Sales Management Executive

SCOTT A. MILLER

949-***-**** **************@*****.***

SALES MANAGEMENT EXECUTIVE

Sales Management Professional with an MBA. Seasoned individual with experience running field sales, and call centers. Emphasis in growing corporate revenues by improving sales performance, generating new business development, implementing process improvement, sales force training and optimization for medium-size to Fortune 500 companies in National and International markets.

CORE COMPETENCIES

 Change Agent

 Process Improvement

 Performance Metrics

 Negotiations & Closing

 Strategic Planning

 Sales Operations

 Key Account Management

 P & L Budgets

 Business Development

 Regulatory Compliance

 Sales Training

 Customer Relations

CAREER HIGHLIGHTS

• Implemented 8 new B2B & B2C computer warranty and support services that

increased revenue from $85M to $200M in one year.

• Championed a unique “Add-on Service Sales” program for 3,000 Technicians and Customer Care reps that generated $34M in new revenue in the first 12 months.

• Created a nationwide account team to handle Key National and Fortune 500 Accounts (Home Depot, Disney, Avis) that improved cash flow by $175,000/month.

• Wrote a comprehensive Sales Training Program that increased revenues by over

$150,000+ per month.

• Developed new processes decreasing order entry errors by 92% and eliminating

delayed premium payments by 60%.

PROFESSIONAL EXPERIENCE

TELEZONE – CALL CENTER MANAGEMENT GROUP – Los Angeles, CA (2009 – Present)

Company specializes in outsourcing and running national and global call centers (Philippines, Mexico, Columbia, and USA) to handle media buying, sales, distribution and customer care for companies selling health and nutritional products through radio & television infomercials. $55MM - 15 Employees.

Director – Business Relations & Sales Compliance

• Prepare and analyze daily performance metrics, review calls for Quality Assurance and enforce FTC, FDIC, and FCC governmental regulatory and compliance guidelines, set up 3rd Party sales opportunities that generate $1MM in additional monthly revenue for 9 call centers worldwide.

• One of a 5-person development team that transitioned Telezone from a brick & mortar to a new virtual (in home) call center business, Sell At Home, LLC. Opened for business September 2009.

EZ LUBE, LLC. – Santa Ana, CA (2008)

Automotive lube & oil change business with 85 stores in California. $120MM, - 1,400 employees.

District Manager

• Oversaw the hiring, training, marketing, inventory control, customer relations, and P&L for six (6) automotive oil change and maintenance services stores.

VETERINARY PET INSURANCE - Brea, CA (2004 to 2007)

Largest Pet Health Insurance Provider in USA -Part of Nationwide Insurance - $142MM - 250 employees.

Director of Sales

• Increased company revenues $47MM by re-structuring sales organization, implemented inter-departmental coordination of web sales and created national account team with 10 field reps.

• In the first 90 days, increased average new Sales Agent Revenue by $12,000, decreased order entry mistakes by 20% by developing comprehensive sales training and compliance program.

• Saved $10,000 per month in operational costs by adjusting underperforming call center staffing structure, adjusting work schedules through installation of workforce management software and modifying IVR and call routing (ACD) telecom software. This also reduced abandon rate of lost calls from 21% to 7%.

FIRST AMERICAN REAL ESTATE SOLUTIONS – Santa Ana, CA (2003 – 2004)

Division of $6.2BB Fortune 500 company, First American Title, one of largest providers of title insurance and property record information for the banking, finance and mortgage industries.

Director of Sales – managed US & International call centers (Philippines & India).

• Improved call center sales performance by $70,000/month, streamlined processes, set up KPI’s, and restructured compensation plan.

• Created customer retention program that improved turn-around-time from 7 to 2 days. Improved account retention by 14% or $58,000 per month.

• Implemented a training program for personnel at 2 International outsourced sales call centers in India and Philippines that increased sales by $85,000 per month.

ADMINISTAFF, Newport Beach, CA (2002 – 2003)

Largest Professional Employment Organization in US. $1.2BB, 1,900 employees.

District Sales Manager

• Recruited, trained and managed a team selling a fully integrated Human Resources Outsourcing program comprised of: payroll, insurance, medical benefits, workers comp, 401K, recruiting, staffing, employee training, OSHA review, and other employee related services.

GATEWAY COMPUTERS, Lake Forest, CA (2000 – 2002)

3rd Largest computer manufacturer in world, Fortune 500 - $4.1BB – 24,000 employees worldwide.

Senior Manager, Service Sales & Support - Coordinated efforts to develop, launch, train, support and sell new services for the business division.

• Sourced and negotiated pricing and contracts for a network of 200+ Independent Service Providers (ISPs) to perform “custom” installation, IT, and consulting services generating $22MM in year one.

• Created team to respond to RFPs and custom bids. Improved turn-around time by 5 days and grew bids won over previous year by 26% and revenue by $224MM.

INSYSTEMS TECHNOLOGIES, Rancho Santa Margarita, CA (1998 – 2000)

Canadian based Software Company. $70MM – 80 employees.

Director of Sales – Western North America (Canada, USA, Mexico)

Quota-carrying leader of an International team of 10 Sales Reps selling document assembly, document management, workflow, Compliance, CRM and ERP software, and maintenance contracts to Financial Institutions, Insurance, and Healthcare markets.

• Sold $3.6MM, while developing the banking vertical market.

• Engaged in contract negotiations with customers & channel partners that increased revenue by $14K/deal.

EDUCATION

M.B.A. – Organizational & Strategic Management - Chadwick University

B.A. - Business Administration (Finance, Marketing & Economics) - Washington State University

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