Sales Operations Project Management
Resume:
MARIO R. GALLEGO
Tempe, AZ 85284
Mobile: 602-***-**** Email: ************@*******.*** www.linkedin.com/in/mario-gallego-3a691712
~ EXECUTIVE SALES OPERATIONS LEADER ~
Performance-driven leader with expertise in spearheading all aspects of business and sales operations, Fortune 500 business development, change management, P&L management, team management, and market penetration plans in the telecom and high-tech industries. Adept in driving high-impact strategies that drive growth and maximize profits through the development of sales and operational strategies designed to enhance competitiveness, spearhead market growth, increase revenue, and achieve bottom-line growth and profit yields. Expertise in improving sales operations and maximizing profit through achievements in operational and performance initiatives, cost reductions, and internal controls, while formulating strategies to enhance long-term value and grow business model.
• Operations Management
• Project Management
• Strategic Business Planning
• Market Share Expansion
• National Sales Operations
• Financial/P&L Management
• Organizational Optimization
• Contracts & Negotiations
• Forecasting & Best Practices
• Team Building/Management
• Cost Analysis & Reduction
• Revenue & Profit Growth
PROFESSIONAL EXPERIENCE
Goettl Air Conditioning and Plumbing Phoenix, AZ 2022 - Present SALES MANAGER
Direct all aspects of the promotion, sale, project management, proposal development, and installation of HVAC systems to commercial, corporate, and residential accounts via oversight of up to 12 HVAC sales professionals and technicians throughout Arizona and Southern California.
• Engage with customers to provide information on various systems and services, answer any questions, concerns, and inquiries regarding equipment/services, and ensure service excellence.
• Create detailed sales/service estimates and proposals, close the sale, and transfer agreed-upon proposals to installation teams; manage account needs and timelines.
• Deliver training, coaching, mentoring, and guidance to staff while working closely with clients to resolve issues and ensure the delivery of support; over the installation project management lifecycle.
• Manage pricing and pricing objects in alignment with corporate strategy and targets.
• Drive the execution of sales objectives to achieve KPIs, including sales reporting, analytics, pipeline management, and bid preparation in order to drive growth in identified markets. ADT Tempe, AZ 2018 - 2022
NATIONAL ACCOUNTS DIVISIONAL MANAGER
Spearheaded all aspects of divisional operations focused on the identification, acquisition, and management of national, regional, and multi-location Fortune 500 companies within assigned geographic territory to develop relationships and drive the marketing, promotion, and sale of the full suite of products and services offered by ADT.
• Engaged with C-level leaders/customers in the analysis of needs and specification of bids prior to any RFPs; communicated with branches/subcontractors to conduct site surveys and prepare estimates.
• Worked with internal departments to conduct relevant market and business analysis that drove business decisions leading to success in sales goals for the entire product portfolio.
• Created detailed proposals for all systems and services to be sold; collaborated in preparing contracts and facilitated presentations with potential customers outlining equipment and services proposed.
• Obtained accurate central station information required for the monitoring and servicing of accounts.
• Researched and monitored client competitor sales, pricing and promotions efforts; made adjustments as needed to remain competitive, while driving the attainment of new business opportunities. AT&T Phoenix, AZ 2013 - 2018
ASSOCIATE DIRECTOR
Managed all aspects of operations and activities for the largest territory within the AT&T division consisting of Arizona, Nevada, and Southern California, including business strategy planning, P&L, key account management, and the daily supervision of over 180 staff. Led the management of all day-to-day services, ensured SLA’s were met, identified areas of weakness, and implemented cost improvements to reduce expenditures and increase the bottom line.
Mario Gallego Page 2 of 2
• Analyzed and led new opportunities for growth, while managing resource and business planning efforts, driving change, and increasing revenue YoY.
• Led all aspects of the sales lifecycle, product and service sales, relationship management, and account management/retention in alignment with business strategies.
• Managed strategic initiatives ensuring day-to-day operations, integration, and performance were efficient and maximized while optimizing the sales processes and bolstering revenues.
• Communicated timelines, deliverables, roadblocks, and success factors to senior management and stakeholders; ranked as one of the Top 3 area managers in the nation. Protection 1 Phoenix, AZ 2011 - 2013
DISTRICT MANAGER
Directed district operations and led initiatives designed to maintain or exceed field operations metrics, while managing responsibility for all financial and operational objectives at multiple locations. Drove all aspects of security team placement, and developed/implemented procedures to monitor, maintain and exceed the field operations metrics.
• Prepared budgets and delivered presentations to executive management during regional meetings; managed the recruitment, training, coaching, and development of personnel, while ensuring maximum productivity.
• Visited assigned branches and conducted meetings to reinforce field operations goals and objectives, determine training requirements, and communicate any legislation/regulatory issues with staff.
• Awarded company’s highest award, “Presidents Circle” for 2011. Guardian Protection Services Phoenix, AZ 2006 - 2011 GENERAL MANAGER
Directed all operational and business activities of the branch consisting of 50+ staff, including full P&L management, and the development of all volume and operational objectives, strategies, and programs. Formulated and executed operating budgets and budget forecasting, tracked budget expenditures, and spearheaded all contract and service processes.
• Drove business development objectives including team building, profitability increases, revenue growth, and cost controls.
• Implementing strategic sales and marketing strategies to increase sales potential and revenue; led the interviewing, hiring, training, and performance of staff; coordinated and scheduled staff.
• Tracked sales results versus individual objectives, maintained compensation plans, managed monthly/annual revenue tracking and reporting, and handled all contract processing.
• Achieved 131% of sales quota with high-profit margins through the creation and launch of innovative business development strategies; directed the establishment of national accounts with major chains. Venicom, Inc. Phoenix, AZ 2003 - 2006
REGIONAL SALES MANAGER
Directed all aspects of sales operations and a team of resale and support personnel in the promotion and sale of Qwest, AT&T, Sprint, and MCI services, as well as provided consulting and advisement on local and long-distance phone services.
• Managed the interviewing, hiring, training, and performance of service center advisors; handled employee relations issues that included progressive disciplinary actions and/or termination.
• Support execution of sales objectives to achieve KPIs, including sales reporting, analytics, pipeline management, and bid preparation in order to drive growth in identified markets. Inter-Tel Phoenix, AZ 2001 - 2003
SENIOR NETWORK SALES MANAGER
Oversaw all aspects of sales operations and a team of up to 60 sales and support staff focused on the resale of Qwest, AT&T, Sprint, and MCI services, including Broadband, VOIP, ATM, Frame Relay, and telecommunication services. Managed and supervised the daily activities, training, and performance of outside and inside sales representatives, and customer service call center reps with a $38M quota.
• Managed new outbound call sales division; cultivated new relationships with large national chain customers; established/managed sub-agents and sales representatives throughout a 14-state territory.
• Achieved the successful attainment of a $30M quota; qualified for the Presidents Club Award.
• Led the negotiation and sale of the company’s largest co-location web hosting project totaling over
$7.2M.
EDUCATION
BUSINESS MANAGEMENT, Western International University Languages: Fluent and bilingual in the English and Spanish languages
Contact this candidate