Sales Manager
Resume:
THOMAS A. PAYTON
Cape May Court House NJ 08210
SUMMARY OF QUALIFICATIONS:
Twenty-five years of successful telemarketing experience, includes assuming positions of increasing responsibility and scope, from part-time sales to managing offices with 100+ TSRs. Management duties include the following:
1 Opening new offices and exceeding first year goals and overseeing multiple locations.
• Recruiting, hiring, training, motivating, and supervising telemarketing staff, assistant branch managers, clerical support staff, loan officers, and other senior personnel.
• Creating new business department including planning strategy, both for business to business and consumer.
• Successfully entering new domestic/international markets.
• Creating contests for sales representatives to motivate, maintain a high level of confidence, and minimize turnover.
• Writing scripts and monitoring procedures for all TSRs to ensure quality calling.
• Regenerating and/or maintaining a positive Profit and Loss Report.
• Maintaining sales and payroll statistics.
• Sales environments include magazines, credit cards, educational books, telephone services, first and second mortgages, medical fields, and homeowner leads for the insurance industry.
EXPERIENCE:
SLEEPY’S RETAIL BEDDING COMPANY, Rio Grande, NJ
January 2005 / Present
Store Manager
1ST year came in third out of 23 stores in gross volume in sales.
2nd year thru 2009 top one and two grossing stores within a 23 store region. Over 2 million dollars each
year in gross revenue
Responsibilities increased with the training of new retail sales people.
PROGRESSIVE BUSINESS PUBLICATIONS, Malvern, Pa
November 2000 / December 2004
A publisher of 28 different business newsletters providing valuable information for executives
to be better informed on new laws and regulations and self help tips to do a better job. Currently
13 branches in Pa. and N.J.
Branch Manager / Regional Manager
• Opened a new branch office in Cape May N.J.
• First 2 years lead the entire company in orders per hour, revenue per hour.
• Promoted to Regional Manager in 3rd year. Oversaw 4 different sites with an average of 35
• employees in each site with a management staff of 3 to 4.
DELAWARE SAVINGS BANK, Wilmington, Delaware
July 1996 to Dec.1999,,,from Jan 2000 to January 2001 took temporary consultant work in order to take care of my dad.
A national mortgage banker that is FDIC insured and can provide mortgage loans anywhere in the
U.S. with twelve (12) loan origination branches throughout the U.S.
PAGE 2
Director of Telemarketing
• Reporting to the President of Sales.
• Responsible for generating mortgage leads on an alternating schedule to all twelve (12) offices.
• Created the first national lead generation department, expanding from four (4) to sixteen (16) part-time employees.
• Responsible for starting a predictive dialing environment.
• Solicited and analyzed bids of three major predictive dialer companies.
• Tracked leads and implemented pay structure for all TSRs.
• Created special script training.
• Manage all personnel matters of the telemarketing department.
AMERICAN FINANCIAL MORTGAGE CORPORATION. King of Prussia, Pennsylvania
September 1994 to June 1996
A regional mortgage banker licensed to sell first and second mortgages in 31 states throughout
the U.S. On average, the company sold $15,000,000 in residential mortgages per month.
Director of Telemarketing / Statistical Research Manager
• Was directly responsible for generating in excess of 50% of the leads resulting in originated and closed loans.
• Reported to owner of company and Vice President of Sales and Marketing.
• Created first in-house telemarketing department for this large mortgage company.
• Hired personnel and trained them to perform at an optimum level.
• Supervised between 8 and 30 TSRs while producing a record number of leads for the company.
• Created scripts for the TSRs, managed their daily performances, and provided daily and weekly reports to senior management.
• Coordinated all personnel matters for the department.
• Allocated all leads to loan officers.
• Tracked all in-bound rate calls from advertising and other sources.
• Analyzed performance of loan officers, which included leads assigned, loans sold and closed.
• Maintained all data regarding performance of loan officers, and provided daily and weekly in-depth reports to senior management.
STATEWIDE DATA SERVICES, Pensacola, Florida
August 1992 to September 1994
A national information service selling new homeowner information. Statewide Data
Services was the largest supplier of expiring homeowner policies to the insurance industry.
Director of Sales
• Responsible for taking skeleton staff of 10 sales representatives, retraining and restructuring entire department.
• Recruited 40 TSRs and increased average sale.
• Interviewed and trained new TSRs.
• Prepared and wrote all new scripts.
• Bought and implemented new phone monitoring equipment.
• Created new markets for sales and updated department policies.
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CHELSEAHOUSE PUBLISHERS, Broomall, Pennsylvania
April 1989 to May 1992
An international publishing firm with an excellent reputation in young adult reference books
for all library markets. Company has a stronghold on literary criticism for the college library
market.
Director of Telemarketing
• Responsible for designing, coordinating and arranging telemarketing facility and related equipment.
• Recruited, trained, motivated, and managed telemarketing staff.
• Prepared written scripts; projected and monitored all telephone sales and results.
• Increased overall sales result, by creating new domestic and international markets.
• Created telemarketing department, established procedures, quotas, pay structure for business organization.
• Exceeded company goals, generating in excess of $500,000 during first year of operation.
DIALAMERICA MARKETING, Broomall, Pennsylvania
May 1979 to February 1989
The oldest and largest telemarketing vendor in the U.S. with a 64-office network. Ninety
percent of TSRs promoted circulation for magazines and publications to benefit non-profit
youth organizations.
Telephone Sales Representative – Philadelphia Office
Branch Manager – Allentown Office
Branch Manager – Dallas Office
Branch Manager – Washington, DC Office
Branch Manager – Philadelphia Office
• Responsible for recruiting, interviewing, hiring, training, developing, motivating and supervising from 20 too 50 plus TSRs.
• Ensured branch profitability and maintained statistical reporting of sales representatives.
• Added three new programs to the existing magazine sales.
• Increased phone capacity in Washington, DC and Philadelphia offices.
• Exceeded all sales and profit margin records of the Dallas, Texas office.
EDUCATION:
Widener University, Chester, Pennsylvania
Behavioral Science Major
Honors: Music Scholarship
Graduate of Dale Carnegie Customer Relations and Employee Development Course
Graduate of Dale Carnegie Management Course
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