Key Accounts Account
Resume:
EXPERIENCE:
**** ** ******* ***/*&L Metalworking Saginaw, MI
Sr. Key Accounts Sales Consultant:
Manage large, well matured customer accounts ($400,000 - $4,000,000) by providing cost savings to customers while selling MSC product. Cost Savings include negotiating with vendors, product testing and tool consolidation.
Achieve monthly sales goals, quarterly sales goals, and gross margin improvement. 2019 had $6M in sales and ranked 3rd highest sales in Michigan for Senior Key Account Sales Consultant.
Locate new revenue streams and opportunities with customer. Turned largest consignment account in the State of Michigan from a negative 12% gross margin to a positive 15% gross margin in one year.
Conduct Continuous Improvement Review with customer, multiple times per year, to align to customer’s strategy and advance MSC’s market position. Tailor presentations and insight specific to customer’s industry, company and contact.
Offer unique perspective to customer by consistently sharing newsworthy insights about the market, educating the customer on new issues and outcomes.
Trained in challenger skills - Drive two-way communication by engaging in dialogue with customers, constructively creating tension to help the customer learn something new. Provide the customer with insight. Leverage individual value drivers by developing a distinct strategy for engaging critical stakeholders. Make informed inferences about a customer business based on understanding of the market or competitors. Establish value by quantifying value in terms of resolving an unrecognized problem or need, or costs of inaction. Customers can articulate value proposition relative to competitive solutions.
Coach customers through the buying process. Attempt to rely on key stakeholders/mobilizers to drive action between sales calls.
Strong negotiation posture by focusing on fully knowing the buyer’s interests, motives and priorities to develop additional negotiables and creative solutions. Adjust negotiating strategy/plan based on information gained through discussion. Understand the customers and industries they serve and use this information to build strategic account plan.
Continuously research and comprehend industry trends that will impact customer.
Develop and maintain relationships with Senior-level managers in Operations, Supply Chain and Procurement at each Key Account location.
Proficient in Sales Force program.
Metalworking Account Representative:
Sell MSC products with a focus on both metalworking and MRO related supplies and services. Ensure the achievement of the individual and company sales and profit goals by fulfilling the duties and responsibilities of their sales position.
Responsible for visiting and interacting with established and prospective customers under close supervision.
Ability to leverage MSC’s value basket to customer base to include competitive advantage program, customer managed inventory, and vendor managed inventory, along with web-based solutions.
Know MSC’s products & services, sales techniques, and culture under close guidance of the manager. Ensures growth of sales identifies and develops new prospects.
Demonstrates teamwork to achieve company goals.
Maintains sales records and manages sales reports. Monitors expenditures.
Develops a personal business plan and opportunity funnel. Participates in special projects and performs additional duties as required.
Solutions Sales Executive: - Manage VMI/CMI areas. Assist OSA with identifying new sales opportunities, stock and maintain CAP systems, along with troubleshooting and repair CAP units. Maintain Average Return on Investment of over $350 per hour while maintaining 18 accounts. Created mini Catalog to boost sales of untapped MRO products, that has been accepted and used by OSAs. Quote and process orders, scan and maintain VMI areas, participate in crib crawls.
Key accounts representative:
Assist OSAs and customers in sourcing, quoting, pricing of products via telephone, fax, and email.
Work with vendors on sourcing of products. Purchase order maintenance.
Use of Excel and WordPerfect for spreadsheets and presentations.
Inside Sales Representative:
Assist customers in ordering of products via telephone, fax, and email.
2001 To 2002 Eddie Bauer Troy, MI - Sales Associate
1994 To 2001 The Home Depot, Northville, MI – Receiving Associate, Department Manager, Special Services Supervisor, Computer Room Associate, Cashier, Kitchen Designer
EDUCATION:
1989 To 1992 Oakland Community College: Associate Degree-Liberal Arts
1992 To 1998 Eastern Michigan University: Bachelor of Science-Political Science and History, Minor: Physical Education (Adaptive Physical Education)
2002 To 2003 Madonna University: Secondary education certification
CERTIFICATIONS:
2019 Certified in Supply Chain 1 through Michigan State University
2008 SECO Step Certification
TEAM INVOLVEMENT:
Member of Delta Sigma Phi National Fraternity: President and Vice-President of Alumni Association, Chairman of Rush, Alumni Relations, and Social committees
Member of Sons of Am Vets: Historian.
Leader, Team Depot Team: Recruit and lead team of company volunteers in the setup and implementation of corporate-sponsored community events; Oversee project budgets and authorize expenses; Direct promotional activities to gain community awareness; Solicit participation of local fire departments, State and local Police and other community organizations.
Leader, Employee Fund Team: Lead team in the development of company-sponsored employee activities (i.e. parties and special event celebrations, softball teams, etc.); Control/authorize budget expenditures.
References:
Pat Mulcahy – Arch Group
ad0a95@r.postjobfree.com
Nick Allen – Mitsubishi Materials
ad0a95@r.postjobfree.com
Edward borsos – Kitagawa
ad0a95@r.postjobfree.com
Mary Gobel
Vivian Rowles – Barnes Aerospace
ad0a95@r.postjobfree.com
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