Sales Manager

Roy Chernikoff

**** ********** ***** ? Ellicott City, Maryland 21043

410-***-**** H ? 443-***-**** C ? *********@*****.***

SUMMARY

Sales Leader with extensive experience in sales management, consultative

and solutions selling and new business development. Proven abilities in

key account management, customer relationship building and customized

product development resulting in increased productivity and revenue growth.

Adept at mentoring, training, and managing high performing teams.

Excellent leadership, organizational and problem resolution skills.

Expertise:

Relationship Building Project Management Client

Retention/Procurement

Presentations/Proposals Strategic Alliances New Business Development

Performance Management Custom Solutions Software Software as a Service

EXPERIENCE

ECMC (Education Credit Management Corporation), St. Paul, MN 2008 -

2010

Director of Client Relations, East

Managed all account executives within the eastern region and neighboring

states to provide support and direction in their positions. Worked with

account managers to retain strategic customers and was lead on all new

business development in their assigned territories. Worked internally to

relay client needs and concerns within the client relations department and

to all other related divisions within the organization.

. Secured the business of top 10 client (George Washington, School of Law).

. Wound down operations after the federal government eliminated the Title

IV FFELP (federal family education loan program).

WACHOVIA, Education Finance Division, Sacramento, CA 2000 - 2008

Vice President, North East/Mid Atlantic Regional Sales Manager (2006-2009)

Vice President, Mid Atlantic Regional Sales Manager (2003-2006)

Reviewed and analyzed market data to drive product, service and sales

strategies for targeted school clients located in 13 states. Managed team

of 2 Regional Sales Managers and 10 Account Executives with the goal of

increasing volume and visibility. Ensured minimum performance standards

were met by sales team using SalesForce.com. Developed and mentored

underperforming Account Executives through joint sales calls. Coordinated

with East District Sales Manager to create strategies to increase market

penetration at high value opportunities. Conducted training of Sales team

in support of new product rollouts that included financial loan models,

technology, and service offerings.

. Led efforts of NE Sales Team to increase market share at the 462

identified target clients within 13 North East states.

. Supported East District Sales Team efforts to increase loan volume from

less than $1.4 billion in 2006 to $1.9 billion in 2008.

. Managed the highest performing sales team in the Education Finance

Division nationwide where 10 out of 10 Account Executives met or exceeded

volume goal, and produced the most volume of sales.

Roy Chernikoff Page 2

AVP, Senior Regional Account Executive (2000-2003)

Developed and implemented strategies for maintaining and penetrating

existing and/or new school accounts to meet market loan volume goals.

Executed strategies through customer calls, visits, needs assessment, and

follow up activities. Established a consulting/resource relationship by

gathering client data and information; documented customer relationships.

Assisted customers in analyzing problems while developing, proposing and

implementing customized solutions.

. Promoted to AVP, Senior Regional Account Executive in recognition of

outstanding sales record.

. Achieved a growth rate of 104% in 2003.

. Established position as market share leader at 5 key clients.

SUNTRUST BANK (formerly Crestar), Richmond, VA 1996 - 2000

AVP, Regional Account Executive

Marketed education loan products and custom solutions to institutes of

higher education in Massachusetts, Maryland, Delaware and District of

Columbia. Acted as liaison within the Education Lending Division and all

individual financial aid and business offices in this territory.

. Increased market share by 50%.

. Added SunTrust to 30 preferred lender lists in first year.

. Grew annual volume from $29 million to $109 million in first 3 years.

EDUCATION

University of Maryland, College Park

Bachelor of Arts in Radio-Television-Film

PROFESSIONAL DEVELOPMENT

Situational Leadership Management Training

Diversity in the Workplace

Consultative Selling

AFFILIATIONS

National Association of Student Financial Aid Administrators;

Also hold multiple affiliations with State-level financial aid associations

HONORS AND AWARDS

2006, 2008 Sales Manager of the year

President's Club member 2003, 2006, 2008 (achieving 110% or more of goal)

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