Sales Manager

Jesse A. Piliere

518-***-**** :: *********@*****.***

SALES MANAGER

Sales / Sales Management :: Territory & Account Management :: Market Share & Revenue Growth

Dynamic, results-driven territory sales manager with track record of building and leading high-performance broker / agent sales networks and closing new business to drive revenues. Strategic sales approach – use territory and account-specific analysis to identify opportunities and accelerate sales cycle to penetrate previously untapped markets and increase customer retention. Diplomatic and persuasive presenter adept at differentiating value proposition to capture new accounts and market share.

Strengths:

Sales / Sales Management Strategy

Business Development

Relationship Management

Territory & Account Management

Presentation & Training

Strategic Planning

Competitive Analysis & Prospecting

Marketing Campaigns

Collateral Development

Recruitment & Team Building

Training & Coaching

Negotiations & Closing

EXPERIENCE

ONEGROUP Schenectady, NY

Commercial Lines Business Risk Specialist 2015-Present

Identify prospects for new business that are senior level executives and business owners. Targets include CFOs, CEOs, Risk Managers and other C-Suite level executives in the B2B market, using a decidedly consultative sales approach. Aggressively identify and pursue cross-selling opportunities amongst existing clients. Obtain referral leads from existing clients. Design individual prospect sales strategies and developing unique prospect programs

Work on proposals for prospects from the $100K-$500K range.

Develop knowledge of the local business dynamics for business development opportunities.

Grow the agency by using consultative selling techniques to sell commercial insurance products to new businesses.

Prospect for new business through cold calls, networking events, trade shows and personal contacts. (Includes leads through COI, social media, B2B and B2C networks and sales lead groups.)

Proactively cross sell and/or coordinate with agency team members to provide other company services to clients

Prepare quotations and applications and deliver effective presentations in order to close the sale

CIBT New York, NY

National Sales Manager New York City 2014-2015

Responsible for the following key functions: the acquisition of new corporate, leisure and travel agency clients and other channel partners; the development and growth of current “focus” accounts; and for meeting specific volume and revenue targets. Represented CIBT at various client-facing events, including trade shows, conferences, sales presentations and other speaking engagements.

Developed relationships with decision makers at assigned target accounts by cold calling, trade events and other networking opportunities

On pace to hit aggressive sales quota of 2000 units for 2015

Drafted and edited proposals in Word, Excel, PowerPoint and other Windows applications

Performed data analysis and trends of current clients to identify additional opportunities by engaging under penetrated accounts

Worked with CIBT’s operations leaders to communicate new client needs

Coordinated with CIBT’s implementation team to successfully bring on and retain over 150 newly acquired business accounts

Liaison with account management team to coordinate solutions for clients’ ongoing needs (reporting, SLAs, etc.)

COLLETTE VACATIONS New York, NY/Pawtucket, RI

District Sales Manager Manhattan, Staten Island, Northern New Jersey 2012-2013

Manage territory that includes Staten Island, Manhattan and Northern New Jersey for an escorted tour operator. Marketing channels include travel agents, group leaders, churches, chambers of commerce. Aggressively pursue new business by cultivating relationships within the communities. Prospect different organizations to find out if they were traveling or interested in traveling. Educate prospect on the benefits with working with my company over competitors and ask if they know any other groups or organizations in the area that are traveling. Perform agency training to travel agent sales reps on why they should use my company over competitors. Give group slide show presentations on destinations all over the world highlighting must sees in each area.

Hit aggressive sales quota of $1.8 million in 2013 with the goal of reaching $3 million in 2014

Perform 2 slide show presentations a week to groups on different destinations

Conduct an average of 7 travel agency and group leader appointments per day in territory

Cultivate new business as well as grow existing business. Growth is approximately 60% new business and 40% existing business

Control commissions of group business and can assign travel agents to receive preferred commissions at my discretion

GMAC INSURANCE Syracuse, NY / Winston-Salem, NC

Territory Sales Manager Central New York 2010-2012

Managed Central NY territory insurance portfolio sales, growing from $12 Million in 2010 to $13.125 Million in 2011. Oversee agents averaging 20 onsite appointments per week – negotiate commissions, profit sharing, and incentives. Review / approve underwriting criteria. Place underperforming agencies on probation; negotiate action plans. Draft contracts based on volume, profit / loss ratio, and commissions. Motivate agents to quote high-margin proprietary plans. Lead product / sales training and professional seminars for agents. Gain specialized expertise in segmenting agencies.

Named Top Regional Performer by Regional Sales Manager for overall performance as of Q4 2011

Grew territory revenue 9.4% 1st year in position ($12 Million to $13.125 Million)

#1 Statewide in appointing/closing new agencies – overachieved 2011 goal by 220%

Top 25% Nationwide among 75 Territory Sales Managers

Outperformed aggressive loss ratio (profit) goal

Built positive, enduring relationships with 170 agents / brokers in territory

Grew commercial vehicle policies almost 40% increase – #1 percent increase in region – by identifying independent auto insurance agencies that expanded market share

AFLAC NEW YORK Albany, NY

District Coordinator in Training 2009-2010

Sales Agent 2009-2010

Managed book of business including 25 corporate accounts. Handled business development, marketing, and strategic sales planning. Charged talent acquisition and recruiting for entire sales team and selected to train new agents on sales and products. Worked directly with corporate clients to build custom Aflac insurance programs. Enrolled participating employees and provided ongoing account management.

AFLAC NEW YORK, Continued

#2 of 22 in district for 2009 in written premium

1 of five first-year agents on Vegas Sales Award Trip for top production during the year long qualification period – one sale behind #1 new hire

Awarded Company Headquarters Sales Award Trip for sales production in first 36 weeks of employment (At least $80,000 in written premium needed to qualify)

#13 of 387 sales agents in groups added, and #24 of 387 sales agents for premiums written

Regularly Top 20 of 387 statewide in weekly production & #1 week 6 of 2009

Promoted within months to District Coordinator in Training, but left on recruitment by GMAC

FIRST GUARANTEE MORTGAGE Saratoga Springs, NY

Mortgage Loan Consultant 2005-2007

Executed prospecting, strategic planning, sales, and business development in highly competitive market. Established rapport with clients to build sales and promote cross-selling. Conducted market research and identified emerging market trends. Oversaw loan processing including rate locking, employment verification, and payoff confirmation. Selected to coach new loan officers on closing loans.

Top 15% of 150 producers company every month with company

3X winner of company-wide Top 5 Monthly Production Award

#1 or #2 in monthly production on team of 10-13 loan officers

Averaged more than 4 loans per month with $20,000 in origination fee

Closed 11% of prospects average vs. company average of approx. 3%

EDUCATION

STATE UNIVERSITY OF NEW YORK AT BROCKPORT

Bachelor of Science in Business Administration (BSBA) – Marketing

LICENSES

New York State Property & Casualty Insurance Broker License – Passed Exam on 1st Attempt

New York State Life, Accident &Health Insurance Broker License-Passed Exam on 1st Attempt

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