Sales Manager

MARC R. VENEGAS

** ******* ***** **** ***** Viejo, Ca 92656

310-***-**** Cell ***********@***.***

BUSINESS SALES MANAGER/MAJOR/NATIONAL ACCOUNTS MANAGER

Highly accomplished Business Sales Leader with excellent professional track record. Proven ability to train, motivate, and lead cross-functional account sales teams. Strong communication, presentation, and negotiation skills used to close complex sales with clients at all levels. Deliberate and disciplined. Ability to train, coach and direct sales teams on strategic, consultative sales approach. Professional image of self and company.

PROFESSIONAL EXPERIENCE

TIME WARNER CABLE COMPANY, CERRITOS, CALIFORNIA • 6/2013 to Present

ENTERPRISE SALES MANAGER-HEALTH CARE ACCOUNTS-BUSINESS SERVICES

Manager of Health Care Team assigned to Territory/Listed Accounts within Healthcare Industry

Responsible for team of 8 Healthcare Account Executives within various territories & assigned accounts

Responsible for maintaining and exceeding company set revenues for new service, service upgrades, Cloud/Managed Services, contract renewals and installations for Team

Responsible for driving company initiative of extensive utilization of sales force automation tools, Definitive Healthcare Tool and other market specific tools

Responsible for weekly team sales meetings, monthly one on ones, and sales funnel reviews

Enacted the Strategic Selling Process for Business Account executives with an emphasis on the Healthcare Vertical

Engaged in all sales activity including customer appointments, sales training, prospecting and foot canvassing and contract negotiations

Maintained and leveraged strong internal relationships/resources with a heavy emphasis on Solutions Engineering, Project Management, Design and Install Teams

Maintained year over year growth for both new acquisitions and retention

Enforced and Drove a “Fiber First” and “Cloud/Managed Services First” philosophy and leveraged internal Data Resources

2013 YTD 119%; 2014 YTD 122%; 2015 YTD: 101%

VERIZON WIRELESS, IRVINE, CALIFORNIA • 4/2006 to 4/2013

BUSINESS SALES MANAGER-BUSINESS MARKETS • 5/2008 to 4/2013

Manager of Central Orange County Territory and Verticals consisting of Construction, Manufacturing, Distribution, Finance, Insurance, Legal and Professional Services.

Responsible for team of 6 Business Account Executives within various territories & verticals

Responsible for maintaining and exceeding Team, company set lines of service, renewals, contracts, data sales and revenue objectives

Responsible for driving company initiative of extensive utilization of sales force automation tools.

Responsible for weekly team sales meetings, monthly one on ones, and sales funnel reviews

Enacted the Strategic Selling Process for Business Account executives

Engaged in all sales activity including customer appointments, sales training, prospecting and foot canvassing and contract

Maintained and leveraged strong internal relationships/resources.

Maintained year over year growth for both new acquisitions and retention

Enforced and Drove a “Data First” philosophy and leveraged internal Data Resources

2008 YTD: 115%; 2009 YTD: 118%; 2010 YTD: 122%; 2011 YTD: 101%; 2012 YTD: 115%

MAJOR ACCOUNT MANAGER-GOVERNMENT MARKETS • 3/2007 to 5/2008

Key Account Holder for the State backed Higher Educational Vertical and the Inland Empire area K-12 Vertical.

Responsible for increased revenues and new lines through penetration of existing customers.

Responsible for new contracts through cold calling and prospecting within Vertical.

Work with high-level decision makers on all sales opportunities

Achieved 121% YOY new lines of service in 2007

Achieved 112% of new bill line target for 2007

Added 51 new accounts for 2007

Lead West Region in MAM ranking in YTD Net lines of service attainment at 149.86%

Recipient of Winners Circle Award for 2007

GOVERNMENT ACCOUNT EXECUTIVE • 4/2006 to 3/2007

Interacted with personnel at state/local government agencies, including city managers, fire and police chiefs, and IT directors, educating clients on market trends and technologies. Set activity policies and procedures for team meetings and field sales representatives.

Increased overall market share for government accounts.

Consistently ranked among top 10% of Government Account Executives on California team.

Feb 2007-45% Strategic Data Sales

Feb 2007-268% new lines if service

Feb 2007-254% of Revenue

January 2007-396% of new lines of service

Highest Appointments set in June, July, and August in 2006.

Highest Data Production-120% in June 2006

Highest Strategic Data Sales for 2006-284%. Ranked 2nd on Los Angeles Region

January 2007 Fast Start Winner. 378.5%. Super Bowl Champ. 411.34%

CINGULAR/AT&T WIRELESS, CERRITOS, CALIFORNIA 6/2000 to 4/2006

GLOBAL ACCOUNT EXECUTIVE III • 2/2004 to 4/2006

Responsible for closing of wireless voice and data sales by strategically aligning with C Level decision makers in large nationally based corporate accounts. Maintained and cultivated accounts through cold calling, canvassing and networking within territory.

Increased annual revenue spending in account module 35% from $1.6 million to $2.1 million.

Lowered churn/cancellations in account module by 67%.

Negotiated new contracts with University of Southern California, Indy Mac Bank, Sony, Time Warner and AIG.

Top GAE Performer in Region-Q3 & Q4 2004; Q1 and Q3 2005; Q1 2006.

ENTERPRISE ACCOUNT EXECUTIVE & CORPORATE ACCOUNT EXECUTIVE • 6/2000 to 2/2004

Spearheaded B2B sales and identified new business opportunities. Negotiated and signed wireless service contracts with client companies, communicating with small/medium business owners (CAE role), purchasing managers, and MIS/IT departments. Closed large voice and data opportunities in nationally based corporate accounts, negotiated and signed contracts (EAE role)

Received numerous “Certificates of Excellence” for overachievements in quota.

Created new data collection form adopted by 95% of Southern California sellers.

Consistently among top 5 of 48 sellers.

Finished YTD 2000 at 120%, 2001 at 117%, 2002 at 122%, 2003 at 124%

Received “Best in Wireless” for Outstanding job with National Accounts Q1 and Q2 2001

SYSCO FOODSERVICE/FOOD SALES ASSOCIATES, WALNUT, CALIFORNIA 2/1998 to 6/2000

Responsible for increasing revenues within existing Foodservice accounts and cultivating new, “Profitable” accounts within a sales territory focusing on restaurants, healthcare facilities, hotels and other bulk product businesses. Focused on a Consultative Selling approach with all accounts and prospects.

Achieved a minimum of 2 New/Profitable accounts each month against a goal of 1

Focus on Non-Food items such as cleaning products and equipment sales to maximize gross profit

Represented and conducted cuttings and demonstrations with Vendor Partners

Received “Rookie of the Year” 1998

EDUCATION

California State University, Los Angeles, California

Accounting & Finance Courses

Pasadena City College

General Education Courses

La Salle High School, Pasadena, California

SALES TRAINING

Selling to Senior-Level Executives, Axiom Sales Training, SPIN Sales Training, Professional Sales Negotiations & Selling Skills, WEDGE Selling Course Persuasive Presentations, Prospecting & Planning, Mark David Sales Seminar, Target Account Selling, Numerous Data Sales Courses

Contact this candidate