Sales Management

Lance W. Vines

**** ****** *****, **********, ** 76065

972-***-**** ~ ******@*****.***

Account Management/Sales Professional

Results-driven, persistent, confident professional with over 25 years of experience in sales, technical consulting, training, and account management roles within technology environments.

Consistently exceeds established objectives by developing and implementing innovative customer solutions that drive sales, boost business development, and increase revenues.

Expert in identifying best possible technology solutions and training customers in their use and benefits to business processes.

Exceptional ability to produce and deliver informative product or service presentations that engage people at all levels.

Able to manage large- and small-scale accounts and adapt focus toward them to optimize sales and customer satisfaction/retention levels.

Superior team leader, emphasizing motivation and ongoing training to maximize employee performance potential.

Certifications include: Science of Selling, Strategic Selling, Advanced Strategic Selling, and Huthwaite Sales training. Proficient in various third party software packages (transcript available upon request).

Achieved #1 ranking in region 1996 – 1999, 2002, 2004 – 2007; lowest mortality rate 1999 – 2009; Top Region Producer 1997, 1999, 2001, 2005, and 2008. Market Leader 2012 & 2014; Top Team Producer 2015. Highest Retention 2016.

Professional Experience

iSqFt (Construct Connect), Dallas, Texas, National Sales Consultant April 2015 - Present

Responsible for sales of the iSqFt/BidClerk platform(s), to building product manufacturers in an assigned territory.

Worked in a team environment, and oversee all aspects of the sales experience including prospecting, presenting the

product deliverable, negotiation, and closing. Served as the lead on all large building product manufacturers to

coordinate the sales process to sell and achieve an assigned territory quota. Worked closely with the Texas Regional

team in achieving the monthly, quarterly, and annual sales targets.

iSqFt\BidClerk, Dallas, Texas, National Sales Analyst January 2015 – April 2015

Responsible for sales of the iSqFt/BidClerk platform(s), to building product manufacturers in an assigned territory. Worked in a team environment and be responsible for, at a high-volume rate, generating and qualifying prospects

through a variety of prospecting vehicles, including, but not limited to outbound calls, internet

search, and social media. Worked with small to medium building product manufacturers to sell and achieve an assigned territory quota. Worked closelywith the National Sales Consultant and Business Development Representative toward achieving the monthly, quarterly, and annual sales targets.

Construction Software Technologies (iSqFt), Dallas, Texas, Market General Manager 2011 - 2015

Responsible for the onboarding and relationship management of Generalk Contractor accounts in the western region of the U.S. Cultivated solid, trusting, credibility-backed relationships with customer base by ensuring full customer understanding of product value v. cost through a consultative application-support approach that ensured customer satisfaction and retention. Worked in a team environment while consistently reaching established quotas and establishing customer relations/retention to optimize sales revenue growth.

Lance W. Vines ~ *******@*****.*** ~ Page 2

McGraw-Hill Construction, Dallas, Texas, Solutions Specialist 2002 - 2010

Directed the development and implementation of total business solutions for building product manufacturing accounts totaling $6M bank of business. Cultivated solid, trusting, credibility-backed relationships with customer base by ensuring full customer understanding of product value v. cost through a consultative application-support approach that ensured customer satisfaction and retention. Aided sales associates in reaching established quotas and establishing customer relations/retention to optimize sales revenue growth. Facilitated market analysis and company software training for all field/inside sales team members in use and benefits of all electronic products. Trained up to 4,000 external clients employed by organizations subscribing to McGraw-Hill products, providing complete end-user documentation for added support.

Standardized training development, documentation, and delivery in collaboration with colleagues for a more consistent MHC client program.

Generated new sales opportunities by forming market analysis and company software training programs for sales associates.

Combated declining sales returns due to down economy by shifting focus from sales quantity to sales quality and organic growth.

Increased service levels and paid additional attention to largest accounts more frequently to overcome increased competition at the local level.

Shifted from more in-person interactions with accounts to a Web-based approach to ensure appropriate large bank of business account management despite shrinking resources.

F. W. Dodge/McGraw-Hill, Dallas, Texas 1995 –2002

National Account Consultant – National Account Sales (1998 – 2002)

Directed all aspects of accounts totaling $4M bank of business. Collaborated with national account and market analysis representatives. Facilitated up-selling opportunities, offering customers new Dodge solutions and pre-/post-sales technical consultation. Supported and trained national account sales staff, and provided onsite product training opportunities. Conducted various staff meetings. Generated prospects and sales by seeking out and attending industry trade shows. Ensured consistent feedback and conducted software acceptance testing for offshore and local technology/programming staff.

Generated $6M in revenues by integrating Dodge software products into multiple key national customers’ businesses.

Took initiative to identify and create specialized business workflow studies which aided management in producing business-oriented and detailed-use plans/user guides.

Education

Walden University, DBA in Applied Management & Decision Sciences Resources;Learning Management

The University of Phoenix, MBA; concentration in Accounting

The University of Texas at Arlington, Arlington, TX, BBA in Management

Advanced Systems Skills

Microsoft Windows Operating Systems ~ Advanced Certifications in Microsoft Access, Excel, Word, PowerPoint, & Outlook

dBase III-IV ~ Unix ~ Advanced Disk Imaging ~ Oracle ~ Siebel On Demand ~ Salesforce.com

Web Design/Development ~ Desktop/Laptop Hardware Build/Repair ~ Advanced System Configuration/Administration

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