Brent E. Patterson

**** ********* *****, *********, ** 60060

847-***-**** // adldix@r.postjobfree.com

Results driven and passionate Sales Professional with extensive experience in business development and account management. Recognized for building and nurturing strong, lasting consultative relationships with clients. Acknowledged as a collaborative team player and leader among team members.

Highlights of Qualifications:

● Strategic Planning ● Time Management

● Business Development ● Key Account Management

● Relationship Building ● Problem Solving

● Sales and Pricing Strategies ● Contract Negotiations

PROFESSIONAL EXPERIENCE

Minitab, LLC, Chicago, IL 2019 - 2021

Leading provider of software and services for quality improvement and statistics education. Privately owned company headquartered in State College, Pennsylvania, USA, with subsidiaries around the globe, including the United Kingdom, France, Germany, Hong Kong, and Australia

Senior Account Executive

• Identified, grew & strengthened new and existing relationships by prospecting and acquiring new contacts and line of business owners

• Identified key contacts to position up-sell and cross-sell opportunities

• Effectively positioned training generating 1-2 net new opportunities each month to deliver net new license sales

• Collaborated with Solution Architects to lead pre-sales calls and product demonstrations to accelerate sales cycles

• Interviewed new hire candidates and serve as a mentor to all Chicago area new hires

• Team Subject Matter Expert for Prospecting and use of internal system applications

• Provide ongoing support and promotion of all customer events, internal webinars and training sessions

• Drove adoption of Minitab through trainings, lunch and learn sessions and delivering client based solutions

• Proactively reached out and followed up on all Renewals, while driving new business opportunities and bundled solutions

IBM Corporation, Chicago, IL 2014 - 2019

American multinational technology company with operations in over 170 countries. Manufactures and markets computer hardware, software, and offers hosting and consulting services in areas ranging from mainframe computers to nanotechnology

Digital Sales Account Manager, Advanced Analytics

• Managed portfolio of over 500 existing clients and drove 25 net new customer acquisitions in a designated Commercial territory

• Expertise in Academic, State & Local Government and Small/Medium Commercial Segments

• Achieved over 100% of plan every year while at IBM

• Collaborated with in-house technical sellers and IBM Business Partners, focusing on specific sales plays, leveraging workshop and webinar events to identify and drive revenue across the sales territory

• Developed in-depth understanding of company products, industry trends and competition

• Lead self-created opportunities across Commercial team of 35, with an average of 3.5 per week in 1H 2017

• Leveraged numerous prospecting tools daily, to identify new opportunities across territory

• Responsible for up-selling and cross-sell existing analytics client base to drive additional revenue (add-on modules, new programs, increase licensed seats, etc.)

Brent E. Patterson Page 2

IBM Corporation, Chicago, IL 2014 – 2019 (Cont’d)

• Engineered numerous new campus wide licensing agreements across 10-15 Higher Education institutions in 2016, resulting in $150k incremental revenue

• Developed & Coached team members on sales plans and strategies to drive success across their client base

• 2015 ISAC Graduate - Accelerated Sales and Business School

• 2018 Presidents Club – Over 125% to plan

Reynolds Consumer Products Inc, Lake Forest, IL 2012 - 2014

Privately held company that provides quality household essentials and world name brands, including the iconic Reynolds wrap aluminum foil and Hefty waste bags

Trade Promotions Analyst

• Responsible for company’s Trade Management System. Transferred budget funds and maintained active promotions for all grocery, non-foods, and international channels

• Designed and distributed ad hoc reports to the Trade and Sales Teams, Marketing, Claims and Pricing Teams, Administrators and Brokers

• Managed all grocery/non-foods as well as EZ Foil broker contracts ensuring accurate and timely payments

• Partnered with the Data, Systems and Claims teams to ensure all broker contracts were properly maintained in all Corporate systems

• Assisted and maintained coupon maintenance tables in SAP. Responsible for updating submitter table resulting in reimbursing proper customers for submitted coupons in a timely manner

• Created and assembled new user profiles in Trade Management System. Ensured all users have appropriate access to their specific customers and funds/programs

• Performed daily Accounts Payable activities, including invoice payments, creating purchase requisitions and workflows for manual payments

W.W. Grainger, Northbrook, IL 2006 - 2012

An $8 billion company, distributing more than 900,000 industrial products, from supplies to equipment and tools

Account Relationship Manager

• Generated $2.5M in annual sales revenue across 200+ major Corporate account territory

• Verified order accuracy and resolved customer issues in a timely fashion

• Organized and lead meetings with clients and suppliers to identify the best solutions for the client

• Determined product solutions for customers – Coordinated with in-house distribution groups, suppliers, and customers to ensure solution satisfaction

• Achieved consistent sales growth through strategic account planning, proactive customer touch planning, outstanding customer service and quarterly business reviews

EDUCATION AND PROFESSIONAL DEVELOPMENT

BS in Marketing, Northern Illinois University, DeKalb, IL

Additional areas of development:

• Business Management

• Expert Selling Strategies

• Time Management

• Team Building

• MS Office Suite, SAP

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