Sales Manager

Andy Lorenz

***** ****** ****** • Cleveland, Ohio 44111 • 440-***-****

********@*****.***

Professional Sales Experience and Accomplishments

Smart Solutions Inc, Cleveland, Ohio 2007-2014

Technical Sales Account Manager

Launched eCommerce division focused on sales of commercial and consumer electronics for Data Center

Management, A/V Signal Processing, KVM Control, Digital Signage Hardware and Cabling.

Manage operations including sales, RFPs, vendors/supplier mgmt, product management, website content and

user interface, e-marketing campaigns, SKUs, traffic growth and inventory budget.

National account management with key technology decision makers at all levels from Systems Integrators,

Government & Military Contractors, A/V & Digital Signage Installers and IT Resellers.

Grew sales from $0 at startup to over $2M and 35% Gross Profit while exceeding quota.

Sales Accomplishments:

o Finished Fiscal Year 2008 - 175% of quota

o Finished Fiscal Year 2009 - 200% of quota

o Finished Fiscal Year 2010 - 210% of quota

o Finished Fiscal Year 2011 - 190% of quota

o Finished Fiscal Year 2012 - 175% of quota

Conduct 50 - 100 calls per week to clients in addition to handling all inbound sales calls.

Provide pre-sales support for clients related to applications and configurations through consultative selling.

Post-sales support for users via problem solving and offering technical product knowledge, training and

education by utilizing superior customer service skills.

Design retention programs to increase depth of customer relationships and grow share of wallet.

Establish and maintain relationships with key suppliers to develop resale channels, establish discount structure

and organize product promotions.

Communicate between customers and suppliers regarding produc t development based on demands.

Ensure relevant, profitable mix of products in all categories by developing pricing strategies based on market

trends, competitor analysis and supplier feedback.

Manage product sourcing and procurement from domestic and inte rnational suppliers.

Coordinated in-house brand development including product placement, pricing and marketing.

Re-branded and re-launched new website on Magento Enterprise platform in 2012.

Direct SEO/SEM/SMO team to ensure the growth of our web presence and customer base via Google

Adwords/PPC, keyword optimization, email campaigns, article writing, press releases and social media.

Network Technologies, Inc., Aurora, Ohio 2004-2007

Technical Sales Account Manager

Sold innovative and cutting edge line of KVM control and A/V signal processing solutions to global network

of resellers, distributors and end-users using consultative selling techniques.

Established pricing strategies with key accounts to achieve sales growth of $900K in FY20 05.

Sales Accomplishments:

o FY04 - $1.6M - 115% of quota

o FY05 - $2.5M - 125% of quota

o FY06 - $2.7M - 110% of quota

Consistently achieved monthly sales quotas to help fuel overall business growth from $9M to $15M.

Conduct 20+ calls per day to identify opportunities for existing client base and develop growth opportunities

with new customers. Handle inbound sales calls for additional opportunities.

Consult with clients on project configurations and designs and p rovided technical knowledge, product training

and support to help alleviate issues and troubleshoot existing problems.

Consulted with hardware engineers on new product development based on customer feedback and industry

trends.

www.linkedin.com/in/ajlorenz

Steck-Vaughn Publishing, Cleveland, Ohio 2001-2004

Educational Sales Consultant

Developed the K-8th grade market in Northern Ohio with sales of educational learning materials to key

decision makers at the district and school level, including administrators, principals and teachers .

Build contacts and generate leads through cold calling, daily on-site visits and networking.

Prepare sales forecasts, budgets and establish pricing strategies to support marketing and sales targets.

Analyzed customer preferences and investigated opportunities to develop new mark ets within the territory.

Regularly attended educational conferences and trade shows to display product lines, grow relationships and

develop new business.

Expanded and maintained territory, resulting in $1.5M in annual sales.

Key Achievements:

o FY01 to FY02 - 20% sales growth

o Top 50 National Account Two Consecutive Years - $250K Revenue

o Yearly grant-writing workshops generated $5-$15k sales per client

Beckley-Cardy/School Specialty, Cleveland, Ohio 2000-2001

Territory Manager

Personally initiated, developed, and maintained relationships with K-12 School Administrators, Principals,

Teachers and other key decision makers via heavy cold calling, door knocking and networking.

On target for territory sales goals of $2.5M and 40% profitability.

Identified individual account needs and evaluated the effectiveness of new and existing products and services

to meet customers’ goals.

Developed concepts, strategies, and ventures for the development of new business through sales strategies.

Attended educational trade shows and annual events cultivating statewide qualified business leads.

Acted as a liaison between company and customers to ensure the consistent promotion of outstanding customer

service and to quickly resolve all areas of concern.

Kaplan Company, Indianapolis, Indiana 1998-2000

Outside Sales Representative

Developed the Ohio & Indiana Early Childhood and Elementary public school market.

Achieved revenues over $1 Million with 15% growth from prior year and 105% of quota .

Worked with early childhood programs opening new facilities resulting in awards in excess of $20,000 each.

Managed sales cycle from client identification, presentations, contract negotiations, c losing, and training.

Grew a strong network of clients via cold calling, on-site visits and extensive networking

Attended state and national Early Childhood Education conferences and trade shows.

Beckley-Cardy/School Specialty, Portland, Maine & Lubbock, Texas 1995-1998

Territory Manager

Grew Maine sales from $175K to over $800K and 35% gross profit from FY94 to FY96.

Utilized project management system resulting in $300,000 from new school construction.

Promoted and transferred to Texas territory after establishing solid growth in Maine.

20% sales growth in Texas territory from FY97 to FY98 ($1.3M) with 35% gross profit.

Awarded $246,000 in furniture/casework business for school library renovation projects.

Actively participated in national and state industry conferences and trade shows throughout all territories.

Education and Training

Ohio Northern University, Ada, Ohio

Bachelor of Science in Business Administration, 1994

Concentration in Marketing and Management, 2.8 GPA

Activities: ONU Baseball, Black Rose Rugby Club, Phi Kappa Theta Fraternity

Brian Tracy International, Professional Selling

Carew International, Dimensions of Professional Selling

MasterPro Computer Training Center, CompTIA A+ Certified

Skills: MS Office, Google Analytics, Magento, HTML, SEO/SEM/SMO, Technical Article & Content Writing

www.linkedin.com/in/ajlorenz

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