Business Development Data Center
Resume:
Mark V. Naylor
Scottsdale, AZ
ad3r52@r.postjobfree.com
www.linkedin.com/in/markvnaylor/
Highly Skilled Technology Sales & Business Development Leader High-achieving sales professional with an extensive history of consistently enabling teams to perform above expectations and to close lucrative deals. Highly motivated self-starter with a strategic, entrepreneurial and results-driven approach to mentoring team members toward developing mutually beneficial relationships with customers and accomplishing profit targets. Excellent communication skills with strong background in establishing and nurturing lucrative partnerships and selling above margin.
• B2B Sales
• Vendor Relations
• Distribution Channels
• Customer Support
• Account Management
• Territory Management
• Pricing Strategies
• Bids & Proposals
• Product Introductions
Career Highlights
B2B Sales
• Defined new strategy for researching projects (including identifying and reaching decision makers) that resulted in a 50% increase in sales YoY in first year of implementation.
• Mentored sales colleagues in getting to decision makers, creating presentations, and closing deals. Sales representative retention rate tripled over 2 years, while company revenue increased by 75%.
• Established new program to supply in-house technicians to clients. This solved many of client’s pain points and increased revenue for the clients and company. Customer Service and Support
• Utilizing network resources, acquired “impossible-to-get” material for client and delivered same-day to meet the urgent problem. This secured $250K of additional income for the business.
• Intervened with manufacturer for a client’s order that was delayed in Customs causing it to potentially miss the delivery deadline. The intervention enabled the successful and on time completion of the order, resulting in a $2M sale.
• Purchased material on our company P.O. for customer unable to produce one in time for needed material, being responsive and solving the problem. This led to securing a contract for additional work with the client that was worth over $500K. Pricing Strategies
• Successfully negotiated discounted pricing for existing long-term customers by creating effective partnerships with manufacturers.
• Brought new customers to manufacturer reps and negotiated special discounted pricing, effecting a win-win-win for all.
• Negotiated pricing for contractors of cost plus 10% margin on material purchased at shorter payment terms. Outcome provided growth for the company’s cash flow and decreased exposure to delayed payment.
Professional Experience
PairMate Cable Products, Phoenix, AZ
General Manager
Led a team of 4 direct reports driving business growth, quadrupling YoY revenue in the first year, while leading operations, sales, and strategic vision for data cabling manufacturer. This included P&L responsibility for a $2M line of business.
• Enhanced operational efficiency and productivity by managing budgets, accounts, and costs in a manner that consistently exceeded sales and margin targets.
• Managed budget implementations, employee reviews, training, schedules, and contract negotiations.
• Implemented operational strategies and effectively built customer and employee loyalty.
• Maintain the CRM and pipeline on a weekly basis. Conceptual Connectivity, Phoenix, AZ
Director of Sales and Marketing
Worked with a team of 8, with 2 direct reports, while overseeing sales and marketing initiatives for 10 datacom manufacturers covering markets throughout Arizona and Texas. This included P&L responsibility for a $5M line of business.
• Identified new opportunities with end users, key decision makers, datacom distribution, and contractor sales teams.
• Created and maintained up-to-date sales pipeline that provided exposure to new technology to existing and potential clients.
• Utilized targeted strategic networking to develop relationships with consultants, IT managers, distribution, and contractors to create new business opportunities.
• Planned and implemented a successful go-to-market yearly sales plan that was utilized by the team to exceed company sales targets.
Communication Supply Corporation, Phoenix, AZ
Account Executive
Oversaw account servicing and new business development initiatives for the State of Arizona, generating an average of $2M in annual revenue for the company.
• Built and strengthened relationships with new and existing accounts to drive solid year- over-year revenue growth.
• Developed relationships with core manufacturers and supported contractors and end users with material and logistics.
• Negotiated sales between manufacturers and contractors, resulting in mutually beneficial agreements; cultivated relationships with IT directors, architects, contractors, consultants, and city, county, and state officials.
• Consistently exceeded sales margin goal of 18% with average sales at 26% margin. Education
• Arizona State University, Tempe, AZ, BA, Communications.
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