Sales Executive

Clarence Carter, Jr., MBA

Rancho Cucamonga, CA **739

**********@*******.*** 909-***-**** linkedin.com/in/clarencecarterjr

B2B Business Development Executive

Transforms Business with Technology Product Brand Management

Top-performing business development leader driven by a strong motivation to exceed others’ expectations, and an enthusiasm for coaching team members to achieve big goals. Have produced hundreds of millions of dollars in sales and led teams to achieve business goals in challenging environments.

AREAS OF EXPERTISE

Business Analysis

P & L Management

Budgeting & Forecasting

Customer Relationship Management

New Business Development

Key Account Management

Operations Management

Staff Training & Development

Contract Negotiation

PROFESSIONAL EXPERIENCE

PEARSON TECHNOLOGY GROUP, Rancho Cucamonga, CA 1995 to 2019

National Sales Director 2004 to 2019

Managed national business development for leading Hi-Tech (Networking, Prog. Languages, Ops Systems, Graphic’s etc.) book publisher. Led 8-person sales team, driving over $30M in annual sales. Managed key accounts, including Apple Inc., Books-A-Million (the U.S.’s second-largest book retailer), Overstock.com, Fry’s Electronics and top major college stores.

Achieved 113% of quota in 2018 by helping clients such as Indigo, Micro Center, and Books-A-Million create innovative online promotional opportunities.

Delivered 122% of quota in 2016 by implementing a “Direct to Pearson” program for several smaller online companies, which created more open to buy opportunities for these companies.

Recognized with the prestigious Leadership Award in 2015 for averaging 110%+ of goal for an entire decade – 1 of only 2 people in the company to achieve these results.

Increased Apple Inc sales from $700K to $2.6M in annual sales over 7 years (2004 – 2011) by building trusting relationship and ensuring team stayed current on trends.

Achieved sales quota of 139% in 2011, in part due to developing a successful email marketing campaign.

Selected by management to help save a $1.2M account (Book-A-Million). Nurtured the relationship with personal handling of orders to avoid discrepancies, co-op marketing dollars, and regular interaction through meetings, and multiple phone calls.

Developed display concepts for retail stores nationwide and advised clients on when to display and remove products. Developed in-store promotions.

Motivated and coached underperforming employees to improve performance, resulting in every salesperson achieving at least 100% of goal in difficult economic climate of 2008.

Collaborated with Pearson and Apple team members in the UK and Canada on successful Apple product launches, coordinating logistics, freight, distribution, schedules, forecasting, inventory replenishment, marketing, and in-store promotions.

Orchestrated training with Apple sales staff that helped lower return rate of products to 10% in an industry that has historically had a 30% return rate.

Clarence Carter **********@*******.*** Page 2 of 2

PEARSON TECHNOLOGY GROUP, (continued)

West Regional Sales Manager 2003 to 2004

Promoted to manage sales for all Western states and half the Midwestern states, with oversight of 7 sales representatives and $12M in sales revenue.

Acquired lucrative Fortune 500 account by leveraging a client relationship. This account increased region sales by 22%.

Achieved 101% of quota ($12M) by developing a strong relationship with buyers in key accounts.

Implemented territory management program that increased call frequency from 2 calls to 3 per day. Program helped sales force quickly identify their customers needs.

Sales Executive 1995 to 2003

Spearheaded business development and marketing programs, including strategic planning, forecasting, financial reporting, contract management, purchasing, and distribution, for CA, AZ, and NV. Managed major accounts and acquired clients, producing $4 million dollars in revenue.

Increased sales 13% in 2002, quickly bouncing back from economic downturn.

PRIOR EXPERIENCE

Sales manager for United States Tobacco Company, specializing in Skoal/Coppenhagen sales and merchandising in national chains, independent retail stores (Safeway, Thrifty’s, Walgreen, 7-11 etc.…) and wholesale distributors.

Professional baseball player for Tri-City Triplets (Minor League affiliate of Texas Rangers)

EDUCATION

Master of Business Administration, University of Redlands, Redlands, CA

Nominated by peers and awarded membership in Whitehead Leadership Society

Bachelor of Arts, Criminal Justice, Seattle University, Seattle WA, CA

Baseball Team Captain & MVP; 2012 inducted into Seattle University Athletics Hall of Fame

Technology Skills – Microsoft Office (Excel, PowerPoint, Access, Word, Outlook); CRM software

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