Sales Manager

Robin Huckenpoehler

****C New London Road New Market, MD 21774 301-***-****

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

STRAGETIC SALES / DISTRICT & REGIONAL SALES/BUSINESS DEVELOPMENT

SKILLS

Specializing in Field Management, New Business Development and Business Analytics

New Business Development Customer Relationship Management

Field Operations Key Account Management

Strategic Planning Contract Negotiations

P&L Management Budgeting & Forecasting

Staff Training & Development Turnaround & High-Growth Strategies

Project Management Influencing Others

PROFESSIONAL EXPERIENCE

One Coast, Frederick, MD

Territory Manager, 2013 to 2014

Personally acquired 34 new accounts in 2014.

Responsible for territory of over 200 retailers in Central and Western Maryland, Northern Virginia and Washington,

DC.

Represented multiple lines of gifts, fashion, accessories and home décor from the following industry leading

companies; Mud Pie, C.R. Gibson, Royal Chain (Angelica), Santa Barbara Design Studio, Oilily US, About Face

Designs, All For Color, Olivina and Boulevard.

Created, grew and maintained customer base while continuously prospecting for new accounts and customers.

Involved in all aspects of the sale.

New Customer acquisition strategy leveraging trade shows, cold calling and customer referrals.

Avon Products, Inc., Frederick, MD

District Sales Manager, 2009 to 2013

Managed 750+ Sales Representatives in a $2 million sales territory.

Circle of Excellence Achiever, District Ranked #2 in Division, #6 Regionally, and #20 Nationally.

Trained and motivated Sales Leaders in developing their own business partners through coaching and mentoring.

Trained and recruited new Sales Representatives through all phases of the sales cycle, i.e., including prospecting

and lead generation to negotiations and closing.

Certified in Avon’s Sales Cycle - PATD (Prospecting, Appointing, Training and Development)

Continuously met or exceeded Quarterly KPIs (Key Performance Indicators).

Planned and conducted monthly sales and leadership meetings and 90-day business planning sessions with Sales

Leaders.

Coached and mentored District “Dream Team” of Sales Leaders to winning the “Partner to Exceed” incentive,

which earned them a $5,000 bonus. Eligibility was based on recruiting and advancing their leadership teams.

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CBK, Mount Airy, MD

District Account Manager, 2008 - 2009

Maintained a multi-state territory encompassing a client base of 550.

Cultivated new business and sales through the sale of wholesale home decor and lighting to specialty retailers.

Consulted with store management and employees; providing guidance on product positioning and visual displays,

holiday and seasonal home décor, lighting, textiles, gifts, and small furniture .

The Body Shop at Home, Mount Airy, MD

Director/Sales Manager, 2002 - 2009

Developed a home-based business in direct-sells with a new channel of the 30-year old The Body Shop® retail

stores.

Through continuous growth in attracting, recruiting and developing new consultants and leaders, my organization

grew from an individual of one (1) to a team of 225.

Integral member of Consultant Council, a brainstorm group comprised of the Top 16 Sales Leaders in the country.

Delivered targeted training programs four national conferences and annual leadership retreats.

Ranked #2 in the nation for organizational sales performance.

Ranked #2 in the Eastern Region for annual sales of $899,000.

Served as Leadership Leader for Retail Partnership Marketing Program with The Body Shop retail stores in the DC

and Baltimore Metro areas.

EDS (Electronic Data Systems), Herndon, VA/Austin, TX

Training and Quality Manager, 1997 - 2001

Systems Engineer Supervisor, 1994 - 1997

Advanced Business Analyst, 1992 - 1994

Business Relations Analyst/Trainer, 1989 - 1992

Conference Manager, 1986 – 1989

Managed a cross-functional team of 27 specialist (graphic design, training, QA and technical writers), for the

National Heritage Insurance Company account (Texas Medicaid), with P&L responsibility for a division budget of

$3 million.

With my direction team conducted 5200 hours of classroom training, successfully training of 650 customers on a

new client/server system for an insurance client.

Conducted interviewing and hiring of 30+ staff at the project start-up.

Supervised a team of 18 Business Analysts and Business Associates in SLC (Systems Life Cycle) - definition,

analyze and design phase for the creation of a new client/server system.

Administered salary, bonus and recognition. Conducted performance reviews and mentored employees in creating

career development plans.

Supervised five business analysts administering the Uniform Statewide Accounting System (USAS) account for the

Texas State Comptroller agency.

Reviewed, analyzed, and evaluated business systems and user needs. Documented requirements, defined scope and

objectives, and completed texting of complex financial systems .

Managed exhibit and trade show marketing programs; managed the IRS Tax System Modernization account.

Independently coordinated and conducted training on a defense eligibility system, at 51 military installations.

Coordinated regional training conferences for department of defense personnel, with attendance ranging up to 800

participants.

Prepared post conference cost analysis and financial review for Deputy Assistant Secretary of Defense and Health

Management Systems directorate.

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EDUCATION & TRAINING

Western Governor’s University, Online - BS, Sales and Sales Management (Enrolling now, start June ’15)

Strayer University, Arlington, VA – Majored in BA/ Marketing (1990-1992)

LICENSES, CERTIFICATIONS AND PROFESSIONAL DEVELOPMENT

Maryland Realtor License (2014)

Maryland Life and Health Insurance License (2013

Organizational Empowerment Workshop

Leadership – Insights for Success

Avon’s Sales Cycle-Prospecting, Appointing, Training and Development

Systems Life Cycle Development (SLC) Certification

Project Workbench Certification

INFORMATION TECHNOLOGY DATA MANAGEMENT

Microsoft Office Suite - Word PowerPoint Excel Publisher Outlook MS Project Sales Force

Social Media (Facebook, Twitter, LinkedIn) Sales Management Office (SMO) District Management Office

Team Workbench TSO/ISPF SQL File-Aid QMF

KNOWLEDGE SKILLS ABILITIES

Excellent time management skills, proven ability to manage multiple priorities and projects simultaneously,

within tight deadlines and budget constraints. Excel in strategic planning, budgeting, analysis, and administration

of daily operations, comfortable in aspects of public speaking, display strong oral, written, and presentation skill.

Organized, decisive, detail oriented, and adapts quickly to change.

Strong communication and presentation skills; excels in public speaking and interpersonal relationship building;

intuitive and analytical, communicates effectively and persuasively. Ability to design, create, and conduct C-Level

presentations; builds productive business relationships with upper management and diverse clientele.

Compile sales metrics to assess and compare growth, performance, financial management, and budgets; analyze

data by segment, product types, quotas, goals, forecasts, expenditures, market penetration, new accounts, sales

person rankings, customer retention, and customer satisfaction.

Create and execute annual sales strategies; develop and implement district-specific sales plans, leads and

participates in sales promotional programs, ensuring the execution of company standards; organize, plan, and

conduct monthly sales, sales leadership, and sales management meetings; conduct business-planning sessions,

facilitate regular communications, and document performance reviews.

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Convey verbally and in writing, principles and practices of the general sales process; appropriate methods and

means of dealing with human behavior, and developing effective work relations through persuasion and negotiation

skills, problem solving, listening and quality standards to a diverse range of audiences and sales staff.

Outwardly supports company objectives; positive and constructive, represents the company and products in the

local community; enhances results through developmental coaching, encourages team building, goal setting, and

professional development, both in the field and within the office environment.

Recruit, select, train, coach, and mentor sales representatives and sales leaders through all phases of the sales

cycle (prospecting, lead generation, contract negotiation, and closing). Empower sales force with coaching and

training on subjects including, but not limited to developing viable business partners, brand management and

messaging, high impact selling, implementing sales and marketing plans, product promotions, exceeding

performance indicators, customer service, and retention.

Define performance standards and procedures, methods, and techniques of conducting sales meetings through

ability to analyze and apply company policies, objectives, and sales policies; holds all sales staff accountable,

coach staff on lead generation and networking.

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