Sales Account Executive

Mr. Dana Frost

*** ******* ******, ******* ** ace9p8@r.postjobfree.com 301-***-****

Summary

Dynamic and results orientated professional with over 20 years of experience in sales, marketing,

executive level management is well versed in developing strong financial growth strategies. Highly

effective at acquiring and directing essential personnel, budget management and company operations.

Analytics Talent Assessment

Fiscal Management Product Development

Operations Management Business Development

Professional Experience

Logistic Dynamics Inc., Amherst, New York 8/2012 - 4/2014

President

Business development

Increased sales revenue from $32M to $50M

Managed annual operating budget $12M

Contributed to proprietary Transportation Management Software (TMS) including layout

and design aesthetics of website portal, functionality and user flow

Developed and implemented performance metrics for departments and key personnel

Personnel

Enhanced systems, policies and protocols resulting in higher retention rates and improved

morale. Created company culture shift toward positive productivity and improved metrics

Authored new hire training program for sales department

Directed 186 people in five departments: sales, marketing, operations, accounting, IT

Managed 80 independent global sales agents

Trained and motivated leadership team and key personnel with various methods such as

analysis of culture key performance metrics and direction of companies events such as

quarterly team building events, annual awards, appreciation events and golf retreats

Brand Positioning

Increased market share as a result of improved branding initiatives such as digital marketing

campaigns, brand awareness through corporate online marketing campaigns

Designed and implemented successful marketing campaigns including online publications,

drip campaigns, banner ads, brand strengthening and visibility through other media

Played key role in the design and implementation of new corporate website

Century Negations, INC. North Huntingdon, Pennsylvania 6/2009 - 5/2012

Vice President of Business Development

Executed annual budget resulting in revenue growth and continual positive ROI

Executed entire build out of sales platform: developed standard operating procedures

Initiated partnerships with companies in vertical lines of business through strategic

alliances, vertical development, increased product offerings, strengthened partnerships

Developed and implemented Standard Operating Procedures

Consulted for partnering companies on issues such as staffing, operational strategies

branding initiatives, financial analysis and contract negotiations. Partner companies

included Premier Institute for Financial Freedom, ADMA Solutions dba Century Negotiations

and United Consumer Advocacy Network

Developed metrics used to gauge performance levels and revenue streams

Developed and directed new hire training program

Directed digital and print marketing initiatives based on proprietary software

Digital marketing improvements including website design, internal training, outsourcing to

third party companies for complex digital architecture design and placement strategies.

Involved in SEO efforts in order to increase traffic to companies website and to procure

clients organically ATI – proprietary software

Introduced LMS (Lead 360) and CRM (Salesforce.com)

Analysis and financial projection of future quarterly sales and revenue

Hired and trained two sales managers and 40 inside sales associates

Authored successful sales scripts

Stone Street Capital Bethesda, Maryland 2/2008 - 2/2009

National Sales Manager

Increased annual revenue to $160M+

Managed annual operating budget $50M

Stimulated annual revenue growth and improved ROI through strategic brand positioning,

staff development, maximizing efficiency and proficiency of all company operations

Staff direction for six sales managers and 68 inside sales representatives

Proposed incentivized compensation plan resulting in increased production and morale

Developed key metrics for sales department increasing production, profitability,

accountability

Implemented sales strategies and techniques which resulted in increased production and

improved salesmanship

Optimized productivity of call center 600% by implementing an incentive based metric

Increased production in research department 250% generating an incentive based metric

Introduced integration of Salesforce.com software which managed client retention

Authored sales and call center scripts

Managed marketing initiatives, brand development and strategic positioning of brand

Option One Mortgage Sterling, Virginia 12/2006 - 12/2007

Vice President of Sales

Increased monthly sales from $57 million to $98 million in 2007

Increased sales originations with national clients 8% in 2007

Expanded existing client base by 18% to approximately 2,800 clients

Created guidelines, compliance requirements, and client performance evaluations

Devised monthly, quarterly and annual sales and revenue forecast and projections

Enhanced channel partnerships with Wells Fargo, Sun Trust, Wachovia, BB&T and Bank of

America

Aided in establishing and maintaining expanded product offerings

Conducted market research and analysis on market conditions, market trends, competitors

pricing and products, and overall market strategies

Designed and executed new sales executive training program

Instituted monthly and annual business plans and trained all sales associates on goal setting

Responsible for hiring, training, and supervising 24 inside/outside sales executives

Communicated daily with operations personnel to develop and implement protocols and

business standards to ensure work flow consistencies and efficiencies

Selected as a participating member of capital markets pricing committee

Mortgage Lenders Network Horsham, Pennsylvania 11/2005 - 12/2006

Regional Sales Director

Increased monthly sales average of sales executives from $3.2 million to $5.7 million

Instituted monthly, quarterly, and annual goals for sales executives with strategic plans

YOY revenue growth and improved ROI

Managed departmental budgets

Set monthly and annual sales forecasts and projections

Developed marketing strategies and initiatives for Mid-Atlantic region

Selected to join committee responsible for market condition evaluations, market trends,

and company position in each territory

Managed 26 sales executives in Mid-Atlantic region

Optimized sales strategies and techniques which lead to an increase in sales

Designed and delegated training program for new account sales executives

Led weekly sales meetings with account sales executives to educate and motivate, to

discuss market conditions and trends, and to assess individual goals and initiatives

Traveled with sales executives to assist with presentations, to solidify sustainable business

partnerships, and to train and educate the clients on the ever changing industry

Daily report analysis to ensure sales executives aligned with performance standards

Argent Mortgage Company Irvine California 11/2003 - 11/2005

Wholesale Account Executive

Leading account executive - Mid-Atlantic Region and 4th in company. $343M in sales, 2005

Leading account executive - Mid-Atlantic Region and 9th in company. $294M in sales, 2004

Managed a $70 million monthly revenue stream

Established and managed business relationships with over one hundred mortgage bankers

Consistently surpassed monthly quotas and exceeded expectations

Presented company programs and services to C-level executives

Developed successful long term business partnerships with clients which led to residual

business on a monthly basis and sustained productivity

Successfully negotiated interest rates and pricing with clients to maximize revenue

Member of Capital Markets Team: responsible for setting interest rates on mortgage

products and setting price for loan pool to secondary markets

Developed marketing campaigns to increase business from mortgage bankers

Developed training program for mortgage bankers focused on professionalism, business

etiquette, integrity and efficiencies

Mentored all new Account Executives within the Mid-Atlantic Region

Managed loan through sales cycle to insure optimal outcome for affiliate and their clients

Member of committee responsible for product development and enhancement

Education

The Brooks Group Greensboro, North Carolina 2008

Sales Management Training Program

Cazenovia College Cazenovia, New York 1990 - 1993

Finance and Economics

Technology

PC + Mac Microsoft Office Suite (Word, Excel, Access, PowerPoint)

Adobe Salesforce.com (CRM) Company specific software adaptability

Cantasia software, to create widgets for onboarding training modules

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