved:

. Positive budget variance (profits made) in challenging market conditions

. Membership sales calls increased program revenues by 30%, improved

customer service

. Top performing branches 1994 - 2003, 2005. Excellent revenue growth and

cost containment to achieve

consistently outstanding results in membership retention and

satisfaction

Transitional Employment Activities

9/91 - 4/93

Self-employed and community service volunteer activities with the

Merrimack School District, Project

Safeguard and the Nashua, NH Boys and Girls Club.

Earth Day USA, Manchester, NH

12/90 - 8/91

National Sales Manager (short term contract assignment)

Directed nationwide sales appeal to major corporations for funding of

national campaign. Led sales team of six corporate liaisons. Raised over

$680,000 in four months for the Earth Day effort. National sponsors

included Proctor & Gamble, Hardee's Restaurants, UPS, Gillette, Packaging

Corporation of America, Federal Express, Wheelabrator and Ace Hardware.

Pilot Leadership Systems, Nashua, NH

12/89 - 12/90

Corporate Trainer / Independent Consultant

Sold, customized and presented programs to 12 New England companies in

teambuilding, effective sales, time management, and motivation. Created

and facilitated custom one and two day programs in goal setting,

teambuilding and vision work.

Brookline Machine Company, Brighton, MA

10/82 - 12/89

Inside Sales, Outside Sales, National Sales Manager

Worked in positions of increasing responsibility, including inside sales,

outside sales and sales management. As Sales Manager, supervised six

outside sales professionals responsible for $6,000,000 of revenues.

Educational Experience

University of Maryland, College Park, MD

Bachelor of Science

Professional Affiliations / Volunteer Activities

Council on Aging Program Coach 2008-2010

Community Connections Adopt a Room Volunteer 2008-2009

Jacksonville Chamber of Commerce Trustee (2007-2010)

Jacksonville Chamber of Commerce Ambassador (2007-2010)

Jacksonville Chamber of Commerce Uncampaign Membership Drive Volunteer

(2007-2010)

United Way of Northeast Florida Community Builder (2006)

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