Professional Business Development/Divisional Sales Manager Business Development/Growth Strategies Sales/Marketing/B2B/Consumer Goods A business professional with extensive expertise in business development sales/marketing of tangible and intangible products and services. A result-oriented professional manager able to develop accounts and execute strategies that increase revenue and market share across multiple industry verticals. Successful in building relationships and managing direct and channel partners throughout the country. A Leader/Self-Starter with the ability to build new territories and expand opportunities for new business and existing client base for profitable revenue generation. Services include: Research and Development – research to provide solutions via testing and best practices. Consulting – minimize risk and provide integrity. Training/Certification – train and certify personnel. Quality Assurance – maintain desired level of quality throughout the process and measure every stage. Business/Corporate Development - Product Development – Sales/Account Management - Market Analysis - Client Relations - Strategic Planning - Project Management - Price Negotiations - Contract Negotiations - Presentation Skills - Team Building – Business Services – E-Commerce Training & Development - P & L Management - Problem Solving - Lead Generation - Leader/Self-Starter - OEM Relationship Management PROFESSIONAL EXPERIENCE/ACCOMPLISHMENTS
Sunpress Glassware – North America Business Development/Sales Manager 2017 – 2018 Glass Distributor with over $15 million in annual sales Specializes in Distribution (Sales) of Tabletop Glassware Developed start-up for a new company in Business/Sales Development targeting new business. Created and developed marketing collaterals and strategic communications to groups of customers. Negotiated and Developed pricing for items in the current Sunpress Glassware catalog. Defined market opportunities with resellers to sell to their current customers with Lead Generation. Develop sales strategies to meet the needs of B2B, Consumer Goods (CG) and Food Service customers, and major distributors. Recruitment and sales training of an independent sales forces of representatives covering the U.S, Canada and Mexico. Oversee the development of current accounts and new accounts in B2B customers and CG customers. Contract negotiations to include pricing, product marketing, terms and conditions. Identification and resolution of current growth issues and project management, communication and presentations. Services included: Distribution, Import/Export, Consulting, Training, Design, and E-Commerce. Current customers include – Source One Marketing, Supermarket Solutions, US Sales, Profit Motivators, Earl and Brown, Allen and Barbour, Reese Group who sell to the following: JC Penney, Pier 1, The Container Store, Groupon, Dillard’s, At Home, AAFES, HEB, Walgreen’s, Hy-Vee, Supervalu, Shopko, Kohl’s, Meijer, Food City, Wish Rocket, Amazon, Wayfair, Walmart, BBB, Edward Don, Supplies on the Fly.
Arc International – Regional Sales Manager 2014 – 2017 Glass Manufacture with over $300 million in annual sales Specializes in Manufacturing and Distribution (Sales) of Tabletop Glassware Oversee the start-up in Sales development in all areas; new business and current customers. Created and developed marketing collaterals and strategic communications to groups of customers. Negotiated and Developed pricing for items in the current B2B and CG catalog. Understand defined market attributes to assist in developing sales strategies for long term growth in both B2B and CG customers with Lead Generation.
Develop sales strategies to meet the needs of B2B and Consumer Goods customers, and major distributors. Recruitment and sales training of an independent sales force of 20 representatives covering the central U.S. Supervised the development of current accounts and new accounts in B2B customers and CG customers. Contract negotiations to include pricing, product marketing, terms and conditions. Identification and resolution of current growth issues and for project management, communication and presentations. Services included: Consulting, Research, Design, Training, Distribution, Import/Export, E-Commerce, and Printing Current customers include – JC Penney, Pier 1, Kmart/Sears, The Container Store, Groupon, Dillard’s, At Home, AAFES, HEB, Walgreen’s, Hy-Vee, Supervalu, Shopko, Kohl’s, Meijer, Food City, MW Periscope, Wish Rocket, WOOT. Increased base sales of over $3.0MM.
XYZ Dental Supply – Director of Sales 2011 – 2014
Specializes in Manufacturing and Distribution (Sales) of Dental Products – Disposables Supervised the start-up in sales development in all areas; new business development and marketing collaterals and strategic communications to groups of customers. Negotiated and Developed pricing for over 120 items in the current catalog. Understand defined market attributes to assist in developing sales strategies for long term growth. Develop sales strategies to meet the needs of individual dentists and major distributors. Services included: Research, Design, Import, Distribution, Consulting, Training. Supervised closing business of a dental network of over 85k dentists to provide supplies and services. Contract negotiations to include pricing, product marketing, terms and conditions. US Motivation –National Account Executive 2005 – 2011 Incentive Company with over $100 million in annual sales In charge of marketing sales incentive and employee recognition programs and services to Fortune 100 and 500 firms in the automotive, insurance, oil and gas, communications, and high-tech industries. Created and implemented programs specifically designed to increase sales and productivity in all areas of client businesses, including employee recognition and retention, safety, sales volume, consumer loyalty, and business-to-business development Managed project budgets of more than $2M.
Recognized for managing lengthy sales cycles with Fortune 500 companies and effectively using consultative selling skills to gain a competitive advantage.
Credited for delivering major new accounts that have contributed up to $5M revenue to date, with some accounts having contracted for services that will bring in an additional $6M to $15M when programs roll out. Services included: Consulting, Design, Travel, Events and Research. Increased account loyalty/penetration and generated 25% increase with 15% profitability boost for benefit provider, and 23% revenue increase and 15% improvement in profits for major insurance provider. BI – Sales Executive 2001 – 2005
Incentive Company with over $350 million in annual sales Duties included acquiring new accounts and new business development via Lead Generation. Noted for generating new business despite 9/11 slowdown. Obtained $2.5 M in revenue and launched programs that increased client brand awareness and sales by 18%. Gained relationships with major companies in the Texas market. Instrumental in assisting a manufacturer in developing/launching a new business selling strategy to consumers and their commercial accounts.
Services included: Consulting, Design, Travel, Events and Research. Denitech Corporation – Director of Sales 1999 – 2001 Regional Office Equipment Supplier
Sold office capital equipment products to vertical markets in Dallas County. Expanded sales force up to six direct reports and trained them in account penetration, strategy, acquisition of accounts, management, retention of accounts, and problem resolution. Developed sales policies/procedures and assisted management with proposal development, pricing and product development. Guided sales force with team building activities to consistent achievement of monthly revenue of $500k+ that led in company’s performance. Services included: Research, Consulting, Design, and Training/Certification. Ikon Office Solutions – Division Sales Manager 1994 – 1999 National Office Equipment Supplier with over $4 Billion in annual sales Introduced a new line of products for Ikon into the Houston Metropolitan area marketplace and through market analysis increased sales revenue from $0 to over $750k per month in equipment sales and raised monthly service revenues by 20%, becoming the #1 dealer for the manufacturer in the nation.
Recruited, hired, trained and managed four account managers and included managing day to day activity, account strategy, market penetration, proposal development, product development, pricing, advertising strategies and Lead Generation. Supervised the marketing and branding of new capital equipment. Negotiated contract pricing structure with manufacturer and directly initiated innovative recommendations based on client needs. P & L Management and OEM Relationship Management. Managed Original Equipment Manufacturer – KIP. KIP manufactured parts and equipment that was marketed by another manufacturer-Xerox. Services included: Research, Consulting, Design, Facilities Management, and Training/Certification. Quota Club five of six years.
Xerox Corporation – Senior Account Executive
National Office Equipment Supplier with over $10 Billion in annual sales Account Executive for Xerox; developed new territory for XES systems in Houston and increased sales by over 50% within the first 10 months. Organized marketing strategies on new product launches within identified markets. Achieved top 5% ranking in sales in the country. Took a geographical territory from $100k to over $1 million in revenue generation annually. Achieved sales quota ranging from $750,000.00 to $2.5 million annually. Services included: Research, Consulting, Design, and Training/Certification Achieved President’s Club recognition.
University of North Texas –Bachelor of Business Administration Non-Profit Board of Directors – VP – Head of Marketing and Fundraising Southlake Carroll Cheer - Head of Fundraising