Sales Representative Key Account
Resume:
DAWN LANCE
Naples, FL *****
***********@*****.***
SUMMARY OF QUALIFICATIONS
SEASONED SALES PROFESSIONAL with experience in Medical & Logistics Sectors. Self-motivated, customer-service oriented with an entrepreneurial spirit who excels in building relationships which I leverage to increase sales.
PROFESSIONAL EXPERIENCE
Visiting Angels-Naples/Marco Island, FL 8/23-present
Community Liaison
Responsible for increasing market share through effective execution of sales calls through key account development by prospecting referral channels & networking at Naples senior marketing events. Responsible for making presentations to prospective clients through care consults & converting to new business. Conduct quality visits with current clients to retain customer loyalty, increase satisfaction & grow revenue. Responsible for entry of call data in CRM system & timely phone/email correspondence.
YOY-01/08/2024 --$59k v $29k
DHL Global Forwarding-St. Louis, MO/Metro East, IL 5/2019-12/31/2022
Senior Sales Representative
True hunter-role, responsible for bringing on new business. Serve as primary commercial contact and acts as trusted logistics partner for strategic customers and prospects, by engaging in creative logistics solutions designed to optimize efficiency and drive cost savings. Responsibilities include direct selling of both global (heavy weight ocean and air freight) and domestic solutions to large strategic customers in the St. Louis and Southern IL markets. Develop and manage the customer cycle from prospecting, relationship building, on-boarding, implementation. Responsible for achievement of annual new business targets and related performance KPI's.
357% of quota YTD 2022 with $9M+ top-line revenue
118% of quota for 2021 with $4M+ top-line revenue new business
Recognized as top achiever in Central Region
Recognized as top achiever in US
100% achievement for Performance KPI’s, October 2022
FEDEX SERVICES-St. Louis, MO/ Metro East, IL 8/2016-5/2019
Strategic Sales Executive, Market Development
Responsibilities include all phases of B2B selling in the transportation industry including small parcel, LTL, truckload & expedited services. I serve as a solutions consultant to grow existing $4M/yr account base while hunting & prospecting new business. In addition, I negotiate pricing, assist with IT solutions and maintain strong customer loyalty through providing excellent customer service and follow-up.
FY18Q4 attainment at 102%. Up from 91% in FY17Q2.
Ranked 6th in Region for Top Closer FY18Q4 =$7500/ADNR
District Market Development Top Closer in FY18Q4 = $7500/ADNR
District Market Development Top Closer in FY18Q2 =$4137/ADNR
Ranked Most Improved in Region AE/SE FY17
YRC FREIGHT-Metro East, IL 10/2015-8/2016
Account Executive
Responsibilities include all phases of B2B selling cycle in the less-than-truckload market. This includes cold calling daily to grow new business as well as maintain and penetrate business levels with current customers. Also, responsible for pricing, negotiating margin and overall customer satisfaction and retention.
114% of quota for May 2017
Paid local business up 24% YTD
NAFTA business up 12% YTD
Time-based services up 29% YTD
AIRGROUP-St. Louis, MO 3/2013-9/2015
Logistics Sales Consultant
Served as a Logistics Sales Consultant in the St. Louis area. Leverage my existing relationships in the transportation arena to grow revenue and profit margin in a highly competitive and price-driven market. Responsible for B2B selling cycle of new business only which included prospecting, negotiating pricing/contracts and customer service follow-up.
Grew NEW account revenue to $1.6 million in first two years.
Grew profit margin to $496k in first two years.
Received Bronze level high-flyer award for 2014
UPS FREIGHT-St. Louis, MO 2010-2013
Account Manager
Responsibilities included all phases of the sale including; prospecting, negotiations, account penetration and maintenance of full-service transportation needs.
103% of local revenue attainment for 2011
Increased local revenue attainment from 89% to 102% for 2010
YRC-St. Louis, MO 2006-2010
Outside Account Representative
Responsibilities included providing transportation solutions while growing and maintaining a St. Louis territory in an extremely cost-competitive environment.
Increased market share in 2008 by 25%
Ranked #3 sales representative in region
Increased market share in 2007 by 37%
Maintained margin of 20% on current business
Consistently in top 10 of monthly ‘Top Gun’ report
WYETH PHARMACEUTICALS – Belleville, IL 2001-2005
Medical Sales Representative
Responsibilities included promoting and selling Effexor XR and Protonix to Internists, and General Practitioners in the bi-state area.
Outperformed therapeutic class growth with Effexor XR by 13%, Q2 2005
STARR Award recipient 2004
Ranked in the top 10% of sales force for national sales award, 2003
Increased Effexor XR market share from 6% to 12% during tenure
EDUCATION
Bachelor of Science-Finance (1989)
Illinois State University – Normal, IL
COMPUTER SKILLS
Windows XP, Outlook, Microsoft Office, Excel, Sales Force, Hubspot, CRM, TEAMS, Zoom
HOBBIES/INTERESTS
Volunteer at Naples Humane Society
Sundays School Teacher at Christ Community Naples Church
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