National Accounts Manager/Marketing Specialist

PAUL J. LICATA

Address: *** ***** ************ ******, ********* #210, Shrewsbury, Massachusetts 01545

Mobile: 732-***-****

E-mail: ***********@*****.***

NATIONAL ACCOUNT MANAGER / ASSISTANT MARKETING DIRECTOR

Strategic Sales and Business Planning | Key Account Management | New Business Development | Contract Negotiations

Revenue, Profit, and Market Share Growth | Customer Service and Client Relations | Market Penetration Strategies

QUALIFICATIONS SUMMARY

Seasoned, competitive, and accomplished sales executive and business leader, with a dynamic marketing, sales, and account management career within small and major corporate environments and Fortune 500 companies. Competent in handling collaborative responsibilities providing strategic direction to establish and communicate organization’s public image and product-line services. Commended for elevating sales, revolutionizing services, developing and cultivating strong relationships, and establishing focused corporate programs and strategies that meet marketplace objectives.

- Powered with extensive business management and product knowledge skills, combined with broad-based and hands-on background in performing and supervising office and sales activities.

- Experienced in creating strategies and forming talented teams committed to exceeding organizational objectives.

- Adept at setting initiatives and identifying goals and requirements to develop innovative systems and procedures that optimized the delivery of superior customer service while increasing profit.

- Proficient in applying result-oriented strategies, including account attainment and management, strategic planning, sales techniques, and market evaluation.

- Highly capable of identifying and capitalizing on new growth opportunities through market analysis, product development expertise, and keen business instincts.

- Excellent communicator with strong written and verbal communication skills.

KEY ACCOUNTABILITIES AND ACCOMPLISHMENTS

- Oversaw the improvement in sales volume and revenue by hiring, training, and supervising a competent team of sales representatives and customer support representatives.

- Exemplified proven abilities in managing customer service initiatives while increasing customer retention levels and customer satisfaction levels within highly competitive markets.

- Applied in-depth understanding of sales and marketing techniques, strategies for building strong client base, and systems that facilitate consistent follow-up and secure customer satisfaction.

- Conducted and led training and mentoring programs concerning sales techniques for all personnel.

- Served as national account manager, negotiating and overseeing multimillion-dollar contracts with five Fortune 500 companies, AT&T, U.S. West, Chevron, Pacific Telesis, and Bechtel.

- Wrote and negotiated national account contracts while travelling to 10 states in order to supervise and train district managers and sales representatives on ways to maximize revenues from new contracts.

- Initiated the execution of cross-divisional contract, which increased revenues from $4.2M to $6.1M in a year at U.S. West Corporation.

- Proactively participated in industry conferences to promote and sell product lines, and captured new market areas to expand awareness of company products.

- Earned 21 Club, which is given to the top 5% of the sales force at Eastman Kodak Company.

- Demonstrated exemplary performance and was promoted as the youngest national account manager at Eastman Kodak.

- Organized and effectively gained market share from targeted competitive accounts by employing competitive accounts strategy.

- Analyzed and prepared detailed sales forecasts and ensured timely execution of plans.

- Prepared and presented proposal responses from Pacific Telesis that boosted revenue in the San Francisco Bay area from $300K to more than $600K.

- Successfully attained 100% Club in 12 out of 15 years of eligibility at Eastman Kodak.

- Developed and implemented marketing action plans to generate new business and drive profit revenue.

- Identified client’s needs to ensure quality customer service; resolved customer complaints and promptly attended to inquiries.

- Identified and secured the first large order for Internet inventory reduction solution.

WORK HISTORY

Photographer (Self-Employed) | MANASQUAN NJ AND WORCESTER MA | 2001–Present

Sales Consultant | HERB CHAMBERS HONDA, WESTBOROUGH, MA | 2011

Census Taker | U.S. CENSUS BUREAU, WORCESTER, MA | 2010

Conductor | PROVIDENCE AND WORCESTER RAILROAD COMPANY, WORCESTER, MA | 2006–2009

Sales Consultant | TOPPRODUCER, MANASQUAN NJ | 2003–2004

Business Development Representative | ENDYMION SYSTEMS INC., OAKLAND, CA | 2000–2001

Y2K and Internet Website Solutions Provider | INFORMATION ARCHITECTS, CHARLOTTE, NC | 1999

National Account Manager / Sales Manager | EASTMAN KODAK COMPANY, SAN FRANCISCO AND SACRAMENTO, CA/CHARLOTTE, NC | 1982–1999

EDUCATION

Bachelor of Science in Marketing | THE UNIVERSITY OF RHODE ISLAND, KINGSTON, RI

PROFESSIONAL TRAINING

Large Account Management Process (LAMP)

Preference Selling: How to Make Your Product Standout from the Competition

Selling to the Very Important Top Officers (VITO)

Harassment in the Workplace

Managing Diversity in the Workforce

Customer Delight: How to Go Beyond Customer Satisfaction

ACTIVITIES

Active Volunteer / Playtime Activity Leader (PAL), Horizons for Homeless Children (HHC), Worcester, MA

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