Sales Manager
Resume:
Steven R. Ferrell
Mount Juliet, TN 37122
Cell: 615-***-**** Email: *********@***.***
Summary
Sales - Career results: Annual sales vs. annual sales quota range from 94%
to 128% (2002-2009). Consumer products, insurance services, B2B financial
information services, and data (consumer and commercial). Strong value
selling, consultative selling, and ROI development.
Sales Management - Increased team sales as much as 160%; Experienced with
building new teams and "turnaround" low performing teams. Established
metrics, sales processes, compensation plan, and sales team design as well
as development and training plans. Utilized CRM software for reporting,
monitoring, lead distribution, and forecasting purposes.
Operations and Project Management - Startup and sale of insurance agency.
New Distribution Center startup and management. Planned and managed
transfer of inventory to start up of distribution center without service
interruption. Managed the merger of two distribution centers into one for
efficiency and cost savings of almost $300k per year.
KEY SKILL SETS
Sales Team Development and Training Exceptional Customer Retention &
Satisfaction
Client Focused Decision Making Relates well to all personality
(Internal / External) types
Intelligent / Quick to learn new Competitive
information
C-Level B2B Relationships Problem Analysis & Creative
Resolution
Positive Attitude / Motivator / Can Leader in Change Management
Do Spirit
Professional experience
Dun and Bradstreet (D&B), St. Louis, MO 2008 - 2009
Leading Domestic and Global Provider of Commercial Data Solutions
Middle Markets Relationship Manager 1
Worked directly with C-suite to Manager Level (Fortune 1000 firms) in a
consultative sales role to understand their business needs in the areas of
Credit Risk Management, Sales and Marketing data, and Supply Chain Risk
assessment.
. Exceeded sales goals (105%) in 2009 despite tough economic conditions.
(Sales channel average was below target at less than 95% of goal)
. First Relationship Manager to sell key new product (Collections
Module) launched in May of 2009
. Increase in customer satisfaction based on Voice of Customer surveys.
Altair Data Resources, Franklin, TN 2006 - 2007
Altair provided consumer data to direct marketers with the primary revenue
from sub-prime mortgage brokers.
Key Account Manager / Sales Manager 2
Immediate manager for a 16 member sales and support team.
Account Manager for ten of twelve largest clients.
. Personally responsible for acquiring largest single client in 2007
with national auto insurance provider
. Discovered new product solution resulting in net sales of over $120k
per annually.
PAGE TWO of Resume for Steve Ferrell
Allstate Insurance, Nashville, TN 2003 - 2006
Second largest consumer insurer, best known as "The Good Hands" people.
New Agency Specialist
Mentored and trained new agents in all aspects of sales and operations
during their first four months of business.
. 100% of agents mentored achieved highest possible sales awards for
their first four months of sales
Agent / Owner
Started new agency from scratch:
. 90% retention ratio (above avg); 21% Loss ratio (well better than
average), and 2.1 policies per household (above avg).
Thomas Nelson Publishers, Nashville, TN 2002 - 2003
HQ in Nashville, TN, approximately $250M in sales annually. Publisher of
Christian related books and Bibles.
National Account Manager
Represented two product groups National Accounts for approximately 60% of
each product groups' revenue.
. Achieved highest percentage of quota (94%) for all distribution channels
during a "soft" fiscal 2002 year.
. Strategically aligned all national accounts with various sales promotions
that resulted in chart topping sales and first year sales over 500% of
goal for a new product line.
Pamplin Distribution, Portland, OR 1999 - 2002
Fourth largest Christian Music Distribution group.
Sr. Director of Sales and Operations 3
Directed sales analysis, account planning, client communications, and
distribution operational objectives.
. Top Line Sales averaged 35% monthly growth over same store prior year by
implementing metrics, processes, and workflows to sales and operations,
while reducing T&E expenses.
. Achieved $300k in annual, bottom line savings by merging two distribution
center operations into one.
. Generated an additional $600k in annual savings through changes in
promotional pricing initiatives. Neither change negatively impacted
customer satisfaction or service.
Education
BBA (Bachelor of Business Administration), Double Minors in Economics and
Finance,
Middle Tennessee State University, Murfreesboro, TN
Additional Information
. Various and numerous awards for Sales, Service, and Leadership
throughout my career
. Club and Organizational officer positions held in college and business
. Interests include: Family events with my wife and son; sports of all
kinds; mentoring; volunteering; reading
FOOTNOTES REGARDING JOB TRANSITIONS
1. Relationship Manager at Dun and Bradstreet ended due to RIF as the
company merged two sales divisions into one as of Sept 30, 2009. (18%
of jobs impacted)
2. Sales Manager at Altair Data Resources ended due to company RIF in an
attempt to prevent complete closure of the company in fall of 2007.
(75% of jobs impacted)
3. Sr. Director of Sales and Operation at Pamplin Distribution ended with
the company closing due to private and personal decision of owner. I
stayed on to work with CFO and Legal in selling off business units and
equipment and was last to leave.
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