Consistent Top Performer in Sales & Sales Management

GORDON LAURIE

**** ****** ***** ******* ******, Washington 99037

Cellular: 509-***-**** Home Telephone: 509-***-**** Email: *.******.******@*****.***

CONSISTENT TOP PERFORMER FOR THE CLIENT & COMPANY

Consultative/Relationship Selling, Needs Development, Creative Solutions

EXECUTIVE SUMMARY

An innovative and results-driven Business Professional with a consistent track record in establishing and nurturing strong people relationships, meeting and exceeding key organizational objectives, and successfully directing high-performance teams across corporate settings. Recognized as a top performer for increasing revenues and profits by coaching effectively, understanding relationship management (taking the time to understand the needs of my customers/employees), and unparalleled follow through. Articulate communicator, presenter, and facilitator adept in creating unique approaches and programs that drive business growth, deliver strong, measurable, and sustainable market share gains, and achieve and enhance customer satisfaction. A catalyst for positive change with a knack for developing and maintaining on-going relationships with internal and external customers.

CORE COMPETENCIES

• New Business Development • Strategic Account Planning • Strong Negotiation Skills

• Existing Client Growth • High-Level Sales Presentations • Organizational/Time Mgt. Skills

• Client Discovery & Education • Program Creation/Deployment • Team Player

• Needs Based Recommendations • Creative Solutions • Alliance/Partnership-Building

• Key Account/Client Management

• New Product Introductions • Value Based Selling

• Product & Brand Marketing • Status Quo Buster

• Like to Continually Learn

EDUCATION

Currently Pursuing a Masters of Science in Organizational Leadership; Projected Graduation Date: September 2013

Bachelor of Science in Business Administration with a Concentration in Marketing; Graduated: February 2010

Columbia Southern University, Gulf Shores, Alabama (On-Line Degree Program)

PROFESSIONAL EXPERIENCE

Dex One Spokane/Olympia, WA/Colorado Springs/Denver, CO Jan. 1987 – Oct. 2011

Formerly Dex/RH Donnelly Corporation/US West Direct

District Sales Manager (Sept. 2005 – October 2011)

• Led sales and marketing initiatives in a four (4) state territory encompassing Washington, Idaho, Oregon, and Montana; spearheaded a staff of seven (7) responsible for 1,900 accounts and over $6M in revenue.

• Worked in tandem with Executive Management to develop and drive the strategic direction of the company on a regional and local level; created and executed successful marketing campaigns, customer retention and delivered training and development programs.

• Increased operating plan, decreased expenditures, initiated recruitment of new staff, and developed and implemented sales training; exhibited expertise in strategic planning, P & L management, marketing, tactical sales, and client relations management.

• Hired and directed staff in inside and outside channel sales; coached and trained staff in effective sales techniques. Strived to make sure reps were working towards exceeded Key Performance Indicators (KPI).

• Interfaced directly with business owners’ and executives; negotiated high-dollar ad campaigns, managed client relationships, and communicated regularly in an effort to proactively assess future needs, drive revenue and profit growth to help capture market share.

Selected Accomplishments:

• Rapidly achieved goals and focused to resolve challenging sales and personnel/union issues.

• Accepted challenges/contests to increase revenues with existing accounts plus grow new customer base.

• Ranked # 1 Sales Manager out of 31 in a 5 state region year to date for 2011.

• Winner, Circle of Excellence, 2010.

• Earned Top Sales Manager Honors in the Pacific Northwest (out of thirty two (32)), 2009.

• Recipient, “Coach of the Year” for a four (4) state region (out of twelve (12)), 2008.

• Achieved Top Sales Crew Ranking in Dex West; attained 273% of quota in print advertising and 120% to goal for electronic yellow pages and search engine marketing, 2007.

GORDON LAURIE RESUME PAGE TWO

PROFESSIONAL EXPERIENCE (CONTINUED)

Sales Staff Manager (Apr. 2002 – Aug. 2005)

• Collaborated with the Sales Director to implement company and directorate policies and goals.

• Developed and deployed strategic plans for exceeding sales goals.

• Coached and developed new Sales Managers; provided ongoing direction and support to existing Sales Managers with regard to effective hiring and sales strategies.

• Delegated to handle sales and union-related issues.

Selected Accomplishments:

• Demonstrated track record of increasing revenue in assigned territories.

• Represented the company in regards to issues/complaints/grievances’ brought forward by CWA & IBEW stewards.

• Worked with the sales managers in helping them implement the company/union contract and working effectively with union members.

• Worked in conjunction with the sales managers and human resources as it pertained to disciplinary issues, company policy, std/ltd for union employees as well as making sure offices were in compliance with government requirements such as FMLA, ADA, EE, OSHA, etc.

Advertising Sales Manager - Outside Sales Team (May 1991 – Mar. 2002)

• Directed and coached a team of eleven (11) B2B sales and support staff; created a collaborative and results-orientated environment, capitalizing on sales potential and maximizing bottom-line performance.

• Created, implemented, and monitored annual sales programs; inspired staff to achieve results with new customers and increase sales performance with existing customers.

• Designed, implemented, and tracked sales campaigns to ensure attainment of goals.

• Led/participated in several pilot programs with regard to sales and internet effectiveness.

Selected Accomplishments:

• Consistently met and/or exceeded aggressive annual sales quotas.

• Recipient of numerous performance-based sales awards including President’s Circle and Vice President’s Club honors.

• Instrumental in the sales team consistently exceeding yearly print and internet objectives.

Field Sales Trainer & Corporate Trainer – Pacific Northwest/Colorado (Oct. 1989 – Apr. 1991)

• Worked in tandem with Sales Managers; aided in the development of Sales Representatives for maximum sales performance through simulation and in-field coaching.

• Planned, coordinated, and facilitated intense eight (8) week sales training classes for all new hires.

• Wrote and implemented training classes for existing Sales Representatives to increase overall sales effectiveness.

Selected Accomplishments:

• Selected as one of only two (2) trainers out of a field of ten (10) to deliver training in key sales districts.

• Actively pursued by Directors from all over the company to fill the Sales Manager role in their district.

Additional Dex Experience:

Outside Sales Representative, Spokane, WA (Jan. 1987 – Sept. 1989)

PROFESSIONAL DEVELOPMENT

Extensive Training in the Areas of:

Customer Relationship Management (CRM) Human Resources Leadership Skills

Management Marketing Sales Skills Team Building Train the Trainer

References Furnished Upon Request

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