Sales Manager

MARK J. CHISAMORE

* ******* ******, ******* *****, VERMONT 05101

802-***-**** | *******@*******.***

SENIOR CHANNEL SALES MANAGER

Account and Territory Management • New Business Development • Client Relations

Versatile and results-driven sales leader with expertise in driving profit and market share for a global, high-growth organization. History of creating and implementing strategic plans aligned with corporate objectives. Excels at establishing and maintaining positive customer relationships. Proven ability to build, manage, and motivate high-performing teams and collaborate with cross-functional business units. Track record of securing and managing accounts with firms and state agencies. Strong contract negotiation and channel development skills. Core competencies include:

Solution Selling Revenue Increase Relationship Building

Account Development Account Management Customer Needs Assessment

Sales Team Development Problem Solving Channel Distribution

ACHIEVEMENTS

• Consistent annual quota achievement, Avg. 100% of Quota.

• Recipient of the following Performance Awards:

o Achieved all Fiscal Quota Awards 1983 through 1996.

o Top Dollar Volume Award Winner 1986, 1992, 1993, 1994, 1995, 1997, 1999, 1998, 2005, Canon U.S.A.

o Diplomat Circle Winner 1984 through 1996, Canon U.S.A.

• Recipient of multiple Canon Winner’s Circle Trip Incentive Awards based on quota achievement.

EXPERIENCE

CANON U.S.A., INC., Jamesburg, NJ

Canon Regional Channel Sales Manager – Eastern Region – Independent Channel (2006-2011)

Directed, managed and supported the sales efforts of 82 independent office equipment dealers in nine state geographical areas with a combined annual revenue target in excess of $105 million. Managed and directed the day-to-day operation of the Northeast region, including six Technical Sales Executives, two Production Systems Analysts, and two Software Sales Analysts. Mentored team members for the establishment of marketing plans and strategies to target specific markets and accounts. Worked closely with dealers to ensure compliance with terms and conditions of contracts and responsible for maintaining distribution channel covering all markets within assigned territory, including prospecting for and signing new dealers, as needed, to achieve assigned sales goals and increase market share

• Developed, executed, and achieved the annual sales plan for the East region.

• Achieved 22% revenue growth for fiscal year 2010, resulting in approximately $100M in total revenue.

• Increased market share and presence with assigned dealers through the development of strategic marketing business plans. Developed financial programs to support dealer growth in target markets and the recruiting of dealers in underperforming markets.

• Increased net new sales distribution which contributed to an additional 14% in new business.

• Closely managed independent dealer activity through metric analysis, feedback, and ongoing communication. Presented creative solutions to problems; committed to serving as the internal voice of the dealer.

• Maintained a strong team rapport through individual coaching, regular team meetings, goal clarification, and open-door communications. Resulted in cohesive and effective teams of dedicated employees with clear personal development goals.

• Built marketing programs to identify and build alliances with key strategic dealers in the region.

• Created and managed within region’s profit and loss expense budget.

Canon Regional Channel Sales Manager – Eastern Region – IKON Channel (1996-2006)

Managed, directed, and developed the sales efforts of IKON branches in all territories east of the Mississippi River. Managed and directed the day-to-day operation of the IKON Eastern region, including one Assistant Manager and 17 District Account Executives.

• Promoted from District Sales Manager position to handle Canon U.S.A’s largest account A-Copy (now known as IKON), largest Alco Standard Dealer in the United States with annual revenue in excess of $200M.

• Motivated, trained, and led sales team to attain sales goals and divisional revenue growth.

• Achieved annual sales of approximately $500M.

• Grew assigned sales territory 8% annually.

• Posted 120% of quota consistently.

• Developed, implemented, and introduced quarterly IKON marketplace review to ensure marketplace presidents reached their assigned quotas in compliance with their dealer contracts.

• Provided accurate sales forecasting and managed opportunities in a timely and consistent manner utilizing the customer relationship management database.

Canon District Sales Manager – Eastern Region (1984-1996)

Managed, directed, and developed the sales efforts of independent office equipment dealer and IKON Branches in the New England Area.

• Demonstrated a track record of achieving consistent increases in sales numbers with existing accounts.

• Reduced dealer turnover by 22% through the training of dealer sales personnel in the facet of business-to-business selling in a geographic territory and how to generate leads from cold calling, telemarketing, and direct mail.

• Spearheaded efforts to turn around an under-performing territory and achieved year-over-year growth.

• Earned multiple company trips based on exceeding annual revenue targets.

• Provided dealer principals with recommendations and assistance with hiring, financing, and advertising decisions that impacted all aspects of their business.

EDUCATION

Bachelor of Arts, Business Administration, SAINT MICHAELS COLLEGE, Winooski, VT

PROFESSIONAL DEVELOPMENT

Management Development Institute 1 Management Development Institute 2

Leadership Development Program (DDI) Coaching: Bringing Out the Best in Others

Applicant Selection Techniques Giving & Receiving Constructive Feedback

Business Writing Huthwaite’s: SPIN Selling, Winning Sales Strategies, Negotiations, Selling at the Right Price

Conflict to Resolution

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