Manager of Inside Sales
Resume:
Blair Shank *** Sequoia Ln Boca Raton FL ***** 412-***-**** ac63ku@r.postjobfree.com
Extensive Inside Sales Management with a solid history of Inside Sales success and Marketing Leader. Proven ability to develop sales potential in new market areas. Strong analytical and planning skills, combined with the ability to coordinate the efforts of many to meet organizational goals. Detail oriented with an ability to quickly learn new products and identify how they bring value to the customer.
ACHIEVEMENTS
Club 3 out of 4 years (PartsBase)
Open satellite location for The Insurance Specialist making it completely turnkey
Compensation Devolvement (Coast to Coast)
Have been in the position as an Inside Sales Manger for over 10 years. Managed inside sales teams of various sizes, from a team of seven to a sales force of 50 plus.
Top Sales Rep (Inside) for “New Business” and Retention’s Money in Money out two years in a row (PartsBase)
Implemented a digital marketing platform (Coast to Coast)
Grew Company Sales Revenues from $200k annually to $2.5M (Coast to Coast)
Expand the Inside Sales Team by managing the Recruiting & Hiring process (Coast to Coast/PartsBase)
Promoted from Inside Sales Manager to Director of Sales and Marketing
Promoted from Inside Sales Representative to Inside Sales Manager
Obtained MBA in 2006, Graduated Magna Cum Laude
Currently writing a sales book on: Perception, Voice Inflection and Confidence
EMPLOYMENT
Sales Consultant, Outside Sales (July 2017 -present)
TriNet Corp Palm Beach Gardens, FL (Technology Platform (SaaS), HR & Benefit Consultant)
Sales tools: SalesForce, Office 365, ZoomInfo
Lead Generation (Cold Calls, Email Campaigns, Trade Shows, Networking Events and Pop-Ins)
C-Level prospect engagement only
Daily and Weekly team meetings
Monthly and Annual quotas along with weekly pipeline reviews
Prepare ROI’s & Proposals
Sales cycle management from the First Meeting through to Close
Inside Sales Manager (Jan 2017 – July 2017)
The Insurance Specialist Boynton Beach, FL (Healthcare Sales and Consulting Firm) (Permanently closed)
Built new team of Inside Sales Executives to advise and sell Health Insurance to individuals and Families
Provided extensive sales training including Solution Selling principles and demonstration/presentation techniques
Mentored new Inside Sales Reps
Managed the Recruting & Hiring process
Director of Inside Sales (January 2008 – Oct. 2016)
Coast to Coast Publishing Group LLC Delray Beach, FL (Multi-Media Advertising and Publishing Firm)
Recruited, coached, mentored and motivated Sales, Marketing and Customer Service teams
Grew the Inside Sales Force from seven to 39 (Three teams: One Team Lead and 12 reps per team)
Developed new channels of business and lasting relationships
Constant training of new products. Mentoring, One on Ones, Role Playing
Developed new scripts
Critiqued and made sure the Inside Sales reps were exceeding their quotas
Created new Territories and Verticals
Implemented a Digital Marketing Platform
Created compensation plan which was constantly changing with market and new products
Manager of Renewal Team (Inside Sales) (Feb 2004 – Dec. 2007)
PartsBase, Inc. Boca Raton, FL Online Parts Locator Software Service for Aviation, Aerospace and Defense Industries
Launched new marketing initiatives for growing SaaS company including SEO, SEM, press releases and strategic advertising
Trained and mentored team of 6-8 Inside Sales Representatives
Trained team on product knowledge, sales processes, and closing strategies
Achieved both new business quota and renewal quotas as performing manager
Responsible for 1.5 million of the company’s revenue
National and International trade show attendance including Singapore and Hong Kong.
Responsible for maintaining 500+ domestic and 250+ foreign paid customers.
Inside Account Executive (Feb 2004 – Oct. 2005)
PartsBase, Inc. Boca Raton, FL
Prospected and cold called Aviation/Aerospace/Defense organizations throughout the world
Assisted in closing deals and prospecting leads
Achieved new business quota
Conducted detailed online product demonstrations
Finished in the Top three of nearly 50 sales reps during the first year of employment
Closed new business accounts while maintaining 80%+ renewal rate on existing clients
EDUCATION
Lynn University, Boca Raton, FL
2006 - Major: Business Management
2009 - MBA: International Business,, 3.8 GPA, Graduated Magna Cum Laude
TECHNOLOGY SKILLS
Office 365, Word, Excel, Outlook, Power Point, SalesForce, Automated Dialing Technology, Internet Savvy, lead generation and online database research tools, Social Media
SALES SKILLS
Consultative, enterprise, solution, outside, inside, international, government and contract sales, time management, product knowledge and application, motivation, leadership, problem solving, trade show sales.
Specialties
B2B Sales, Business Development, Sales Leadership, Traditional Marketing, Online Marketing, Sales Training
Vendor Negotiations/Purchasing, Staffing & Recruiting, Sales Force Structuring, Compensation Development, SaaS
REFERENCES
Chris Sorrenti, Sr Sales Consultant
Trinet Corp.
Shawn Silbor, Regional Sales Executive
e-Builder, Inc.
ac63ku@r.postjobfree.com
ac63ku@r.postjobfree.com
Bullet Points That Highlight My Career as a Sales Manager:
Opened Boynton Beach location for The Insurance Specialists. Started with an empty room and within a short period hired/fired, and trained 20 insurance agents making the room completely “turnkey”
Made sure that my room/team exceeded quota given to us ” Room Bonus” every single week except 4 weeks while the location was open
Have been in the position as an Inside Sales Manger for over 10 years. Managed inside sales teams of various sizes, from a team of seven to a sales force of 50 plus.
Implemented a digital marketing platform (CTC)
Took Coast to Coast from 7 employees (Sales Reps) when I was hired on and grew the sales force to 40 Sales Reps. I did this by being hands-on, willing to get into the trenches with my reps to dial with them, mentoring individuals, holding training classes multiple times a week, constantly motivating and keep the reps excited and making sure they were hitting their personal quotas and the room was hitting the numbers that we needed to.
When I was hired at Coast to Coast they were doing around 200k in sales annually and after 3 years of being the Director Of Sales I ramped the company up to an average of 2.5 million dollars in sales a year.
Promoted to “Retention Manager” after only nine months of being employed at PartsBase.
I was responsible for 1.5 Million of the companies revenue (Largest amount and was done while managing a team of 8)
Made club 3 out of the 4 years that I was at PartsBase
Responsible for maintaining 501 domestic and 250+ foreign customers all while managing a team of 8-10 reps and holding them to very strict quotas and customer service criteria.
Currently writing a sales book on: Perception, Voice Inflection and Confidence
Expand the Inside Sales Team by managing the Recruiting & Hiring process (ctc/pb)
Marketing is a passion of mine and spent 9 years at Coast to Coast selling and training on all types of marketing & media for example:
SEO, Packages ranging from $400.00 a month to $5000.00 monthly. Had to explain what ‘White Hat” SEO techniques were going to be used to help get their main company website ranking for different keywords.
oFor example: ( A few SEO tactics that were included in the packages that I helped build)
Building quality backlinks
Writing and dispersing Press Releases
Keyword Research
Making sure that their website was SEO friendly, making sure they had Metatags
CONTENT is KING, making sure all the content on their site and that they released was written correctly and SEO friendly
Video SEO: making sure everything was “tagged & titled” correctly
Blog postings
Other Media and Marketing that I sold, trained and pushed my reps to sell to their clients
Lead Generation; building multiple “Long Tail Domain” sites 5-25 3-4 page Lead Gen sites
PPC Management
Web Design
Social Media Management
Honestly we offered anything that related to Marketing, if the client could think of it I would make sure that we could handle it and execute the order with positive results
I encourage you to reach out to a few of my References. They will tell you what I am capable of and how I excel as an “Inside Sales Manager”, my impeccable work ethics and my perseverance to succeed.
Professional References:
Shawn Silbor: VP of Partsbase/e-Builder
Jesse Abrams: Director of Insurance company
Marti Farber:
Thank you for your time and I am looking forward to the next step in the interviewing process.
Blair Shank
ac63ku@r.postjobfree.com
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