Sales Manager
Resume:
SCOTT J. WARD
**** **** ******* ***** - ******, TX 77389 - Home: 281-***-**** Cell:
*****.*****@*****.***
QUALIFICATIONS SUMMARY
Leadership Consultative Selling Problem
Solving
Sales Training Stand up Presentation
Team Building
Influencing Contract Negotiations
Strategic Planning
Business Development Performance Feedback
Needs Based Selling
Management and Sales professional with versatile, proven experience in
sales management, consultative selling, marketing strategies,
recruiting and training. Major strengths in selling/influencing,
sales development, coaching, stand up presentation and negotiations.
Self-managed, well organized, knows the value of a team, excellent
communicator. Successful experience in B2B, PEO and payroll services,
advertising, category management and consumer goods.
PROFESSIONAL EXPERIENCE
Oasis Outsourcing PEO- Houston, Texas
2008 - 2010
District Sales Manager
Recruited and hired from Paychex Inc. to re-establish Houston sales
office with Oasis Outsourcing, the nations largest privately held
Professional Employer Organization (PEO) with over 80,000 worksite
employees and over 2000 clients. Oasis specializes in providing human
resources services, employee benefits, payroll and tax administration,
risk management services and staffing solutions to small and medium-
sized business.
. Established new expectations with the sales team for activity.
Turned over and hired new sales representatives growing the team
from 3 to 5 sales representatives. Activity in presenting proposals
was increased by 49%.
. One of my new sales representatives was awarded Rookie of the Year
for 2009 within Oasis.
. Office grew from last ranked office at 64% of quota to #7 ranked
office at 107% of quota out of 19 offices.
Paychex Inc. - Houston, Texas
2008 - 2008
Major Market Sales Executive
Offering comprehensive payroll and human resource solutions focused on
the special needs of larger business. Prospecting for clients and
presenting payroll software, time and attendance systems, internet-
based human resources information system, employee-screening services,
and COBRA administration.
Cox AutoTrader Publishing - Houston, Texas
2006 - 12/2007
General Sales Manager
Responsible for the daily operations of the Houston market and
attainment of revenue and income objectives while ensuring business is
conducted in accordance with the strategic business objective,
policies and values of the company. Directly manage 2 sales managers
with 12 sales territories and administrative staff of 3 while offering
print and Internet advertising solutions to automotive dealerships.
. Increased accounts receivable standing from 66% to 94% by
implementing administrative guidelines that charged sales
representatives back for bad business and rewarded the office
manager for calling and tracking the accounts receivable resulting
in Houston being ranked #1 in our region.
. Developed and implemented a four step training certification for
new sales representatives along with a presentation binder which
helped increase our internet sales and placed our office in the top
10 for co-op advertising.
. Evaluated and reduced expenses resulting in significant savings
that impacted our gross profit from 6% to 8%.
. Created annual sales recognition program and monthly sales contests
that resulted in a 2% increase in revenue from previous year.
Paychex Inc. - St. Louis, Missouri
2001 - 2006
District Sales Manager
Managed district sales team success in accordance with corporate
guidelines to increase client base through the implementation of
approved sales and marketing programs selling payroll and HR
outsourcing. Recruiting, training and developing sales staff of 11
sales representatives to meet or exceed sales goals accomplished
growth. Growth in new business for FY06 was at 107% of quota.
. Top District in Zone: June 04, October 04, January 05, and October
05. Top DSM in Zone in Units and Revenue 1st Quarter FY05. FY06 at
107% of Quota for 12 months. Conference Qualifier.
. Increased sales team closing ratio 6% by increasing activity and
growing our CPA source of business 10%. This resulted in the growth
of 151 new clients for FY05 compared to FY04, a 20% increase.
. Developed 3 of the top 5 representatives out of 39 representatives
in my zone, each achieving Sales Conference Award status.
Recruited, selected and directed sales staff in meeting or
exceeding corporate goals. Monitored attainment versus forecast and
took corrective action when necessary.
. Identified 2 potential management candidates and brought to the
attention of the Zone manager and placed them on a monthly
development program.
Thomas Regional Directory Co. - Thomas Publishing - Dallas, Texas
1999 - 2001
Sales Manager
Recruit, train, and manage an independent contractor sales force of 14
in multi-media advertising and e-commerce solutions for industrial
clients. Responsible for generating increased advertising revenue in
North Texas/Oklahoma in our Directory, CD, Internet and E-commerce
product. Implementation of advertising orders, contract negotiations
and tracking of weekly sales.
. Increased sales revenue the first year by 9% resulting in a gain of
$189K by recruiting and training 6 new contractors.
. Created and presented weekly newsletter for sales contractors to
motivate and recognize individuals for sales results. This
newsletter was noticed by senior management and copied to the
management team as a new expectation of the sales managers to
implement in their operations.
. Developed and implemented electronic sales tools guide for sales
contractors to increase their productivity which was presented to
senior management and implemented company wide.
Philip Morris, USA - Dallas, Texas (NON SMOKER)
1985 - 1999
Region Trainer
Developed and conducted training activities for new sales employees,
new managers and facilitated advanced seminars for sales management.
Activities include classroom seminars, video role-plays, one-on-one
counseling and on-the-job training. (Promotion)
. Developed a library resource which assisted in training and
development needs of managers and employees, improving field
training and productivity.
. Redesigned and presented a new field training letter which was
instituted by 100% of management.
. Completed "Leadership Development Program", one of 21 nominated in
corporate management of 600.
Senior Account Manager, New Orleans, Louisiana
Built business with high volume chain and wholesale accounts, which
contributed $49.2M in revenue. Presented merchandising programs,
sales promotions and new brand introductions. (Promotion)
. Developed and implemented account specific programs and
merchandising activities in the territory that increased wholesale
sales volume by 16%.
. Negotiated and coordinated price promotions in largest chain
account resulting in a 12% increase in sales.
. Evaluated and managed merchandising and contract payments, ensuring
program efficiency and reducing non-compliance from 14% to less
than 5%.
Sales Manager, Hattiesburg, Mississippi
Managed and recruited a sales force of five full time and two part
time employees, thus generating revenue of 19.5M in a new sales unit.
Responsible for the implementation and control of sales programs, as
well as for several key accounts within the assigned geographical
area. (Promotion)
. Created a business plan, developed sales strategies and managed
resources to penetrate market place which resulted in 100%
utilization of promotion allocations and increased account
penetration from 74% to 93%.
. Initiated and planned a visibility program increasing point of
sales material from 39% to 68% which contributed to an increase of
4.5% in share growth.
. Utilized development plans for sales representatives resulting in
increased effectiveness and increasing revenue by $877K.
Area Manager, Jackson, Mississippi
Built business in accounts by presenting merchandising programs, sales
promotions and new brand introductions. Managed accounts that
represented $9.1M in revenue for 1991. (Promotion)
. Presented and sold 100% of wholesale accounts to a new distributor
sales program.
. Initiated and presented biannual business reviews to accounts which
was recommended and implemented by management for other sales
representatives to use.
Sales Representative, Baton Rouge, Louisiana
Managed territory that represented $3.6M in revenue for 1988.
Implemented sales programs and promotions in assigned retail accounts
and ensured optimum distribution and inventory levels.
. Implemented and managed sales programs that resulted in a promotion
to Area Manager.
. Achieved "Sales Territory Award" for exceeding expectations in
merchandising.
EDUCATION
B.S., Business Administration, Marketing, Louisiana State University,
Baton Rouge, Louisiana - 1984
Extensive managerial sales training courses and seminars.
Contact this candidate