Sales Manager

EXECUTIVE ACCOUNT MANAGEMENT LEADER

Dynamic and accomplished Account Management leader with a reputation for delivering and sustaining revenues within a highly competitive market by aggressively identifying opportunities, developing focus and providing real world business solutions. Extensive expertise as a negotiator and business professional that is able to forge long-term business relationships with strategic partners, C-level contacts and build consensus across multiple organizational levels. Articulate with ability to communicate, lead and motivate geographically dispersed Account Management teams, with a positive demeanor with a leadership style consistent with getting the best from a team.

KEY AREAS OF EXPERTISE

• Managed multiple-branch offices with 270+ employees • Led multiple, geographically dispersed Sales, Account Management & Operational teams

• Highly-respected international public speaker and conference presenter • Coaching, Mentoring & Team Development in Account Acquisition, Expansion & Retention

• Budget Development & Execution • Contract Negotiations & Deal Structuring

• Revenue management of $55m+ • Market Analysis & Pricing

• Account Acquisition, Expansion & Retention • Strategic Planning & Development

EXPERIENCE & ACHIEVEMENTS

REGIONAL MANAGER, Iron Mountain: Portland, OR 2008-Present

Iron Mountain Inc. (IRM) is a Records & Information Management company with $3.1B in revenues with more than 1000 facilities in 37 countries, serving more than 120,000 customers worldwide.

Leading the Account Management teams for the Pacific Northwest (WA, OR & UT) region with full responsibility for delivering financial results. Responsible for managing high-level contract negotiations, issue-resolution and providing large account executive sponsorship. Manage the interactions with operational and marketing teams to position the company’s products and services throughout the region.

Projects & Accomplishments

Grew region's revenues from $69.5m in 2008 to $71m in 2011.

Provided vision, process and leadership during start-up effort for Document Management Solutions services that drove sales from $6000+ at the launch in 2008 and delivered $141,000+ in 2011.

Developed customer retention strategy that addressed our customer’s fiscal concerns during the global financial crisis resulting in revenue retention of over $2.05m.

Teamed with operational partners to improve performance from ranked #7 to #2 in North American Operations within 2 years.

Consistently ranked as one of the top performers in North America.

Won over $10m with an average of over 15 RFP’s per year.

Grew both Healthcare and Legal customer base $182,000+ in 2011.

DISTRICT MANAGER, Labor Works Industrial Staffing: Portland, OR 2007-2008

Leading supplier of quality industrial labor staffing to Pacific Northwest businesses.

Led the sales, consulting and operational teams for all offices in a 2 state district (OR & WA) with direct responsibility for P&L revenues of $2.12m+ and a staff of over 15 direct reports and over 300+ temp staff.

Projects & Accomplishments:

Managed 3 under-performing locations to positive results within 2 months. Added 4th location that held record performance within 1st month.

Oversaw all final negotiations with new accounts to insure profitability. Co-chaired sales training committee that formulated the sales training program. Maintained key accounts.

Full P&L responsibility, B2B sales, and margin accountability. Organized sales strategies, blitzes and managed performance to goals.

Recruited entire staff and developed 5 Manager Trainees to role of Branch Manager. Key participant on training development team that formalized standards and created training matrix. Implemented numerous efficiency models (LEAN).

DISTRICT MANAGER, The Hertz Corporation: Portland, OR 1993-2007

Global supplier of rental cars with revenues of $7.1B and 32,000 employees in over 150 countries.

Led the branch management, sales and operational teams for all offices in a 3 state district (WA, OR & ID) with direct responsibility for P&L revenues of $40m+ in 17 locations with a staff of over 270.

Projects & Accomplishments:

Renegotiated labor contract and reorganized management teams to establish clear chain of command that resulted in a 25% improvement in productivity.

Achieved consistent "Top 10" customer service rankings and won Service Quality Awards of Excellence for multiple years.

Improved fleet utilization 22% through inventory management initiatives.

Oversaw Revenue Management Program for 50+ employees, handling tracking, mentoring/ coaching, and sales technique refinement. Planned and led manager courses and conducted sales strategy training and coaching workshops. Consistently achieved top 20 US Airports in sales results.

Opened 16 locations within 18 months, selecting sites, build outs, and remodeling to ensure corporate standards. Achieved profitability at 6 of 8 locations within 9 months. Produced 20% growth in market-share within first year.

Responsible for selection of contractors, recruitment of staff (up to 70), with ongoing management of personnel development. Initiated and implemented Hertz Management Interview Program. Utilized job fairs and other recruitment tools, working with community and campuses to conduct outreach. 53% retention for hourly employees and 67% for managers.

Handled from negotiation to the close and management of key accounts ($190,000 to $1.3 million/year) while supporting staff in overall client service.

District cited for "best revenue growth and most improved revenue per day".

Chaired Events Committee for 2+ yrs., planned and organized events for up to 100+ employees.

Coordinated with fleet to streamline inventories to yield an 18% increase in utilization.

EDUCATION & TRAINING

AERONAUTICAL SCIENCE DEGREE- Alabama Aviation College

TECHNICAL PROFICIENCY

MS Office (Word, Excel, Outlook, PowerPoint, Visio), MS Project, SharePoint, CRM (Sales Force), Oracle Financials, Social / Professional media (LinkedIn, Twitter, Facebook, Google+)

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