Sales Manager

Fred Keip Resume Continued *

Fred B. Keip

***** ****** **. ******, **. 46033 Cellular: 317-***-**** ****.********@*****.***

www.linkedin.com/in/fredkeip

SALES LEADER

A focused and determined business leader, I offer the entrepreneurial stamina and wisdom to drive bottom line growth and

lucrative business, inspire employees to peak performance, and cultivate profitable business relationships built on respect,

loyalty, and trust. My easy-going sense of humor has been a defining management strategy to bring out the best in

everyone, instill pride, and mobilize them to make their company the best in the industry.

Career highlights include:

• Ten time Presidents Club winner of individual and team awards.

Appointed Executive Lead on the Compensation Advisory Board at Nextel for crafting compensation aligned

with corporate objectives.

Appointed to the Executive Leadership Board for showing and role modeling leadership.

Appointed Indirect Advisory Council Lead for Indirect Channel of Distribution in Michigan.

Appointed as SE Advisory Lead for Salesforce.com development and implementation team.

Recognized for creating the Top Overall Sales Market in the country for delivering new business.

Played instrumental role in the Development & Piloting of Vertical Account program in SE Florida that was

adopted across the company.

PROFESSIONAL HISTORY

Director of Business Development

Weichert Real Estate Affiliates Inc: Indiana & Ohio • 2013-Present

Managed sales, client relations, and new business development for the sale of Weichert Real Estate franchises.

Developed new business territory by expanding sales into undeveloped markets.

Identified and researched potential clients and markets while conducting business analysis, prospecting,

sales presentations, negotiations, and closings.

Coordinated financial reviews/credit checks, legal reviews, and operations reviews.

Helped to coordinate mergers, acquisitions, and expansions for existing affiliates.

Regional Director of Sales & Business Development

Weas Engineering: IN-IL-KY-OH • 2011-2013

Direct Reports: 11- Sales/Service Engineers

Designed successful sales techniques, strategies, and tactics from customer and market feedback.

Carried out analyses of statistics to determine potential growth; designed sales performance goals, and monitored

performance on a regular basis.

Achieved 106% of revenue goal.

Improved sales policies and practices. Defined the sales cycle, created accurate job descriptions, and developed

standards for customer relationship management.

Analyzed client list for growth opportunities; personally researched and supervised new sales prospects.

Developed the following sales and service platform components; training curriculum, scripts, selling tools, sales

workshop, marketing plans, national accounts program, reporting tools, staffing/recruiting program, performance

management system, compensation program, standard operating procedures for the service/delivery team.

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Managed the partner relationship between Weas Engineering and Evapco, as well as their sub partners in the

region.

Regional Business Class Sales Manager

Comcast Business Services: Indiana • 2010-2011

Direct Reports: 10-Business Account Managers

• Developed and implemented territory sales plan and strategy for growth while staying consistent with the

company’s direction and growth initiatives.

Maintained sufficient knowledge of customer’s business to recognize opportunities and be perceived by the

customer as a problem solver and cost displacement specialist.

Developed an entirely new team and territory to achieve over 100% of plan.

Responsible for Identifying and implementing improvements in business processes, yielding increased sales

performance, and/or higher operational efficiency through excellent time management, decision-making, and

human relations skills.

Regional Enterprise Sales Manager

Double-Take Software: IL-WI-MN-IA • 2008-2009

Direct Reports: 2-Inside Sales & Solutions Architect

New business development with Fortune 500/1000 companies selling software licensing and services that offers

products for continuous data protection, high availability and centralized backup for critical applications and full-

server recovery.

Established client relationships and strategic business partnerships using solution selling to maximize revenues.

Distinguished performance from competitors with technical knowledge, including ability to troubleshoot issues,

strengthened customer relations by stepping in to resolved product concerns.

Exceeded $2M sales quota- achieved 107% of revenue quota in 2008.

Finished as #2 Regional Enterprise Sales Manager in Country.

Managed and built relationships with key Double-Take distributors, premier resellers, and authorized partners to

help increase revenue by 20% over Q1 & Q2 of 2008.

Nextel & Sprint/Nextel Communications • 1997-2006

Director of Sales/National Accounts

Sprint/Nextel Communication: IN-OH-KY • 2005-2006

Direct Reports: 11 + 60 dotted line reports

Managed the overall wire line and wireless sales strategy for all headquartered Fortune 500/1000 Companies.

Appointed Indirect Council Advisory Lead for Michigan market.

Achieved 116% of overall Revenue quota (wireless, wire-line, and data).

Market generated more than $175+Million dollars in revenues annually.

Developed sales road map, which resulted in overall increase of sales revenue of $24M over 2005 results.

Analyzed existing sales channel relationships and developed all new sales strategy focused on market leaders

who could drive sales, increase visibility in key accounts and improve market presence market .

Recognized for outstanding success in building and maintaining relationships with key corporate decision

makers, establishing large volume high profile accounts with excellent levels of revenue growth, retention, and

customer loyalty.

District Manager

Nextel Communications: West Michigan • 2003-2005

Direct Reports: 9 – Indirect and Direct Sales Managers- 60+ dotted line reports

Led a dramatic turnaround in performance and morale within this under-producing region. Rebuilt damaged

partnerships, hired and trained a strong team, and worked closely with departmental sales leaders to identify

issues,

solve problems, establish goals, and align productivity with corporate standards.

Fred Keip Resume Continued 3

• Drove best practices in partner communications to regain trust and reestablish business opportunity.

Served as Midwest Region Point Person for support functions to provide field perspective on sales related

activities.

Achieved 114% of overall plan in 2003 and 109% in 2004.

Managed over 210 points of indirect distribution with both direct and retail presence.

Managed 35 Company owned retail locations.

Managed a market that generated more than $150+Million in revenue annually.

Personally visited and evaluated majority of Key Partners, and helped to create an aggressive 90 day business

plan to improve overall sales metrics.

Cultivated partnerships with indirect distribution team to develop and maintain organizational strategies, operational

efficiencies, and proposals for increasing profitability and market share.

Director of Sales

Nextel Communications: SE Florida • 2000-2003

Direct Reports: 8- Direct, Corporate, Government, & Vertical Sales Managers- 80+dotted line reports

Managed a market that generated over $200+ Million in Revenues annually.

Recognized in 2002 as Top Sales Market overall for Gross New Adds in Country.

Consistently ranked in Top 5 company-wide for sales production as measured by: ARPU, Gross & Net Adds,

CPGA, rate plan mix, data revenue, churn, and expense management.

Recognized for championing new major account team initiative that was piloted in my market and adopted

throughout organization based upon our results and success.

Recognized for achieving 125%(2000), 121% (2001), 115% (2002) of overall sales plan.

Earned seat on Executive Leadership Board, which met monthly with Corporate Leadership team to discuss

direction of company, new policies and procedures, new sales methodologies, and share “Best Practices.”

Sales Manager

Nextel Communications: Miami, Florida • 1997-2000

Direct Reports: 12- Direct, Corporate, Government, Inside Sales Reps

Joined Nextel during Pre-launch stage and built team and market from scratch.

Contributed to building the company’s sales team through direct mentorship, sales management and assisting

fellow Account Executives in securing and closing deals.

Recognized as one of the top performing sales markets in the country in 1998 and 1999.

Promoted to Director of Sales in 2000.

Prior Employment

VP/Director of Sales- BTE Performance Group- Indianapolis, IN. 2009-2010

Branch Manager-American Paging-Indianapolis, Indiana 1996-1997

Sales Manager-Cellular One- South Bend, Indiana 1992-1996

Senior Account Executive-Cellular One-South Bend, Indiana 1990-1992

EDUCATION & PERSONAL DEVELOPMENT

Associates Degree/Business Management

Vincennes University, Vincennes, IN

Building Better Relationships Teaming to Sell Salesforce.com Behavioral Interviewing Growing a profitable

Indirect Channel of Distribution Competition Law Management Introduction Extreme Integrity CPNI Compliance

Anti Harassment Insider Trading Time Management Communications & Coaching Preventing Workplace

Harassment Leadership Action-Service Excellence Increasing Effectiveness Managing Corrective Action

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Performance Management Management Law Sales Leadership 400 All Inclusive Workplace for Managers

Professional Selling Skills Executives Recruiting and Hiring Manager Forum Career and Development Planning

Leadership for Results Change Management Workshop Coaching and Counseling for Outstanding Job Performance

Spin Selling Zig Ziglar Sales Management Training DiSC Assessment Profile Myers-Briggs

COMMUNITY INVOLVEMENT

2012 Titans Tornado Disaster Relief Drive President

Football and Baseball Coach - Carmel Dad’s Club

Football Coach-Carmel Travel All Star Team-Indiana Border Wars

Head Baseball Coach – Our Lady of Mount Carmel Church

Head Baseball Coach – Indiana Titans 10U & 11U Travel baseball team

Assistant Coach-Indiana Bulls 12U & 13U Travel baseball team

Hitting/Pitching/Fielding Instructor-Indy Hitters

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