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Sales Customer

Carlsbad, California, United States
August 25, 2018

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Tony Duckett

Phone: 213-***-**** • Email:

Executive Summary

Exceptional Business Builder with demonstrated achievement including both top and bottom line growth in domestic and international markets driving multi-million-dollar growth, developing and maximizing profitability, and building or restoring market share. Possesses the capacity to formulate unique, cost conscious business solutions for large key-to-the mission initiatives and the tenacity to attract, recruit, manage, and retain the teams that execute them in both stable and unstable environments. Tenacious at identifying new revenue generation opportunities, securing customer loyalty, and forging long term relationships with external and internal business partners that drive and sustain results.

Functional Expertise

Solution Sales Leadership

Marquee Healthcare Account Capture

Training & Onboarding

Sales Excellence

Market Penetration Planning

Sales Innovation

Large sales team management

Customer Loyalty

Sales Transformation

Channel Development/Management

Product Development Ingenuity

Outsourced services/SaaS

Functional Expertise Demonstrated

National Merchants Association, Temecula, CA 2018 – Present

Chief Sales Officer

Sales Innovation: Developed overall sales strategy that provides parameters for sales operations, business development, and the Agency network to prevent contention and assure we get incremental business from each channel. This model has been adopted permanently as sales engagement with customers showed an immediate spike.

Solution Sales Leadership: Led the retaining and revitalizing of the sales team by emphasizing value proposition selling and messaging that resonated with core customers. This effort has yielded higher closing rates and developed camaraderie within the sales organization.

Channel Development: created a process to recruit and drive performance through agent’s companies that expand reach to customers without increasing costs.

SKLZ, Carlsbad, CA

Head of Team and Institutional Sales 2017 – 2018

Sales Transformation: Retrained sales team to sell a value-based product line and minimize the discount offered. Taught solution selling and needs development which nearly doubled sales and margin for new customer acquisitions and existing accounts. We used this methodology to increase our soccer dominance and grow our market share in basketball, Baseball and Performance products.

Customer Loyalty: Built an outside sales organization that immediately gave us access to hundreds of high volume customers that we could not previously penetrate. The association led to higher customer loyalty ratings because these partners came with pre-existing relationships and respect

Sodexo, Gathersburg, MD 2012 – 2015

VP National Sales Team

Sales leadership & Training: Diagnosed previous successes and created an execution plan to drive repeat business. Also created an objective/event driven forecasting model that allows senior management to clearly see opportunities and measure successes

Strategic Proposal Wins – Repurposed previously developed industry marketing/sales plan and applied the concepts to target industries, which led to significant increases in sales and opportunities. Trained sales VP on positioning our value proposition against the competition, which increased hit rate by 50%.

Sales transformation: Established a value-based sales model supported by a series of KPI enabling growth forecasting. Transformed sales team from a relationship sales model to a value based selling model which increased profit margins by 30% year over year in both the food and beverage business and facilities management.

NTN Buzztime Inc., Carlsbad, California 2011 – 2012

Executive Vice President of Sales and Marketing

Sales Excellence: Commissioned by the leadership team to reverse high customer attrition caused by poor sales/relationship building. Built the team, infrastructure, and strategic plan; changes in customer interaction, initial contact, and established metrics. Doubled accounts under contract and increased retention 15% within 8 months. This transformed the culture from transactional to relationship-based value-add and attracted Marquee Accounts (Anheuser Busch and Pepsi). Developed alternate sales channels

Training & Onboarding: Lack of training and onboarding, metrics, or standardization led to slow starts and few new accounts in the sales team. Challenged to conceive and initiate platforms to eliminate delays. Identified standard operating procedures (SOP) and built formal onboarding training programs. This eliminated 90% of the lost production time the first year. These programs also increased new rep order size 25%. These programs continue to deliver improved performance to this day.

Tony Duckett • Page 2

Telesales: developed large call center and outbound sales and service organization to increase customer contact, improve retention and drive add on sales opportunities. These increased close rates, larger deal size and longer contracts, increasing revenues and profitability.

Marquee Account Capture / Penetration: A large account was considered impenetrable and had been left alone for years. Identified poorly conceived and executed selling methodologies caused credibility issues. Established a plan and assembled a multi-disciplinary team to execute. Personally penetrated, presented, and closed 3 major accounts within 90 days. This increased first year incremental income 33% and inspired the sales team to focus on Marquee Account Capture going forward.

Sales Innovation: In the wake of multiple years’ flat sales, tasked by the CEO to identify and implement improvements. Researched and discovered our digital network was not at capacity and no concerted effort to drive ad revenues was in place. Devised and implemented a new presentation format, presented and secured buy in from primary accounts within a week. Today, our company is the clear choice for large distributors when launching new products. This established a scalable and duplicable system.

ARAMARK Uniform Services, Los Angeles 2009 – 2011

Vice President of Sales

Sales Training Development / Implementation: An unacceptable break-even point for new sales reps (12 months) escalated recruiting costs. Tasked to develop a probability of success roadmap in a culture resistant to change. Led a team to survey existing procedures and make recommendations. Led corrections in training while shifting focus to consultative methodology. First sales timeframe reduced from 90 days to 14 and break-even time frame was reduced 50%. This better trained and focused sales training method became the standard.

Market Penetration Planning: No customer profiling strategy led to a lack of differentiation. Studied and refined primary target customer profiles by segment with a laser focus on account prioritization. Once approved, rolled it out nationally in 9 months. These efforts increased close rates

Segment / Sector Development: Identified an opportunity to open a new, fast growing vertical where the existing competition lacked quality. This was a segment (healthcare) with a high degree of regulation that would require investment to compete. Presented to the leadership and was commissioned to build a team. Each regional VP was given authority to execute within their region. Within the year, drove segment revenue growth 40% with existing accounts. This established new revenues in a growing sector.

Sales team: managed close to 600 sales, telemarketing and service employees to drive retention, new sales and same customer growth. Developed new training programs to emphasize value proposition and target specific customers. Led to increase in average size deal, reduced sales cycle, longer customer contracts and higher profitability.

Building a Champion (a small consulting practice focused on multiple projects 2007 – 2009

Board Member / Chief Business Development Executive

Bown and Co, (Now RR Donnelly) Los Angeles, CA / New York, NY 2002 – 2007

Senior Vice President, Sales and Marketing

Nortel Networks, New York, NY 1997 – 2002

Senior Sales Manager/Team Leader

IBM, New York, NY, Los Angeles, CA;

Regional Sales Manager


Lafayette College, Easton, PA

Bachelor of Arts in Economics and Business; Psychology

Professional Affiliations & Training

IBM Management Training Program

Solution Selling

M.A.P.S. Certified

Atlanta Hawks Professional Basketball

European Professional Basketball

“Reaching for Your Dreams” (Child motivational presentation)

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