Sales Manager

ERIC SMITH

**** ****** ******, ***** ****, OH ***23

614-***-**** – **********@***.***

Achievement-driven sales expert with 17 years of leadership experience in all aspects of strategic development, marketing, and

training. Proven track record of producing comprehensive start-ups and turnarounds for financial and product operations. Offers

expertise in financial management, contract negotiations, account management, sales forecasting, proposal preparation, and territory

development. Demonstrates the ability to establish and maintain vital business relationships.

CAREER HISTORY

AIRCRAFTLOGS, SALES 2008-2009

Responsible for developing and executing first sales structure in company’s history. Developed various strategic marketing ventures

and executed the first international sales for the company.

• Developed first sales agreement with one of the largest aviation bank lenders in the world

• Credited with organizing the largest aviation maintenance distribution directive

• Instrumental in trade show presence both in national and regional events

IDEARC MEDIA, MEDIA CONSULTANT 2007-2008

Charged with maintaining and developing current clients, prospecting and closing advertising programs that included yellow page,

search engine marketing, direct mail and web site development. Performed sales strategy that included consulting with clients and

developing an advertising campaign to further the residual revenue stream to the company.

• Became #1 ranked consultant in division with a 20.69% revenue growth in 1st quarter of employment

• Credited with being the top seller of combined yellow pages/Superpages.com sale bundle in division

• Achieved top score on Google Adwords and Yahoo Ambassador certification in division

AMERICAN HOME MORTGAGE, Loan Officer 2007

Responsible for originating loans in all 50 states, establishing joint ventures with credit unions and community banks and territory

management of direct home builder accounts. Accountable for individual sales strategy which has included unique open house

initiative, FSBO marketing plan that include preferred vendor agreement and disgruntled customer calling effort.

• Successfully achieved Builder Certification with 100% score in the first month of employment.

• Achieved sale of largest credit union in Central Ohio that has 62,000 members.

• Created Preferred Lender arrangement with largest realtor in Delaware County.

CHICAGO TITLE, Sales and Marketing Manager 2004-2007

Responsible for entire execution of sales and marketing efforts for the Central Ohio Region. Direct sales initiatives in 7 separate

territories and redesign of the marketing departments production. Accountable for tactical sales and marketing planning including

“Top 250” sales concept, contrarian Lender Initiative, and first successfully implemented sales training and accountability model.

• Successfully achieved #1 market share position of 17% in region with 250 competitors.

• Achieved highest capture rate of 42% with largest real estate broker in the state of Ohio.

• Created first known “Hub and Spoke” concept in title industry reducing facilities cost by $300,000 in the first year.

• Increased production of Marketing Department by 50% and reduced staff by 50%.

• Produced first accurate forecasting model for both open orders and closed orders by month.

• Effectively changed entire sales force’s pay structure to a tiered “pay for performance” version and in turn had no exodus due

to the restructuring.

• Selected in 2005 to Leadership Conference as one of the top 100 with the most leadership qualities in the company out of

30000 employees.

• Founding Director for NAHREP of Central Ohio in 2005, Served as Director for Columbus Mortgage Bankers Association in

2006, asked to serve on the Board of the Columbus Board of Realtors in 2007.

CAREER HISTORY CONTINUED

COMMUNITY COMMERCIAL SERVICES, Executive Vice President 2001-2004

Hired to strategically guide all facets of the company’s sales and marketing initiatives. Served as the primary “go-to” person for

operations assistance, executive and line employee communications, and training. Supervised the development of four separate

territories including their managers. Oversaw all marketing activities such as association alliances, website development, collateral

materials, advertising, press releases, and publications. Headed product development including two individual proprietary risk

management modules. Created and implemented a post-sale plan as well as a bank marketing strategy. Tripled customer base in one

year.

• Designed and implemented a customized commercial credit insurance product that superceded all previous coverage; along

with the introduction of a “flat reserve” financial model, most banks had over 100% coverage on receivables against default.

• Boosted customer service, productivity, territory visibility, sales forecasting, and communications by introducing the online

CRM (Customer Relationship Management) program; completed project in 60 days from research to implementation.

OHIO SAVINGS BANK, Branch Manager 2000-2001

Appointed to lead the complete business development and operational turnaround of this $75M branch. Directed lending initiatives

such as prospecting, underwriting, processing, and closing. Managed the opening of IRAs and CDs. Supervised the operations of

vault security and teller lines. Exceeded the branch loan forecast by implementing aggressive selling approaches. Personally

originated and closed 95% of all loans.

• In three months, exceeded a full year’s loan forecast by implementing and adhering to a more aggressive sales approach as

well as an affinity program to create win-win relationships with area businesses.

• Charged with administering the Columbus Regions Manager Certification course and mentored assistant managers with

branch leadership potential.

TOWNE SERVICES, Territory Sales Manager 1998-2000

Pioneered and implemented an entire scope of outsourced A/R processing product sales to banks throughout a five-state region.

Conducted sales and the account management life cycle including market identification and penetration, contract negotiations and

closing, and the consolidation and transfer of post-sale responsibilities to the business development officer. Interfaced with bank

presidents, executive vice presidents, and boards of directors, and maintained contact with bank association members regarding the

planning and execution of annual convention booth presentations. Performed customer follow-ups to resolve issues and network

leads.

• Increased direct sales 25% by contributing to a strategic marketing campaign designed to gain maximum impact with

minimum labor and capital expenditures.

• Contributed to several corporate initiatives including the creation of new training procedures (appointed to a team of four out

of 50 banks sales representatives), strategic bank prospecting, re-development of the pay structure, and the development of

business products, methods, and vendors to market, sell, and price.

EDUCATION

VINCENNES UNIVERSITY: Broadcast Sales

BALL STATE UNIVERSITY: Marketing

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