Sales Management

William Grubbe Sales & Marketing ( Professional Development &

Training ( Management Consulting

Accomplished professional with expertise directing business, sales, and

professional development programs to achieve goals. Skilled at identifying

and capturing market opportunities realizing strong and sustainable revenue

growth with success defining strategic direction and executing business

plans to surpass market indicators. Proven ability leading process

improvement programs to streamline operations, reduce costs, improve

efficiency, and impact the bottom-line. Skilled at building effective

partnerships with staff and external business partners; a certified Miller

Heiman Sales Trainer & MathMarketing Funnel Coach. A respected leader and

solution provider; dedicated to surpassing objectives.

CORE COMPETENCIES

Sales Management Strategic Planning Process Implementation

Relationship Building Customer Centric Service Client Retention

Project Management Client Negotiations Team Leadership

PROFESSIONAL EXPERIENCE

WJG Consulting, LLC, Hillard, Ohio 2000 - Present

President / Management Consultant / Sales Trainer

s Founded and grew the company from a zero-base to significant annual

revenues by teaming with external business partners and clients to

provide comprehensive management consulting services and sales

improvement courses

s Cultivate and foster strong relationships with clients and provide

guidance and services in the areas of sales process implementation,

corporate planning, organizational development, key account development &

retention, cultural adaptation, team mentoring and client negotiations.

Key Accomplishments:

- Provided business development & retention support to leading companies

globally.

- Sell, plan, coordinate, and facilitate a Miller Heiman portfolio of

processes for 4,000+ participants representing global Fortune 1000

companies spanning contract food & facility management services,

medical equipment, software, pharmaceuticals, electronics,

manufacturing, healthcare, and food production and distribution.

- Lead professional development programs by mentoring and developing

recently promoted Senior Executives in business planning,

organizational structure, key account development & retention.

Compass Group, NA, Charlotte, North Carolina 1997 - 2000

Vice President / Senior Executive on Loan (1999 - 2000)

s Developed and conducted sales training supporting efforts to achieve

established growth, revenue, and profit objectives.

s Provided interim support to ISS, a leader in the facility services

industry, charged with implementing sales processes and business

retention systems.

Key Accomplishments:

- Implemented sales training & business retention coursework across the

United Kingdom, France, Germany, Spain, Greece, Denmark, Norway,

Sweden, Finland, Austria, Italy, Greece, Brazil, Hong Kong, Kuala

Lumpur, and Singapore in collaboration with the ISS Group in Denmark.

- Spearheaded the development and launch of a worldwide corporate

customer centric sales process resulting in annual revenue growth of

15%.

William Grubbe Page Two

Senior Vice President of Sales (1997 - 1999)

s Oversaw and managed three Regional Vice Presidents and 35 sales

professionals charged with maintaining and expanding food service,

facility management, and vending operations in a 12-state, $550 million

area.

s Led professional development programs and educated staff in Miller Heiman

the Miller Heiman Customer Centric Sales Processes. Processes focused on

Creating Opportunities, Managing Opportunities, & Managing Relationships.

s Drove client satisfaction and retention efforts by drafting strategic

account management procedures and a corporate client retention plan.

s Identified need and instituted a proposal development center charged with

producing 2,500+ sales proposals annually.

Key Accomplishments:

- Beat established sales revenue goals in 1999 capturing $74 million in

sales versus the defined goal of $54 million by developing and

executive aggressive strategic sales plans to penetrate target

markets.

- Developed and implemented a dedicated sales website utilized to

maintain open and ongoing communications while supporting the

development and implementation of training, financial reviews, and

proposal templates.

Canteen Vending Services, Farmington, Connecticut 1995 - 1997

National Vice President of Sales and Marketing

s Directed sales and marketing operations, including managing three

sales managers and 32 account representatives leading efforts to

create a cohesive and productive infrastructure.

Key Accomplishments:

- Led a corporate turnaround and re-launch as an integral member of the

senior management team taking the company from a $750 million to $900

million entity.

- Captured a contract totaling $300 million, $60 million annually over

five years, by motivating and guiding a 12 member team in securing the

first national contract with IBM.

- Drove process improvement by launching the deployment of Miller Heiman

sales processes, leading database management and reporting automation,

and managing the adaption of a customized CRM system.

- Grew customer satisfaction and increased retention rates by creating

and implementing the Canteen Connect approach, a quarterly continuing

customer retention program.

ARAMARK Facility Services

1992 - 1995

s National Vice President of Sales and Marketing Directed sales &

marketing efforts for fledgling division of contracting giant

ARAMARK.

Key Accomplishments:

- Built sales & marketing team to grow young division to a $60M division

over a three year period

- Established a Customer Retention plan to maintain Customer Centric

relationships.

- Collaborated with Senior Management Team to develop ground breaking

Integrated Services model.

EARLY CAREER HISTORY

( ARA Business Services Group - Vice President of Sales and Operations

( Marriot Management Services - Various Positions

EDUCATION

Quincy University - Quincy, Illinois

Bachelor of Arts in Sociology

CERTIFICATION

Certified: Miller Heiman Sales Trainer for Complete Portfolio of Offerings

Certified: MathMarketing Funnel Coach

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