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Sales Manager

Cedars, Pennsylvania, 19423, United States
February 13, 2018

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Peter Tonkin


PO BOX *** Cedars, PA 19423

Director of Sales

Track record of successfully building high-performance teams while operating cross-functionally and interdepartmentally to elevate client acquisitions and exceed sales expectations

Change Management Customer Acquisition & Retention Business Growth Strategies Team Building

Award-winning, strategic sales leader and Director-level, sales management professional with 15+ years of experience in consistently yielding high revenue growth through competitive solutions development, employing strategies to optimize market potential and converting new business opportunities into profitable sales. Successfully build high-performance teams while operating cross-functionally and interdepartmentally to exceed challenging sales expectations and motivate employees.

Immediate Value Offered

Core Competencies

Executive Leadership

Team Leadership & Supervision

Cross Cultural Awareness

Change Management

Executive Level Negotiations

Staff Training and Development

Business Growth

Business Expansion Strategy

Revenue and Profit Growth

New Territory Expansion

Strategic Initiatives & Projects

Consultative Solutions Selling

B2B Sales Management

Customer Champion

Client Engagements

Client Acquisition & Retention

Client Relationship Management

Commercial Astuteness

Client Meetings / Presentations

Cross Cultural Communications

Achieved success and progressive responsibilities, with fast-track promotions via translating business concepts and marketing strategies into bottom-line results in sales revenue growth and customer loyalty

Advanced business acumen with experience in securing client engagements, P&L management, operational enhancements, building high performance teams, overseeing multiple territories / regions, budgeting, forecasting & sales pipeline management

Captured high-growth in competitive markets through strategic planning and implementation of initiatives, while delivering premium services to customers through client-centered relationship building

Operate as an influential negotiator and C-level executive collaborator. Successfully closing non-negotiable deals; adaptive leader who quickly shifts direction to address changes in business priorities

Promote territory expansion, while penetrating competitive markets, maintaining peak client satisfaction and transforming underperforming territories into profitable business units

Cultivate cohesive company culture that encourages teamwork, rewards performance and motivates employees; manage opportunities and challenges in a manner that maximizes returns for the organization

Professional Work History

Director of Sales New Horizons Learning Solutions, Wayne, PA 2015 – Present

Earned promotion to a senior leadership position after 1 year as General Manager based on a stellar reputation as a high-growth, solutions-focused sales performer and team leader. Oversee all aspects of business management encompassing the PA, NJ and NY region, and direct teams in each office to handle large-scale client engagements and multi-million dollar initiatives focused on employee training and development within corporate environments. Administer top-down, bottom-up leadership and nurture C-suite relationships to structure long & short-term business initiatives to drive market penetration into new accounts while exceeding yearly goals and expectations.

Lead multiple-level sales processes, perform due diligence and create a strategic roadmap for management to implement business solutions, along with leading discovery and solution development efforts

Revitalize stagnant sales and optimize profitability through organic sales growth strategies while leading team development and building culture

Utilize subject matter expertise in complete sales cycle management from canvassing through qualifying to relationship management

Perform quarterly executive reviews to ensure optimized returns on clients training investment; judiciously allocate resources to excel account performance objectives and client expectations

Design and implement inter-office competitive sales contests, including Gamification, to keep staff motivated, reward high performance as well as identify and highlight underperformers.

Structure and negotiate mutually beneficial contracts while working closely with senior leadership at client organizations during site visits and execute high-quality customer relationship management

Board of Directors (BoD) Member; meet weekly to discuss business goals in alignment with industry best practices, regulations and policies

Perform multi-project oversight and direct 30+ employees including sales staff, managers and administrative personnel

Manage hiring, recruiting & training operations

Accountable for multi-million dollar accounts, including NBC, CHOP, Amerihealth Caritas, Johnson & Johnson (J&J) CSL Behring and Novartis

Transform underperforming territory with previous financial losses in less than 1 year;

Managed multiple teams through major company reorganization in 2017

Peter Tonkin


PO BOX 156 Cedars, PA 19423

Professional Work History Continued…

General Manager New Horizons Computer Learning Centers Wayne, PA 2015 – 2017

Performed a pivotal role in the successful sales growth and team development of the surfacing business unit regarding the vast training solutions market, while leading successful planning and implementation of training center operations.

Led 20 to 35+ company personnel, including sales, support, operations and management resources to administer solutions at client sites

Drove strategic initiatives, differentiated solutions development and aligned partners with strategic organizational objectives

Led efforts to generate $1.2M in year-over-year growth while maintaining full P&L responsibility

Operational Sales Manager Interworld Highway, LLC Long Branch, NJ 2013 – 2015

Led multiple teams to innovate sales and operational processes driving strategic business development and sales execution along with maximizing customer retention. Responsible for training new hires and re-profiling staff to support revenue growth across 8 different ecommerce companies while revamping technology tools to develop new efficiencies.

Increased revenue 36% ($10M+ in 8 months) with 20% less staff

Increased margins 3-5% across multiple product lines

Met all quotas and goals (both individual and team)

Added 35% to New Customer base and 25% to Reseller base

Created and defined new company divisions to more effectively align with individual job function and client needs.

Worked with vendors to determine appropriate MSRP based on COGS or COS.

Customer Service Manager McCann Associates & Vantage Learning Levittown, PA 2011 – 2013

Implemented new service standards through re-profiling support staff to increase client satisfaction and drive residual sales of SaaS educational products. Developed support staff into Inside Sales representatives. Led multiple nation-wide implementations and assessment administrations to large school districts across the country. Provided team-based Tier 1 – Tier 3 level support for K-12 and higher education clients through direct client interaction.

Revitalized and strengthened key account relationships, which accelerated revenue growth and improved market position

Negotiated and secured support contracts with key clients to ensure effective implementation of products and software.

Retained major national account by offering “outside the box” solution for test administration.

Increased sales to national account 200% from October 2010 to June 2012

Regional Sales Manager Toshiba Philadelphia, PA 2009 – 2010

Successful Account Manager tasked with developing and training new AMs. Increased up-sale and cross-sale opportunity within assigned region through coaching and training of new Account Managers. Successfully rekindled and developed new, strong business relations with Harley Davidson (formerly a lost Key Account).

Proactively identified and secured opportunities for C-suite meetings, capitalizing on solid relationships throughout the business community

Increased up-sale opportunities across newly developed regional sales staff.

Expanded market presence with notable rise in revenues: $100K $1.2M

Mended broken relationships and re-gained the lost $1M HD account

Additional Work History

Inside Sales Manager Proactive Marketing and Distribution, Philadelphia, PA 2007 – 2009

Field Marketing Manager INNOVA Marketing, St. Paul, MN, Philadelphia, PA & Chicago, IL 2005 – 2007

Education Qualifications

Drexel University, LeBow College of Business – Philadelphia, PA

Master of Business Administration (MBA) focus in international business - 2011

University of Delaware - Newark, DE - 2005

Bachelors Degree (Neuroscience)

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