Sales Manager

Robert Harmon

** ******* **** . ***** *****, NJ *7009 . 973-***-**** .

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

National Account Executive/Sales Management

Highly skilled, top-performing Account Manager seeking a position utilizing

my extensive experience in sales, maintenance and management of new and

existing accounts as well as contract negotiations for major accounts on a

national level.

Key Accomplishments

. Successfully resurrected a $5 Million account that was prepared to

terminate its contract with Republic Services by renegotiation of key

contract terms.

. Devised, Implemented and managed a now award-winning strategic waste

and recycling program for Southwest Airlines.

. Four (4) times Circle of Excellence Award Winner.

. #2 nationwide in value-added services on existing accounts for Waste

Management

. Maintained 100% overall retention rate as a National Account Manager.

. Launched Newark Division - Waste Management, Inc.: designed and

implemented all sales policies and procedures.

. Consistently attained or exceeded Divisional and Territorial sales

quotas

. Met or exceeded revenue budget targets for 2005 thru 2012 ($20M

managed revenue for Sales Years 2007-2012)

. Exceeded EBIT (profitability) improvement targets

. 2007 JD Power Customer Response Survey: Received highest praise from

clients.

Professional Experience

Comprehensive Waste Stream Consultants Scotch Plains, NJ

May 2013 to May 2014

A nationwide waste consulting company that specializing in the healthcare

industry.

Consultant - Temp Assignment

? Directly responsible for the management and consultation for all waste

streams in a hospital environment. Waste Streams include RMW, Sharps, RCRA

waste, recycling and trash. Customers managed include Mayo Clinic and

University Hospital.

Olympic Compactor Rentals North Scituate, RI

Jan 2013 to May 2013

A nationwide waste equipment rental and waste consulting company based in

Rhode Island servicing industrial and mall clients.

National Account Manager

? Directly responsible for maintenance, growth and contract renewals for

current customers

Republic Services, Incorporated Phoenix, AZ

2008 to October 2012

A nationwide, Fortune 500 waste and recycling company based in Phoenix, Az,

servicing over 13 million customers from personal to business to government

and municipalities.

National Account Manager

? Responsibilities include, management of 12 multi-million dollar

national industrial accounts namely: Union Pacific Railroad, Harrah's,

Tennessee Valley Authority and Southwest Airlines.

? Developed, Implemented and Managed full-scale, comprehensive cost-

saving and sustainability programs for client base, including,

identification of deficiencies, prioritization of resources and

effective management of both client and support staff

? Lead a support staff as the Team Leader on various client projects. In

charge of directing the staff, assigning tasks and direct oversight of

all work product.

? Directly responsible for maintenance and revenue growth on all

accounts with a 100% rate of retention for the entire tenure of

employment. Successfully orchestrated contract renewals with an

emphasis on personal customer relations through an individualized

program development.

? Reduced the rate of "client spend" whereby the client seeks to reduce

their waste costs, with an average goal of 20% through various

analysis and personally developed programs which lead to a new three

(3) year contract.

Waste Management, Incorporated NY/NJ

1996 to August, 2008

Headquartered in Houston, TX, they are a leading provider of waste and

environmental services in North America, servicing nearly 21 million

residential, industrial, municipal and commercial customers.

National Account Retention Manager (2006 to 2008)

? Improved the profitability and revenue growth of existing national

accounts whose yearly revenues exceed $1M.

? Responsibilities include management and retention of those accounts;

spearheading revenue growth and profit improvement through sales of

value-added services.

? Strong customer focus and an ability to close the client.

? Successfully managed annual revenue in excess of $20M dollars for

accounts including: Dicks Sporting Goods, AMF Bowling, Saks 5th

Avenue, Sunrise Senior Living. Territory ranges from Dallas to New

England.

Key Account Manager (2000 to 2006)

? Responsible for selling new accounts, while maintaining and growing

existing accounts

? Managed 40 accounts, ranging in yearly revenue from $100,000 to $1M

and managing a total yearly revenue of $10M

? Territory parameters included NY, NJ, Pa and DE along with multiple

nationwide operating locations; Accounts include: Fleet Bank, NY Mets,

Modell's Sporting Goods, Care One Nursing Homes and Wawa

? Circle of Excellence award winner 2001 thru 2004; Achieved 100% or

more over quota from 2000 thru 2006

District Sales Manager-Newark Division (1999 to 2000)

? Directed, managed and trained 10 representatives as well as

administrative staff

? Designed, integrated and launched the Newark Division including all

sales policies and procedures; Territory covered Hudson, Essex,

Middlesex, Union and Somerset Counties

Major Account Executive- Northern New Jersey Territory (1998 to 1999)

? Independently managed and marketed to multi-level clients; managed in

excess of $500,000 per month in revenue. Responsible for

redevelopment and retention of dormant large-scale accounts

? Negotiated and executed profit-oriented contract, including all terms

and pricing

? Key accounts included: Anheuser-Busch, BASF and American Airlines

Account Executive-Midtown Manhattan Territory (1996 to 1998)

? Planned and executed day-to-day sales and marketing throughout defined

territory

? Created business development strategies, strengthened

relationships and provided comprehensive information to

potential and retained accounts

Foster Wheeler Environmental Corporation Lyndhurst, NJ

A leading international engineering, construction and project management

contractor 1994 to 1996

as well as a power equipment supplier.

Contracts Administrator Manager

? Assessed, standardized and enhanced regional contract management

functions within a $10 billion, Fortune 100 environmental engineering

firm. Successfully renegotiated poorly structured contracts from $5M

to $20M projects.

? Initiated the national utilization of Master Service Agreement, thus

improving cost and quality-controls.

Allied-Signal Aerospace Company Teterboro, NJ

An aerospace, automotive and engineering company based Morristown, NJ,

1984 to 1993

merged with Honeywell Inc. in 1999.

Senior Contracts Administrator

? Led the development, negotiation and management of large-scale

government/ commercial contracts and proposals for multiple concurrent

aerospace engineering projects, ranging from $10M to $300M.

Education

Fairleigh Dickinson University Rutherford, NJ

Masters of Business Administration Degree

Roger Williams College Bristol, RI

Bachelor of Science Degree in Business

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