Sales Manager
Resume:
Tom Faith
Wayne, PA
********@*****.***
https://www.linkedin.com/in/tomfaith
PROFESSIONAL SUMMARY
Growth-focused sales professional with extensive leadership experience in new business development, key account management, and channel sales. Successful revenue generator and customer champion, leveraging consultative selling skills to identify and acquire new accounts as well as retain and grow existing clients through cross-selling and upselling. Self-motivated and committed to meet aggressive business objectives through building long-term relationships and finding solutions to address customer needs, resulting in mutual growth.
Technology Sales Account Acquisition Direct Sales Enterprise Sales Channel Sales
End-User Pull Through Systems Integration Dealer & Distribution Sales
Prospecting Business Development Relationship Building Product Demonstrations Solution Selling
CXO Level Sales Territory Management SFDC CRM
Fortune 1000 Healthcare Institutional Federal/State/Local Government K-12 Higher Education
PROFESSIONAL EXPERIENCE
PDC IDenticard, a Brady Corporation Business October 1992 to May 2022
Regional Sales Manager – Access Control Division, 2018 to 2022
Responsible for sales growth of software, hardware, and professional services through an extensive network of system integrators in the Mid-Atlantic region.
Fully supported and grew the integrator channel by teaming with both inside and outside sales and technical resources.
Consistently built a strong pipeline within healthcare, education and government markets via lead generation and end-user pull through.
Secured enterprise system sale to a large VA hospital, effectively eliminating the competition through teamwork and dedication.
2019: Exceeded all key performance indicators and metrics and a member of the 100% Club.
District Sales Manager, 2014 to 2018
Grew key account relationships, identified new business opportunities, negotiated, and closed deals.
Prospected and sold into several vertical markets including Fortune 1000 companies, healthcare, institutional/government organizations, and educational markets.
Presented software solutions and related consumables to Director level executives and other stakeholders.
Secured New York Presbyterian Hospital project by providing a solutions-based strategy around product needs, pricing structure, and installation and delivery model requirements.
Landed BrightView Landscape national contract providing identification solutions to over 200 locations to identify more than 25K employees/seasonal workers, collaborating with project management, software engineering/development, and customer service to develop the winning client solution.
2017: Awarded Salesperson of the Year and earned President’s Club.
2016: Awarded Salesperson of the Year and earned President’s Club.
2015: Earned President’s Club.
Regional Sales Manager/Government Vertical Market Manager, 2011 to 2014
Provided strategic direction and leadership for $11M sales region, leading team of 9 District Sales Managers.
Responsible for government sales strategy, growth, and implementation.
Attracted, trained, and developed salespeople to succeed in the competitive security marketplace.
Strongly encouraged sales team to partner with Systems Integrators and Alliance Partners to identify and close enterprise-level accounts such as Delaware State Police, Children’s Hospital of Philadelphia, and the Commonwealth of Pennsylvania, resulting in large initial sales dollars and substantial on-going consumable business.
District Sales Manager, 1992 to 2011
Managed sales territories in the Mid-West an New England. Responsible for growing direct sales by maintaining the existing client base while prospecting for and growing new business.
Delivered software solutions via technical product demonstrations, proposal presentations, product installations and on-site training.
Developed profitable auxiliary vendor relationships and other partnerships with distributors resulting in a 210% increase in third party sales.
Expanded territory revenue over 80% the first three years by acquiring large accounts and growing small and mid-size clients by offering the best software solution in the security identification marketplace.
Recognized by sales leadership and appointed to represent the sales team on Advisory Council on 6 occasions.
Seven-time Sales trip winner
PROFESSIONAL TRAINING & AFFILIATIONS
Achieve Global Professional Selling Skills
EcSELL Institute – Sales Management & Coaching
RAIN Group – Winning Major Sales
International Association for Healthcare Security and Safety (IAHSS)
American Society for Industrial Security (ASIS)
EDUCATION
Bachelor of Science, University of Wisconsin, La Crosse, WI
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