Sales Manager

James Dunn

** ******** ***** ****, **** Coast, FL 32137 917-***-**** (

abqy3i@r.postjobfree.com

Summary of Qualifications

Development of Best Practices: Analytics driven development and

implementation of best practices around interviewing, hiring, training,

ride-alongs, scripting, prospecting, closing, quality control, forecasting,

team building, standards of performance, performance management and team

development. These standards are implemented nationwide across a multi-

product sales force.

Sales Training: Passionate trainer with significant experience in new and

established market education and delivery of detailed classroom and in-

field training for sales representative, sales managers and regional

management. Responsible for both the creation and implementation of all

training modules and curriculum

Metric Driven Management: Data driven manager with the ability to utilize

data to deliver improved results across all levels of sales and sales

management.

Market and Program Launches: Worked extensively with the setup, launch and

post launch training of new markets nationwide on a variety of products.

Consistently grew programs' marketing to small and medium sized businesses

across the US.

Effective Communicator: Conduct sales trainings, conference calls,

leadership development seminars and work closely with key executives from

Fortune 500 companies ensuring their programs run at peak performance.

Ability to Scale Programs Nationally: Consistently grow client programs

from test market phase to full implementation and expansion. Program

growth has measured between 100 - 750%

Work History

Netpique L.L.C.. 3/2006-Present

(National Sales Outsourcing Company Headquartered in Palm Coast FL)

Vice President; Sales 8/2012 - Present

Palm Coast, FL

. Responsible for all sales activity nationwide across all verticals

. Oversee 4 regional managers who are responsible for 20 sales managers and

over 200 sales representatives

. Create training modules for interviewing, performance management and

mentoring to ensure uniformity across the entire sales management team

. Through the use of metrics and analytics, recognize performance issues

and develop customized coaching plans to narrow gaps in productivity

. Implemented a full QC process in order to maintain order integrity for

our clients

. Work directly with Director of Finance and COO to develop complex

compensation models to incentivize peak performance

. Developed a four week tracking report that measures revenue generating

activities and allows for consistent performance management across all

teams

. Forecast annual sales results to provide predictable acquisition costs

and speed to market solutions for new and existing clients

. Budget all expenses for sales force including travel, contests, office

products and ancillary costs and ensure strict adherence to spending

policies

. Create and present quarterly business reviews for clients in order to

measure progress of their programs against annual goals

. Report directly to CEO

Executive Director; Energy Sector 4/2010 - 8/2012

Dallas, TX

. Responsible for national energy sales programs for four of the largest

providers of deregulated electricity in the US

. Launched multiple markets over a two year period helping to grow the

energy sector by 700%

. Coordinated with recruiting, operations, finance and human resources to

build comprehensive support programs for the sales function

. Operated on a P&L and drove significant revenue growth through increased

productivity and efficiency

. Developed all metrics for the sales force; used to manage and coach

according to data

. Held weekly client calls with key executives to measure the effectiveness

of their respective campaigns

. Reported directly to the COO on all accountability and performance

initiatives

Director; Regional Sales 10 /2008-4/2010

New York, NY

. Worked across multiple product lines including energy, office products

and international logistics

. Regionally responsible for a multi-state territory in the Northeast and

Mid-Atlantic regions

. Interacted directly with our clients to provide field level perspective

and suggest improvements in products, pricing and process

. Managed 8 team leaders and 100+ sales representatives

. Primarily responsible for recognizing internal talent and

building leadership through our management development model

Regional Sales Manager 5/2007-10/2008

New York, NY

. Grew original sales team from 10 to 50 representatives and 6 managers

selling deregulated energy services throughout NY State

. Responsible for management development, team building, scripting,

training module development and implementation of best practices

. Responsible for achievement of KPI's and overall program performance

. Helped existing client scale their business and meet annual sales

objectives and organizational goals including eventual acquisition

Sales Manager 03/2006 - 5/2007

New York, NY

. Hired to build and manage a team of 10 B2B sales executives marketing

deregulated energy services to small and medium sized businesses

. Responsible for interviewing, hiring, in-house and in-field training of

all sales agents

. Position included personal quota as well as responsibility for team

percent to plan

. Ran daily sales meetings to educate and continually motivate the sales

force

. Responsible for daily reports and information flow to C-level management

Ameriquest Mortgage Company 5/2005 - 12/2005

Mortgage Specialist, Tarrytown, NY

. Prospect for potential clients by cold calling and qualifying loan

applications

. Speak through ("scrub") credit reports with clients

. Develop personalized loan proposals based on individual needs and

goals

. Meet with borrowers to present and sell loan options

. Consistently achieve highest ratings on customer service and

satisfaction

Ikon Document Services 02/2004-05/2005

Account Manager, New York, NY

. Consulted with partners and attorneys in some of the top law and

insurance firms in New York, including Morgan & Finnegan, Clausen

Miller, and AIG Insurance

. Forecasted and developed non-buyer accounts

. Consistently hit/exceeded monthly quota

. Increased territory revenue from $25K/month to $75K/month

Adforce America 09/2002 - 02/2004

Sales Executive, New York, NY

. Responsible for B2B sales of promotional products in the NYC metro

market

. Strong ability to prospect, track territory and close sales

The Health Search Group 09/2001 - 09/2002

Medical Recruiter, Ossining, NY

. Recruited for all levels of medical professionals in hospitals,

nursing homes, pharmacies and hospice locations

. Worked with both clients and candidates on their individual search and

employment needs

. Responsible for cold calling, prospecting, selling, resume screening,

scheduling and salary negotiation

Gaines Berland Inc. 05/2000 - 09/2001

Financial Planner, Bethpage, NY

. Cold called high net-worth individuals to develop a long term

financial strategy based on individual common stocks, mutual funds and

bonds

. Responsible for analysis and selection of financial products that

offered the best opportunity for capital growth

. Managed over 8 million dollars in capital for multiple clients all

acquired via prospecting and direct selling

. Licensed Series 7 and 63

Education

Siena College - Bachelor of Science May 2000

Major: Marketing Management

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