Sales Executive Manager

StrategicTODD DICKERSON

407-***-**** • ***************@*****.***

STRATEGIC SALES EXECUTIVE

Sales Director • Sales Manager• Sales Executive • Mentor • Coach • Developer Tactical Implementation • Consultative Selling • Budget Development • Market Research Defined KPIs • Analyzed Data • Expanded Profitability • Exceeded Quotas Grew Sales Teams • Doubled Book of Business • Maximized Conversions • Drove Growth WORK EXPERIENCE

The Filta Group Current Employer

Director of Sales

● Currently leading a team of 6 Inside Sellers and 4 Outside sellers with the focus of building National relationships through the consultative sales process.

● Identify opportunities for inbound and outbound sales pipeline success.

● Mentor and develop a high-performing, results-driven sales team in achieving, exceeding and sustaining business results.

● Recruit, train and coach new salespersons to maintain headcount as budgeted.

● Set and monitor ongoing goals and sales KPI’s for each sales team member.

● Train and instruct on being customer focused and how to effectively increase the conversion rate from prospect to customer.

● Ensure accountability for all team members on company goals, sales goals and initiatives through consistent one-on-one interaction.

● Provide strong, dynamic leadership that guides team members to efficiently leverage the value of every interaction for maximum conversion and positive outcome.

● Manage and report accurate forecasting and data to the executive board weekly and monthly.

● Formulate, Customize and Negotiate National and Regional agreements with strong customer focus on profitability for both company and client.

● Achieved and exceeded sales goals monthly/quarterly per company goals.

● Prepared and reported on market performance, status and expectations to the Senior Leadership team as required.

A Place For Mom 2022 - 2023

Regional Manager

● Led a team of 18 Senior Advisors on building relationships and educating families through the referral process while understanding each family’s unique needs.

● Directed, mentored, and developed a high-performing, results-driven sales advisory team, exceeding and sustaining positive business results.

● Recruited, trained and effectively coached new team members to maintain headcount as budgeted.

● Reported accurate weekly/monthly forecasts on market conditions and expectations.

● Provided strong, dynamic leadership that guides team members to efficiently leverage the value of every interaction for maximum conversion rate and outcome.

● Achieved and exceeded sales goals monthly/quarterly to achieve company goals.

● Prepared and reported on market performance to the Senior Leadership team as required. Holiday Retirement, Inc. 2021-2022

General Manager

● Oversaw a 120 Apartment Senior Independent Living Community with the goal of maximizing the local marketplace exposure to nurture long-term relationships with residents.

● Trained 22+ full-time and 8 part-time employees to deliver 100% resident satisfaction targets.

● Grew occupancy by 22%, increased revenue by 34%, & drove new business growth by 160%.

● Achieved 0% Employee turnover.

Holiday Retirement, Inc. 2019 - 2021

Field Sales Director

● Retained 90% of the Sales workforce throughout the Pandemic, maintained revenue, and increased by 5% during the Pandemic.

● Provided support, guidance, and direct coaching to Regional Directors of Sales and Sales Leaders within 244 Independent and Assisted Living Communities throughout the nation.

● Analyzed data and the execution of the Full Sales Process.

● Performed daily, weekly, and monthly analysis and review of the CRM (In Touch-Powered by Microsoft Dynamics 365), focusing on completed tours, outreach, & discovery.

● Partnered with internal customers to continuously improve and meet the goals and targets within the Sales and Operations Business plans.

● Planned sales activities to include Sales Basics Audits, Weekly One on One with Sellers, Monthly Business Plan reviews as well as ongoing coaching and mentoring as needed.

● Reviewed and analyzed weekly operational and sales reporting packages, paying close attention to lead-to-tour and tour-to-lease activity/metrics.

● Diagnosed low-performing communities and collaborated with Sales Leaders and Regional Leadership to develop plans for improving results. Truly Nolen of America, Inc. 2017 - 2019

Regional Sales Trainer

● Achieved 94% employee retention and increased revenue by 33%.

● Planned, Assigned, Directed, and Evaluated the progress of over 75 Service Coordinators

(Hunters) and 55 Senior Inspectors (Farmers).

● Oversaw long-term revenue and sales training development throughout the East Coast for the nation’s largest privately owned Pest Control Company.

● Established monthly goals and deadlines as well as coached and monitored performance on a daily basis.

● Developed proactive sales territories to ensure appropriate regional market sales coverage.

● Formulated and conducted bi-monthly Sales Training Workshops on-site at East Coast branch locations.

● Coached sales personnel on the Consultative Sales (Qualifying, Research, Needs Analysis, Inspection, Presenting, Closing, and Follow up).

● Formulated quarterly sales incentive programs for maximum engagement as well as fostered the behaviors to maintain consistent growth.

● Prepared and reported on market and personnel performance to Senior Leadership as required. Radio One, Inc. 2014 - 2017

Director of Sales

● Ranked in the top 5 of Company Directors with 130% Revenue Performance and 29% Growth.

● Ranked #2 of Company Directors by revenue (139% Revenue Performance and 34% Growth).

● Oversaw the overall revenue generation for WCDX-FM, WKJS-FM, WPZZ-FM, and WTPS-AM.

● Led, coached, developed, mentored and recruited sales professionals to meet budgeted headcount expectations.

● Championed the marketing of cluster assets to include: Terrestrial Broadcast Advertising, Event Marketing, Non-Traditional Print Marketing, Digital Marketing, and Social Media Marketing. Sprint Corp. 2009 - 2014

Manager of Enterprise Sales

● Ranked #1 Sales Manager in the Southeast (128% performance) in 2012 and ranked #2 Sales Manager in Southeast (126% performance) in 2013.

● Drove revenue-producing results by managing the wireless solutions sales process.

● Directed the daily activities of a team of Account Managers within the General Business, Public Sector, and Enterprise organization to ensure the attainment of established sales objectives.

● Led a sales team in the development of customer relationships and customer retention. EDUCATION

West Virginia State University, Institute, WV

Bachelor of Science, Communications, cum laude

TECHNOLOGIES, CERTIFICATIONS, PROFESSIONAL DEVELOPMENT, & AFFILIATIONS Proficient Technologies: Salesforce, MS Office, Linkedin Sales Navigator, Microsoft Dynamics 365 (InTouch), Efficio, SAAS, IAAS, M2M, Five 9

Certifications: Certified Integrated Media Specialist, Radio-One, Inc.; Executive Sales Trainer Certification, Truly Nolen of America

Professional Development: Executive Leadership Program, Executive Salesforce.com Reporting, Sprint Corp.; Talent Focused Management, The Center for Sales Strategy; Diversity Leadership Training, Executive Mentor Leadership Program, Cox Enterprises, Inc.; Executive Leadership Program, Truly Nolen of America

Affiliations: Kappa Alpha Psi Fraternity, Inc, Life Member

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