Sales Manager

Henry “Hank” Sterner

**** ***** ***** ************, ** 37129 615-***-**** ************@*********.***

EXECUTIVE PROFILE

Business Development Full P&L Management Competitive Analysis Market Opportunities

Contract Negotiations & Closings Sales & Operations Management Marketing & Advertising

Highly regarded sales manager and market director with over 15 years of consistent success. Develops new revenue sources, sales

programs and manages the sale of multiple products across assigned territories. Leads revenue turnarounds, identifies problems and

implements solutions to all types of formidable obstacles. Develops teams of tier one professionals.

Expertly communicates and establishes internal and external business relationships based upon trust and mutual respect to drive

revenue. Creates shared goals, clear focus and a sense of purpose. Motivates and transforms teams and organizations within hi gh

pressure environments by building confidence in all deliverables and achieving superior levels of service.

Utilizes consensus management methodologies and builds upon the synergy of sales, marketing, product development,

operations and financial teams. Leads successful sales and marketing campaigns in environments where growth and accountability

were paramount. Extensive qualifications in the following competencies:

Benchmark Creation Team Building & Leadership

Goal Forecasting & Attainment Budgeting, Cash Flow & Expenses

Cost Analysis & Financial Accounting Long Term Relationship Management

Project Management & Implementation Lead Generation & Collateral Development

CAREER SYNOPSIS

HAS Consulting Group, Greater Nashville, TN 2013-present

A sales, market development and social media consultancy

CONTRACTED SALES MANAGER / OWNER & OPERATOR

Founded and leads all business development, marketing and branding of HAS Consulting Group. Works directly in the field with client

companies developing sales structure, sales metrics and creating innovative “go -to-market” strategies. Drives company vision and

mission in achieving maximum buy-in and long term successful execution by leveraging customer-facing collaborative methodologies.

In the role of consultant, with a confidential “start up” company, developing sales and operations metrics as well as the ro admap

necessary to successfully enter a competitive market.

Providing significant cash flow improvements to various clients in the manufacturing and distribution sectors, by launching a new

Sales Force Automation and CRM (Ipad based) application which maximizes efficiencies and minimizes invoice lag time.

Accelerent Nashville, Sterling, VA 2012-2013

A business development platform designed for the mid- market business community. www.accelerent.com

MARKET DIRECTOR

Led all market development and management activities. Generated revenue through multiple sales channels. Provided market

intelligence, collaborated with key decision makers and developed turnaround plans/metrics for an underperforming market. Built and

maintained long-term relationships with clients. Delivered value through introductions to new clients/leveraging relationships.

Perceived as a peer by clients, while prospecting, presenting/closing deals. Routinely selected as brand ambassador to C-suite clients.

Signed the NHL’s Nashville Predators, as well as Signature Transportation and Century II.

Developed relationships in the “C-suite” of companies worth up to $6 billion.

Personally interviewed, hired and participated in the training of a new Director of Partner Services.

Facilitated numerous “Think Tank” meetings with multiple CEO’s and critical business leaders.

Charter Media, Murfreesboro, TN 2011-2012

Charter Media is the advertising division of Charter Communications that markets, produces and airs commercials on cable networks

LOCAL SALES MANAGER / STRATEGIC SOCIAL NETWORKING UTILIZATION TEAM MEMBER

Managed five local channels in the Nashville, mid TN market, keeping local flare and interests while developing programming with

broad appeal. Led operations of multiple offices and (remote) sales people. Full P&L, regulatory compliance responsibility. Directly

involved in contract negotiation, partnership auditing, sales budget creation and forecasting, and purchase order approval. Oversaw

sales and production of TV commercials, including infomercial, 30 minute programs and 60/30 sec formats.

Achieved 103% of targeted cash flow indices, with the market continuing to trend ahead of sales benchmarks.

Produced 167% of fiscal year 2011 digital advertising sales goal, through the development and execution of programs

and bundling advertising vehicles.

Henry Sterner 615-***-****

Achieved annual product line sales goal in just two months by re-launching a .net internet advertising product.

Consistently exceeded all year-over-year sales indices by creating quality and profitable programming and sponsorship

opportunities. i.e. cooking/music shows. Also developed new revenue sources by creating/launching new seasonal and

evergreen sales programs.

Maximized productivity and performance by recruiting, training and managing a world class sales/production staff.

Lauded for increased viewership and viewer enjoyment indices as well as delivering significant advertiser value by

developing an innovative programming grid.

Exceeded targeted customer service indices by serving as inter-departmental and divisional liaison.

Seiko Corporation of America Mahwah, NJ 2003-2011

Privately held company that markets and sells high-end electronic products to independent stores and national retailers in the US

REGIONAL SALES DIRECTOR/SALES REPRESENTATIVE

Led nine remote sales representatives across eight states. Developed budgets and utilized market development funds to improve sales

and increase visibility in the marketplace. Created sales programs/sales tools & marketing programs to increase market share and

sales. Organized and executed regional and national sales meetings.

Generated $185,000 in incremental revenue in just 30 days, costing $8,000, by implementing a targeted regional program.

Produced a 50% improvement in the “Elite Collection” sales per representative in Southeast Region compared to national

average by creating and implementing a new sales tool.

Successfully implemented a 48% average price increase, improving region and company profitability.

Achieved greater market penetration by realigning territories with sales team and internal partner’s consensus.

Successfully managed SE US sales team of 9 representatives in 8 states with an $8.5 million annual sales revenue target.

Improved an underperforming sales rep to #4 out of 48 (was #42) by developing and implementing a strategic plan and

utilizing consensus-centric methodologies.

Achieved a dramatic revenue increase, utilizing existing funds, by creating new sales and advertising programs.

Delivered higher call volume that directly improved each representative’s sales by developing a new sales initiative.

Directed the “Sales Representative of the Year”, “Rookie of the Year”, and four members of the “President’s Club”.

Increased territory sales 30%, improving market penetration and presence. Recognized as a leader in new account landings.

Selected to market new products to independent dealers and assist retailers in profit increases.

Trusted to implement marketing plans, formulated by senior management, then rolled out as company protocol.

Earned “National Representative for the Year” recognition; selected from a field of 63.

Charter Media, Murfreesboro, TN 1998-2003

LOCAL SALES MANAGER (2000-2003); ADVERTISING SALES MANAGER (1999-2000); SENIOR ACCOUNT EXECUTIVE (1998)

Achieved improvement of $370,000 in sales revenues from three sales teams, exceeding overall sales budgets within the

three markets for Charter Communications in 2002.

Accelerated sales pipeline 23% in territory with 30% less inventory and improved cash flow significantly by employing

streamlined sales practices.

Directed multiple sales teams in three separate markets. Determined and established pricing for all markets.

Significantly increased revenue, corrected selling process and protected margin by creating and implementing an “Inventory

Dynamic Process,” based upon supply and demand nuances.

Developed key aspects of operations including hiring of sales representatives, and market advertising in six mar kets covering

West Virginia and Virginia.

Consistently achieved revenue goals and exceeded cash flow budgets every month of operation.

Met and surpassed applicable sales goals. Spearheaded national and regional advertising sales efforts for 12 cable

systems in Tennessee.

Developed media kit used to market systems to national, regional accounts, political campaigns and advertising agencies.

EDUCATION, PROFESSIONAL TRAINING & AWARDS

Stephen F. Austin State University, Nacogdoches, TX

Bachelor of Business Administration degree in Marketing, minor in Military Science

Dale Carnegie, Training Course; Achieve Global, Professional Sales Training and Professional Sales Coaching

Sales Representative of the Year - 2004 and Sales Manager of the Year - 2002

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