Sales Manager

Edward E. Valencia

**** *. ******* ******, ********, AZ 85248

Cell: 602-***-****

Email: ********@***.***

Business Development & Account Management Executive

Results driven and customer focused business development professional with extensive experience in penetrating customer organizations and cultivating high profile relationships. Reputation for promoting strategic partnerships within client organization resulting in secured business and overall net revenue growth.

Key Proficiencies

oStrategic Planning & Implementation

oClient Cultivation & Partnership

oStrong Communication and Presentation Skills

oContract Negotiation

oCross Functional Team Leadership

oUse of CRM Tools

Recent Accomplishments

Penetrated and built relationships within Fortune 500 companies in the healthcare industry resulting in secured multi-year contractual relationships which attributed to the following:

oExceeded Revenue Quota by a minimum 10% consistently from Q1/2010 – Q1/2016

oGrew Sales from annual $2M to $9M in new business in 2013 for underperforming region

oSecured all client renewals for contract years 2012 - 2016 with multi-year contracts and additional net new business

oPresident’s Club 2010 & 2012

oRecognized annually from 2008 – 2016 as a top performer in the East & Mid-West Regions

Education

University of Phoenix

Master’s of Business Management 2005

University of Phoenix

Bachelor of Science Degree, Business Management 2003

Business Development Experience

Symphony Health Solutions, Phoenix, AZ 01/2008 – 04/2016

National Account Director

Principal leader and point of contact for client relationships and is ultimately responsible for fulfilling the sales targets and cultivating the Symphony Health Solutions relationship and performance within its client base. This is achieved thru the Account Business Planning Process, the sales forecasting and funnel process, the pricing and contracting process, the sales development process from idea generation & client problem/question through the offer development, negotiation and deal close, and the implementation of the Plan of Action.

oLeads account team’s execution of the strategic account plan, including development and implementation of qualitative and quantitative metrics for achieving account success.

oContinuous building of deeper strategic relationships at higher levels within the accounts.

oImplemented internal communication tactics to ensure internal support teams are informed, by educating on client goals, business questions and needs and clarifying methods to achieve strategic partnerships and revenue growth.

Sr. Account Management Executive

Client advisor for solutions offered by Symphony Health Solutions that meet the client and industry questions specific to market research, sales targeting and compensation and marketing efforts. This is achieved thru coordination and consultation with Sales, IT and Operational teams.

oResponsible for coordination with National Account Executive for strategic account planning in order to secure contract renewal and net new revenue opportunities.

oCoordinates and monitors renewal activities as well as gathers changes to contracted deliverables.

oResponsible for client training on services, products and software applications offered.

oPlans and holds routine client status meetings presenting appropriate reports on performance, projects and general customer action items.

oCollaborates and assists the internal Customer Operations, IT and Sales teams to establish and maintain positive relationships by serving as the internal client advocate.

oResponsible for monitoring and collecting client receivables.

Account Management Executive

Acting liaison collaborating with Client, Sales and Operation teams to identify client requirements, compiling specifications for client request and managing projects through completion.

oResponsible for consulting, defining and writing detailed project specifications for market analyses including, but not limited to targeting and compensation for client deliverables.

oRespond to client inquiries regarding data problems, data applications and methodologies for custom and standard deliverables.

oResponsible for maintaining client relationships with clients through excellent customer service, product education and application to meet their needs.

oResponsible for strategic account planning for net new revenue opportunities.

EBG, Phoenix, AZ 09/2006 – 12/2007

Sales & Operations Manager

Responsible for the day to day design, implementation and ongoing execution of Sales and Operational processes and procedures. Focused on regional growth and success by strategic planning and development.

oHire competent staff in accordance with legal, corporate and department hiring guidelines. Develop an effective staff by motivating, training and evaluating employees.

oImplemented procedures that reduced operating cost, improved quality, productivity and increased profitability

oResponsible for organizing, planning, and conducting, as well as attending, various sales and operation management meetings.

oResponsible for prospecting, developing, and securing sales for residential and commercial construction.

oCreated and implemented performance measurements to assist with the evaluation process of company personnel.

Labor Systems Inc., Tempe, AZ 05/2006 – 09/2006

Operations Manager

Responsible for all operational aspects of 40 branch offices, including profit and loss analysis, business development, administration and customer service. Managed the development, implementation and ongoing training of office branch personnel.

oDirectly and indirectly supervised, trained and developed a workforce of over 100 employees.

oImplemented procedures that reduced operating cost, improved quality, productivity and increased profitability.

oResponsible for organizing, planning, and conducting, as well as attending, various sales and operation management meetings.

oDeveloped a weekly and monthly statistical analysis reporting method for the Arizona Region which in turn was implemented across the United States.

oDeveloped and implemented Standard Operating Procedures within the Arizona Region.

Telesoft Corp, Phoenix, AZ 12/2005 – 05/2006

Regional Sales Manager

Responsible for identifying, projecting and selling to higher education institutions and Fortune 500 Companies for purchasing proprietary telecom software and services. Achieved success thru the management of lead generation, referral and implementation of software and services.

oConducted formal presentations at prospective and current customer sites.

oLead and collaborated multi-teams in the design of the project scope of work and pricing proposals during the contractual phase of the project.

oOrchestrate project handoff and introduction of the customer and their project to the Requirements and Project Management teams.

oAssist throughout the customer relationship with initiation of software enhancements and additional purchases for existing customer base.

Command Center Staffing, Phoenix, AZ 05/2005 – 12/2005

Arizona District Manager

Responsible for analysis and strategic budgetary planning, weekly and monthly profit & loss analysis as well all administration functions for all Arizona office locations.

oResponsible for the management of the operations and sales force for 7 temporary staffing branch locations.

oIncreased district revenue by 47% over a six-month period.

oInteract daily with staff to mentor, train, coach ensuring overall development of team members.

oResponsible for organizing, planning, and conducting sales and operation management meetings.

oImplemented procedures that reduced operating cost, improved quality, productivity and increased profitability.

Labor Systems Inc, Tempe, AZ 10/2003 – 05/2005

Sales Representative

Served as the primary facilitator between the customer, field and home office operations to ensure customer satisfaction through proper execution of the contracts. Responsible for securing, growing and managing the sales and relationship in both new and existing accounts through the development and execution of a comprehensive account strategy.

oFocused on the construction, light industry and administrative industries.

oPrepare and present client proposals to all levels of client and prospect management. Initiate and oversee contract negotiation and sign off of project contracts.

oRanked top Sales Representative in region during tenure.

Venturi Staffing Partners, Richmond, VA 11/2002 – 09/2003

Account Manager

Responsible for initiating new account relationships as well as developing and maintaining current relationships within the Richmond and surrounding cities.

oBuilt a strong base of clients and prospects in construction, light industrial and professional arenas.

oExtensive cold calling, networking, and the attendance of local organizations and trade shows.

oPenetrated existing clients for new business opportunities.

oRanked top Account Manager in region during tenure.

Telesoft Corp, Phoenix, AZ 10/1992 – 08/2002

Regional Sales Manager

Responsible for identifying, projecting and selling to higher education institutions and Fortune 500 Companies for purchasing proprietary telecom software and services. Achieved success through the management of the lead generation, referral and transition of customers by building client relationships and ongoing account management activities.

oAttended national and regional industry tradeshows and conferences representing organization.

oConducted formal presentations at prospective and current customer sites.

oParticipate in the design of the project scope of work and pricing proposals during the contractual phase of the project.

oOrchestrate project handoff and introduction of the customer and their project to the Requirements and Project Management teams.

oAssist throughout the customer relationship with initiation of software enhancements and additional purchases for existing customer base.

Senior Project Manager

Direct accountability for the planning and execution of client implementation project plans from inception through project completion.

oGuided and facilitated contract and joint venture alliances with higher education institutions and Fortune 500 companies for major long distance carriers for Internet, pager, cellular, cable and telecommunications services.

oResponsible for hiring, training, and developing support personnel. Successfully directed projects in excess of 3 million dollars, while maintaining compliance with established client specifications, timelines, and budgetary commitments.

oConsistently selected by company executive management to manage complex, difficult, or troubled projects.

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