Sales Executive

Brenda A. Smith Sanborn

********@*****.*** 678-***-****)

Sales Executive

New & Established Markets

Sales Executive and leader with a strong passion for finding new ways of being relevant and delivering extraordinary value to prospects and customers both in pharmaceutical and building supply industries. Key contributor to year-over-year revenue gains in a Fortune 500 company recognized as Company of the Year that attained 300% growth in 7 years including 100% growth in 12 months. Adept at forging productive senior relationships, building internal collaboration, and designing sales and marketing programs that expand market share and profitability. Built and directed team of 12 sales reps in newly-formed district that achieved #1 division ranking out of 100 districts in 12 months. Managed team of 42 with 16 direct reports regionally and in corporate office with budgets in excess of $70 million. Led start up operations and reorganized 8 regional sales offices totaling 500,000 square feet of office space for 1000+ employees in 8 states.

Sales Leadership

Budget Oversight

Talent Development

Strategic Planning

Relationship Building

Sales & Marketing

P&L

Process Development

Revenue Generation

Core Competencies

Professional Experience

Energy Network Group

Operations Optimization Specialist 2020 - 2024

Identifiy corporations local and worldwide offering the EN Group deliverables in Energy Supply, Energy Demand, Water Conservation and Management, Waste Management, Utility Billing Optimization, and Procurement platforms.

Account Management of 21 clients, majority of which are global accounts which I introduced to the EN Group, many of whom are the largest in their respective industries.

Berkshire Hathaway, Suwanee, GA 2016-Current

Realtor

Highly successful residential and commercial Sales for 7 years—first sale was $2.5 million. Certified in Georgia and Alabama. Inducted into the Million Dollar Club first year.

Larson-Juhl (a $200M Berkshire Hathaway Company), Atlanta, GA

Senior Account Manager 2015 – 2016

Launched three new businesses in three new markets diversifying the company future revenues. Simultaneously researched potential markets, developed value propositions, managed lead-generation process, established new work flow processes, and executed initial customer engagements. Developed strong relationships with each market, working directly with senior executive decision makers to refine messaging and securing initial orders. Three new businesses were budgeted to deliver $2m, $1.5M, and $0.5M in new, incremental FY2016 revenue.

KUSILLO GALLERY, Greensboro, GA

Co-owner & Vice President 2006-2014

Launched an entrepreneurial endeavor utilizing sales, sales operations and marketing expertise. Directed marketing, sales, inventory purchasing and budget management for a new art gallery, photography studio and custom frame shop. Developed a custom pricing analysis system integrating the vendors pricing structures.

Pfizer Pharmaceuticals Overview 1981-2006

Hired into the Roerig Division, an incubator for future company Pfizer leadership. Progressed rapidly through a series of sales and district sales management roles, opening and managing a new Orlando District Sales Office and demonstrating expertise in sales and sales operations leadership.

In 1995 appointed by VP of Pharmaceutical Sales to lead the implementation of a major sales operations initiative to separate Regional Sales Offices from Distribution Centers, start up future facility site selection, construction and expansions into 8 states and to lead the regional operations teams in 8 new Regional Sales Offices. Led the foundational development for the regional sales teams and training facilities of all future sales positions, opening and directing the administration of 8 locations in 8 states and providing leadership nationally for sales operations.

PFIZER PHARMACEUTICALS, Sales & Operations

Senior Director, Group Leader Sales Operations US, NY, NY 2000 – 2006

In addition to Regional Sales Operations leadership responsibilities, directed the U.S. field sales equipment team and the Pfizer Speaker Program Team. Reporting directly to the Senior VP of Sales Administraion and Operations.

managed the purchase, distribution, and maintenance of millions of dollars of sales equipment used by the 9000+ member national sales force. Management of the National Speaker Program involved ensuring compliance with federal guidelines, oversight of a multi-million dollar budget, clinical studies, grants, and database management. Managed 16 direct reports with a total team of 42 both on site in Pfizer Corporate and in 8 Regional Centers.

Selected by VP of Pharmaceutical Sales to lead a phased creation and expansion of RSO facilities from 1995 to 2004 into 8 locations with approximately 500,000 square feet of office space for 1000+employees in 8 states.

Facilitated a portion of the company’s attainment of the world’s largest revenue producing pharmaceutical manufacturer with 2006 quarterly profits that doubled from $1.6 to $3.4 billion within one year.

Drove market awareness of Pfizer’s medical expertise throug FDA-compliant Speaker Program increasing revenue.

Addressed regional operations issues by hiring, coaching, and developing 8 regional sales operations managers.

Ensured that the sales organization was provided and trained on state-of-the-art technology for sales presentations and product demonstrations increasing awareness and revenue.

Senior Director of Sales Operations US, NY, NY 1998 – 2000

Promoted to Senior Director of Sales Operations to manage operations initially in 5 regional sales offices with subsequent expansion to 8 US locations and Puerto Rico. Managed 5-8 sales operations managers with a total team of 25. Managed $64 million site openings and expansion budgets, along with operational budgets. Collaborated with senior management to direct sales operations functions across the divisions increasing efficiencies and uniformity..

Significant contributor to the FORBES recognition of Pfizer as 1999 “Company of the Year” with worldwide sales in 1998 exceeding average industry growth rate by 300% and surpassing the ten largest pharmaceutical companies. Company revenues tripled from 1991 to 1998 by completing all 8 regional office expansions at or under budget.

Director of Sales Operations US, NY, NY 1994 – 1998

Directed the CEC Program, Clinical Education Coordinators, with 33 Pfizer pharmacists providing training to sales representatives nationally to capture revenue in the hospital pharmacy market in the U.S. and Puerto Rico.

Directed and participated in key company initiatives and programs, such as: Mirroring, Visioning, Minority, Grassroots, Sharing the Care, Prescription Assistance, and Sherlock (rollout of technology for a remote / mobile workforce). In 1995 selected by VP of Pharmaceutical Sales to lead the national rollout of the Regional Sales Office, RSO, initiative.

After initial pilot rollout, directed all RSO site selection, engineering, architectural design, construction, IT, furnishings, space layout, and interior design. Additionally directed all subsequent site expansions creating a uniform design and increase efficiencies.

Designed, standardized and directed sales operations policies and procedures throughout 8 regions, providing a solid platform for exponential sales growth.

Served as a liaison with Regulatory Affairs, Corporate Affairs, Finance, Employee Resources, Sales Administration, Marketing, Customer Advocacy, Training and Business Technology to resolve issues relevant to the national U.S. sales force of 2500 employees.

Education

Master of Science, Animal Science, Purdue University, West Lafayette, IN

Bachelor of Science, Education, Auburn University, Auburn, AL

Cum Laude; Phi Kappa Phi, Kappa Delta Pi, Gamma Beta Phi

Professional Development & Recognition

Keystone Leader-in-Residence, 2009, Auburn University College of Education, a program that introduces students to proven business, education, and non-profit leaders

Vice President’s Advisory Council Awards for two years, an award for the top sales people in each district

Leadership, Center for Creative Leadership

Rotary International--Developed and Advised four Rotary Youth Interact Organizations

Steering Committee VP Greene County Boys and Girls Club of America

Member of the Board of the Old Salem Fire Department in Greensboro

Member of the Board Green County Humane Society

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