Business Development Specialist

TIMOTHY R. SMITH

Allentown *****

**********@*****.***/610-***-****

SUMMARY

With over 25 years of experience in consultative selling, solution selling, prospecting, needs analysis, planning, negotiating, closing, account management, customer satisfaction and exceeding goals. I am known for creating rapport and building relationships with both internal and external customers during the entire sales cycle. I excel in being able to navigate through all levels of an organization and sell to multiple decision makers with a collaborative mindset. My approach integrates data-driven strategies to enhance my sales effectiveness and support long-term success in reaching and exceeding my goals.

SKILLS

Consultative and Solution Selling

Data Driven Mindset and Performance Analytics

Sales Assessment and Performance Evaluation

Solution Selling

MEDDPICC, SPIN methodology

Collaboration with Cross-Functional Teams

Problem Solving and Troubleshooting

Consistently Achieving Goals and Quotas

Leadership and Influence

Effective Written and Verbal Communication Skills

Exceptional Customer Service Skills

Customer Relationships and Rapport Building

EXPERIENCE

Operations Trainer / BEKAERT CORPORATION - Wilkes-Barre, PA 06/2024 – 02/2025

Designed, developed, implemented the Leadership Development Program for front-line managers, supervisors, and line leads to enhance leadership skills for team success.

Designed, developed, implemented, and managed Train the Trainer Program, overseeing 20 trainers in Manufacturing, Warehouse, Safety, and Quality teams, ensuring effective knowledge transfer and consistent, high-quality training delivery for our team members.

Collaborated with technical and non-technical departments to create a Training Matrix, ensuring accurate and current training records for all team members and are aligned with Quality, Safety, SOPs and operational standards and requirements.

Provided targeted coaching to team members at specific work centers, ensuring training objectives were met and knowledge was effectively transferred for safe and efficient task execution.

Worked closely with both technical and non-technical teams, utilizing AS400 data to improve operator efficiency by 50%, boosting productivity and streamlining operations.

Corporate Sales Training Manager / HERR FOODS INC. - Nottingham, PA 02/2022 - 12/2023 – 25% remote

Designed, developed, implemented and managed an engaging sales training curriculum with playbooks, training materials, sales scripts, knowledge and processes leading to a 25% increase in sales and a 20% reduction in returns for both Route Salespeople and Sales District Managers.

Boosted sales team productivity by personalizing coaching sessions using data-driven metrics from our CSM, Salesforce and Stratum sites using adult learning theories tailored to individual strengths and weaknesses, improving skill acquisition and real-world application.

Increased sales team retention by 50% through the creation of a comprehensive onboarding program focused with a sales road map, continuous learning, equipping new hires with essential tools and knowledge from day one.

Partnered with cross-functional teams to assess and evaluate training programs, using data analytics to identify improvements, resulting in a measurable increase in overall sales performance within six months.

Enhanced sales performance by refining training strategies through regular assessments, aligning competencies with market demands and corporate goals

Leadership Development Specialist / MORGAN TRUCK BODY - Morgantown, PA 01/2019 - 02/2022 – 25% remote

Designed, developed, implemented the Leadership Development Program for front-line managers, supervisors, and line leads to enhance leadership skills for team success for 7 plants in the United States and Canada.

Designed, developed, implemented, and managed the Train the Trainer Program, overseeing 60 trainers in the United States and Canada collaborating with Safety, Quality and Engineering Departments to make sure the training is aligned with the Work Instructions, Work Orders and Engineering drawings.

Met with Senior Management to determine training needs for all business units and provided weekly follow-ups on progress of the programs.

Used the 70/20/10 model of training in coaching leaders through tailored development plans, utilizing strengths assessments and 360-degree feedback to create personalized growth strategies.

Spearheaded a mentorship program that paired junior staff with experienced leaders, fostering a culture of knowledge sharing and significantly improving employee retention and growth.

PRESIDENT and FACILITATOR / TIM SMITH CONSULTING - Allentown, PA 11/1999 - 12/2018 – 100% remote

Operations and management of all facets for running a small business: planning, organizing, decision making, problem solving, hiring, training, budgeting, forecasting, consultative selling, servicing and account management.

New business acquisitions, account management, prospecting, consultative selling, and closing skills to reach and exceed business goals using MEDDPICC methodology.

Customized and facilitated training programs using the ADDIE model, ensuring on-site clients' needs were met and customer satisfaction consistently exceeded needs resulting in repeat business

Led and coached a team of salespeople through a consultative sales process, providing individual mentoring that drove performance improvements and results.

Designed and implemented a comprehensive sales and customer service training program for the Community Newspaper Association, reaching clients across the U.S.

Built strategic partnerships with key stakeholders, utilizing a consultative approach to drive revenue and deliver measurable business results, evaluated through the Kirkpatrick model.

SEMINAR LEADER / FRED PRYOR SEMINARS - Shawnee Mission, KS 01/1995 - 12/2018 – 100% remote

Designed, developed and delivered customized training programs for on-site customers collaborating with Sales, Marketing and Design to ensure the scope of the training was meeting the expectations of our customers.

Built strong, consultative relationships with clients, resulting in a consistently high success rate for repeat business and expanded opportunities for on-site training engagements.

Achieved exceptional participant satisfaction and knowledge retention by adapting content delivery to different learning styles, adjusting pace and depth of discussions, and continuously assessing comprehension through interactive methods.

Enhanced program effectiveness by monitoring participant progress, gathering feedback, and making real-time adjustments to ensure that learning objectives were met, and clients' goals were consistently exceeded.

EDUCATION AND TRAINING

Bachelor of Science: Biology

Juniata College - Huntingdon, PA

TECHNOLOGY SKILLS

Collaboration Tools: Zoom, Teams, Skype, GoToMeeting, Webex, GoToWebinar, Glance.net

Document Software: Microsoft Office – Word, Excel, PowerPoint, Access, Project, SharePoint, Outlook

Additional: Salesforce, CRM, LMS, Articulate, Rise 360, Storyline

CERTIFICATIONS

Dale Carnegie Certified Trainer, Steven Covey 7 Habits of Highly Effective People, Day-Timer Time Management Certified Trainer, Sandler Sales Trainer, Liberty Mutual Safe Driving Certified Trainer, Smith System Defensive Driving Certified Trainer, DISC Certified Trainer

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