Incredibly effective and talented Territory Manager
Resume:
Karen Vaccaro
Middletown, Rhode Island 02842
*************@*****.***
Objective
Dynamic sales executive and manager with multiple years experience and success in the areas of strategic and new business account development, executive level sales and account management, account creation and retention, contract negotiation, creative development and implementation of new business ideas with customers and potential customers. Represents a strong ability to work independently and as a team leader and member. Possesses great strategic thinking capabilities as well as implementation skills required for consistently meeting and exceeding personal,customer and corporate objectives. An effective communicator and leader with strong customer service and presentation skills.
Work Experience
Strategic Account Executive
11/2004 - 12/2007 PAETEC Communications, Providence, Rhode Island
? I was tasked with maintaining and growing relationships within certain accounts for PAETEC. These accounts included Fuji Film, Hasbro, Bank Rhode Island, Citizens Bank, GTECH, TYCO and FM Global.
? I was responsible for developing, establishing and selling to the Municipality and K-12 Education market for PAETEC in Southern Massachusetts and Rhode Island. My strategy was extremely effective as it gained PAETEC a 425% market penetration. This vertical market was placed under the Government National Accounts Vertical for PAETEC at the Corporate level, largely based on the success I had in the marketplace.
? I was responsible for developing and applying an applications and solutions sell strategy. As well as, applying an effective Relationship sales model to my go to market strategy for existing and potential customers.
? Managed created and developed the growth of a vertical market and geographical sales territory for Voice, Data, Internet, Managed Solutions, LAN, WAN, 800 services, MPLS, Frame Relay, E-Mail, Security, Co-Location, Disaster Recover and Business Continuity solutions. Responsible for selling Adtran, Cisco, Nortel, Avaya, Fat Pipe, Fluke and other equipment that provides network connectivity.
? Responsible for establishing, growing and maintaining relationships with "Value Added" referral vendors for PAETEC. Top Gun Sales award winner for 3Q2005, 2Q2006, 4Q2006 and 2Q 2007. Ranked in the Upper 10% of Sales Representatives for PAETEC nationwide.
Owner
9/1997 - 10/2004 Entrepreneur and Boutique Owner, Newport, Rhode Island
? Founded, developed, designed and created a "surf style" unisex boutique that later graduated to being an "athletic lifestyle" boutique for women only.
? Designed and implemented the merchandising of the retail boutique.
? Responsible for all buying, merchandising and interior design of retail boutiques.
? Responsible for day-to-day sales and management of retail boutique.
? Responsible for 80% of boutique sales as well as business to business sales.
? Responsible for hiring, training and management of all boutique sales employees.
? Increased sales 250% during seasonal sales period.
? Received awards in 1998 and 2004 from RHODE ISLAND MONTHLY MAGAZINE in the "Best of...." series.
Regional Sales Manager
12/1994 - 3/1997 Avaya formerly MultiLink, Andover, MA
? Developed initial sales relationship and managed relationship with AT&T to sell and maintain their worldwide video and audio conferencing equipment for their Managed Services Division. The AT&T account represented 25-30% of the annual revenue for this division of AVAYA.
? Developed and managed relationships with Picturetel(now Polycom), Hong Kong Telecom, Cable and Wireless, BellSouth to sell and maintain video and audio conferencing equipment for their Managed Services Division.
? Responsible for Strategic account planning and "go to market" strategies for all managed accounts.
? Responsible for directing all contract negotiations for multi-million dollar transactions between Avaya and AT&T.
? Responsible for the management of the Sales Support team for the AT&T account.
? Developed strategic alliances with AT&T, Picturetel( now Polycom) and Hong Kong Telecom.
? Captured 14.5 million dollars in new revenue from AT&T over a period of 2.5 years. Consistently exceeded yearly sales quotas by 150%.Received a total of nine top sales awards in two years.
National Account Manager and National Account Executive
12/1990 - 12/1994 BellSouth Corporation now AT&T, Hartford, CT
? Responsible for developing, managing and selling new business applications, customer service and sales for ITT Corporation and GTECH and all affiliated companies.
? Responsible for the sales, management and support of all other BellSouth affiliate companies to support different business applications for ITT Corporation and GTECH.
? Responsible for overall management of National Account support team.
? Responsible for developing unique data strategy for GTECH worldwide Data Network.
? Consistently exceeded sales quotas by 150%.Received National Account Division top sales awards.
? Consistently finished in the top 10% of BellSouth's National Sales force.
Senior Account Executive
7/1987 - 12/1990 BellSouth Corporation now AT&T, Miami, FL
? Responsible for the development and management of new business applications, customer service and sales for large business accounts in a geographic territory for voice, data and managed service opportunities.
? Managed the development and growth of existing sales territory for large business accounts in a geographic territory for existing large business accounts for voice, data and managed service opportunities.
? Strategic win to National Flower Distributor that resulted in $2.5 million dollars in new business revenue to BellSouth.
? Strategic win to National Pharmaceutical Company that resulted in $1.0 million dollars in new revenue for a dark fiber and SONET application.
? Promoted to National Account Executive in 1990.
? Held positions as a General and Small Business Account Executive for BellSouth; receiving 5 promotions in eight years at BellSouth.
? Consistently finished in top 10% of BellSouth's sales force during tenure.
? Consistently exceeded sales quota by 150-200% during tenure with BellSouth.
? Received numerous regional sales awards and went to President's Club twice during tenure with BellSouth.
Education
9/1982 - 12/1984 Wharton School of Business, Philadelphia, PA
? Master's Degree
9/1974 - 6/1978 Oglethorpe University, Atlanta, GA
? Bachelor's Degree
? Major In History Major in Political Science
? 3.2 GPA
? Member of the Chi Omega Sorority
? Little Sister for the Sigma Alpha Epsilon Fraternity
8/1966 - 5/1974 Nova High School, Ft. Lauderdale,, FL
? High School or equivalent
? Swim Team
? Baseball Team
? Gymnastics Team
? Member of the Nova Titans Marching Squad
? Treasurer and member of Keyettes Club (9-12 grade)
? Member of the TV Journalism Club ( invitation only)
? 3.0 GPA Advanced Science, English classes
Affiliations
6/2000 - Present Yoga Teacher Association
? Yoga Instructor
6/2005 - 12/2007 Providence and Newport County Chamber of Commerce
? Vendor Participant
6/2005 - 12/2007 RIASBO
? Vendor Participant
7/2005 - 12/2007 GMIS
? Participant
6/2005 - 11/2007 East Bay Chamber of Commerce
? Vendor Participant
References
To be provided upon request.
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