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Sales Training

Location:
Scottsdale, AZ, 85258
Salary:
92000
Posted:
August 23, 2012

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Resume:

Greetings!

One might say that I am an extremely driven, self-directed, loyal, proven executive sales leader – and they would be right… I am a true hunter inspired by challenging myself - and others - to consistently exceed quotas while always maintaining the highest standards of ethics and integrity. I have over 20 years of quantifiable executive sales management and franchise related leadership experience within the US and internationally. I have notable experience with franchise startups in the service, technology, retail, food, health and wellness, financial service, technology and professional service verticals and a vast personal and professional network in this space. I have served as Chief Franchise Sales and Operations Officer, Chief Franchise Sales and Success Officer, Vice President of National Franchise Sales, Chief Concept and Sales Officer, National Director of Master Franchise Sales, National Director of Franchise Sales Training, CEO and President and have even owned franchise units and am a four-time Master Franchisee.

As a Senior Franchise Sales and Management Executive and Entrepreneur, I have been both an individual contributor and have successfully led world-class sales teams with a proven record for recruiting, developing and retaining top-notch sales professionals, while cultivating strong relationships with senior executive leadership and major distribution partners. I am an expert at identifying the most critical gaps slowing sales growth and implementing the strategies, processes and changes required to drive results and creating and capitalizing on networks, liaisons and business connections, while negotiating and managing joint ventures and strategic partnerships. I excel at partnering with all core business operations to significantly increase the company’s foot print, expand market share, and generate sustainable revenue and EBIT gains.

My career sales ranged from a one call BtoB and BtoC sales to highly complex consultative and solutions sales techniques to lead the simultaneous due diligence process of multiple decision makers including C and V level executives, attorneys, and all members of the company leadership team to mutually agree to move forward. Successfully navigating this multi-facetted sales process requires excellent rapport building and high level negotiation skills, an intimate technical knowledge of the sales process, and unwavering patience and determination. In addition, as a unit and four-time Master Franchisee, I was actually in the trenches! I am in a very unique position to be able to leverage my experiences and reputation at all levels in Franchising along with my vast personal and professional investor and broker network to drive immediate and long term results.

I could go on and on but have to hold some things back so we have something to discuss when we meet! Let me know when we can chat further.

Have an Unbelievable Day!

Christine Dura

Christine E. Dura, M.Ed.

Scottsdale, AZ 602-***-**** e3uo4j@r.postjobfree.com

SUMMARY OF QUALIFICATIONS

Over 20 years of experience in enterprise-level franchise sales, training and operations management as Chief Franchise Sales and Operations Officer for North America, Vice President of National Franchise Sales, Chief Concept and Franchise Sales Officer, National Director of Franchise Sales/Training, President and CEO, and four time Master Franchise Owner.

Consistently delivered solutions credited with remarkable account acquisition and growth metrics in franchising, distributed retail, associations, startups, retail, financial service, hospitality, restaurant, health care, recovery services, conversions, higher education, technology, wellness, advertising, software, and professional service.

Core hands-on competencies cover complex consultative selling coupled with a vast personal and professional network to drive immediate and long term high-impact results; strategic abilities to establish and administer processes, procedures and appropriate budgeting; proven abilities recruiting and training high productivity staff; as well as exceptional communication, conflict resolution and rapport building skills.

CAREER HISTORY

Founder and CEO 2002 to Present

DURA CONSULTING

Developed and managed successful executive development, operations and training programs for various clients below.

Chief Franchise Sales and Success Officer 2011 to Present

ActionCOACH FRANCHISE, Phoenix, AZ

Engaged in short term project to drive unit and area franchise sales lead generation program for six-state Region for Regional Developer Licensee experiencing virtually no new franchise sales in over six years.

Within two months, project scope evolved to handling all aspects of Franchise Marketing and Sales to include the re-organization of staff, sales training, marketing campaigns and redesigning processes and procedures resulting in a sales pipeline of over 100 active prospects and potential franchise sales totaling over $3M.

Chief Franchise Sales and Operations Officer for North America 2010 to 2011

EXPEDITION FRANCHISE, Moscow, Russia

Recruited to launch North American sales and operations for Russian based retail/restaurant startup franchise.

Developed brand positioning and all aspects start up business for US and Canadian markets including all staffing, technology, trademarks, legal documentation, lead generation, broker relations, P&L’s, real estate, sales and operations training materials, multimedia presentations, sales folders, and marketing campaigns.

Launched wholesale and channel distribution network and various online distribution channels including: eBay, Amazon, Expedition web shop resulting in 400% increase in sales within 6 months.

National Director of Franchise Sales and Training, Master Franchise Owner 2007 to 2010

MASSAGE HEIGHTS FRANCHISE, San Antonio, TX

In less than three years, grew startup from a handful of open locations to a formidable leader in the franchising industry with 73 operating units in 24 states and 3 in Canada and dozens more in development. Sold 30% of Franchises available inventory resulting in over 600 new locations in development and $4.4M in immediate franchise sales revenues resulting in over $25M potential unit sales.

Engineered brand strategy to ensure profitable growth of franchise startup. Developed and implemented sales materials, web sites, technology solutions, multimedia presentations, trade show and broker materials, sales processes, Discovery Day, territory mapping, compliance, staffing, lead generation, marketing, budgeting, etc.

Launched new distribution channel resulting in over 4,000 broker partners nationwide. The National Broker Referral Program accounted for 70% of all franchise sales nationwide and over $3M in franchise sales.

Developed and implemented National Franchisee Sales Training Program. Learning outcomes included franchise sales best practices: lead Generation, broker relations, legal compliance, CRM technology, processes and procedures. Implementation included developing training materials from scratch, facilitating 5-Day in classroom training courses and weekly training calls, and providing on-demand support.

Master Franchise Owner 2007 to 2010

HEALTHSOURCE FRANCHISE, Cleveland, OH

Owned and operated three Master Franchises for Arizona, Orange County and San Diego.

Converted 11 offices to Franchise owners within first 18 months valued at over $1M.

Chief Concept and Franchise Sales Officer 2006 to 2007

FRANCHISE GROWTH SYSTEMS, Mesa, AZ

Recruited by stagnant franchise consulting firm to oversee client relations and franchise sales. Within 6 months, renegotiated terms with unproductive clients draining company resources saving $100,000 plus per year, secured 7 new multi-million dollar contracts averaging a 20% commission fee rate increase, 25% increase in monthly administrative fees over previous client engagements and up to 10% potential earned ownership of company. Created new profit center providing startup franchise services resulting in over $250,000 found revenues.

Vice President of National Franchise Sales 2004 to 2006

THE GLOVE LADY FRANCHISE, Albuquerque, NM & TAXBACK (Business Opportunity), Mesa, AZ (mutual owner)

Recruited, trained and managed sales team to increase average monthly unit sales from 2 to 20 units, a 1000% growth increase within first 3 months and maintained for two years. Increased annual revenues from $192,000 to $3.6M within two years for TaxBack.

For The Glove Lady startup Franchise, increased average monthly unit sales from 0 to 4 units, a 400% growth increase within 60 days. Twenty-five total units sold in six months, 13 of which were personal sales resulting in $363,000 in franchise sales revenues in six-month contract term.

Vice President of National Franchise Sales 2003 to 2004

CFOTODAY FRANCHISE, Jacksonville, FL

Recruited by startup franchise experiencing stagnant growth to develop and implement National Franchise Sales Program. Closed over $1M in franchise sales revenues within 18 months.

Corporate Training and Sales Executive 2002 to 2003

HERBALIFE NETWORK MARKETING, Orange County, CA

Developed, implemented and managed an Internet Distribution and Channel Marketing Strategy Program for Herbalife in America. Led team of hundreds of independent sales Reps to increase sales conversion ratios by 25% resulting in over $1M in revenues within one year.

Founder and President 1998 to 2002

UBIQ GROUP, Scottsdale, AZ

Grew company from 5 to 75 employees and annual sales revenues from $250,000 to over $3 Million.

Solely responsible for securing technology solutions engagements with Global Fortune 100 Companies to start-ups. Client list included: University of Phoenix Online, DeVry University, The Art Institute, Motorola, American Heart Association, BMW, America West, On Semiconductor, Crisis Pregnancy Center, and more.

Marketing Representative promoted to Marketing Manager 1991 to 1998

INSTITUTE FOR PROFESSIONAL DEVELOPMENT, WI, GA, CT

Personally responsible for 40% of new enrollment sales out of five Representatives. Earned Peak Performer Award and Peak of the Peak Performer Award. Earned National Outstanding Performance Award in March 1998 for ability to lead sales team. Set companywide record for unprecedented increase enrollment sales by over 200% within one year.

EDUCATION

Master of Education Bachelor of Arts

Adult Education/Training and Development Psychology and Sociology

University of Georgia University of Wisconsin - Madison

4.0 GPA – Summa Cum Laude 3.7 GPA



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