Sales Manager
Resume:
ESTEBAN M. DAVILA
Jacksonville, FL
**.*********@*****.***
www.linkedin.com/in/estebandavila-ed
SALES AND BUSINESS DEVELOPMENT SENIOR LEADER
Drive Revenue Growth / Increase Profitability /Acquire New Business / Team Leadership A top-performing sales leader who increases revenue through consultative sales methodology and improving sales processes. Proven experience in global, national and large SMB accounts management for both direct and channel operations. Skilled at building sales budgets, managing P&L, and setting aggressive stretch targets. Known for dissecting the business to identify opportunities and implementing changes in structure, processes, training, talent, and sales tools mix to implement successful Go To Market strategic sales plans. Consistently exceeds targets in revenue growth and advanced software solutions sales. Outstanding experience in B2B, new accounts development, product/software/technology launches, sales campaigns and expanding footprint in current accounts.
Sales & Marketing Content Development Project Management EBITDA Management
Sales Process Management Presentation Skills Bilingual
New Business Development Sales Campaigns Innovation & Technology
Sales Pipeline Improvement Forecasting RFP Management
Sales Methodology Value Proposition Consulting TOP ACHEIVEMENTS
Increased pipeline by $15M by building strategic alliances with internal and external stakeholders and partners as regional sales manager for the South East region (FL, SC, NC, GA, AL, TN, MI, LA, TX).
Achieved 400% sales increase in new accounts within the 1st year in a new market.
Ranked in 1st place vs. other Latin America subsidiaries annual business plan in revenue $5.5M
(106% of BP) and PTP (112% of BP) in the second year as country general manager.
Increased sales by 35% vs. Previous year in key high revenue/profit MFP segments. Improved units’ placements by 68% vs. previous year. Improved sales representatives’ average performance by 25% vs. previous year through balanced scorecard-based performance management system.
Improved high profit, SMB sales by 20% in selected countries through tailor-made go to market strategy, sales apps and SMB sales manager playbook.
Designed and implemented regional sales, technology and sales engineer development program with an emphasis on networks, security, cloud services, process workflow and SaaS integration. CompTIA’s and Microsoft industry certifications were linked to individual performance management system.
Successful LATAM salesforce.com CRM implementation of +600 users linked to the regional sales cycle process methodology and sales forecast.
PROFESSIONAL EXPERIENCE
MANAGEMENT
Administrated day-to-day operation of 52+ staff operation including P&L, sales and service operations, finance, administration, telemarketing, inventory and logistics.
Reduced order process time by 20% through a workflow re-engineering. Improved delivery and installation time by 12%.
Prepared annual business plans including revenue, units and expenses budget, KPI, SWOT analysis, sales and marketing plan.
Improved individual performance by 20% by optimizing performance management systems (PMS) using smart quarterly objectives and reviews, implemented performance bonus tied to BP KPI ́s. ESTEBAN M. DAVILA Page 2
404-***-**** **.*********@*****.***
Proven track record implementing innovation, team building, account development and mentoring.
Improved customer satisfaction by 20% through two hours call back, weekly down reports, training certification, network basics and account ownership and development programs.
Implemented service performance standards with emphasis on 100% completion and no repeat calls. SALES & BUSINESS DEVELOPMENT
Delivered 300+ sales force paradigm shift from hardware selling to technology solution consulting.
Managed regional professional development and training program providing workshops, seminars, product specific training, and materials to direct and channel partners.
Developed blueprint of sales force segmentation and 3-year development program targeting three key areas – SMB, major accounts, and solutions consulting. Designed roadmap for sales and sales engineers including solutions consulting, CompTIA’s CDIA+ & project+ and other Microsoft certifications.
In collaboration with Ricoh Europe, launched multi-language web-based training for sales and sales support staff link to individual PMS.
Keynote guest speaker about innovation and solutions consulting at subsidiary and partners special events in Mexico, Brazil, Chile, Argentina, Colombia, Guatemala, El Salvador and Costa Rica. FINANCIAL MARKETING/PRODUCT MANAGEMENT
Improved sales gross profit by 5% with a select and focus strategy – improved service gross profit by 8% in a highly competitive market.
Built strong one-on-one relationships with C-level executives of prospects, customers, resellers, IT vendors and 3rd party financial institutions.
Designed and implemented successful go to market events with it vendors, increasing sales and boosting partnerships.
Captured enterprise size accounts thru vertical and horizontal markets business process optimization, solution selling and regional support funding justification. OFFICE DEPOT, Boca Raton, FL 2017
Regional Sales Manager, MPS, SE Region
WORLDDANCE GROUP, LLC, Atlanta, GA 2016 – 2017
Director of Business Development
DASAN S.A.C., Lima, Peru 2014 – 2016
Sales and Marketing Director
RICOH LATIN AMERICA, Westin, FL / Miami, FL / Lima, Peru 2002 – 2014 Country General Manager (2012 – 2014)
LATAM Sales & Business Development Sr. Manager (2008 – 2012) Regional SMB Development Manager (2006 – 2008)
Sales Training Manager (2002 – 2006)
RICOH PUERTO RICO, San Juan, Puerto Rico 1997 – 2002 Commercial Director (1999 – 2002)
Sales Manager (1997 – 1999)
UNITED STATES ARMY RESERVE, 1st Lieutenant, QM 1996 Honorable Discharged
EDUCATION
Bachelor of Science (BS), Business Administration, Marketing, University of North Alabama, Florence, AL
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