New Business Development Manager

Jeffrey M. Smith

**** ******** **., ********** *******, Ohio. 44118

***********@*********.*** ~ Cell: 216-***-****

www.linkedin.com/in/jeffsmith2009

BUSINESS DEVELOPMENT/SALES MANAGEMENT PROFESSIONAL

Business Development/Sales Management Professional with extensive leadership, business development and sales experience. Proven ability to develop and manage a new or existing territory and manage/coach other sales personnel. A proactive and creative sales person that will find a way to get the job done. Significant experience includes sales/marketing to state and local governments, commercial development and construction market and large industrial/service companies.

Professional Experience

Union Metal Corporation 2006 - 2008

Business Development Manager for Ohio and West Virginia

Sales and support for a $50 million manufacturer of tapered steel and aluminum poles for traffic, street lighting, area lighting and overhead sign structures in Ohio and West Virginia.

• Increased sales in the State of West Virginia from $228k per year in 2006 to $1M in 2008.

• Increased DOT sales in territory from $3.7M to $4.1M.in 2006/2007 time frame.

• Improved the closing ratio of quotes to bookings (sales) in 2007 from 33% to 65% through better relationships with customers, improved negotiations and more effective conversion techniques.

• Developed alliances with architects, consultants, developers, project engineers, state and local governments to specify our traffic and lighting products.

• Provided and negotiated pricing to electrical contractors and distributors.

• Presented power point sales presentations to architects, consultants and project engineers.

• Expanded existing territory by direct calling on prospective customers in territory.

• Selected, reviewed & monitored dealer and distributor performance.

• Developed sales forecast for territory and product lines.

• Developed and implemented sales strategy for Ohio municipalities and utilities for HADCO as an Agent. HADCO is a manufacturer of outdoor lighting. We sold their product separately and as an adjunct to our lighting pole business.

• Developed and implemented sales strategy for Lumecon as an agent in Ohio, Kentucky and West Virginia territory. Lumecon is an LED Luminaire manufacturer. We sold their product separately and as an adjunct to our lighting pole business.

Weinstein & Associates EAP 2003 - 2005

Director

Sales and Management of National EAP Program-Sold and supported mental health insurance product sold through insurance companies/brokers and direct to large companies.

• Increased the number of EAP Client Companies by 45% in first year, representing a substantial growth in revenue to the company.

• Developed new product that resulted in over $240,000 in quoted business the first 4 months of introduction.

• Developed new distribution channels that resulted in over $550,000 quoted new business in the first 6 months of 2005.

• Developed and implemented a marketing plan to sell Employee Assistance and Wellness Programs to insurance brokers, benefit consultants and individual companies.

• Formed partnerships with benefit consultants and health insurance brokers to establish a “dealer network” for our metal health product.

• Designed products and services for new and existing clients.

• Called on employers with 100 plus employees including industrial and service companies.

• Implemented EAP policies and procedures.

• Recruited attorneys and mental health professionals to expand EAP network and services.

• Provide training and support to customers during and beyond product implementation for employee behavioral problems.

Lane, Easton & Nash LLC, Woodmere, Ohio 2001 -2003

Executive Recruiter

Recruit and place Manufacturing, Engineering, and Operational Managers nationwide.

• Brought in $100,000 in placement fees for a start up executive recruiting firm in the first twelve months.

Education

• Bachelor of Arts – Economics, Boston University, Boston, MA 1981

• Industrial Marketing and Studio Art, University of the Pacific, Stockton, CA

• Hawken School, Gates Mills, OH

Technical Competencies

Microsoft Office Suite; Act; Project Management; Online Searches; Proficient at blueprint and specification reading.

Continuing Education and Seminars+

• Effective Negotiating – Karrass Group

• Fundamentals of Commercial & Industrial Lighting – GE Lighting, NELA Park

• Get Organized: Creating Order and Balance in the Workplace – Kent State University

• President’s Club - Sandler Selling System

• Business Planning – COSE

• New Organization and Liberation Management - Career Track;

• Leadership and the One Minute Manager - Ken Blanchard, Ph.D.

• Seven Habits of Highly Effective People - Stephen Covey

• Managing the Multiple Projects & Priorities of Your Life - SMART Consulting

• Producing Results with Others II – The TRACOM Corporation

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