Sales Manager

Avon Kendrick

San Diego, CA, 202-***-****

*************@*****.***

Results-oriented business development executive and team leader with over twenty years

combined experience in engineering, product marketing, sales and business development

of technology products, solutions and services in the private and public sectors. Gifted

with strong technical and business acumen with the ability to collaborate with cross-

functional team to develop and execute sales strategies that deliver profitable results.

Products: hardware, software, network-cloud, security, big data analytics

Industry: telecommunications, semiconductor, IT, defense, & aerospace

Skills: consultative selling, sales & account strategy, government acquisition

Customers: small-large enterprise, government

Security clearance: TS/SCI, full scope poly

Achievements: Wins $5M - $3B

PROFESSIONAL EXPERIENCE

Financial Fitness Group, San Diego, CA 2014 – Present

Account Manager

Develop and implement sales process, tools and infrastructure for SaaS start-up

Collaborate with marketing to develop and execute sales strategy

Drive product development based on customer’s current and future needs

Accountable for sales target and establishing strategic partnerships

CONSULTING, San Diego, CA 2012 – 2014

Business Development

Provided sales support to small business owners to win contracts ($3M) with private

and public sectors

Worked with small business owners to develop & implement sales strategy, navigate

complex corporate & government process to grow and expand their business

Identified and qualified customers with specific technology and service needs provided

by small businesses

COBHAM, San Diego, CA 2011 – 2012

Business Development Manager

Collaborate with cross-functional team, partners, and executive management to create

and implement sales strategy to achieve annual revenue targets ($20M)

Revived and managed major accounts to profitability and contributed to strategic

business growth plan

Managed booking’s forecast, contract negotiations and 5 independent sales reps

Crafted product pricing strategy using production cost modeling, market analysis, and

budgetary costs

NORTHROP GRUMMAN, Linthicum, MD 2007 – 2011

Business Development Manager

Led large complex sales process from identification, qualification, account strategy and

proposal submission (wins $7M)

Developed and implemented long-range strategic plans; developed, led and executed

account strategy

Led division’s cross-sector business engagements, trade show campaigns, literature

and product development

Collaborated with program managers and system architects to resolve technical,

pricing, partnership and personnel issues related to new business pursuits

VERIZON, Reston, VA 2003 –

2007

Business Development Manager

Recruited consulting firm to lead a 90 member proposal team to win a $3B

opportunity; participated in the competitive analysis, product, pricing and partnership

strategy

Increased yearly revenue 11% by cross-selling internal capabilities to grow and

expanded existing customer base into new and adjacent areas

Developed strategy for acquisition targets to provide entry into strategic markets and

identified firms to support merger and acquisition activities

Worked with partners to established executive-level relationships, identify and qualify

opportunities to build pipeline for long and short-term revenue

BOEING, Arlington, VA 1999 –

2003

Business Development Operations/ Systems Engineer

Collaborated with proposal team to document customer’s technical requirements and

ensured technical solution met customer’s requirement for a $2B win

Worked with program managers to align goals, strategies and improved internal

business acquisition process and procedures

Assured maximum ROI for proposals by enforcing adherence to and improving

integrated business acquisition process

SPRINT, San Jose, CA 1996 – 1999

Account Manager

Identified, qualified and established new customers first five months on the job that

resulted in $100k/month revenue

Developed global solutions for worldwide circuit installation by negotiating joint

ventures with regional bell companies, manufacturers and international partners

Renegotiated $50k/month customer contracts that involved pricing, T&Cs and IT

support

EDUCATION

BS, Electrical Engineering, Texas A&M University System

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