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Sales Manager

Location:
Derry, New Hampshire, 03038, United States
Posted:
October 05, 2016

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ELIZABETH M. BUXTON

* ******** ****, *****, ** **038 - (603) ***-**** – acwxig@r.postjobfree.com

Strategic and growth-focused professional providing more than 10 years of leadership success managing major accounts and high-revenue relationships within high-tech, banking/finance, and business intelligence industries. Top-performing and adaptable leader delivering strong sales background as well as ability to secure and retain key clients, drive revenues, control expenses, and improve processes. Effectively build, lead, and mentor cross-functional teams to achieve results as well as identify growth opportunities through analyzing client needs. Offer consultative approach to grow client base, close new business, and maximize product use. Exhibit strong analytical, negotiation, leadership, problem-solving, decision-making, and communication abilities. Areas of expertise:

Portfolio Administration Process Improvement Business Development Strategic Planning Contract Negotiations

Client Relations/Retention Lead/Revenue Generation Account Expansion Relationship Development Consulting

Territory Management Competitive Analysis Sales Needs Assessment Referrals/Prospecting Crisis Management

CAREER TRACK

August 2014 – Present: GlobalOnePay AVP Global Sales

GlobalOnePay is a leading provider of global Omni-channel payment processing technologies and merchant services. The company’s modular, scalable, cloud-based platform enables businesses of all sizes to grow faster by accepting a wider range of payments from virtually any market in the world. GlobalOnePay also provides a comprehensive range of merchant services to help businesses increase sales and efficiencies for online, in-store, and mobile purchases. For more information, visit www.GlobalOnePay.com.

Responsible for driving e-commerce sales to Global merchants by selling payment transaction services and value added services.

Signed over $75MM in sales with Strategic Customers. Met and exceeded all quotas and goals.

February 2013- August 2014: Bluesnap Inc.

BlueSnap (previously known as Plimus) provides a commerce and payment platform that enables online merchants to grow their business. BlueSnap provides a range of solutions for entry level and sophisticated merchants, from secured hosted payment page solution to advanced APIs.

I had the opportunity to play a significant role in BlueSnap’s growth – the company has quadrupled its revenue in three years. Growth was attributed in large part to process, structure, and scale implemented across different corporate functions. In 2012 BlueSnap was acquired, resulting in a successful exit for the company’s founders, employees and shareholders.

Established myself as a payments consultant who is dedicated to deliver maximum value to my portfolio and engage in frequent dialogues (on-site/phone/email/IM) to provide accounts business reviews, market strategy sessions, roadmap updates, etc..

Create relationships with all levels of management that ensure trust, confidence, loyalty and mutual benefit.

Understand how the accounts measure their business and help accounts meet their goals through strong relationship building, product consultation, retention plans, and cross sell programs.

Identify opportunities and close business to increase Bluesnap’s share of processing from the accounts business.

Facilitate product adoption through effective needs-based selling.

Partnered with accounts to develop case studies scenarios based on accounts’ success and ensure account can be referenced.

Monitor account’s activity and review the value of services provided to recommend needs-based sells.

Met/exceeded assigned sales targets.

July 2012- February 2013:

Consultant - Credit Card Industry.

Assisting clients with Credit Card processing, including RFQ’s, scheme rules and regulations and PCI Compliance. Working with clients to reduce their cost of processing.

WorldPay - www.worldpay.us

As one of the largest payment processors in the world, WorldPay impacts businesses around the world and around the corner every day. With more than 400,000 customers around the world - processing 3,200 transactions per minute, 4.73 million per day – WorldPay is the fastest-growing processor in the industry.

2009 – June 2012 International Client Relationship Manager – eCommerce:

Assess the customer's business, technical and operational requirements, readiness and risk profile, recommend best practice solutions. Act as a relationship manager, improve service perception and work towards achieving mutual, beneficial target realizations. Define tactical account management and relationship plans per customer. Reach growth targets, improve profitability / margins and achieve set quality of service level. Signal market / customer developments and participate in the launching of new products / services.

Chase Paymentech Solutions - Salem, New Hampshire

Financial Services and Payment Processing company; a division of JPMorgan Chase, with 220,000 employees.

2007- 2009 National Account Manger:

Retains, manages and expands major client relationships. I managed a portfolio of accounts, increasing revenue through cross-selling company products and services. I maintained strong relationships with key decision-makers within assigned accounts and the industry in order to ensure retention of all accounts. I acted as a consultant to assigned clients.

The National Accounts Manager builds and enhances current merchant relationships through communications and site visits. They monitor account activity and resolve any issues with the account. The National Accounts Manager prepares business reviews and analysis on the account. They meet Chase Paymentech profitability goals through contract negotiations, cross-selling and relationship management. They also obtain new business and identify and refer prospects to the Sales Department. Develops and implements educational programs designed to improve client's transaction processing performance. They work with internal departments to ensure a high level of support for the client. Examples include resolving software, hardware, and policy problems. They manage communications with lines of business partners to ensure a unified account management strategy with client base. Identifies and implements processes to reduce companies operating expense.

Consistently exceeds goals in Customer Satisfaction

Achieved 100% client retention for 5 consecutive years by successfully managing assigned portfolio.

Consistently exceed goals in cross sell by understanding customer business and aligning product offerings to increase company revenues.

Provided customer savings, while maintaining revenue share, by identifying and implementing areas of improvement.

Maintain communication and relationships with all C levels within assigned portfolio.

Successfully renegotiated existing contracts, maintaining revenue growth and long term contracts.

2005-2007 Regional Account Manager:

Retains, manages and expands merchant relationships. They manage a portfolio of merchant accounts, increasing revenue through cross-selling company products and services. Develops and maintains strong relationships with key decision-makers within assigned accounts and the industry in order to ensure retention of all accounts. They act as a transaction-processing consultant to assigned clients. Bids and re-negotiates merchant contracts with annual bankcard volume typically from $70MM plus.

2004-2005 – Bank Manager, Citizens Bank – Concord, NH

Citizens Financial Group, Inc. is a $151 billion commercial bank holding company - CFG is owned by RBS (The Royal Bank of Scotland Group plc)., with 22,600 employees.

Consistently ensured the delivery of World-Class customer service through staff selection, development, supervision, and coaching.

Created and sustained branch sales culture to ensure franchise growth.

Coached sales staff to goal achievement through modeling, direct observation, and feedback.

Familiarize self and staff with competition in order to compete effectively.

Generated new business through in-branch promotional activities and soliciting targeted small business customers.

Effectively managed profit and loss objectives while ensuring compliance with bank policies and procedures.

Achieved 120% of all goals.

2002 – 2003 –Project Manager - CSI Shelter Technologies, Inc. Londonderry, NH.

CSI Shelter Technologies, located in Londonderry, NH, is a division of the CSI Group of Companies. The parent company, Concrete Systems, Inc., headquartered in Hudson, NH, has been a leading manufacturer of precast products for over 35 years.

Reporting to the COO, I was responsible for managing all logistical aspects of the business from order entry to product shipment and field installation. Coordinate the activities of various assigned projects from receipt of contract/order, engineering specifications and drawing approvals, change orders, delivery scheduling, materials management, Quality Control, order approval and final payment.

Coordinate all field installation and service calls by outside vendors for projects managed. Ensure State License Compliance on all buildings shipped. Ensure cost, quality and delivery goals are met. I participated in the preparation of the division operating plans and budgets.

Specific Management responsibilities include:

Quality Manager - Head of State Compliance Program – maintain cognizance of all State compliance issues and licensed organization for new States.

POC for Raytheon DASR Project

Manage Road Crew for all field installation and warranty calls in a timely and efficient manner

Customer Service Manager

Reviewed all contract T&C’s and entered all orders IAW company policy & procedures

Head of transportation - coordinated all transportation for shipments to ensure proper transportation whilst maintaining profit and meeting order goals

Coordinated all trade shows for the organization

Assisted with marketing programs and Web page updates.

2001-2002: Lucent Field Sales Specialist - M/A-COM Inc. Lowell, MA (a division of Tyco International)

Contribute toward the success of Lucent as a Strategic M/A-COM account as an effective and successful competitor in the RF base station market. I informed District and Regional Sales Managers of potential business opportunities in assigned account/territories. I generated the monthly state of the business rollup for monthly and quarterly forecasts, collected data from various Business Unit department managers during absence of the Strategic Account Manager. Assembled and maintained ongoing market research regarding Specific Account products, markets, customers, market share competitors and opportunities.

1999-2000: Regional Inside Sales Representative - Texas Instruments Corp. Merrimack, NH

Order management and fulfillment for South Eastern Region, North American Sales. Customers include manufacturing OEM’s and subcontractors for Compaq, Motorola, IBM, HP.

Successfully developed and maintained strong working relationships with Sales Rep Firms, Distributors and key direct OEM customers to execute on their supply requirements.

Proactively maintained knowledge of customers, programs, forecasts, pricing quote needs and contract terms.

Effectively co-ordinate JIT and Schedule Share programs through forecast analysis and backlog execution.

Consistent and timely support of distributor business with assigned territory via quote generation, branch office order expedites and issuing of shipping debits.

Met and exceeded all territory revenue goals and customer satisfaction objectives.

1996-1999: Major Accounts Manager - M/A-COM/AMP. Amesbury, MA (a division of Tyco International)

Provide pre and post award sales support for Commercial Cable Product Line. Primary point of contact, both for customers and for the direct sales force for issues pertaining to open orders. Review and approve all orders for the Product Line to assure compliance with quotation and company policy. Review all T&C’s to minimize company liabilities and financial exposure. Lead effort to develop efficient and effective in-house processes for bids and jobs. Responsible for repeat business with existing accounts by managing performance to meet customer requirements, delivery schedules, and new production introduction, materials and cost management.

1990-1996: Cost/Pricing Manager - M/A-COM/AMP. Amesbury, MA (a division of Tyco International)

Responsible for supervising the Cost/Pricing Department to formulate accurate, timely labor and material cost estimates for high volume of government and commercial proposals. Maintain historical data for all bid and jobs in-house. Issue Production Orders against authorized jobs, prepare production and shipment schedules and forecast sales. Manage support staff, including hiring, training, promoting, and discipline and discharging in accordance with established policy.

1988-1990: Contract Administrator - M/A-COM/AMP. Amesbury, MA (a division of Tyco International)

Provided strategic marketing and sales support for all U.S. Government and major subcontractors including Motorola, Boeing, Sikorsky etc. Increased sales volume 7%. Negotiated price, delivery, technical specifications and contract terms for contracts ranging to $4MM.

1986-1988: Executive Assistant - M/A-COM/AMP. Amesbury, MA (a division of Tyco International)

Prepared business forecasts and internal company financial reports. Recruited and supervised all departmental support staff. Performed other administrative duties associated with the Contracts Department.

EDUCATION:

Equivalent Associates Degree – Business Studies and Languages

Berlitz School Paris, France – Business French

DeAnne Rosenburg – TQM Facilitator Training

NCMA – MIT Boston, Specialized courses in Government Contracting.

Focus Group – Introduction to Leadership.

PFS Corp. – In house Third Party Inspector



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