Adrian Z. Dobbs

Marin Petaluma, California *****

adtm35@r.postjobfree.com 415-***-****

Senior Account Executive

Outside Sales and Field Sales / Business Development / Customer Relationship Management

Process Improvement / Major Accounts Management / Diverse Products and Services

Highly adaptable and seasoned sales executive with consistent track record of proactively pursuing sales targets and exceeding quotas across key various industries, including information technology (IT) and wholesale/retail. Intuitive business generator with significant experience building sales books from scratch to multimillion-dollar revenue streams. Good-natured and approachable, with exceptional client relationship management skills.

Detail-oriented with strong interpersonal and organizational skills focused on developing long-term relationships resulting in repeat business. Solid background in business development and strategic planning. Known by superiors and peers for continuously seeking creative and innovative solutions to complex sales and account management problems.

Areas of Expertise:

Strategic Planning/Sales Forecasting

Lead Generation/Cold Calling

Client Acquisition/Retention

Pricing Structure Negotiation

Sales Pipeline Management

Full Client Cycle Management

Lead Management Software

Project Management

Marketing/Tracking Industry Trends

Team Building and Leadership

Outbound Marketing/Proposal Development

Brand Management

Professional Experience

Marin-Sonoma Produce Company – Petaluma, California

Sales Manager (2008 to 2019)

Top-ranked executive, created $8M sales book from ground-up to over 120 high-profile and strategic accounts. Supported market development and maintained/built current customer relationships while developing and building new opportunities to reduce lost business and achieve profitable sales growth across accounts.

Successfully managed lead pipeline in Salesforce, closing new accounts routinely. Analyzed data, negotiated pricing structure with clients, managed product categories, and provided overall assistance to retailers to maximize sales volume, store distribution, and gross profit. Collaborated with teams in building brand recognition and helped design, create, and implement programs focused on brand growth. Supervised sales staff to ensure junior sales objectives met. Guided sales team on strategy and program planning and implementation. Created and distributed sales summaries and sales reports during departmental meetings and on regular basis.

Selected Contributions:

Delivered cold-calls sales presentations professionally and effectively; generated 90% of leads through cold-calling method.

Consistently achieved 150% of sales quota; grew revenue from new and existing accounts 23% year over year.

Covad Communications Group – San Francisco, California

Major Accounts Manager (2002 to 2008)

Engaged in advice-giving, solution selling to multiple-location companies. Prospected for leads and closed new Wide Area Network (WAN) accounts. Developed broader and higher relations within existing key accounts.

Developed solid and trusting relationships with new and existing; created in depth profiles detailing client needs to expand relationships. Liaised between clients and internal teams for clear and consistent communications. Contributed to annual strategic planning and business development efforts. Negotiated contracts with clients and established timelines of performance. Established and oversaw internal budgets with employer and external budgets with clients. Collaborated with sales team to maximize profit by up-selling or cross-selling. Planned and presented reports on account progress, goals, and quarterly initiatives to share with supervisors, team members, and stakeholders.

Selected Contributions:

Named top salesperson in western United States based on sales volume and percentage above quota.

Signed largest field sales account on record; awarded top prize in company Field Sales Grand Prix as a result.

Additional experience as Senior Account Executive for Qwest Communications (San Francisco) and as Sales Representative/Marketing Associate for Sysco (Marin County, CA)

Education and Credentials

Bachelor of Science in Political Science and International Relations University of California, Santa Barbara

Technical Skills

Salesforce, QuickBooks, Business Intelligence Software and Tools including Tableau and GoodData, MS Word, Excel, PowerPoint, Access, Dynamics

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