Sales Manager
Resume:
DARYL M. GRAM
** ********* **. ? Lancaster, NY 14086
*********@*****.***
QUALIFICATIONS
Achievement Oriented Innovative
Relationship Builder
Assertive Leadership Skills
Sales/Marketing
Communicator Motivator/Mentor
Team Player
Customer Service Problem Solver
Trainer
PROFESSIONAL SUMMARY PROFILE
A professional, high energy, self-starter with fifteen (15) + years'
experience of business to business and Channel result oriented sales and
innovative process management.
. Manage and resolve client problems/needs and service requests in a timely
manner to increase customer satisfaction and ensure customer retention
that resulted in retained revenue of $41.6 M.
. Target Market Opportunities within new growth categories while leveraging
available resources to penetrate and grow sales 40%
. Build strategic alliances with key decision makers that solidifies and
enhances current relationships, results in new business development,
increases brand recognition, market share, revenue, and profit margin.
. Identify sales opportunities, perform order management and assist
resellers with financing and special pricing, as necessary to complete
sale that generated a $600K order with a $28K profit in one quarter.
. Create a team environment through mentoring, building rapport with
associates, and supervising their contact with customers to ensure
quality service and customer satisfaction; provide training in marketing
techniques, which increased sales 192% and market share 65%. Team was
ranked #1 out of 50 sales teams.
. Utilize comprehensive product knowledge, understanding of diverse
cultures and personalities, and an enthusiastic, critical-thinking
process to identify client needs and recommend appropriate solutions.
. Function efficiently in cross-functional teams working closely with
internal & external resources and to ensure that client's needs are met
and customer satisfaction is achieved.
PROFESSIONAL EXPERIENCE
Channel Account Manager Buffalo, NY
2010 - 2013
Targus, Inc
. Managed organizations #1 & #4 Distributors (Ingram Micro, Synnex.)
achieving YoY Growth in Sales each year.
. Delivered YoY growth in sales in two consecutive years while
maintaining profitability and market share.
. Developed several key relationships with multiple manufacturers and
sales reps.
. Collaborate with marketing team to create marketing plan and execute
on company initiatives.
. Identified a need for website systematic changes regarding rebates and
pricing. Worked with executive leadership to gather information and
adjust accordingly.
. Utilize relationships, Analyze data and research top potential
customers to recruit and grow sales.
Territory Account Manager Amherst, NY
2007 - 2010
Nortel Networks
. Managed 58 accounts in Upstate NY maintaining margins and selling
Nortel's entire suite of Enterprise products.
. Established and developed relationships with prospects; provided
support, information, and guidance; research and recommending
solutions.
. Replaced incumbent sales rep and grew business both years.
Business Development Manager Rochester, NY
2006 - 2007
Veramark Technologies
. Managed Northeast territory - Responsible for revenue growth of
products and services
. Developed customized, strategic business plans for resellers to drive
sales objectives; provided Training to end-users.
Market Development Manager Williamsville, NY
1997 - 2006
Ingram Micro (Trend Micro)
. Led integration of Ingram Micro Sales team and Trend Micro Sales team
to achieve 101% of quota for first time in two years.
. Developed customized, strategic business plans for vendors to drive
sales objectives, which were successfully adopted by 65% of clients.
EDUCATION
Master of Business Administration
Buffalo, NY
. Medaille College
Bachelor of Arts, Psychology
Buffalo, NY
. State University of New York at Buffalo
DARYL M. GRAM
SELECT ACHIEVEMENTS
Communicate
. Ingram Micro was at risk of losing two of its largest Symantec accounts
due to communication problems and sub par service levels.
. Reestablished lines of communication, cultivated customer relationships
and provided required services on a timely basis. .
. Provided private telephone numbers to these customers and scheduled
weekly meetings to discuss contractual arrangements, specific bids and/or
other business related issues of concern to the client.
. RESULT: $41.6 million revenue retained.
Train/Instruct
. Identified need for consistent quoting guidelines for competitive
situations and deals.
. Developed and implemented quoting guidelines and trained team on how
and when to use.
. Specific margin requirements were created in relation to the actual
dollar value of the deal.
. RESULT: Our team was the top achieving sales team in both first and
second quarters of 2003. We ranked first out of 50 sales teams in the
company and secured approximately 65% of the market share.
Target Market Opportunities
. Assisted clients with strategic planning and setting goals for future
business ventures.
. Brainstormed to determine clients' future needs.
. Identified what Ingram Micro could provide to address customer needs.
. Presented progress report to manager on projected needs of client.
. RESULT: 65% clients accepted proposals that resulted in sales.
Coordinate
. Selected by Symantec Channel Managers to coordinate and implement
Symantec Partnernet Demo Program, distributed by Symantec.
. Coordinated Demo purchase program for authorized resellers.
. Promoted and instructed customers and team on use of program.
. Created a filing system to streamline authorization approvals.
. RESULT: Increased Sales by 192% from third quarter to first quarter of
2003.
Persuade/Negotiate
. Customer was over charged on a previously quoted competitive bid.
. Diffused an uncomfortable situation as customer called demanding a
credit.
. Negotiated and persuaded the customer to keep the order. Proposed future
discounts on new orders in the amount we owed him.
. RESULT: Created a win-win solution as company saved money on returns and
was able to minimize margin loss through additional orders.
Problem Solve
. Reseller was required to provide technical support to his customer whose
network was completely down.
. Researched and determined service order was placed but not picked up by
vendor, therefore, end-user was not entitled to tech support.
. Contacted vendor with personal ID#; pulled in the end-user and reseller
for a conference call to discuss and resolve in the client's favor.
. RESULT: Tech Support representative provided end-user with the required
service, and end-user regained confidence in Ingram Micro and a win-win
solution was structured.
Initiate Action/Target Opportunities
. Targeted new opportunity in Tablet Market
. Utilized relationships and available resources to engage Sales and
management to analyze opportunity.
. Collaborated with those resources to create a list of accounts to attack
. Coordinated Sales and Marketing efforts to align for common goal.
. RESULT: YoY growth of 45% in category, and managed Ingram Micro to
outperform our Distribution in the category.
Contact this candidate