Account Manager Key
Resume:
TOM SMITH
ACCOUNT MANAGER
Hummelstown, PA 717-***-**** ***********@*****.*** www.linkedin.com/in/tom-smith-guernsey/
Highly motivated and results-oriented sales professional with a proven track record of success in the workplace products and services industry. Proven ability to build and maintain relationships with key decision-makers, develop and execute sales strategies, and close deals. An effective combination of interpersonal/sales/relationship building skills and strong analytical and organizational abilities…resulting in thoroughly planned, well-executed sales and marketing strategies.
Successful in building and maintaining loyal customer relationships based on trust, communication, and a problem-solving approach that addresses issues immediately and strives for quick resolution.
Outstanding leadership and management qualities with experience directing and motivating sales staff.
Professional Experience
Guernsey Inc., Mechanicsburg, PA 2013-Current
Key Account Manager
In January of 2013, Guernsey acquired the office products division of The Phillips Group. Manage sales accounts in ten county territory for Office Products Company with 230 employees and $80M in annual revenues. Sales responsibility requires knowledge of 8 different product categories. Launch new products and services. Analyze opportunities for new business. Consistently achieve or exceed monthly sales goals. Selling activities conducted via in-person, telephone, email and virtual.
Highlights:
Responsible primarily for accounts with a volume potential of 40K plus in annual sales revenue.
Created customized program that resulted in a new customer of 225K plus in annual sales for 2022.
Category sales top 5; currently in the top 5, in 5 out of 6 categories.
2019 Won contract furniture order of 140K from local construction company.
2020 Won contract furniture order for 110K from local entertainment organization.
2022 Won contract furniture order of 170K from local education institution.
2022 exceeded 1 million in sales. With sales at 121% and gross profit 119% of gross profit.
Company High Achiever Sales Trip winner for exceeding annual sales and gross profit goal. 2013, 2014, 2015, 2016, 2017, 2018 & 2019. This program has since ended due to covid-19.
The Phillips Group, Middletown, PA 2009-2013
Key Account Manager
For quality-of-life reasons, moved back into a full time sales role.
Manage sales accounts in ten county territory for Office Products Company with 230 employees and $65M in annual revenues. Responsible for the overall performance and satisfaction of four of the top ten accounts within the office products division. Launch new products and services. Analyze opportunities for new business. Consistently achieve or exceed monthly sales goals.
Highlights:
Responsible for most accounts with a volume potential of 40K plus in annual sales revenue.
From October 2010 thru July 2011, daily sales volume increased by 13%.
Won contract with large, highly visible construction company.
Prepare and present winning proposals and presentations; successful marketing pieces and sales proposals are often adopted by co-workers.
Collaborate with Support Specialist to ensure overall account performance.
The Phillips Group, Middletown, PA 2006-2009
Director of Sales
Promoted from assistant director of sales.
Sales & Marketing. Managed Sales Team of 17, including 1 Regional Sales Manager. Manage sales in ten county territory for Office Furniture/Office Products/Office Technology Company with 250 employees and $65M in annual revenues. Hire and train new and current sales team members. Launch new products and services. Responsible for divisional sales budget of $20M in annual sales.
Highlights:
Collaborate with Division CEO to establish overall business objectives, specific merchandising and marketing plans to achieve joint goals.
Winner: Sales Director of the Year.
Implemented divisional name change.
Assist sales team in preparing and presenting winning proposals and presentations.
Implemented successful divisional coffee program that exceeded goal by 57%.
In addition to management responsibilities, was directly responsible for accounts that resulted in $600K in annual sales.
The Phillips Group, Middletown, PA 2004 – 2006
Assistant Director of Sales
Promoted from major accounts manager with outstanding record of sales growth.
Manage sales team of 8 account managers. Also managed customer support team of 9 in ten county territory for Office Furniture/Office Products/Office Technology Company with 300 employees and $65M in annual revenues. Hire and train new and current sales team members. Launch new products and services. Analyze opportunities for new business. Member of Process Improvement Committee; examine company policies/procedures and brainstorm alternatives to improve business systems and profitability.
Highlights:
Collaborate with Director of Sales to establish overall business objectives, specific merchandising and marketing plans to achieve joint goals.
Captured several large key account from competitors; service all departments.
Assist sales team in preparing and presenting winning proposals and presentations.
In addition to management responsibilities, was directly responsible for accounts that resulted in $900K in annual sales.
The Phillips Group, Middletown, PA 1994 – 2004
Major Accounts Manager
Promoted from inside account representative with outstanding record of growth – increased monthly revenues from $20K to $200K – to major outside accounts manager.
Manage sales in two county territory for Office Furniture/Office Products/Office Technology Company with 300 employees and $65M in annual revenues. Launch new products and services. Analyze opportunities for new business and submit suggestions for sales growth to management. Member of Process Improvement Committee; examine company policies/procedures and brainstorm alternatives to improve business systems and profitability. Led territory sales growth $25K/month to $200K/month.
Consistently achieve or exceed annual sales goals.
Highlights:
Winner: Highest Sales Award for three consecutive years.
Collaborate with accounts to establish overall business objectives, specific merchandising and marketing plans to achieve joint goals.
Captured large key college account from competitors; service all departments.
Prepare and present winning proposals and presentations; successful marketing pieces and sales proposals are often adopted by co-workers.
Won contract with large, highly visible health group for $300K/year.
Office Max, York, PA 1989 – 1994
Assistant Store Manager
Directed daily operations for office supply store.
Managed activities of 30 employees. Hired, trained, supervised and evaluated performance.
Oversaw customer service practices; quickly resolved and mediated problems.
Assisted in opening new stores located in Pennsylvania, Virginia, and Tennessee.
Business software / applications
Proficient – Microsoft Word, Excel, PowerPoint, Teams, Outlook, and OneNote
Proficient – CRM Software (Sales Force, Acsellerate, Sales-I, and HubSpot)
Education
Harrisburg Area Community College, Harrisburg, PA
Business Management
Volunteer Experience
The Fresh Air fund
Host Family / 2012 - 2018
Big 33 Scholarship fund
Host Family & Scholarship review Committee / 2007 - 2018
Susquehanna Service Dogs
Dog Sitting & Fund Raising / 2002 – 2008
LOWER DAUPHIN YOUTH BASKETBALL
COACH & SECRETARY / 1999-2025
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