Sales Manager
Resume:
DIANE KETTMANN
Totowa, New Jersey 07512
SALES AND MARKETING MANAGEMENT/CONSULTANT
- Business Development Strategist
- Executive Sales Presentations
- Negotiate National Sales Agreements
- Consultative Sales Strategies
- Develop Client Relationships
- Event Planning and Trade Shows
Extensive experience in the energy, business services, travel, software and
high technology marketplace. Motivate sales personnel, increase revenues
and create effective programs that contributed to higher organizational
profits and market share. Consistently exceeded individual sales objectives
and won Masters Club Award for five consecutive years.
PROFESSIONAL EXPERIENCE
Century 21 Gold Properties Realty, Totowa, NJ
2008 - Present
Real Estate Associate
Sale of Residential and Commercial Real Estate properties to buyers in the
Northern New Jersey area as well as leases. I have been selling Real
Estate on a part-time basis for Century 21 since 1984.
EnergyConnect Inc., Portland, OR
2007- 2008
Director of Business Development
Develop participation in the Demand Response initiative that is rapidly
expanding in the New Jersey and New York metropolitan areas. Encourage
large Industrial and Commercial clients, REITs, Municipalities, Hospitals
and Universities to sign an agreement allowing them to bid into the Real-
Time, Day-Ahead and Emergency markets via the ECI software, yielding
substantial energy savings.
Public Energy Solutions, Englewood, NJ
2005 -2007
Business Development Manager
Responsible for the sales of Lighting Retrofits, HVAC, CHP, Demand Response
and various other Energy Efficiency projects to large Industrial and
Commercial accounts throughout the New Jersey metropolitan area. Helped
clients file the NJ Smart Start Buildings paperwork to obtain rebates for
their projects.
PEPCO ENERGY SERVICES, Arlington, VA
2002-2005
Senior Account Executive
Qualify and initiate contact with large Industrial, Commercial and Federal
Government accounts for the PES Performance Management Group throughout the
Mid-Atlantic region.
. Develop call plans, perform sales calls and visits and secure orders
for services (HVAC, Lighting Upgrades, Cogeneration, Solar and Wind
Projects, Energy Management Systems, Power Quality and Water
Conservation).
. Interface with a team of Project Managers, Engineers and Executive
Management to develop, write and finalize proposals.
. Work with marketing and other sales personnel to develop responses to
customer RFP's and in negotiating and developing contracts.
AES NEWENERGY CORPORATION, New York, NY
1999 -2002
Business Development Manager
Responsible for selling Electric Commodity, Energy Information Systems and
Energy Services to Fortune 500 industrial accounts throughout New Jersey,
New York and the surrounding Metropolitan area.
. Sold electric contracts ($1 million each) to members of the New Jersey
Business & Industry Association throughout New Jersey (primarily to
the Fortune 500 Pharmaceutical/Chemical industries).
. Customize an integrated package designed for individual business needs
that include Energy Information Systems, Lighting Retrofits and On-
Site Generation.
. Assist clients with evaluating their current electric consumption to
determine ways in which to optimize potential cost savings.
Diane Kettmann
Page 2
PG&E ENERGY SERVICES, Cedar Knolls, NJ
1997-1999
Sales Manager - Integrated Services
Consulted nationally with Fortune 500 accounts
(Pharmaceutical/Chemical/Telecom) on our Energy Alliance Concept which
consisted of the sale of Natural Gas, Electric, HVAC Systems, Lighting
Retrofits, Substation Upgrades, Cogeneration, Billing Management, Rate
Negotiations and various other technical products and services. Developed
an Account Plan for each customer and vertical market.
. Generated over $9 million dollars revenue in Energy contracts (within
two months) to large industrial customers, this represented
approximately $900,000 net margin.
. Customized long term contractual agreements to fit customer needs as
well as composed and delivered presentations to Senior Executives
outlining sales strategies.
. Positioned PG&E Energy Services on East Coast by establishing strong
relationships and educating customers regarding deregulation.
PUBLIC SERVICE ELECTRIC & GAS/ENERGIS, Secaucus, NJ
1995-1997
Strategic Account Manager
Managed multiple national accounts to ensure retention. Compiled an
Account Plan for each customer.
. Expanded revenues through the sale of Lighting Retrofits, Gas
Conversions, DSM Projects and Energy Efficiency Programs to major
accounts in the Pharmaceutical, Chemical, Plastic, Petroleum and
Asphalt industries that required capital expenditures.
. Focused on resolving customer issues regarding rate and billing
inquiries that impacted their bottom line.
. Managed over $30 million dollars in revenue generated annually within
customer base.
AUTOMATIC DATA PROCESSING, Clifton, NJ
1994-1995
National Account District Manager (Hospital Specialist)
Marketed outsourcing services such as: CSS Horizon, HR Partner, Tax Filing
Management and various other solutions to meet the needs of hospitals and
national accounts throughout the United States.
. Assisted in designing a payroll package that was to be utilized by
hospitals.
. Secured position as a "Hospital Specialist" that dealt with specific
issues relating to the medical profession.
RICOH CORPORATION, West Caldwell, NJ
1982-1994
Major Account Manager (1983-1994)
Developed large national client base of accounts throughout the United
States (AT&T, Bell Atlantic, Novartis, Pfizer, BASF, etc), which consisted
of the sale of facsimile and data systems.
. Promoted to two senior sales positions due to performance and was
ranked #2 representative nationwide for fiscal 1989.
. Aided management in hiring and training of sales personnel.
. Negotiated all national account contracts for Fortune 500 accounts in
New Jersey.
. Achieved Masters Club status for five years for top sales attainment.
Trade Show and Events Coordinator (1982-1983)
Coordinated all trade shows, incentive trips and events for the Facsimile
Division, which consisted of 35% travel throughout the United States.
. Assisted the Marketing Promotions Manager with advertising and
promotional projects.
. Developed the Sales Lead Program and designed Yellow Page advertising
for branch offices nationwide.
. Created course materials and manuals for sales training.
EDUCATION
Montclair State University - Montclair, New Jersey (Majored in Business
Administration/Marketing)
SALES TRAINING COURSES
- Strategic Selling Skills
- Sandler Sales Institute
- Executive Selling Course
- Professional Selling Skills
- Critical Path Strategies
- Office Products Connectivity
LICENSURE
New Jersey Real Estate Associate - C21 Gold Properties and Member of the
Board of Realtors
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