Account Manager

Paul M. Kasting

**** *********** *** • Madison, WI 53718 • Telephone: 847-***-**** • Email: ********@*****.***

Sales Representative Revenue Generator Account Management

Dedicated to accelerating company growth and generating business

Accomplished and results-oriented professional with a solid reputation for mastering sales practices and fostering productive relationships. Recognized for generating $4,000,000+ in annual revenues and consistently exceeding quotas; identifies and capitalizes on opportunities for growth and development. Ability to penetrate new regions to drive market share and maximize corporate performance. Reputation as a natural communicator / sales expert with the ability to formulate strategic plans to increase overall ROI. Proven ability to manage B2B sales initiatives.

• Customer Acquisition & Retention

• Strategic Planning & Development

• Territory Management/Development

• Develops New Value-Added Solutions

• Adaptive/Consultative Selling Skills

• Account Management & Expansion

PROFESSIONAL EXPERIENCE

Account Executive 2016 - Present

Complete Office of Wisconsin

Prospect, qualify and close mid-large market clients by using consultative and solution based selling; provide expertise and execution for up selling and cross selling to grow current account base and expand product portfolio; identify growth opportunities and implement programs for continual growth; client visits, business reviews, product demonstrations and needs analysis for mutual return of investment; expert in building cross functional relationships.

Sourcing Specialist 2012 (2010) - 2016

W.W. Grainger Lincolnshire, Illinois

Lead strategic sourcing initiatives to generate leads and identify new sales opportunities; penetrate new markets and build productive relationships. Successfully negotiate contracts with vendors, sellers, end users, and suppliers to minimize costs and achieve maximum return on investment. Manage procurement activities.

Increased gross profit by over 10%, resulting in a $168,000 increase in revenues; achieved $764,046 in committed gross profit for 2014, identify opportunities for cost reduction, and allocate resources

Honored with the Conversion Plan award for achieving the largest conversion of 5.8% over the previous months in the Eastern region; realized month-over-month growth and exceeded objectives

Consistently surpasses quote goals, including generating 30+ quotes per day and completing quotes within < 24 hours; accelerated performance throughout the department and streamlines operations

Strengthened cross-functional relations throughout the field, branches, and sourcing teams; foster productive relationships, facilitate clear communications throughout all channels, and resolve issues

Account Relationship Manager 2010 - 2012

W.W. Grainger Northbrook, Illinois

Applied consultative and solution-based selling strategies to produce new business and expand existing client accounts; managed and maintained existing accounts and identified opportunities for growth. Conducted needs analysis, presented value-added solutions, introduced benefits, overcame objections, and closed sales.

Recipient of six Outstanding Achievement awards for achieving 108% and 102% of goal; effectively managed 170 accounts which generated over $2,700,000 in revenues and establish key partnerships

Conducted a high-volume of outbound cold calls to capture additional market share and generate new business; created solutions which benefited the client and the company and improved relations

Established, strengthened, and maintained productive relationships with clients and secured new sales opportunities; gained the trust and respect of Grainger clients and influenced decision makers

Instrumental in the implementation of an effective inventory management solution which saved time and money and minimized losses; provide training and education to teams on the system usage

Served as the subject matter expert for a major corporate initiative, Grainger Online Safety Manager; enhanced the management, tracking, and maintenance of critical workplace safety activity and data

Account Manager 1999 - 2010

Staples, formally Corporate Express Lombard, Illinois

Developed and implemented new strategies to expand business-to-business revenues and increase account performance; generated leads, analyzed needs, presented value-added solutions, conducted presentations, initiated up-selling strategies, overcame objections and closed new sales. Maximized margins and overall ROI.

Managed the $4,000,000 book of business and consistently exceeded quotas; introduced products and services, increased sales by 15+% year-over-year, and consistently expanded existing accounts

Recipient of the 2009 Sales Excellence award for achieving rapid growth and increasing order size and honored with the 2004 President’s Club and 2002 President’s Club Platinum awards for growth

Built, strengthened, and maintained productive relationships with clients and influenced key decision makers; delivered world class services and support, optimized satisfaction, and increased retention

EDUCATION and CREDENTIALS

Bachelor of Science degree with a major in Food Service / Lodging Management

Western Illinois University

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