Development Director Regional Account
Resume:
Thomas J. Schell
**** ********** ******, ******* ** 32812
************@*****.***
www.linkedin.com/in/tom-schell-b0683a4
SUMMARY
Regional & National Account Manager / Business Development Director / Driven Sales Leader collaborating with Executive Team to grow business; resource, identify, market, prospect, sell, present, propose, and close on client-focused solutions that build long term customer relationships, maximize profitability margins and mobilize teams to ensure adherence to project guidelines.
Strategic Sales and Business Development Planning and Execution
Salesforce and Microsoft Dynamics for CRM Competency
Microsoft Office, Microsoft Word, Microsoft Excel, Microsoft Power Point, Zoom, GoToMeeting
Research and Analyze Using Key Performance Indicators
Building P&Ls for Risk, Budget, Cost, Time Projections
B2B Selling Across the Enterprise with C-Level Executives
Understanding of Competitive Positioning
Strong Client Presentations
Consultative Selling and Clear Articulation of Value Proposition
Negotiation, Persuasion, Diplomacy and Closing Skills / Excellent Oral & Written Skills
Inside and Outside Teams Collaboration
24 Years’ Experience Serving Wide Range of Industries and Professions PROFESSIONAL EXPERIENCE
Cogent Communications, Atlanta, GA, September 2020 to September 2021. Regional Account Manager, selling to all vertical business categories Engage with C-Level and IT executives, owners/founders to introduce and close new business providing dedicated non-shared internet access and server colocation services. Ranked in the top third for sales volume among 42 Regional Account Managers with under 1 year of service company-wide. Chetu, Inc., Custom Software Solutions, Atlanta, GA, November 2016 – Present National Account Manager – Construction, Risk & Insurance Engage with C-level executives, owners/founders from companies that serve the Construction, Architecture, Engineering, Risk & Insurance industries. Execute and close agreements to provide long- and short-term software development and building information modeling (BIM) solutions and perform follow-up coordination and integration of internal and external teams at hand-off. Increased Construction
(AEC) client list at Chetu by over 500% and company sales revenues by almost $2.5 million since my November 2016 start date. Worked remotely and experienced 40% travel in this role. Naylor Association Solutions (Naylor LLC), Alpharetta, GA, April 2010 – August 2016 Business Development Director - Print/Digital Publishing, SaaS, Consulting, Marketing Services for Construction Industry
Established long-term contracts with U.S. associations with concentration in commercial construction industry that generated an average of $15 million in annual advertising revenue, representing over 25% of the overall company revenue. Secured a publishing agreement with the National AGC of America. Published AGC’s CONSTRUCTOR Magazine from 2011-2016 worth $1 million annually in advertising revenue, which provided GC’s and Subcontractors with information and advertising opportunities through our line of integrated print/online publishing, SaaS, marketing and consulting services. Separately signed 40 more individual state, metropolitan and regional AGC Chapters to publish for them and their contractor members. Also established other similar publishing relationships with building-related industries of architecture, hospitality, facilities management associations. Researched key performance indicators to gauge risk and built P&L’s to outline cost and contribution margin projections. Wrote and negotiated customized contracts for each solution set. Reported to the Senior Vice President of Business Development.
From 2011 to 2014 increased sales 20% year over year. In 2015 was appointed Business Development Director to generate and handle all new business. Increased overall sales revenues by 45% in 2016 over 2015 in all new sales and without the benefit of renewals. Networked, prospected, built new business relationships, presented, proposed, negotiated and closed $1.3 million in new business for a total contract value (TCV) of over $5.3 million in 2016. Worked at HQ office in Gainesville, FL from 1997 – 2014, then remotely from 2014-2016 and experienced 40% travel in this role. Naylor Association Solutions (Naylor LLC), Gainesville, FL, March 2003 – March 2010 Project Manager - Print / Digital Publishing Company Selected by Vice President of Sales to be assigned to new Project Management Department, overseeing multi-year line of $49 million in advertising for print and online projects, serving as the link between internal publisher, the C-level executives and up to 80 internal sales teams of managers and representatives on each publishing project.
Managed up to 30 projects simultaneously and continuously, coordinating teams in local and remote office locations. Controlled schedule to streamline open dates, selling cycles and close dates on over 140 issues of 80 publications, achieved advertising sales target goals, kept P&L balanced, increased cumulative contribution margins by over 25%.
Naylor Publications, Inc., Gainesville, FL, April 2000 – March 2003 Publisher - Print Publishing Company
Called on and account managed C-level executives at associations with existing publishing contracts in a seven state Midwestern region. Expanded company’s footprint in the Midwest with renewal contracts and 30% increase in new contracts to migrate new projects over to a growing number of sales representatives due to improved retention. Reported to the Vice President of Sales. Developed sales presentations, performed project management duties, evaluated processes and mobilized company to take performance, productivity and quality improvement measures that delivered more consistent results in customer satisfaction. Experienced 40% travel in this role. Naylor Publications, Inc., Gainesville, FL, March 1997 – March 2000 National Sales Executive - Training & Sales Management, Print Publishing Company National Sales Executive, Manager and Trainer at the leading North American provider of print publishing media solutions of magazines and directories serving the communication, engagement and non-dues revenue needs of business and professional associations. Held two successive roles in sales department, while company was experiencing double digit growth:
Sales Executive Role: Sold advertising for print publications from 1997 to 1999, performed as publication director, oversaw publication sales groups’ progress toward achieving sales targets. Reported to the Sales Manager.
Training & Sales Management Role: Promoted to train over 100 new sales representatives in groups ranging from 5 to 10 reps. Transitioned newly trained sales representatives to sales positions and managed daily activities for over 20 at a time, assigned to sales teams, performed sales coaching, set personal targets, scheduled sales territory, submitted time sheets. Reported to VP of Sales.
Improved sales representative retention rate by over 50%, channeling greater share of reps into successful sales careers and propelling some into company management positions. EDUCATION
Bachelor of Fine Arts BFA, Graphic Design, Advertising, Printing Technology Missouri State University, Springfield, MO
AWARDS & ACHIEVEMENTS
Naylor US President’s Award - Publisher of the Year 2011 Naylor US President’s Award - Outstanding Achievement 2008 Naylor US President's Award - Project Manager of the Year 2004 2015 Signing $1 million account for five products & services in hospitality industry 2011 Signing $1 million account for four products & services in commercial construction industry
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