Sales Manager
Resume:
W. Craig Edwards
Troy, MI. ***83
***********@*******.***
SUMMARY
Experienced Sales and Sales Management professional in a variety of business products and services. This experience includes formulating sales strategy, consultative selling at C levels, contract negotiations, channel management, budgeting, strategic planning for sales territories & personnel management, project management, hiring, training, coaching and career development.
PROFESSIONAL EXPERIENCE
4/14 to present, Sales Manager, Classic Design Concepts
Classic Design Concepts (CDC) is an industry leader in automotive restyling parts for late model American muscle cars. Founded in 1990, Classic Design Concepts continues to be an innovator in the design and manufacturing of quality systematic restyling components. In my role as Sales Manager, I am responsible for;
Leadership of the sales, account management and marketing team
Identifying sales opportunities within current distributors to expand the CDC product line.
Design and implement sales strategy and overall sales methodology
Establish relationships with C level executives and key decision makers to secure long term agreements to distribute CDC’s product portfolio.
Manage and forecast to revenue targets by holding team accountable for agreed upon goals
Develop and manage marketing approach including print, digital, and social media.
Event planning and implementation.
4/12 to 4/14, Director of Sales & Marketing, WCE & Associates Consulting
At WCE & Associates, we specialized in providing strategic workforce management consulting and implementation services. We worked with organizations at all stages of adoption, from the earliest point in identifying the potential for workforce management improvements, through implementation, optimization and support. As independent third-party consultants we worked with the leading workforce management solutions including Kronos, Peoplesoft, Red Prairie, Workforce Software and others, helping clients harness the full power of their investments.
Services included;
Implementation Best Practice consultation and support
Vendor Evaluation Services
Solution Review and Optimization
Upgrade Analysis and Planning
Strategic Workforce Management Roadmap Development
Benchmarking & Gap Analysis
Project Management Support
Experience in HR Staffing, Recruiting, ERP, HCM/HRIS/HRMS/, and SaaS solutions.
6/10 to 3/12, Sales Director, Venteon Partners; Workforce Division
Venteon Partners Workforce Group specialized in working with companies in search of quality Workforce Management solutions. We provided implementation and training services for leading workforce management solutions.We achieved this by deploying industry experts to uncover critical business challenges and delivering client centric solutions that exceed expectations.
Built start up division from nothing to over $2 Million in sales revenue in just 20 months
Manage 6 member sales & service implementation team
Identify new sales opportunities for consulting group to facilitate pipeline development
Initiated and Managed Channel Partnership with Kronos, Workforce Insights, & Peoplesoft.
Experience managing business relationships with external partners and third party providers, and negotiating and structuring creative solutions and contracts.
6/09 to 6/10, Senior Sales Executive, Kronos
Kronos is one of the leaders in Time & Attendance, and Workforce Management Software.
Critical responsibilities of the position included
• Develop pipeline of new opportunities by understanding each prospects business goals.
• Identify and create business needs with C level and senior level executive decision makers.
• Build relationships at all levels of the organization that lead to additional sales opportunities
• Achieved 123% of assigned quota generating $980,000 in new revenue
8/08 to 5/09: National Account Director, Kent Automotive
Kent is a leading aftermarket supplier to the Collision Industry and Dealership Service Departments. As National Accounts Director, I oversaw, created and implemented strategic account plans to grow business though new account development and current account penetration. Critical components of the position included:
Design and implement national account architecture and sales methodology
Grew National account sales from $0 to $360,000 in recurring revenue in 6 mos.
Position was eliminated in company downsizing due to economic downturn.
12/00 to 8/08: Regional Sales Manager, Iron Mountain Inc.
Iron Mountain is a leader in document and information management, data protection, document shredding, imaging, & disaster recovery services. Managed a 9-member sales team and provide leadership to the direct selling representatives.
Critical components of the position include:
Develop sales campaigns and strategies to increase market penetration across all business lines. Increased sales 239% year over year 07 to 08 through account development and addition of new business.
Drive strategic account penetration by analyzing key aspects of the target company and building a unique solution based on their needs and objectives.
Cultivated leadership skills. Multiple members of my team were promoted into sales leadership & management positions
Recruit, hire, and train new sales personnel and provide additional training, as needed to existing personnel.
Perform on-time annual performance appraisals for all sales personnel and administer performance improvement plans for sales personnel with less than acceptable performance.
Promoted to first integrated product manager in January 2006
Regional Sales Manager of the Year, 2007, Chairman’s Club Award winner 2006 & 2007
12/97 to 11/00: Regional Sales Manager-Healthcare, Browning Ferris Industries
Responsible for marketing and sales of medical & solid waste removal, as well as recycling services to Hospitals, Universities, Medical Centers and healthcare related providers.
Critical components of the position included:
Managed an 11-member direct sales force and one sales manager.
Responsible for growth in revenue and profits for the Healthcare segment. Exceeded quota targets by 77% in 1998 and 89% in 1999
Hiring, training, development, and evaluation of the sales team.
Cost analysis and evaluation in determining pricing strategies. Final review of all major bids and quotes for service.
Responsible for annual sales plan, creating budgets, development of over all sales strategies, and long term projections. Implement corporate segment strategies including marketing mix
8/1995 to 12/1997; Senior Account Executive, AGA Gases Incorporated
Responsible for direct outside sales of AGA’s complete line of products and services which included bulk, specialty, and cylinder gases, as well as welding systems and hardware to ALL types of customers from automotive to industrial to medical.
Key components of the position included:
Management and development of existing business as well as opening new accounts.
Development and implementation of sales strategies to achieve comprehensive business growth which resulted in a 40% increase in territory revenues.
Work with distributors to maximize product sales through training and joint sales calls
7/1987 to 7/1995; District Sales Manager, Premier Industrial Corporation.
Managed 15 outside sales representatives and 2 sales managers in 2 districts.
These two districts combined were the highest producing profit and revenue districts in the division generating over 2.5 million dollars in sales annually.
Key components of the position included:
Forecasting for sales revenue and growth and implementation of those plans.
Hiring, training, development, and evaluation of the sales team.
Product seminars and training
Regional and National account development.
EDUCATION: Eastern Michigan University, Ypsilanti, MI.
Bachelor of Science, Business Communications, Minor; Psychology
SKILLS Proficient in Microsoft Office Suite of Products, Lotus Notes, CRM applications such as Seibel, SAP, Salesforce.com, ACT & Goldmine, Experience with web conferencing tools such as Go to Meeting, Join.Me, Web Ex, & more
AWARDS RECEIVED
Regional Sales Manager of the Year, 2007, Iron Mountain, 2006 Chairman’s Club Winner, Iron Mountain. Have also received numerous sales and sales management training courses including SPIN Selling, Miller Heiman, TAS Selling Skills, The Art of Negotiating, Professional Sales Coaching and Relationship Selling Skills to name a few.
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