Tracy D. Kay

Johns Creek, Georgia *****

ac4avc@r.postjobfree.com • 678-***-****

Senior Technical & National Account Manager

Highly technical, hands-on Senior Technical and National Account Manager with a wealth of knowledge and experience building and maintaining successful National, Regional and OEM Accounts

Areas of Expertise

New Territory Exploration Account Development Sales Strategy /Customer Retention/Storage Mediums/Flash and Optical Technologies/Time Management/Closing B2B & B2C

Relationship Development Revenue Growth OEM & Complex Sales Cycles

Advanced Microsoft Office SAP Business Warehouse SAP R3

Career Accomplishments

Grew the Comcast account by 68% in the first three years after closing all key storage mediums.

Oversaw a $13M Dollar Territory in a virtual office environment for 16+ years.

Closed and Managed Key National Accounts leading to long term profitable business relationships.

Negotiated and Closed CNN News leading to $6M LTO Storage Backup Sole Source Contract.

Professional Experience

SELF Electronics USA Corporation Atlanta, Georgia

National Sales Manager – OEM 2015 – 2017

Researched and prospected potential new OEM accounts in the grocery segment. Promoted new brands and products directly through national retailers. Forged strong relationships with key account executives.

Key Accomplishments:

Verified and validated the effectiveness and safety of new LED fixtures in refrigerated and dry case manufacturing. Increased electrical efficiency by nearly 50%

Collaborated closely with engineering and other disciplines during the creation of new product marketing and development strategies.

Promoted the SELF brand within national grocery retailers. Set up expectations at brand partners and drove an additional $1M in annual sales.

Emergency 911 Equipment LLC Atlanta, Georgia

National Sales Manager 2014 – 2015

Championed all sales and marketing activity for the entire organization. Assertively negotiated contracts and pricing agreements for top-performing retail accounts and profitable business partnerships.

Key Accomplishments:

Implemented a new customer service process and corresponding procedures. Advocated for fair customer treatment and boosted satisfaction scores by 70%

Directly involved in the design and layout of final product packaging for all new and re-invented products. Enhanced the customer experience and appeal of the product.

Coordinated pivotal industry trade shows, conferences, and other key market events.

SONY Electronics Atlanta, Georgia

District Sales Manager – Professional Media – Applications and Storage Division 1998 – 2014

Supported a broad regional territory that included Georgia, Tennessee, North Carolina, Alabama, Kentucky, Michigan, Ohio, Indiana, South Carolina, and Mississippi. Administered contracts for all top accounts.

Key Accomplishments:

Assertively negotiated the Turner-Time Warner contract that was valued at $5M annually. Maximized profit margins and return on investment.

Far exceeded sales goals for 15 consecutive years, averaging nearly $13M each year. Attained 109% quota over the 15-year period.

Forged strong relationships with key accounts like TBS, CNN, ESPN, CBS, CMT, HGTV, FOX, and The Weather Channel. Improved sales from key accounts by $4M+ annually.

Collaborated with both Field and Factory Engineers to resolve all technical issues. Deployed the use of advanced problem solving techniques to quickly resolve complex problems.

Forecasted and administered the annual Market Development funds. Distributed and allocated budget in excess of $100K.

Provided superior customer service and maintenance to Key Accounts within the territory. Oversaw all aspects for Distributor, Re-seller, National and Broadcast Network Accounts.

AMPEX Corporation Richmond, Virginia

Territory Manager 1987 - 1998

Directly involved in the sales and marketing strategy for Virginia, West Virginia, Maryland, and Washington D.C. Introduced new products to new and existing customers, driving explosive sales and revenue growth.

Key Accomplishment:

Focused on group and individual sales goals throughout the territory. Improved personal sales performance by an average of 15% annually from 1990 to 1998.

Devised unique sales strategy for instrumentation media sales to Data Test Facilities throughout clients like NASA, CIA, FBI, United States Navy, and NSA. Assertively negotiated a $6M deal with the Naval Supply Depot in Norfolk, Virginia.

Facilitated technical training for all new product introductions. Drafted strategic programs that grew GSA accounts by nearly 30% annually.

Education and Credentials

Bachelor of Science in Business Administration

Virginia Commonwealth University – Richmond, Virginia

Awards:

1999, 2004 & 2008 Top National Sales Award District Sales Manager – Sony Electronics

1999, 2004, 2005, 2007, 2009, 2010 Top Regional District Sales Manager – Sony Electronics

1994 and 1996 Top National Sales Award – AMPEX Storage Corporation

Top new account producer nationally for 11 years

Top revenue producer in Region for 9 years

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