Sales Manager
Resume:
Karl M. Esguerra
Corona, CA 92883
***********@*****.***
PROFESSIONAL PROFILE
Energetic and dynamic sales leader having demonstrated expertise in building high-performance sales teams and delivering superior performance. Proficient at leading people in fast-paced environments demanding organizational and technical skills. Adept at building well-conceived business strategies linked with disciplined execution to grow revenue, profit, and market share. Motivated self-starter who needs little supervision and can manage multiple priorities with ease.
Core Competencies
Performance Management Talent Training & Development Forecasting Strategic Planning
Influence & Negotiation Marketing Business Development Financial Analysis P&L
PROFESSIONAL EXPERIENCE
A-Z BUS SALES, INC. Colton, CA 4/2015-Present
An employee-owned transportation dealer-distributor servicing the education, government, public sector, commercial, and private fleet markets with a broad portfolio of bus and fire apparatus solutions.
Director of Sales, Commercial & Transit
Strategically managed a $32 million P&L and led 7 Regional Sales Managers to set a department record for net profit results and overall sales growth of 13% in 2015.
Gained 7% increased market share in Transit customer sales by implementing creative pricing strategies, setting new standards in RFP proposals, and overseeing contract negotiations.
Designed and implemented content marketing campaigns resulting in increased lead generation that grew Commercial customer sales by 5% in 6 months since implementation.
Developed and maintained strong business relationships with key product OEM and supplier partners resulting in reduced cost of sales and increasing profit margins.
W.W. GRAINGER, INC. Riverside, CA 4/2011-4/2015
A Fortune 500 industrial supply distributor of over 1.5 million products used for Maintenance, Repair, and Operation (MRO) of facilities worldwide. Customers represent a broad variety of industries including manufacturing, healthcare, government, and hospitality.
Manager, Territory Sales
Built, coached and developed a team of 8 Territory Sales Representatives to earn the number one sales rank in the Southern California Region for 3 years consecutively.
Set and executed simple sales strategies along with key business drivers that resulted in achieving top 1% in sales nationally in 2012.
Assessed individual development opportunities and managed performance to support business goals, maintaining a 14% year-over-year sales growth in a $15 million area of responsibility.
Applied Situational Leadership approach and led sales workshops to coach and train Territory Sales Representatives from underperforming districts to recapture performance expectations.
ADX COMPONENTS Santa Ana, CA 1/2010-4/2011
An independent stocking distributor of electric components specializing in business-to-business brokering of semiconductor devices and passive components.
Electronic Components Broker
Utilized effective negotiation skills and procurement techniques with OEM and Contract Manufacturers to secure a record $1.2 million in sales within 12 months of hire.
Implemented network sourcing strategies company-wide to provide solutions for customers in need of product that have been allocated or have long factory lead times.
Helped the organization achieve 5% additional market share by implementing simple but creative internet marketing campaigns.
Trained and developed newly-hired sales representatives contributing to the shift in sales process from price selling to solutions providing.
ELI LILLY & COMPANY Orange County, CA 7/2008-12/2009
A Fortune 500 corporation, Eli Lilly is a global pharmaceutical company ranked 9th largest in the world by revenue in 2008. They specialize in medicines treating a variety of disease states several areas including mental health, diabetes, oncology, and cardiology.
Neuroscience Sales Representative
Effectively managed six geographies across Orange County, CA exceeding quotas averaging 101% to plan across the entire neuroscience portfolio.
Ranked top 1/3 performer in portfolio sales for the West Region Q2 2008 – Q4 2009.
Increased portfolio sales from 98% to plan to achieving 103% to plan in the first three months of employment.
Promoted and sold mental health medicines to Primary Care Physicians including General Practice, Family Practice, Internal Medicine, and Pediatric Physicians.
ALLIED BUSINESS SCHOOLS Laguna Hills, CA 11/2006-7/2008
One of the nation’s leading distance education secondary and post-secondary schools with courses in real estate, property management, and general contractor. Courses are designed to exceed minimum educational and testing requirements for state licensing.
Senior Admissions Representative
Promoted to Senior Admissions Representative within the second month of employment, exceeding sales targets by an average of 30%.
Collaborated with the department manager to lead the training and development of new-hires.
Qualified and sold business courses to prospects that required licenses in the real estate and construction industries, and suggested industry-specific courses that help guide and improve a prospect’s career objective.
Made recommendations and up-sold each prospect on multiple courses that focused on career advancement.
EDUCATION
University of California, Irvine Irvine, CA 1996-2000
Bachelor of Arts, Music
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