Sales Representative

ALICIA D. THOMPSON

Royal Oak, MI ***** 248-***-**** ******.************@*****.***

SUMMARY

An accomplished sales professional with more than 15 years in sales and business development. Recognized as a creative problem solver with strong selling skills and a winning record of establishing profitability and significant market presence. Responsible for account acquisition, management, contract negotiations, profitability and increased sales to key decision makers. Independent performer with strong team and collaborative skills.

CORE STRENGTHS

*Sales *Client Relationship Management *Business Development

*Strategic & Tactical Planning *Negotiations *Written and Verbal Communication

*Needs Analysis *Strategic Thinking *Presentation Skills *Profitability

*Event Management *Emotional Intelligence (EI)

PROFESSIONAL EXPERIENCE

SMK SALES March 2015-Present

Account Manager -Sales and Business Development

Responsible for managing and developing accounts in automotive, consumer product and industrial applications with customized solutions where packaging is a necessity.

SAPPI FINE PAPER NA 2000 – November 2014

Business Development Sales Manager

Responsible for growth and overall sales strategy, program management and profitability of a $10MM Midwest territory in the paper and printing industry.

Managed all sales channels from merchant and printer to advertising agency and corporate end user.

Negotiated and managed program and spot pricing and continuing price exceptions.

Developed and implemented specific business plans for each account toward successful growth while maintaining a full pipeline of qualified opportunities at various stages of the sales process.

Developed, cultivated and grew relationships with key decision makers and maintained long term client relationships while aligning our strategy to fit theirs

Consistently exceeded sales goals with volume growth and high margin business.

Facilitated crisis management and solutions utilizing strategic thinking with client and mill to ensure overall customer satisfaction while minimizing internal financial exposure.

Coordinated cross-functional internal and external communications with Tech Services, Ops Planning, Customer Service, Marketing, Mill Quality Control and Complaint Handling and customer.

Served as Sustainability Ambassador to region, disseminating current manufacturing, industry and marketing initiatives regarding sustainability and best practices.

Organized company presence at local and national trade shows from concept to execution including collaborating with vendors, site host and creative product display.

Utilized MS Office, SAP, Sales Force, Concur and internal portal for effectively managing pricing strategies, competitive data, order patterns and volume.

WESTVACO

Specification Sales Representative 1996-January 2000

Accountable for Midwest Region managing overall relationship sales process with mill direct accounts with ~$2MM of business. Recruited by Sappi to fulfill a newly created business development position.

Developed relationships with GM, Ford, Chrysler and their respective automotive advertising agencies assuring customer preference and loyalty.

Developed and managed sales plans and budgets.

Managed regional sample department representing product line-up and availability utilized in sales process.

AVANTI CASE-HOYT 1995-1996

Inside Print Sales Representative

Responsible for managing internal sales coordination for regional office. Recruited by Westvaco.

Managed RFIs, RFQs and estimates between customer and plant.

Established customer relationships through responsiveness, product quality and timeliness of delivery.

Coordinated customers’ on press schedules.

Selected for ongoing training at Rochester Institute of Technology (RIT) learning printing process.

EDUCATION & TRAINING

Albion College

Bachelor of Arts in English and Spanish (double major)

Harvard Business School 2008-2013

Harvard Business School Executive Education Programs

Basic Negotiation Skills

Advanced Negotiation Skills

Strategies of Influence

Dealing with Complexity in Decision Making and Negotiations

Decision Making in Uncertainty

Strategic Thinking, Learning and Improvement in the Face of Uncertainty

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