Sales Manager

JOSE A. HERNANDEZ

Phone: 720-***-**** Email: **********@*****.***

SALES- SALES MANAGEMENT – CALL CENTER MANAGEMENT - BUSINESS DEVELOPMENT – ACQUISITION, RETENTION & GROWTH MARKETS MANAGER

A relentless desire to sell and achieve, a passion for influencing customer buying habits, and proven strengths in building effective teams and a sustainable market share have been the foundation of a successful career. Rare talent for simplifying and executing strategic ideas has delivered strong revenue growth, and complied with budget constraints. Confidence, integrity, discipline and vision have been key drivers in expertly nurturing relationships with team members, clients, senior management and vendors.

PROFESSIONAL STRENGTHS

Bilingual (Spanish/English) Call Center Sales Experience Global Sales Knowledge & Experience

Strategic Marketing Plans Sales Force Motivation Market/Segment Acquisition & Expansion

Channel Development High Impact Presentations Territory Sales Development

Team Development Profit & Loss Accountability Margin Improvement

Key Account Management Customer Retention Market Intelligence

Financial Management Managed Rapid Growth Exceptional People Skills

EMPLOYMENT NARRATIVE

W.W. Grainger, Denver, CO 2010-Present

Account Manager – Manufacturing/Healthcare/Hospitality/Oil & Gas

Responsible for developing long lasting partnerships with customers to supply and manage their MRO procurement. Working within a local, multi-million dollar territory. Develop, present and utilize innovative marketing plans and coordinate and work with internal partners in an effort to meet the operational and purchasing needs of each account. Evaluate and determine the appropriate marketing and promotional approaches to grow the business and sales for each account coordinate and lead activities and communication between each account and Grainger’s business departments to achieve appropriate business

solutions, respond to customers’ purchasing needs and coordinate sales.

Highlights:

• Managed 1.8M Yearly Goal – Exceeded Goal

• Increased Positive Variance Year over Year 6%

• Established go to market strategy for each account to draw awareness to Grainger’s Value Proposition

Account Relationship Manager – Contractor/Specialty

Serve as the primary liaison between Grainger and customer accounts located throughout the United States. Determine, prepare and present the appropriate “Grainger Value Package” to each account and review how Grainger can add value and help with each account’s purchasing needs. Evaluate and determine the appropriate marketing and promotional approaches to grow the business and sales for each account. Proactively interact with each account on an ongoing basis, utilizing a wide array of available communication channels, to maximize their purchasing with Grainger through all of Grainger’s sales / service channels in an effort to drive and secure sales opportunities and sales.

Highlights:

• Managed 1.2M 2H Quota – Met goal

• Increased Revenue Growth & Spend accounts

• Developed Inventory Awareness through top 30 accounts

Hewlett-Packard, Colorado Springs, CO 2005-2009 PSG District Sales Manager – Corporate/Enterprise/Territory & Global Accounts

3rd Party Options West Region Manager

Direct and supervise Enterprise Sales Representatives along to achieve revenue and expense objectives. Provide guidance on process improvements and recommend changes in alignment with business tactics and strategy for area of responsibility; resolve different customer problems and participate in important negotiations with key customers. Revamp and establish a business plan and sales strategy that ensures attainment of company sales goals and profitability. Plan, direct, and monitor operational/tactical staff activities while driving new sales programs to increase net new business and greater account penetration.

Highlights:

• Managed 236M Fiscal Year 08 - 09 – Exceeded goal

• Personal Quota of 15M Fiscal Year 08 - 09 – Exceeded goal

• Inbound Global revenue increase from 22M in Fiscal Year 07 to 62M in Fiscal Year 08

• Managing 209M Fiscal Year 07 – Exceeded Goal – Grew 3rd Party Options by 12M

Mid Market Sales Manager – Central and Great Lakes Region/3rd Party Options Lead

Responsible for managing a sales force selling to mid market tiered customers within large geographic regions, within specific markets. Analyzed various sales reports to determine buyer/buying influences and project sales to establish quotas; resolved complex customer concerns regarding the sale/delivery of products with customer and internal departments such as manufacturing, customer service, and financial services. Managed the activities of sales representatives by planning, organizing, directing and controlling all the sales operations and activities; planned, executed and implemented business plans and strategies. Motivated sales force to sell products and services through effective management of sales incentives, career development, reporting mechanisms and one-on-one relationship building.

Highlights:

• Successful RU (Revenue, Units) each Quarter and managing 110M in Fiscal Year 06 – Exceeded Goal

• Grew HP Industry Standard Servers & Storage by 18M Year over Year and Personal Systems Group by 9M Year over Year

• Face to face visits with key accounts as well as planning strategies in the region with top partners to ensure growth within HP portfolio

Dell Inc, Round Rock Texas 1998-2004

Large Opportunity Sales Manager/Account Executive – Latin America & the Caribbean

Accountable for managing an inside hunter/acquisition sales team that was responsible for generating leads and acquiring new customers, working with inactive ePlus customers to reacquire their business, and to generate leads and new customers in the SMB/Mid-Market/Enterprise space. Responsible for creation and development of bilingual marketing and sales plans, customer acquisition and growth strategies and the execution of such plans; Analyzed and evaluated the characteristics of the continually changing and complex market so that sound programs and objectives could be established. Hiring, ongoing development, training, integration, and teamwork of acquisitions sales representatives and administrative staff work collaboratively with organizational resources.

Highlights:

• Responsible for managing 32M Fiscal Year 05 – Exceeded Goal

• Successful Revenue, Units, and Margin each Quarter

• Close Rate increased from 45% to a all time high of 67%

• Responsible for interviewing, training trainers, and assisted with launch of new Dell site in Panama

EDUCATION

St. Edward’s University Austin, Texas

ADDITIONAL PROFICIENCIES

Effective 1x1 training - Certificate Completion of Leadership Imperative - Leading for Results certified - Forecast/Pipeline Management for Sales certified - Question Based Selling training - Enterprise Storage/Server Champion - Export Compliance Certified Trainer -

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