Sales Representative Territory Manager

JOSEPH “SCOTT” CROSS

Knoxville, TN ***** • 865-***-**** • *********@*****.***

OBJECTIVE: SALES REPRESENTATIVE

Achievement-focused business-to-business sales representative with a proven record of awards and recognition for driving sales growth and turning around underperforming territories in multiple industries for FirstCall Claims, Bluegreen Vacations Corp., SAIA LTL Freight, Ecolab, and General Shale Brick Company. Sales success can be demonstrated by ranking #1 in company-wide sales in 2019 and 2018, securing new contracts valued at over $100,000, closing a large sale with a single customer for $48,000, and generating over $2.2 million in annual sales in an expansion territory. Strengths:

• B2B Cold Calling • Client Relationship Building • New Account Development

• Account Management • Networking & Prospecting • Negotiating & Closing Deals

• Major Account Retention • Sales Call Planning • Product Presentations

• Consultative Selling Approach • Customer Follow-Up • Customer Needs Analysis PROFESSIONAL EXPERIENCE

FIRSTCALL CLAIMS, Knoxville, TN 03/2018 – 05/2021

Territory Manager. Contributed to sales growth for one of the largest regional adjusting firms in the Southeast US by providing a diverse range of adjusting services to assess the fire/storm damage losses for residential and commercial customers in East Tennessee.

• Turned around an underperforming territory that had been vacant for 12 months by reestablishing the company’s reputation in the market and providing a service that surpassed customer expectations.

• Ranked #1 as the top producer in the company in 2019 and 2018 by signing an average of 25+ contracts annually in closing 2-4 large contracts per month valued at over $70,000.

• Overcame pandemic challenges in 2020 using virtual Zoom sales calls and generated $750,000+ in annual revenue.

• Recognized as Sales Contest Winner by increasing sales 20%, selling 2 contracts in 7 days valued at $75,000, and generating new leads by making 110 sales calls during the week.

• Maximized sales call activity by using Salesforce for sales and territory planning. BLUEGREEN VACATIONS CORPORATION, Knoxville, TN 06/2017 – 03/2018 Sales Representative. Generated sales of vacation ownership packages ranging from $8,000 - $48,000 in a challenging

“one-call close” sales environment that included building customer relationships during a short sales presentation, making a high impact sales presentation, recognizing buying signals, overcoming objections, and closing the sale.

• Exceeded expectations by selling an average of 2-3 vacation ownership packages per week.

• Achieved best weekly sales volume of 3 packages totaling $36,000 in new revenue.

• Negotiated and closed single largest vacation ownership package of $48,000.

• Recognized by manager for tenacity, sales persistence, and high level of professionalism.

• Developed advanced-level sales skills by completing comprehensive “The Road to Success” sales training. SAIA LTL FREIGHT, Knoxville, TN 05/2013 – 07/2016

Sales Representative. Drove sales growth for this $1.7 billion, publicly traded freight company by turning around underperforming territory, rebuilding customer relationships, restoring confidence with accounts that had switched to competitors, and building a new sales pipeline.

• Achieved consistent #1 ranking for sales pipeline growth and Top 5 ranking for new account development.

• Earned commendations from the VP of Sales for closing 5 new accounts within 30 days.

• Won numerous sales competitions and monthly monetary awards for increasing sales by over $90,000 per month.

• Surpassed expectations by adding 40+ new accounts that generated more than $1 million in new revenue.

• Secured large new accounts including ACC Heritage Cabinets ($50,000+ in monthly revenue), Legends Fitness

($14,000+ in monthly revenue), and Thermal Label ($5,000+ in monthly revenue). ECOLAB, INC., Knoxville, TN 09/2009 – 03/2013

Territory Sales Manager. Increased sales for this Fortune 100 global chemical distribution company that sells cleaning, sanitizing, food safety and infection prevention products and services to clients in the foodservice, food and beverage processing, healthcare, and hospitality markets.

• Managed a base of 100+ accounts in the East Tennessee territory and implemented aggressive account management efforts to strengthen relationships, generate additional sales, and retain long-term business.

• Grew annual territory revenues from $400,000 to more than $625,000 in the first year. JOSEPH “SCOTT” CROSS – PAGE 2

Ecolab – continued –

• Secured the Good Samaritan assisted living and long-term care facility account and increased sales with Methodist Medical Center, Roane Medical Center, and Cumberland Medical Center accounts.

• Assisted clients in identifying needs and recommended products/services to help them achieve their goals.

• Served as a primary point of contact for customers regarding all product/technical issues. GENERAL SHALE BRICK COMPANY, TN / KY Prior to 2009 Sales Representative / Territory Manager. Established a proven record of sales achievements with one of the leading exterior building materials manufacturers in the United States. Initially hired as a Territory Manager servicing two of the company's largest distributor accounts and following a reorganization was moved to Knoxville as a direct Sales Representative calling on architects, developers, and builders to generate new sales growth.

• Relocated into an expansion territory to call on accounts that had minimal sales coverage and increased annual sales to $2.2M generating a 33% increase in total annual revenue.

• Conducted plant tours to educate clients on manufacturing process and improve product quality awareness.

• Built strong relationships with distributors; led sales and product training for outside sales reps to improve performance and overall product sales; and motivated reps to expand market presence across a larger territory.

• Coordinated the company’s participation in trade shows to improve brand recognition and generate new leads.

• Selected for new product development team to develop new products to drive sales growth. EDUCATION

B.B.A., Management – EAST TENNESSEE STATE UNIVERSITY, Johnson City, TN Professional Development / Computer:

• Computer Skills: Microsoft Office, Zoom, CRM, Salesforce

• Real Estate License; Public Adjuster License

• Multi-level Sales Training Courses, American Management Association

• Franklin Covey Time Management Course

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