Account Manager / Account Exec

***** ******** ***, #***, *******, VA, *****

MICHAEL W. CRUTCHFIELD

*******.*.***********@*****.*** 703-***-****

Experienced Account Manager

Profile Results-driven, high energy, hands-on, professional with over a decade of

experience in new business development, retention, and client service. Proven track

record of success selling in both business-to-business and retail channels.

Managerial experience with an established ability to drive performance and

productivity through mentoring and coaching.

Expertise Consultative and Solution Selling

Sales Forecasting and Presentations

Territory and Account Management

Market Research and Analysis

Client Service and Account Management

Marketing Strategies, Campaigns and Promotions

Persuasion, Negotiation, Objection Handling, and Closing Skills

Extensive Product Knowledge and Implementation

Business Management and Operations

Leadership, Training, and Team Building

Conflict Resolution and Mediation

Experience COX COMMUNICATIONS, INC. Feb2014 to Present

Herndon, VA

Account Manager

Responsible for selling bundled telephony, data, and video solutions to small, mid-

sized, and enterprise level business clients. Products including data/transport

solutions (Internet, Ethernet), VoIP solutions (SIP Trunking, IP Centrex), cellular

services (3G, 4G) and software-as-a-service.

Generated over $1.8 million in yearly revenue

Consistently meet and exceed monthly quotas

Achieved 103% to quota for 2014

COX COMMUNICATIONS, INC. Sept 2010 to Feb 2014

Herndon, VA

Inside Retention Representative

Responsible for selling telephony (business phone services, toll-free services),

data (Internet access), wireless, and video solutions to new and existing small to

medium size business customers with an additional focus on renewing and saving

existing base.

Nominated as team lead starting in 2013

-Responsible for assisting on special projects, team escalations, and mentoring

new employees

Exceeded new revenue/renewal quotas in 2010,2012, and 2013

Generated over $840,000 in yearly revenue

COX COMMUNICATIONS, INC. June 2003 to Sept 2010

Herndon, VA

Residential Inbound Sales Representative

Drive sales for all Cox residential services and product lines to maximize sales,

while ensuring customer satisfaction through a call center sales environment.

Provide outstanding customer service or basic technical support to customers in

conjunction with a sales or retention interaction.

Consistently exceeded monthly quotas

Developed and implemented a successful mentorship program resulting in

a n 80% improvement in sales for participants

Managed special project managing a direct sales force of ten people in

Northern Virginia

Achieved highest sales statewide in 2010 out of 55 employees

Education George Mason University

BS in Conflict Analysis and Resolution

Additional Skills ICOMS Systems

Salesforce

Microsoft Office Suite including Excel, Access, Outlook, Powerpoint

Cisco Telephony Systems

Avaya Telephony Systems

Optix Database

Netcracker Created CRM

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