Sales Manager

SHELLY LYNN PHILLIPS

**** ********* ****** § Charlotte, N.C. 28210

574-***-**** *********@*******.***

PROFILE WITH VALUE OFFERED:

Business Development Manager with extensive experience in:

Developing and executing sales strategies for telecommunications products/services.

Leading and mentoring teams that have exceeded targeted quotas.

Establishing and developing executive-level relationships and successful business partnerships.

Collaborating with cross-functional teams, including construction, technical operations and sales.

Developing and executing strategies to improve the customer experience and grow market share.

Managing complex contract negotiations through a long sales cycle.

Strong understanding of Ethernet, IP and Networking technology and competitive environment.

RELEVANT EXPERIENCE WITH SAMPLE CONTRIBUTIONS TO PROFITS:

INVESTOR MANAGEMENT SERVICES– Charlotte, N.C. 11/2016-Present

Business Development Executive

Selling SaaS to sponsors of Commercial Real estate, working directly with Platform Managers to manage multiple client relationships and all associated tasks related to setup and ongoing operation of those clients’ IMS platforms. Additional responsibilities include answering investor technical support phone lines and interfacing with internal team members in various departments, including technology, sales, and marketing. Assistant Platform Managers in a fast-paced, rapidly changing, post-start-up environment. Rapid customer adoption of our break-through a commercial real estate technology platform. Motivated, hard-working, and capable professional who consistently drives for results.

TIME WARNER CABLE – Charlotte, N.C. 1/2014-11/2016

Concierge Sales Manager, Multiple Dwellings – Charlotte, N.C.

Manage sales/operations team of 9, selling Internet, video and voice products within local market. Coach and mentor team in sales and relationship-building skills. Assist team in developing account-specific sales plans and establishing account forecasts. Use Salesforce CRM software.

Worked with account reps to develop a strong referral network and generate high-volume quality leads to drive sales. ROI: Achieved 103% of new customer relationship (NCR) target in 2014 and 101% in 2015. Achieved 100% of annual revenue target ($16 million) in 2014 and 2015. Led team that was consistently ranked with the top 7 among 40 teams enterprisewide. One account rep achieved TWC Winner’s Circle MVP award for team work, values and excellence.

COMCAST – Schaumburg, Ill. 2002-2014

New Business Development Manager (2006-2014)

Managed 8 account executives (AE) within 3-state territory (Illinois, Indiana and Michigan). Coached AE to identify key clients, including universities, hospitality, healthcare, property management companies, and real estate owners and developers. Mentored AE in securing right-of-entry (ROE) leases for new developments. Assisted AE in identifying primary construction contacts within territory. Executed 400+ on-site marketing events.

Led introduction of “Sales Success” initiative, a national performance management program (2009), to help each AE manage daily funnel activity. ROI: Increased unit sales right-of-entry access agreements, achieving 110% of goal, 2009-2013.

Championed initiative during housing construction recession to realign resources and form a concierge team to increase penetration within multiple dwellings. ROI: Team increased penetration percentage from 65% to 80% during 2006-2009.

Strategically partnered with cross-functional teams to drive sales for single-family new home construction for the “Strategic 2007 First in New Development” (FIND) team award. ROI: Team was recognized as #1 account team nationwide.

Created processes to improve sales and customer relationships within win-back, bulk/retail renewal and new build segments within multiple dwelling units. This action plan, included process mapping and client implementation plan. ROI: Plan improved the customer experience, employee loyalty and market share (90%) and was adopted as a prototype for Comcast Central Division in 2013.

New Build Account Executive (2004-2006)

Sold video and high-speed Internet products through third-party partnerships with realtors, developers, homebuilders and architects. Established new and rebuilt damaged relationships.

Introduced FIND program within south Chicago, northern Indiana and southwest Michigan market, part of Comcast initiative. ROI: Established benchmark for future growth. Added 400 subdivisions. Achieved 120% of sales goal.

Shelly Lynn Phillips 574-***-****

Commercial Account Executive (2002-2004)

Sold video and high-speed Internet products to businesses throughout northern Indiana and southwest Michigan. Introduced new products.

Co-created new commercial sales department. Launched Comcast Pro product. Created a strong pipeline of new customers. ROI: Grew commercial business by 20% annually.

EDUCATION:

Indiana Institute of Technology, Business Administration

PROFESSIONAL DEVELOPMENT:

Comcast University:

-Principles of Leadership

-Management Development

-Building a Culture of Coaching

-Strategies for Success

-Frontline Leadership

PROFESSIONAL MEMBERSHIPS:

-Women in Cable Telecommunications (WICT)

-Greater Charlotte Apartment Association (GCAA)

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