Sales Manager

DAVID SMITH

**** ********** **** • Sparks, NV ***34

************@*****.*** • 775-***-**** • 775-***-****

SALES MANAGEMENT

Strategic Sales Plans • Client Relationship Management • Account Development

Innovative and driven sales management professional with outstanding track record in development and

leadership of successful sales teams committed to persistently surpassing revenue objectives. Capitalize

on sales expertise to assist field sales associates with account acquisition and management with

emphasis on tailored client support to obtain and retain satisfied customers. Liaise with customers to

evaluate needs and participate in effective contract negotiations. Continually assess sales results and

modify business plans to boost overall profits.

CORE COMPETENCIES

• Territory Management • Team Building / Coaching • Business Administration

• Business Development • Performance Assessment • Contract Negotiation

(existing clients) • Interpersonal • Computer Proficiency

• New Communication

Business • Closing Sales

Development • B2B Sales/Management (C

(Conversion Level)

Sales)

PROFESSIONAL EXPERIENCE

UPS Reno, NV 1996 to 2009

Leveraged business acumen and sales talents to effortlessly build and maintain profitable client base for

profitable sector of prominent national company; promoted through multiple tenures due

to exceptional performance.

Area Sales Manager, 2006 to 2009

Direct sales practices for Northern Nevada division, providing insight essential to individual productivity

and continued attainment of short and long term sales goals. Advise field sales team regarding effective

sales techniques including use of persuasive verbal presentations to garner interest from prospects.

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Support sales specialists in preparation, negotiation, and implementation of contracts addressing the

unique needs of each client. Conduct intensive training sessions, offering recommendations for creation of

strategic business development plans. Offer extensive instruction in products and services and identify

areas for improvement during weekly meetings and individual performance reviews. Analyze all

documentation to ensure compliance with client requirements and company policies and generate reports

for further review.

Key Achievements:

Exceeded business plan 107% YTD for 2009 under challenging economic conditions.

Continually attained annual sales goals of $80M during each year in position through dynamic

leadership, training and mentoring of sales associates.

Instrumental in division’s acquisition of nearly $38,000 in new daily revenue in 2009, realizing

12.7% growth in revenue year over year.

Partnered with sales team to develop client retention / churn reduction strategies; facilitated 16%

2009 YTD churn for Northern Nevada Division compared to 19% corporate churn rates.

Conceived and executed lead generation initiative encouraging service providers to identify

prospects for business development team; obtained high participation rate of 72%.

Honored with award for successes as leader and motivator for Northern NV sales division.

Major Account Manager, 2005 to 2006

Coordinated sales functions and supervised collaborative sales team, with personal responsibility for 25

clients in territory encompassing Northern NV, Sacramento, Stockton, Chico and Redding. Oversaw all

negotiations, implementation of business plans and coordination of special projects between client and

operations staff. Liaised directly with client companies, providing customized consultations and

presentations to board members for client base.

Key Achievements:

Consistantly attained ranking as #1 or #2 in region for sales results.

Ranked as #2 for sales revenue acquired by Major Account Managers in 2006.

Realized sales of 117% to plan for $2.5M goal in 2005 and 139% to plan for same goal in 2006.

Senior Account Manager, 2000 to 2005

Held accountability for more sizeable and profitable client base, providing customized account

management support to facilitate sustained revenue increases. Supported clients generating annual

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revenues between $200,000 and $3M. Identified business opportunities with new clients, negotiated

contracts, and offered personalized service to ensure client retention.

Key Achievements:

Accomplished standing as “Gold Eagle” for reaching sales within top 3% of Account Managers

worldwide for 2000 and 2001.

Accomplished “Silver Eagle” level for 2002 to 2005, attaining standing among top 10% of all

Senior Account Managers in organization according to new revenue results.

Consistently exceeded annual goal of up to $1.5M in new revenue; averaged 13% in new revenue

growth representing $ 11M revenue to company.

Account Manager, 1998 to 2000

Established contact with potential clients with annual revenues from $40K to 199K and utilized convincing

sales approach to outline company products and services based upon anticipated client needs.

Key Achievement:

Attained “Silver Eagle” status each year for realizing sales among top 10% of all company Account

Managers.

Recognized by Director of Sales for outstanding sales results and determination to excel.

** *** **

~ Additional experience with Pep Boys Auto Parts in positions of increasing responsibility, including roles

as General Manager (1994 to 1996) and Outside Parts Manager (1993 to 1994). ~

EDUCATIONAL BACKGROUND

MBA, Business UNIVERSITY OF PHOENIX, Phoenix, AZ

BA, Business NATIONAL UNIVERSITY, San Diego, CA

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