Sales Manager

LETICIA L. GRIGSBY

**** ******* ***** **** ** ~ Apt 6210 / Kennesaw, GA 30144

779-***-**** / *******.*******@*****.***

www.linkedin.com/pub/leticia-grigsby/2/829/69

SUMMARY

Continuously recognized for exceeding operation improvement initiatives by assisting sales in meeting their objective

to increasing profits & protecting revenue, combines research, data gathering/analysis, and communication to

resolve bottlenecks leading to increased productivity. Possesses the ability to see things from various prospective, in

order to meet or enhance the needs of the business. With a goal to always exceed expectations, thinking creatively

and using problem-solving skills to ensure that the company and end-users are satisfied. I have the ability and

willingness to take initiative and dedicate necessary time and energy to learn new information and identify new tools

that will help enhance the business and ultimately increase ROI. I serve as a representative for the marketing and

sales team in interactions with internal business partners. Possess a track record of effective cross-functional

collaboration and drive for continuous improvement. Experienced in working with multiple decision makers and have

a proven ability to work cross-functionally across teams. Well-developed verbal/written communication,

interpersonal, negotiation, problem solving, and time management skills. Demonstrating a customer focus attitude

and philosophy

CHARACTER STRENGTHS

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Project Management Campaign Management Intra-Department

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Communications

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Virtual Assistant

• Research & Investigation

• Organizational & Time

Data Maintenance &

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• Analyze & Problem Solving

Governance Management Skills

• Policies & Procedures

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• Agile Scrum

Data Manipulation

• Territory Management • Client Services & Support

• Process Improvements

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Data Gathering & Tracking Consulting

• Report Management

• Relationship Management

• Salesforce.com

• Trade Shows

2013 - 2014 Spark Award – 5 Time Employee Recognition Award Recipient

2007 Chairman’s Award Winner - Top 15 non-sales associates recognized in region

2004 & 2008 Spirit of Teamwork Award / Departmental MVP

February & August 2010 Departmental MVP

CAREER PROGRESSION & SELECT ACCOMPLISHMENTS

vAuto (AutoTrader Group) / Oakbrook Terrace, IL ~ April 2012–May 2014

SPECIALIST

SALESFORCE

Direct report to Marketing: Collaborate with Sales and assist in helping them manage their goals; support

the implementation & tracking of sales incentives and bonuses. Assist with sales proposals and contract

completion

Partner with Finance and Sales to ensure sales pipeline reporting is provided in a timely & accurate

manner

Create and manage lead generation activities within Salesforce.com. Gather information, analyze and

approve lead validations or opportunity ownership accordingly

Partner with the Sales, Performance Management and Accounting Teams to drive completeness and

accuracy of all content in Salesforce.com

Collaborate with management teams to identify new and more efficient ways to identify prospects and

support the sales cycle.

Maintain a record of all prospect activity, lead, contact and account within Salesforce.com

Perform daily administrator duties as it relates to Salesforce.com

Work with sales leadership team to maintain and enhance lead quality and processes for team members in

marketing, sales and performance managers in all stages of lead generation and opportunities pipelines

Work with key stakeholders to create and manage lead nurture processes and campaigns that will create a

profitable sales pipeline

Define and report on the lead to close process and analyze campaign outcomes in detail

Career Progression Continued: Leticia Grigsby Resume ~ Page 2

Collaborate with Sales Training and assist in training new hires

Produce weekly reports and monthly dashboards and analysis to demonstrate campaign progress on

revenue, pipeline, marketing awareness through reports on leads, conversion, ROI, opportunities and revenue

potential

Provide end-user support including record transfers, account merges, responding to process and system

questions, updating record ownership, region and territory changes

Import & Export lists and prepare data for trade shows, email blasts or direct mail campaigns…etc

Analyze business processes and systems to identify opportunities for improvement

Troubleshoot data and system issues by using a combination of system expertise, company knowledge

and detailed research/investigation

Create and manage dashboards and reports, Customize page layouts, create and update dependency

fields, cases, create and edit user profiles…etc.

Accomplishments:

Experience in using the Agile Scrum methodology and practices.

Serves as liaison between various user groups and arbitrator to assist teams with compromising in

system sharing

Serves as team subject matter expert to help define business requirements and turn requirements

into system specifications for Salesforce.com

Develop and execute testing plans of developed Salesforce.com features

Work with vendors (Appirio – Cloud Solutions Consulting Company) and internal developers to

design applications meeting defined system specifications

Planning: define, communicate and manage change management process to develop and

implement new system enhancements

Tool Configuration: work within a cross-functional team individually and collectively to develop, test,

implement, document and update Salesforce.com

Testing: create and develop test plans, cases and reports to ensure quality and consistency

Platform Integration: work with development team to integrate and decommission various functions

within the existing process

Perform basic system administration and configuration tasks: Testing and evaluations for new

releases, data auditing and manipulation, report and dashboard development

Campaign development including coordination, report analysis and continual monitoring for

progress

Define, maintain and optimize business processes in order to create efficiencies for the sales and

marketing team. Protect selling activities and support sales best practices, business strategies and

objectives.

DEX ONE R.H. DONNELLEY (formerly DonTech) / Tinley Park, IL ~ June 1993–September 2011

RECIPROCAL/PROJECT COORDINATOR ~ 2005–2011

Protected revenue, researched activities and gathered information concerning the Cross Sell Sales

Agreement: Approximately $7 million of annual revenue

Functioned as a liaison between multiple clients internal and external.

Resolved issues for sales regarding: account ownership, commissions, system related issues, assignment,

daily sales tracking, procedures, reports & training.

Identified positive and negative trends as it related to cross sell: developed solutions and reported data to

support operations and senior marketing team.

Developed action plans to manage workload and meet departmental objectives regularly. Updated and

created procedural training materials.

Monitored cross-functional initiatives introduced company-wide (Change Management): analyzed data to

Identify impact in regards to cross sell & company’s yellow page advertising account. Worked directly with

Marketing – Branding and Change Management regarding numerous cross sell agreement amendments, logo and

branding changes.

Accomplishments:

Initiated the implementation of centralizing Cross Sell Marketing collateral on the company’s

intranet site, maintains the site regularly.

Career Progression Continued: Leticia Grigsby Resume ~

Page 3

Reengineered cross sell workflow resulting in increased clerical turnaround, decrease in sales

queries, reinforcement of cross sell agreement and increase in customer sells.

Served as a back-up to division operation manager and credit analyst position.

Served as Transition Coach for the reciprocal coordinator’s position (Company Centralized All

Support Functions – Overland Park, KS).

SUPPORT OPERATIONS MANAGER ~ January 1999–July 2005

Directed all Sales Support functions for sales division of over 75 Sales reps and Sales Managers

processing and protecting 11.3 Million in annual revenue.

Oversaw 10 - 13 employees (receptionist & clerical); balanced work rotations and managed deadlines.

Evaluated and delivered performance reviews; determining performance measurements and merits.

Conduct interviews for potential employees and operational reviews, career development, coaching and

counseling.

Develop and present visual and oral presentations.

Developed recognition programs and competitions for support staff.

Directed quality control and accuracy in integration and adherence to all support functions (copy check, credit

guidelines, publishing standards and authorization policies).

Partnered with Division Sales Manager to maintain cost savings for department and division.

Participated in monthly claim rebuttal meetings (cross-functional team to review improper coding of sales

claims).

Restructured and managed the operational workflow of department to ensure successful and efficient sales

closes.

Accomplishments:

Project Lead on AT&T Telco System Conversion and Workflow Modifications: Tested, identified and

resolved potential issues impacting intra-departmental workflow, avoiding costly errors during

transition.

Identified departmental need, tested, developed & created new position ~ Administrative Support

position.

Project member for testing the Main Database System Conversions

Developed & Implemented Lead Referral and Lead purification Initiatives to assist sales with

increasing sales.

OTHER POSITION HELD WITHIN RHD (DONTECH)

SALES ADMINISTRATIVE ASSISTANT I, II & III ~ 1994– SALES ASSISTANT ~ 1994–1994

1999 RECEPTIONIST ~ 1993–1994

EDUCATIONS & PROFESSIONAL DEVELOPMENT

Bachelor of Arts Liberal Arts December 2009 ~ Focus - Organizational Development / DePaul University / Chicago, IL

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Currently Studying for Salesforce 201 Admin Exam ~ July 15, 2014 Scheduled

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National Society of Collegiate Scholars Member

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Expert use in: Microsoft Office Suite (Word-Access-Excel-Outlook-Project Management) / Visio Software

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Expert use in internal system: Salesforce.com ~ Marketo ~ Tinderbox ~ Data Loader ~ CRM Fusion Demand Tools ~

Winpure ~ Webex ~ Lync ~ Kofax Imaging Software ~ Crystal Reports

References and Endorsements (See LinkedIn Profile)

Contact this candidate