JAMES E. SMITH

Southport, North Carolina ***** 703-***-****

ad4oys@r.postjobfree.com www.linkedin.com/in/jimsmith17

SUMMARY

A detail-oriented and accomplished senior sales manager with a demonstrated track record of achievement in key accounts, key relationship management, territory management, and marketing coordination. Extensive experience with Business-to-Business sales and contract negotiation. Established capabilities in customer training, account planning, action plans, industry relations, and strategic planning. Utilizes strong interpersonal and communications skills to develop and mentor associates for successful sales teams. A focused and ambitious top performer who consistently exceeds sale targets and metrics of an organization.

Product Training ● Customer Events ● CRM Tools ● Opportunity Management

Sales Business Plans ● Prospect Development ● Customer Relations

Order Management ● Account Service ● Prospect Management ● Client Training

KEY ACCOMPLISHMENTS

Increased government and dental school sales by 27% ($2.6 million) in 2023, with 15% upward sales trend in 2024.

Improved sales from $600K annually to $2.9M annually at G.C. America in 10 years.

Earned regional award status commendation as top-three company sales representative at G.C. America.

Won new product award as regional sales representative at G.C. America.

Voted Rookie of the Year at G.C. America due to excellent performance and recognition from teammates.

EXPERIENCE

G.C. AMERICA, INC., Chicago, Illinois

Public Health, Government, and Dental School Manager, 2010-2024

Educated local GC personnel and worked with distributor networks to develop these businesses across United States. This position required detailed information on access, terminology, and purchasing systems and developing long-lasting relationships with hundreds, if not thousands, of contacts. Trained local GC reps, purchasers, and dentists on new products, involving comparing highly technical products to each other to demonstrate direct comparisons. Updated contracts and took care of any questions or problems arising from these accounts, as only person in company with any knowledge and responsibility for these groups.

Developed new markets for GC products, established relationships with special market groups within distribution network, and trained key account specialist (KAS) team from GC to call on these specialized accounts.

Identified, called on, and developed residency market, resulting in one incidence of initial sales of $10K to one group, which continued to expand.

Started process to create more sales in Indiana dental school from previous contacts and developed this into largest purchaser of GC products of any school in country, after they had purchased $168K of wholesale product within last nine months from GC.

Created through personal contacts largest purchaser of acrylic materials to prison system in Florida, purchasing around $5K / month.

Improved sales by 27% over previous year when company average was negative 2%.

Increased sales by 15% over last year’s numbers, while company was up 1% for year.

Collaborated and developed with approximately 65 representatives to coordinate contact with over 100 dental schools by cultivating professional relationships with each program through hands-on demonstrations.

Provided education regarding dental products for schools to enhance acquisitions and loyalty.

Conducted personal contact and visits across 85 military installations, including all military branches and dental services, to evaluate and educate local representatives regarding contracts, and trained dentists on new procedures, techniques, and products.

Secured system purchases for government facilities, including Veterans Administration Hospitals and clinics.

Coordinated and identified meetings with approximately 400 public health clinics by collaborating with local representatives, enhancing company position by evaluating and purchasing products.

G.C. AMERICA, INC., Chicago, Illinois

National Accounts Manager, 2005-2010

Called on all major distributors for GC America around country. Took care of new product introduction, training product managers and customer service groups, developing new promotions, and creating advertising and created budget for each account. Supervised rebates for each group and helped control inventory and stocking. Controlled all interactions between company and distributors.

Created promotions to push more product, thus earning distributor higher rebates and GC more sales.

Crafted advertising to push certain products, creating balance of new items and bulk sales from older products.

Increased sales by 46% with biggest distributor Henry Schein in third year. Placed on highest sales level to reps with from third highest sales distributor Benco Dental, increasing sales 20% over previous year.

ADDITIONAL EXPERIENCE

G.C. AMERICA, INC., Chicago, Illinois, District Sales Manager, 1995-2005

Covered 4 mid-Atlantic states, working with 125 retail reps and 8 different distributors.

Developed new markets, expanded the line to the whole area, started at 600K in sales and turned that into 2.4 million.

Received Rookie of the year award, new product introduction awards, was in top three of company for numerous years.

SHOFU DENTAL CORPORATION, Menlo Park, California, Regional Sales Representative, 1985-1995.

Managed seven-state territory of North Carolina, South Carolina, Virginia, West Virginia, Delaware, Maryland, Washington, D.C., and portion of Pennsylvania to ensure sales growth and performance.

Travelled for 75% of total working schedule to coordinate new contracts and prospective partnerships.

Collaborated with local sales representatives to train 125 individuals on Shofu line of dental products.

EDUCATION

UNIVERSITY OF MASSACHUSETTS, Amherst, Massachusetts

B.A., Communications

AFFILIATION

National Network for Oral Health Access, Corporate Board Member

AWARDS

Top Three Company Sales Rep (Part of Regional Award Status Commendation), G.C. America

New Product Award, G.C. America

Rookie of the Year, G.C. America

VOLUNTEER EXPERIENCE

Helped train dentists and assistants to apply denture materials for Smile for VETS program in 2024.

Served as President of Virginia Chase Homeowners Association from 2017 to 2019.

Served on Architectural Committee for Virginia Chase Homeowners Association from 2012 to 2016.

Contact this candidate