Sales Customer Service

Frank L. Demos

*** ******** ***** ? Woodstock, GA 30189

Home: 770-***-**** ? Cell: 770-***-**** ? ******@*********.***

SALES EXECUTIVE

Consultative B2B ? New Business Development ? Account Management

Top-performing sales producer with an award-winning fifteen year track

record in a dynamic Fortune 100 environment. Tenacious closer with proven

results in solution sales, account management, and new business development

to maximize sales and revenue performance. Persuasive communicator with

strong presentation and negotiation skills. Career history of forging

sustainable relationships with medium-to large business clients. Core

Competencies:

? Revenue Optimization ? High-Volume Territory Sales ?

Sales/Product Knowledge

? Financial Data Analysis ? Market/Competitive Analysis ?

Targeted Presentations

? Sales Call Planning ? Cross-Selling/Up-Selling ?

Contract Negotiation

? Report Generation ? Client Needs Analysis ?

Sales Prospecting

PROFESSIONAL EXPERIENCE

YP Holding Co. - Atlanta, GA

Account Executive - Premise (May 2013 to May 2014)

. Managed print and digital advertising accounts: PPC advertising,

online display advertising, search engine marketing, yp.com, daily

deals, mobile optimization, website design, online presence

management.

. Sold Yellow Pages and Internet Advertising (YELLOWPAGES.com) to

businesses in the Atlanta metro area.

. Excellent cold calling / lead generation experience with strong &

effective sales closing skills.

. Experience with target lead generation.

. Built new client relations while effectively maintaining an existing

client base.

YP Holding Co. (Formally AT&T ADVERTISING SOLUTIONS) - Atlanta, GA

Sales Support Manager - Major Account Sales and Premise Sales (2010-May

2013)

. Maximized revenue growth and support opportunities for Sales by

developing and implementing processes improvements to increase sales

time.

. Coordinated, measurements and achievements of sales metrics in

partnership with the General Manager to ensure achievement of

objectives, in areas such as: All-in-Revenue Growth, Customer Growth,

New Business, Churn, Net Increase, Product Mix, CO and lead generation

targets.

. Participated in identifying and communicating sales objectives,

benchmarks and sales strategies; including closure initiatives and

assisted in campaign kickoff/sales rally's.

. Ensured that all assignment requirements were completed in a timely

manner to ensure a complete & accurate assignment for all sales

campaigns.

. Managed processes and procedures in support of the general office

environment and operations.

. Branch, sales support for General Manager providing reports and

analytic support to GM. Review print & Digital projections for

accurate forecasting.

. Developed a Sales Support structure that maximizes efficiencies while

maintaining flexibility for optimal execution. Managed a staff of 8

sales support clerical clerks.

. Champions change by quickly recognizing situations were change is

needed and having the courage to make the changes that would improve

the organization.

. Developed others by providing coaching and by providing honest

feedback in a helpful manner. .

. Innovations by encouraging others to consider new approaches and

ideas.

. Example: avoids getting stuck in a "one right way"

approach.

AT&T ADVERTISING SOLUTIONS - Atlanta, GA

Cyber Sales Manager - Telephone (2008-2010)

* First manager to initially pilot Warm Transfer team. Trained cyber

sales reps to begin selling print items in SEA. Collective effort

initiated with customer service, publishing & art departments to

secure streamlined processes in order to successfully launch

initiative. Monitored and analyzed progress throughout to identify and

remove any roadblocks along the way. Regularly reported status to

senior management.

* Managed first revenue recovery project. Collaborative effort with

collection department to collect customer past due balance on IYP and

re-establish IYP products in order to recover revenue and retain

customer base.

* Initial manager for Customer Experience Group. Managed team

responsible for calling new internet customers to ensure the program

sold was operating properly. Charged with up selling those customers

after initial contact in order to maximize sales opportunity.

* SEA roll out manager for "Try It You'll Like It" Cyber sales team.

Responsible for generating revenue using the "TIYLI" initiative. No

risk customer offer for 3 months "free".

In addition to the 4 special team projects listed above, my charge was to

manage core Cyber Sales Team and meet organizational revenue objectives.

All revenue objectives have been exceeded.

RE/MAX GREATER ATLANTA/HOME SOURCE GROUP- Atlanta, GA, 2006 - 2008

Realtor

BELLSOUTH ADVERTISING AND PUBLISHING CORP. - Atlanta, GA, 1996- 2006

Account Executive - Premise (1998-2006) / Telephone Sales Representative

(1997-1998)

Market and close sales across a broad metro Atlanta district to a diverse

base of medium-to-large business customers for this Fortune 100

communications leader. Research prospects, analyze market demographics and

monitor competitor activity. Develop and present custom advertising plans

to new and existing clients for Yellow Pages, White Pages and Internet

placement to maximize client ROI and drive repeat business. Maintain

product knowledge of 16 area directories.

Key Achievements:

> Generated a $250,000+ increase in annual net sales revenue for

assigned $1.5+ million book of business and account base of 500

clients in 2004.

> Two-time President's Club Winner; exceeded net sales revenue goals by

186% in 2004.

> Achieved 2004 Sales Leader award as one of two recipients among 18

peers in the Marietta Office.

> Drive business among new and existing clients by delivering attentive

customer service to meeting changing advertising needs and maintaining

a strong track record of ad accuracy.

> Consistently ranked in Top 10 among 40 telephone sales representatives

covering North Georgia region, resulting in promotion to Account

Executive charged with managing a high-volume Atlanta territory.

MASSACHUSETTS MUTUAL LIFE INSURANCE CO./FINANCIAL CONCEPTS-Charleston, SC,

1982-1997

Sales Agent

Promoted sales of insurance and investment products, specializing in

qualified retirement plan administration, reporting directly to the

Principal/Certified Financial Planner. Performed cold call prospecting and

lead generation to identify new customers and develop base of accounts.

Analyzed client financial data and developed estate planning plans in

tandem with CFP. Executed either-or probate planning scenarios to minimize

estate tax liability and maximize inheritance. Utilized industry software

applications to develop spreadsheets and generate reports. Cultivated

strong industry alliances.

Key Achievements:

> Consistently met and exceeded sales goals via strategic marketing and

long-term customer relationship building.

> Reduced client estate taxes by analyzing data and implementing probate

plans with Certified Financial Planner.

EDUCATION & PROFESSIONAL DEVELOPMENT

Bachelor of Arts in Business Administration - FRANCIS MARION UNIVERSITY,

Florence, SC

BellSouth Sponsored Sales Training

New Business Training ? Cross Selling/Up Selling ? Mainstream Selling ?

Competitive Sales Techniques

Technical proficiency: Microsoft Windows ? Word ? Excel ? PowerPoint ?

WordPerfect ? Sales Force

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