Sales Manager

NORMA “SKIPPI” SMITH

**** ***** ****, ***********, ** 60490

********@*******.*** • Cell: 630-***-****

http://www.linkedin.com/in/skippismith

ACCOMPLISHED SENIOR SALES LEADER

CAREER HIGHLIGHTS

“Best in Class” results including 10+ time Circle of Excellence winner, Sales Manager of the Year Award,

Best Growth Award, Most Improved Business Award and Rookie Sales Director of the Year Award

Developed high performing teams which delivered from 100% to 114% of sales plan and 111% to 120% of

prior year and include leading a team of 9 sales managers, 7 sales directors and 55 sales professionals

World Class talent developer including consistently producing over 30% of the sales team achieving Circle

of Excellence status which was the highest level in the company

Delivered margin improvements of 10% to 30% while significantly growing sales and including an EBIT

improvement of 213% in 1997

Decreased sales turnover from 58% to 27% which increased gross profits and reduced hiring and training

costs significantly

Developed and facilitated numerous sales and sales management training programs and national sales

meetings that received high levels of recognition and results

Successfully completed World Class Training Programs such as Miller Hieman Strategic Selling,

ARAMARK Strategic Leadership and Advanced Leadership, Professional Selling I & II and Sales

Coaching and the Michigan State University Executive Development Program

PROFESSIONAL EXPERIENCE

ARAMARK Corporation, Refreshment Services (Excellent References) October 1987 – February 2009

Fortune 500 and Most Admired company that is the World Leader in providing food, beverage, uniform and facility

services to clients across the globe.

Regional Sales Director (2004-2009); Chicago, IL

Passionately led, coached, trained and motivated a high performing team of 9 sales managers, 7 sales directors and

55 sales professionals in 11 states which produced over $27MM in annual new sales in a route based office coffee

sales and distribution business. Instrumental in the strategic and business planning for the region. Drove strong

systems and processes in the areas of talent management, selling techniques, activity and territory management

relative to outside business to business sales as well as more complex strategic sales including national accounts.

Significant Accomplishments:

Continually led the regional team to new business growth from 100% - 114% of plan and 111% - 120%

of prior year and won Multiple Circle of Excellence Awards

Over 50% of the team achieved vice president’s club level or better and 10%+ of the team was

promoted

Reduced sales force turnover from 58% to 27% which increased gross profit and decreased acquisition

and onboarding costs significantly

Delivered over $3MM in National Accounts to include KPMG, Bloomberg and United Healthcare

…continued…

Chicagoland Sales Manager (1995-2004); Chicago, IL

Started with a team of 7 sales professionals and was promoted to lead the entire Chicagoland area in 2000. Upon

promotion led a results oriented team of 13 sales professionals to consistently exceed results and be recognized for

“Best in Class” performance. Utilized rigorous systems and processes, as well as a personal touch, to build a strong

team capability in the areas of selling techniques, activity, territory management, team retention and talent

management. Developed new prospecting strategies and led sales and sales manager training programs.

Significant Accomplishments:

Exceeded sales targets each year by a minimum of 10% and was the national leader in sales contest results

Achieved Circle of Excellence each year and had 35% of the team achieve Circle of Excellence which was

the highest in company

Won prestigious accounts such as AON and Kirkland & Ellis

Sales Director (1994-1995); Chicago, IL

Responsible for selling large, complex, strategic accounts to numerous verticals by utilizing needs based value

selling through identifying needs and proposing solutions with a compelling value proposition.

Significant Accomplishment:

Grew territory by 10% through the development of key strategic relationships and program

customization

Sales Training Specialist (1992-1994); Chicago, IL

Developed and successfully implemented the national needs based selling field and classroom training programs

which are still in existence today. Partnered with Learning International to build a customized training program for

outside, business to business, needs based sales professionals. Involved all key field and functional resources

through focus groups to ensure a quality product and “buy in” from the entire organization.

Significant Accomplishment:

Instrumental part of moving a large, dynamic business from an operational culture to a record breaking

sales culture which significantly improved productivity and sales force retention

Regional Accounting Coordinator (1989-1992); Chicago, IL

Territory Manager (1987-1989); Chicago, IL

AWARDS

2004, 2002, 2001 & 2000 – Circle of Excellence

1999 & 1998 – Market Center with Largest Top Line Growth

1997 – Market Center Outstanding Achievement

1997 – Outstanding Dedication & Support

1996 – Sales Manager of the Year

1996 – Most Improved Business

1994 – Rookie Sales Director of the Year

TRAINING AND CERTIFICATIONS

• •

Miller Hieman Strategic Selling Professional Sales Coaching

• •

Strategic Leadership & Advanced Leadership Michigan State University Executive Development

• •

Professional Selling Skills I & II Franklin Covey – 7 Habits of Highly Effective People

• •

Service STARS Coach Certification Targeted Selection

EDUCATION BACKGROUND

Bachelor of Arts • Lake Forest College – Chicago, IL

Major: Economics and Business Management

Minor: Health Sciences

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