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Sales Management

San Francisco, CA
April 30, 2016

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DANIEL F. KOTTENSTETTE **** Clubhouse Circle ● Powell, OH 43065 ● 614-***-**** ● BUSINESS DEVELOPMENT SALES MANAGEMENT ACCOUNT MANAGEMENT Sales strategist with a verifiable track record in capturing profitable business opportunities and achieving client buy-in through consultative selling techniques. Accelerates sales and realizes bottom-line strength through the displacement of competitor presence in 100% of sites within assigned territories. CORE COMPETENCIES

Strategic Sales & Marketing Campaigns Executive Presentation & Negotiation

Budgeting, Forecasting, & Planning Excellent Communications Skills

Strong Organizational & Time Management Skills Cross-Functional Team Collaboration & Leadership

Team Leadership & Management Mentoring & Coaching to Achieve Results PROFESSIONAL EXPERIENCE


Provides professional housekeeping, laundry, dietary, management services to healthcare facilities. DISTRICT MANAGER (2014 to Present)

Responsibilities consist of District Operations Management for 12 skilled healthcare facilities environmental services departments. Provide leadership for 12 direct reports and management of 100+ associates. Cultivate and grow Client relationships throughout district. Manage P&L and Inventory financial controls and control processes within district. Oversee operations processes, quality control and continuous process improvement within district. Conduct OSHA compliance inspections.

Increased business development activity revenue $500,000

Increased account profit revenue levels by 44%

Increased district gross profit margins by 150%. STRATEGIC BUSINESS & MARKETING CONSULTING – Columbus, OH Provides business development and strategic consulting services to mid and large size organizations. SENIOR CONSULTANT (2012 to 2014)

Work with clients to review and analyze their specific business operations and procedures as well as strategic marketing and business development initiatives. Provide recommendations as well as analytical reports on how to increase profits, productivity, efficiency and other operations that facilitate an increase in overall performance.

Created strategic product improvement program for a top-tier medical device manufacturer as a competitive alternative to meet the increased customer demand for a more sustainable and efficient product line. WASTE MANAGEMENT – Houston, TX

Largest environmental solutions provider in the United States committed to developing new waste solutions. MAJOR ACCOUNT MANAGEMENT / BUSINESS DEVELOPMENT (2010 to 2012) Improved Waste Management’s market position within the state of Ohio and achieved financial growth results. Developed and maintained relationships with key customers that achieved profitable sales growth, increased environmental/sustainability consulting services and pre-determined strategic marketing objectives. Proactively assessed, clarified and validated that client expectations were met. Prospected for new customers by networking, cold calling, marketing and other means of generating interest from potential customers.

Increased business development revenue by $2.4 Million during 12-month period of down market.

Generated $500,000 quarterly revenue growth in existing client structure over an eight quarter timeframe.

Executed successful client conversion strategy resulting in 100% retention of acquired Frontier Services client base. DANIEL F. KOTTENSTETTE

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An environmental solutions & services company (Acquired by Waste Management in 2010). SENIOR DIRECTOR, SALES / BUSINESS DEVELOPMENT / OPERATIONS (2004 to 2010) Created and executed successful environmental management firm that generated consistent 7-figure annual revenue, culminated by successful acquisition by Waste Management in 2010. Senior leadership position that defined long-term organizational strategic goals, built key customer relationships, identified business opportunities, negotiated and closed business deals and maintained extensive knowledge of current business conditions. Improved performance, productivity, efficiency and profitability of company- owned processing facility

Implemented sales programs that created $17 Million in revenue at time of Waste Management acquisition.

Achieved sustainable customer portfolio of 650+ customers within a six-year timetable in which mutually beneficial financial goals were attained.

Directly trained, mentored, coached and managed sales team that exceeded annual growth goals by 35% or $875,000

Improved sales cycle timeframe by 60% with the implementation of Six Sigma like techniques and disciplines.

Generated 45% savings per day by increasing employee productivity through improved facility process design. DMI COMPANIES, INC – Columbus, OH

A manufacturer of specialized capital equipment.

DIRECTOR, SALES / BUSINESS DEVELOPMENT (1994 to 2004) Held accountable for developing new accounts through effective cold-calling, telemarketing, prospecting and proposal development techniques while managing over 100 existing accounts and training customers on use of the designer/manufacturer specialized capital equipment.

Created and analyzed competitor profiles and product comparisons to support product plans, marketing programs, and sales training.

Increased overall customer satisfaction 34% by conducting a customer survey initiative that determined customer needs and measured customer satisfaction.

Increased revenue 38% by developing strategic relationships with vendors, customers and outside sales organization that increased competitive offerings.



Bachelor of Science, Marketing – 1994

GPA: 3.4, Dean’s List


Self-Confidence / Ambitious Creative / Energetic Achiever / Determination

Innovative / Inventive Focused / Results Oriented Flexibility / Highly Adaptable

Analytical Initiative Accountability

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