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Sales Manager

Location:
Reston, Virginia, United States
Posted:
October 15, 2016

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TONY BENNETT

***** ****** ****** ******, ** *****

(757) 230 - 5661 acw2mn@r.postjobfree.com

SALES SUPERSTAR

** ***** ** ****** ******** Performance

** ***** ** * ********** individual contributor in startup and territory expansion situations. Consistently achieve top ranked performance in every position by bringing revenues and profits to new heights. Expert in Consultative Selling to C-level executives and translating technical solutions into compelling investment opportunities. Strong national account management skills, practiced in transforming vendor/customer relations to that of a valued business partner. Excellent interpersonal skills, able to build and sustain effective customer and partner relationships. Additional areas of expertise include:

• Business Development • Account & Territory Management • Reseller Management

• Consultative/Solution Selling • Forecasting • Pricing & Proposals

• Market & Competitive Analysis • Project Management • Contract Negotiations

SENIOR ACCOUNT EXECUTIVE-SYSTEMS INTEGRATION DIVISION Nov 2014 – Oct 2016

VISUAL SOUND, BALTIMORE, MD

Manage total turnkey solutions from design and engineering; to project management and installation. Implement service agreements and product training. Provide state-of-the art systems integration and audio visual technology solutions for the Federal Government, Higher education and Commercial accounts.

• Accomplished by integrating and designing technology into boardrooms, training rooms, auditoriums, theaters, classrooms, multi-purpose rooms, etc. Integration systems include network-wide video tele-conferencing systems, video displays, interactive technology, digital signage, custom audio systems, including white noise and paging systems, custom graphical user interface control systems, as well as a superior service department to maintain consistency and reliability with complex systems.

• Develop and present solutions to C-level executives (CIO, CTO, CFO) and various IT managers.

SENIOR ACCOUNT EXECUTIVE Aug 2005 – May 2011

SALES MANAGER May 2011 – Oct 2014

REAL NETWORK SOLUTIONS, LEWES, DE

Starting as Account Executive, earned progressive positions based on setting sales records. Established a new office in Delaware (in addition to driving sales in territory). Hired and trained staff of 20 sales and support services representatives and assumed P&L responsibility. Responsible for driving sales in the Federal Government and Educational Institutions.

●Managed and developed a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process and decreased turnover rate by 25%.

●Revamped the sales process of Oracle products to customers including negotiating price, aggressive discounting, other concessions, terms and conditions increasing revenues in 11 months 123%.

Participated in strategic and tactical planning for the division cultivating working relationships with license, consulting and education field managers in the respective territory to develop joint account plans increasing pipeline by 60% in 10 months.

Key Achievements

●Annual sales club qualifier.

●Honored as “Sales manager of the Year” 2007- 2010 out of 15 sales managers.

●Surpassed quota each year in 10 months on average.

●Consistently met/or exceeded quota throughout tenure surpassing targets as much as 142%.

●Team consistently ranked #1 in company sales for 4 consecutive years.

●Designed and led training for sales later adopted as required seminars for all new hires.

ACCOUNT MANAGER Jun 2002 – July 2005

ORACLE, RESTON, VA

Managed a territory spanning 5 states NC, SC, GA, FL & MS selling core products and applications to specific colleges. Oversaw account management for 75+ accounts and aggressively pursed new business.

●Recognized for developing new territory plan and strategy for focus on mid-tier and VARs.

●Developed and presented solutions to C-level executives (CIO, CTO, CFO) and various IT managers. Adept at clearly demonstrating ROI from enterprise wide software implementation.

●Managed and closed Oracle sales opportunities through accurate forecasting, account resource allocation, account strategy, and planning.

●Supported sales through calls and/or web based presentations to manage product positioning, and strategies.

●Increased pipeline through demand generation and targeted campaigns to the Oracle install base and/or net new accounts.

Key Achievements

●Annual sales club qualifier. Achieved salesman of the month award.

●Achieved Account manager and Field rep. of the year award.

●Produced over 1million in sales in the first 6 months.

●Increased pipeline opportunities by 70% in 8 months.

●Consistently met/or exceeded quota-surpassing targets as much as 156%.

OWNER/CALL CENTER MANAGER Jan 1998 – May 2002

AMERICAN COMMUNICATIONS TECHNOLOGIES, VIRGINIA BEACH, VA

Managed day and evening operations of a telecommunications company soliciting long distance to small and midsize businesses

Key Achievements Achieved profitability in 12 months, far exceeding expectations.

●Increased sales revenue by 27% in 1999 and 36% in 2001.

MANAGER Jan 1994 – Nov 1998

HARRIS SELECT COMMUNICATIONS NORFOLK, VA

Managed 200+ employees in a call center environment for various projects including Diamond Shamrock, Bank of America, Pitney Bowes and AT&T.

Key Achievements

●Ranked number 1 sales Manager in the company 1996, increasing sales per hour 55%.

EDUCATION

Bachelor of Science, Management Computer Information Systems

Norfolk State University Norfolk Virginia VA 2002

MBA Specializing in Information Systems and Project Management

Ashford University December 2015

TRAINING

Franklin Covey * Negotiation Skills * Spin Selling * Solutions Sales Training * Winning Inc.* Project Management for AV * Smart Meeting Pro * Smart Kapp * Creston 101 *



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