Sales Manager

James McDonald

***** **** ***** *******

Olathe, KS 66062

913-***-**** *******@*******.***

SUMMARY

Performance driven, strategic, energetic Sales Professional with proven

ability to drive top line revenue contribution and profitability as an

individual contributor. Demonstrated success of surpassing quotas,

achieving revenue targets, expanding existing client opportunities and

development of new business. Strengths include:

New Business Development Client Relationship Development

High Activity Prospecting Focus Internal Relationship Development

Building Network Contacts Building Industry Knowledge

Pipeline Management Prospect Management

Turn Key Process Management Identifying Opportunities

PROFESSIONAL EXPERIENCE

GREENLEAF RECYCLING, LLC, Overland Park, KS 2013 - Present

Director, Customer Services

Instrumental in start-up organization developing company documentation,

internal processes, providing customer and operational support for a

Material Recovery Facility (MRF) in Southeast Ohio . Responsible for

managing customer, vendor and supplier relationships. Provided all aspects

of customer support, logistics management, operational support including

accounts payable and accounts receivable administration. Reported to

CEO/President

. Developed internal service master agreement, evaluation trial form,

purchase order form, certificate of destruction, reconciliation report,

etc.

. Responsible for identifying 22 non-processed invoices for month-end July,

resulting in an additional $34,000 in revenues.

. Resulting in additional responsibility of invoice management and 30%

increase in revenues for August.

. Proactive approach with new client dissatisfaction resulted in retaining

client services with opportunity for business expansion.

. Responsible for relationship and financial oversight of all customers

both large and small, suppliers and vendors.

. Identified a weight verification system for proper invoicing resulting in

increased accounting accuracy and reduced A/R discrepancies.

READINESS ROUNDS, Eudora, KS 2012 - 2012

Federal Sales Specialist

Responsible for new client sales nationwide to Veterans Affairs Medical

Centers and regional private hospitals within a defined geographic

territory. Targeting Hospital Executives a solutions-based healthcare

application platform designed to improve patient safety and quality of

care. Report to the VP of Sales.

. Developed Federal General Services Administration proposal and submittal

for acceptance to GSA Schedule 70.

. Prospected and initiated appointments for presentation of Facility wide

application solution with C-Level Hospital Executives.

. Identified and converted leads exceeding $290,000 into sales

opportunities within first six months.

. Maintained relationships, expanded platform sales and provided training

to existing VA Medical Centers.

. Created new sales and prospecting plan with CEO approval, for moving

company from development stage to growth strategy.

WASTE MANAGEMENT, Kansas City, KS 2009 - 2010

Regional Sales Manager, (Reduction in Force)

Lead an 11 member sales team across Iowa, Kansas and Nebraska responsible

for driving new business sales, retention of existing account base and

construction sales to meet established goals. Focused on ride-alongs to

provide one-on-one coaching. Reported to Market Area Sales Manager.

. Successfully developed proposal, negotiated a SOW and contract with large

food waste producer netting an agreement for a 36 month, $1.8 M contract.

. Uncovered opportunity for new sustainability Green Squad consulting

group, presented concept and closed first joint engagement, $110K in

revenue with VA Medical Center.

. Successfully coached and justified lone Midwest Area Sales Representative

to Circle of Excellence.

. Attained full quarterly bonus six straight quarters by meeting coaching

metrics, retention, and new business revenue goals, achieving108% of

quota.

. Minimized customer defection by planning a successful sales effort for

converting existing customer base of two large acquisitions, 800

customers in Omaha and Des Moines and leading a sales team to negotiate

and attain a 90% capture rate of signed contracts.

ALL SYSTEMS, Kansas City, KS 2008 - 2009

Systems Consultant,

Oversaw start-up of education market segment providing security, fire and

communications systems. Focused on sales and building pipeline calling on

K-12 and higher education institutions in Kansas and Missouri. Reported to

VP of Sales.

. Selected by management to initiate new market focus in education based on

knowledge of industry and established personal relationships and contacts

in education sector.

. Established pipeline new business of $1.3M by conducting high activity

prospecting of 10 -20 calls per day.

. Achieved $300K sales in 6 months and a closure rate of 80% by employing a

consulting sales approach.

. Built relationships with new accounts within private, public and higher

education sector resulting in $500K of new and recurring business.

WAREFORCE/SARCOM, Olathe, KS

2007 - 2008

Regional Sales Director

Recruited to establish presence in Kansas City marketplace to sell

technology products and managed services for industry leading provider of e-

Procurement services. Focused effort on existing relationships within the

Fortune 500 sector. Reported to VP of Service.

. Captured new revenue stream of $500K at large financial institutions from

products and outsourcing services by knowledge of e-Procurement and

negotiating managed services solution.

. Rewarded preferred vendor status at national greeting card manufacturer

for high end printers by relationship building and responsiveness.

. Investment made to establish new sales office in KC Metro area based on

personal experience in consultative approach and established relationship

with large accounts.

IKON OFFICE SOLUTIONS, Lenexa, KS 2005 - 2007

Education Specialist / Sales Manager

Directed a 12 member sales team using high activity sales model calling on

small to medium size businesses in KC Metro area to grow market share and

maintain existing customer base. Supported regional sales team focused on

Education Sector. Reported to Director of Sales.

. Achieved top five sales performance recognition in Central Region first

quarter on the job, 2005 by using solutions based approach.

. Lead sales team to 137% of quota for the first quarter of fiscal year

2006 by mentoring, utilizing hands-on approach and consistent pipeline

inspection.

. Targeted 10 appointments per week with average 5 new opportunities

resulting from high activity sales approach.

. Reduced usage costs at area community college by identifying a work-flow

issue, recommending a solution which included workflow improvements

proposal, ROI within 3 years resulting in $75K contract.

. Awarded $300K contract with large school district by responding to RFP

and writing comprehensive response proposal, negotiating implementation

plan and meeting customer's needs and company goals.

EDUCATION

BS, Education / Science, University of Nebraska, Omaha, NE - Completed

PROFESSIONAL TRAINING

Sandler, Target Account Selling, SPIN, STARs

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