Director of Sales and Channel Management, Customer Service

Ted Ingber 954-***-**** § *******@*********.***

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Executive Sales Management

Proven Top producing Sales and Customer Service senior management executive with ability to drive growth by enhancing existing customer base, identifying quality opportunities, improving customer experience, prospecting for new customers and markets, executing aligned strategies and accomplishing performance objectives that have consistently generated revenues in excess of annual assigned quotas. Proven solution selling approach into all sales channels including distribution, retail, reseller and end user, while building key relationships across customer base. Successful in working from remote locations. Impeccable ethics and integrity.

Proven Sales Expertise

§ Business Development § Customer Service § Collaboration

§ Strategic Planning/Implementation § Relationship Building § Persuasive Presentations

§ Customer Acquisition/Retention § Negotiation Skills § Influential Communications

§ Analytical Thinking

§ Sales Management

§ KPI and Metric Development

§ Telesales Management

§ Territory Management

§ Sales Planning

§ Organizational Proficiencies

§ Pricing Strategies

§ Customer Experience

Professional Experience

Service America Enterprises, Inc.

Director of Sales and Customer Service 3/2015 – Present Responsible for all sales related activities of Service America, leading efforts in selling their product and service offerings of Home Warranty Plans, HVAC Sales, Plumbing and Appliance Services to individual consumers as well as group accounts. Reports include all Business Development Managers, Inside Sales, Outside AC Sales, Sales Support and Customer Care. Also work closely with the Director of Marketing in several marketing initiatives for the company, including the creation of a new service plan offering for the company.

• From March 2015 to present, increased revenues for company by 6%.

• Increased renewal rates for service plans for 2015 from 72% to over 80%.

• Increased profit margin for AC (HVAC) sales in 2015 by $100,000.

• Set up lead tracking system for inside telesales and improved customer service team overall satisfaction.

• Established new call center metrics for both inside sales and customer support.

• Created and established playbook of standard operating procedures and scripting for both customer service and inside sales departments.

• Decreased customer hold time for both customer service and inside sales from over 2 minutes to less than 30 seconds.

• Created new reporting system for inside sales to measure quoting and close rate effectiveness

• Increased lead conversion to account success rate to over 45%.

• Set up metric reporting, sales efficiencies, sales playbook and bonus compensation program for sales and sales support staff.

• Developed sales plan for Business Development Team in order to better facilitate group home warranty sales.

• Part of the executive committee for new website and service plan launch.

• Part of the executive committee for Oracle CRM adoption and implementation. Source1 Purchasing, Inc.

Vice President, Sales 10/2013 – 9/2014

Responsible for all sales related activities of the company, working closely with Sysco OPCOs to promote and sell the Source1 Procurement Program to operators in the lodging, leisure (restaurants, caterers, entertainment) and casino segments. Direct reports include all regional sales directors, sales support and customer relations. Also heavily involved in several marketing initiatives for the company.

• For 2014, month over month revenues increased by an average of 18%.

• Sales for 2014 projected to increase from $189,000,000 to over $350,000,000

• Increased lead conversion to account success rate to over 52%.

• Set up metric reporting, sales efficiencies, sales playbook and bonus compensation program for sales and sales support staff.

• Created a new “Front Desk” customer support staff to help manage partner requests.

• Created survey and feedback system for partners as a way of improving feedback to enhance customer service and sales experience.

• Part of the executive committee for Salesforce.com CRM adoption and implementation Progressive Specialty Glass Company, Inc.

East Coast Director of Sales 12/2012 – 10/2013

Hired to manage the sales of the company’s souvenir glassware program to restaurants, hotels, bars, cruise lines and other establishments that offer customers a take home souvenir glass program. Responsible for 3 regional sales people and 2 sales support representatives. The company services many of the largest restaurant chains in the world and most of the major cruise lines.

• During tenure as East Coast Sales Manager, increased sales from previous year by 17%.

• Developed profit analysis tool to use with customers to show the value of the souvenir glass program to their bottom line profit.

• Organized and led monthly sales meetings

• Developed a new forecasting tool for company to better manage overseas and domestic inventories and shipments.

IC Intracom, Inc.

Director of Channel Management and Sales 8/2008 – 7/2012 Hired to spearhead the company’s change in customer focus from direct selling to a channel distribution model. Developed and implemented pricing structure for new channel focus. Created the company’s distribution agreement for worldwide use as well as the corporate presentation to promote new channel initiative to prospective distributors. Organized and led the training of sales personnel to enable them to thrive in new company direction. Formulated the sales and support team whose sole task was to target large national fulfillment distributors that were specifically geared towards the Small/Medium Business (SMB) markets for computer accessory and networking products. Assisted in the consolidation and re-vamping of company’s two brands, MANHATTAN Computer Products and INTELLINET Networking Solutions to better position the company from an inventory and core competency standpoint. Trained several offices of the company, including Germany, Mexico and Asia offices in channel sales and development and assisted with the optimization of new corporate marketing structure. Implemented account focused promotional plans tailored for each customer’s needs ensuring increased sell through for retail, web and non - traditional revenue sales channels. Collaborated with customers by establishing unique ways to effectively launch new technologies within marketplace. Collaborated with HQ marketing in order to secure the funding necessary to create customized programs for each account in order to maximize sales and ROI. Executed the company’s message while delivering solutions for the client. Led the entire USA sales, customer service and support team.

• Grew sales over 38% in the 4 years that I was employed by the company.

• Distribution Sales grew from zero dollars to over 18 million in the USA.

• Set up 9 new profitable distribution agreements for Company in the USA in the first 12 months and was instrumental in several others in other offices around the world.

• Led both inside and outside sales team, tech support and customer support.

• Created KPIs and metric standards for all sales and customer service personnel.

• Secured a relationship with the company’s first national retailer, Micro Center, providing company with

$1,000,000+ of new business in a new channel.

• Developed a comprehensive annual business plan detailing Market Insights, Focused Objectives / Aligned Strategies and Key Financials to ensure sales team plan stayed on track. Planned an execution and review critical to ensuring top line revenue attainment goals were achieved.

• Secured for the company distribution partnerships with Ingram Micro, D&H Distributing, Ma Labs, Petra and other national distribution partners.

• Developed strategic partnerships with various retailers/etailers including Altex Electronics Best Buy, Buy.com, Amazon, HomeDepot.com, and Walmart.com.

• Conducted weekly CPFR forecast meetings with clients ensuring accurate unit sell in, sell through and sufficient WOS inventory that minimized inventory exposure and enhanced efficiencies for both the manufacturer and the retailer

Edge Inc.

Director of Sales and Marketing, datacom 8/2003 – 5/2008 Responsible for the recruitment of distributors and manufacturers to become partners in Edge Marketing and Procurement, a buying cooperative of regional distributors in North America that served the Electronics, Datacom and Low Voltage/CCTV marketplaces. Worked with members on a daily basis to help them secure business by purchasing through the preferred suppliers in the group. Worked with the preferred suppliers to assist them in driving business of the distributor members to them instead of to competing lines not part of the group. Moderated all manufacturer webinars hosted by Edge online. Assisted in the creation and development of all marketing materials produced by the group on behalf of the members and suppliers. Evaluated new products and manufacturers for the group to enter into agreements with. Assisted in the coordination of the two conferences that Edge conducted for the members and suppliers annual and participated in the annual corporate strategic planning sessions that Edge conducted. Attended all board of director meetings conducted by Edge. The board consisted of elected representatives of various distributor members in the group. Attended all trade shows on behalf of Edge to meet with the distributor and preferred supplier members and to recruit new members and suppliers to the group.

• Increased sales volume for Edge corporate by 45% during my 4 years of employment.

• Grew the membership in Edge by 30% in the 4 years that I was employed.

• Developed the “Supplier Spotlight” program for the group, an e-mail blast sent to the distributor members’ sales personnel on a bi-monthly basis featuring the preferred suppliers to help promote specials, new products and technology

• Developed a trend reporting system for the suppliers that helped them gauge the purchases of the distributor members.

• Coordinated monthly sales incentives for the distributor members with the preferred suppliers. AESP/Signamax Connectivity Systems

National Sales Manager/VP of Sales 12/1993 – 8/2003 AESP was a manufacturer of FOCUS Networks Active Components, Signamax Premise Cabling Components and AESP Workstation Components. Territory was comprised of the entire North American Continent including Canada, Central America, Latin America and South America. Led a team of 2 Regional Sales Managers, 5 direct sales representatives and 17 independent manufacturers’ rep firms as well as customer service and all hiring of sales related personnel. Developed the sales plan and assisted in the development of new company product catalog. Managed relationships and sales with Strategic Key accounts ensuring proper exposure, representation and sales dollar growth for assigned categories. Spearheaded the company’s transition into the premise cabling/ LAN marketplace. Introduced company’s products to the Canadian marketplace, generating over 1.5 million dollars in sales in 12 months. Secured distribution alliances with several corporations and Tripled sales in media converters in a 30-day period. Secured a 3 Year Contract with Worldwide Electrical Distributor on a private label product development program worth over $5,000,000. Negotiated GSA contract to supply product to all United States Government Agencies. Received Outstanding Sales Achievement Award for 1994, 1995, 1996, and 1997.

Education

M. A., Fordham University, Bronx, N.Y.

B. A., Queens College, Flushing, N.Y.

Awarded Presidential Scholarship for graduate studies; earned 100% of undergraduate and remaining graduate expenses; graduated number one in graduate class with high honors. Technical Skills

Microsoft Office (Word, Excel, PowerPoint), SAP, Oracle Sales Cloud, SalesForce.com; Apple and PC. References available upon request

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