I am seeking an opportunity as an Inside Sales Director to be successful and increase revenue and profitability with a great company utilizing my strong leadership skills, work ethic, experience and passion to succeed.
Young Innovations, Inc. June 2014 – Present
Young Innovations, Inc. develops, manufactures and markets supplies and equipment used in the dental marketplace.
Director of Inside Sales for Plak Smacker, a division of YI focused on sales and distribution of dental supplies.
Was recruited to be first Director of Sales for Plak Smacker (a 40-year old company) with direction to revamp the Sales Department and position us for sustainable future growth
Retained the six best-performing reps in CA and recruited, hired and trained 14 new reps in IL in under 10 months
Increased sales in 2014 from an average of approximately $72,000 per billing day to an average of approximately $81,000 per billing day through October
This is being accomplished with less sales reps and less products at a company that has been historically flat (for 5+ years)
Successfully moved the sales team from CA to the IL headquarters which resulted in a sale of the CA facility and lower overhead
Redefined territories geographical to maximize sales through referral possibilities and streamline service to customers
Reduced headcount from 26 sales reps to 20 without losing revenue
Follett Educational Services August 2001 – June 2014
Follett is the industry leader in pre-owned textbooks and supplemental learning materials for the K-12 market with FY09 sales of $112.6 million.
Inside Sales Director April 2007 – June 2014
At any time lead a team of between 14 to 18 inside Account Managers and 1 outside Regional Sales Manager
Took over a region that had never hit target and within three years was the #1 region in the company with $21 million in revenue (FY 2011)
Exceeded revenue expectations by 11.5% in FY 2011 (#1 region and Sales Region of the Year)
Achieved target while increasing sales by 10.9% in FY 2012
Increased revenue by 18.8% (13.2% over target) in FY 2013 with $34.3 million in sales (#1 region and Sales Director of the Year)
Merged with two sister companies to become Follett School Solutions in FY 2014. Grew region by 39% to $54.7 million
Responsible for $1.3 million budget to support sales growth; 15 full time employees
Certified in PTS (Professional Teleselling Skills). Monitor and coach Account Managers a minimum of one hour per month to ensure they are using PTS and other sales skills
Work extremely well with employees and offer coaching and guidance every day
Guide reps in developing a territory plan and strategy
Account Manager August 2001 – April 2007
Increased annual revenue with Follett customers by presenting Follett’s products and services
Sold to various levels of people within the educational industry including administrative employees, Teachers, Department Chairs, Principals, Curriculum Coordinators, Superintendents, etc.
Built rapport by providing excellent customer service and follow-through gaining praise from customers and earning their loyalty
Achieved over 100% of sales target every year averaging over 120% growth; increased revenue by between 11% and 44%
Member of the President’s Club twice by achieving 125% of sales target or more
Had the highest annual sales volume of all 50 Account Managers for Fiscal Year 2003 at 144% of sales target
Had the third highest annual sales volume for Fiscal Year 2004 at 139% of sales target
Was recognized as a leader and team player and was constantly asked to participate in focus groups spearheading change through better processes/procedures
Bradford & Galt June 2000 – Feb. 2001
IT services firm based in St. Louis, MO. I worked in the Oakbrook, IL office until it closed in February of 2001.
Experience recruiting for emerging technologies such as e-Commerce, e-Business, Web Technologies, Client/Server, Networking, etc.
Met with existing and potential clients to maintain and obtain job requisitions
Daily cold calls for new clients and candidates
Recruited for major Fortune 100 and Fortune 500 companies
Full cycle recruiting including cold calling, interviewing, prepping, debriefing, negotiating offers, closing, checking references, etc.
Won Exceeding Expectations Award in fourth quarter of 2000, my first full quarter
Interviewed candidates over the phone and face-to-face
Sourced candidates through cold calling, networking and online recruiting efforts
Lakewood Homes, Inc. Nov. 1998 – June 2000
Lakewood homes is one of the largest independent homebuilders in the Chicagoland area delivering thousands of homes with high customer satisfaction as rated by JD Power & Associates.
Created and managed complex schedule of subcontractors in order to maintain proper flow of work and ensure costs stay on budget and to ensure the best quality
Supervised subcontractors on a daily basis to ensure the on-time delivery of the highest quality home
Had the privilege of welcoming families to their new homes, over 75% of which were first time home buyers
Technical Aid Corporation May 1997 - Oct. 1998
Tech Aid is a worldwide IT and Engineering staffing firm.
Sourced, recruited and screened candidates for various technical assignments with high-tech companies
Successfully recruited IT professionals ranging from help desk to Networking and Software Engineers and engineering professionals including electrical, mechanical and structural
Coordinated interview schedules for clients with in and out-of-state candidates
Negotiated salary requirements and contract rates between clients and candidates
Established and maintained multiple client accounts as the point of contact
Sourced candidates through cold calling, advertisements, networking and online recruiting efforts
Became top recruiter after six months on job (out of 5 recruiters)
Zurich Kemper Investments Feb. 1995 - May 1997
Executive Council Representative
Provided a high standard of customer service and problem solving regarding client accounts
Promoted to Executive Council Rep dealing with top sellers of Kemper Funds
Assisted in the development in millions of dollars of assets under management
Salesperson of the Year in 2003 – 144% increase – Follett Educational Services, Inc.
Two-time member of President’s Club (125% increase or more in sales volume) – Follett Educational Services
Sales Region of the Year in 2012 (#1 of 4 regions) – Follett Educational Services
Sales Director of the Year in 2013 (#1 of 6 regions) – Follett School Solutions
Exceeding Expectations Award in Q4 of 2000 – Bradford & Galt
Bachelor of Science, Business Management, May 1994
Illinois State University Normal, IL