Sales Manager

Richard Collins

Phone 949-***-**** • ***********@*******.***

SUMMARY

Results-driven, self-motivated sales leader with over 18 years of progressive leadership experience. Demonstrated ability to build solid sales teams, develop new markets and restructure sales organizations to enhance operational effectiveness while maximizing revenue. Extensive knowledge and experience in the following areas: Consistently exceeding sales quotas and a member of the Presidents Club as a result of my sales success

• Strategic Planning • Profit & Loss Management • Process Improvement

• Budgeting & Forecasting • Training & Development • C-Level Presentations

• Market Development • Sales Production • Contract Negotiations

CAREER EXPERIENCE

Regional TMC San Diego 2010 to 2011

Vice President National Business Development

• Directly responsible for developing and implementing new business and exceeding sales quota of 115% .

• Generated a successful sales strategy including proposal development, cost reductions and improved customer satisfaction.

• Increased total client market share and sales quotas.

• Moved the TMC from a regional travel company to a national level competitor

through successful sales.

A hunter, managing all aspects of generating new sales:

- cold-calling and prospecting at the C-level to win new corporate contracts for the TMC nationwide

- articulate, inspiring, and confident presentation skills

- masterfully communicates key selling features and benefits

- skillfully negotiates integrated solutions that allow corporations to tightly manage and optimize their T & E budgets

-demonstrate web-based technology

-manages implementation process, including training

Boeing Travel Management Company BTMC (Boeing) 1987 2010

A subsidiary of The Boeing Company with extensive years of experience in the travel industry focusing on the worldwide travel requirements for commercial and leisure clients. Responsible for leading the national sales and marketing effort for the Travel Management Company.

Director of National Business Development BTMC (Boeing) 2005 2010

Identified, established and strengthen relationships with top accounts.

• Identified and implemented creative solutions to reduce overall travel spending for external travel clients.

• Increased total client market share.

• Met and exceeded sales quotas.

• Recruited, trained and motivated a team of highly successful corporate sales representatives.

Developed and implemented creative sales and marketing strategies. Analyzed approaches to ensure appropriateness within all markets.

• Prepared and managed an annual sales budget.

• Identified opportunities and revamped the corporate pricing analysis function for the entire organization.

• Directed a team which included corporate sales representatives, telemarketers, proposal writers and financial analysts.

• Promoted and significantly contributed to numerous process improvement teams resulting in streamlined processes, cost reductions, and enhanced customer satisfaction.

• Meet and exceeded sales quotas

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National Business Development Manager BTMC (Boeing Travel Management Company) 2001 2005

• Researched, identified and acquired multiple volume national corporate travel accounts, increasing market.

• Served as the company representative at various national sales symposiums with clients and nationwide travel partners. NBTA / ACTE

• Managed a sales/operational budget.

• Participated in multiple process improvement teams.

• Meet and exceeded sales quotas

Regional Sales Manager, Western United States BTMC (Boeing) 1992 2001

• Charged with the design and management of the Western Region corporate sales program.

• Contributed to BTMC evolving into one of the top corporate travel management companies in the Western United States.

• Recruited and managed a team of sales representatives.

Area Sales Manager BTMC (Boeing) 1987

• Identified and engaged key businesses in the area assigned; completed the contract negotiations to capture the business of all sizes of corporate accounts.

• Identified and implemented key sales strategies to improve the company’s position within the assigned markets.

• Worked to build solid long lasting relationships with multiple clients and travel partners.

• Meet and exceeded sales quotas

EDUCATION

Arizona State University

University of Notre Dame Professional Development 2008

Advanced Negotiations

Strategies for Conflict Management

Effective Leadership

Executive Leadership Strategies

Executive Certificate in Leadership & Management

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