Experienced Sales Professional
Resume:
Andrew Lynch
Chagrin Falls, Ohio 44023
Phone: 440-***-****
Email: ********@*****.***
PROFILE
Results-oriented sales professional with a strong track record of exceeding sales quotas, new business development, and client retention. Excellent communications skills; high levels of integrity and enthusiasm. Demonstrated achievements and strengths include:
*Delivering effective sales presentations to key decision makers and with exemplary follow-up and closing skills.
*Communicating complex information in understandable, solutions-focused language.
*Working collaboratively with team members on large-scale projects and sales campaigns.
*Building strong client relationships to ensure repeat and referral business.
*Talented negotiator with the ability to achieve mutually beneficial results.
PROFESSIONAL EXPERIENCE
THE MCGRAW-HILL COMPANIES – New York, New York 04/2006 – 09/2008
New Business Development Manager – McGraw-Hill Construction – Central USA Region (02/2007 – 09/2008)
Responsible for selling all McGraw-Hill Construction products and services solutions including Sweets Product Marketplace in print and online, Dodge project reporting lead services, marketing and advertising programs in monthly print and online publications including Architectural Record, GreenSource and ENR magazines, and analytical services such as forecasts and market share analysis to building product manufacturers in an assigned regional territory.
*Promoted to current position from previous position after 10 months in previous role.
*Achieved 98% of annual $1.25M annual new business quota within 11 months of hiring date.
*Successfully developed relationships with multiple levels of management at prospect companies.
*Effectively utilized SPIN selling techniques to understand a client’s work processes and developed appropriate solutions of McGraw-Hill Construction products and services to benefit the prospect.
*Consistently developed and increased sales pipeline through prospecting, research, professional organization participation, market research, use of industry panels and trade show attendance.
*Work in tandem with Account Managers, resource team members and service support staff from other McGraw-Hill Construction product lines to maximize customer value.
Regional Account Manager – McGraw-Hill Construction - Central Ohio Region (04/2006 – 02/2007)
Marketed and sold McGraw-Hill Construction services including internet-based project information services and Bid Management Systems as well as analytical services to medium and large-sized commercial and industrial general contractors, prime contractors, subcontractors, distributors, suppliers and professional firms.
*Ranked 48th overall of 145 sales associates within 7 months of hiring date.
*Achieved 97% of annual target sales quota within 7 months of hiring date.
*Successfully managed account base of over 130 accounts with over $1.2 million in total annual revenue while increasing overall sales in a highly competitive regional market.
*Built and maintained positive and effective relationships with clients and numerous professional organizations.
APICAL TECHNOLOGIES CORPORATION - Medina, Ohio
Director of Sales 01/2002 – 04/2006
As an original founding partner, managed sales and operations for the sales division of a manufacturer of industrial power factor correction and electrical harmonic distortion reduction equipment. Recruited, trained and managed six distributor companies to meet specific sales volume targets. Produced sales forecasts, established quotas and performance goals, and assessed job performance of representative companies in order to achieve corporate objectives.
*Grew sales from $0 to over $450K in first year.
*Increased sales to over $1.1 million in year two with a continually growing sales pipeline.
*Developed and implemented company's first comprehensive sales and marketing campaign.
*Planned and executed long-range, intermediate and short-term business objectives.
*Performed all aspects of sales including prospecting, preparing and delivering presentations, preparing quotes, closing sales and customer follow-up.
*Negotiated mutually beneficial contracts and agreements with clients.
CONTRACTORS REGISTER, INC. - Jefferson Valley, New York
02/1998 – 01/2002
Publisher of The Blue Book of Building and Construction - a commercial and industrial construction directory.
Account Manager/Sales Representative – Cleveland District Office
Sold print and internet display advertising in a high volume, short sales cycle environment to architects, engineers, general contractors, subcontractors, suppliers and manufacturers. Presented, demonstrated and sold internet-based software packages for bid management and Request for Quotation.
*Awarded company "Growth Award" for exceeding all quotas for sales and revenue growth for four consecutive years.
*Awarded company "Winners Circle" honor for 100% client retention rate for three consecutive years.
*Surpassed all quarterly and annual quotas by an average of 15% and increased total annual sales in territory by over 30% per year for four consecutive years.
*Successfully managed over 200 accounts.
EARLY CAREER
CRM ENVIRONMENTAL SERVICES, INC. - Cleveland, Ohio
Vice President of Business Development
01/1993 – 02/1998
Direct responsibility for operations management and business development activities for a profitable environmental consulting firm. Extensive development of new client business and retention of current clients including financial lending institutions, law firms, real estate brokerages, real estate developers and commercial building contractors. Instrumental in doubling sales revenues from 1997 to 1998.
OMNI ASSOCIATES, INC. - Chagrin Falls, Ohio
Project Coordinator - Environmental Services 07/1987 – 01/1993
Responsible for coordination and completion of all aspects of Environmental Site Assessments. Developed, wrote and implemented hazardous materials management plans and programs for asbestos, lead-based paint and regulated hazardous materials for commercial, industrial and residential properties.
EDUCATION
University of Colorado - Boulder, Colorado
Environmental Conservation
COMPUTER SKILLS
*Microsoft Office - Word, Excel, Power Point, Outlook and Publisher
*Siebel CRM OnDemand, SAP and ACT! - Customer Relations Management software
*IBM Lotus Notes
*Corel WordPerfect and QuattroPro
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