Debra M. Bristow
*** ***** ***** ****, ********, Virginia 23662
Business to Business Sales Executive / Manager
• Highly motivated Sales Executive with over 28 years experience in outside sales
• Outstanding ability to build business to business rapport and loyal customer relationships
• Demonstrate ability to develop and maintain new sales territories, create new revenue streams, and increase profits
• Results oriented sales presentations to potential clients, proven negotiation skills, and successful closing ratios, key attributes for heading up a new or existing sales team.
• Excellent attention to detail and ability to meet and surpass sales goals
Sales and Marketing Experience
Business Development Consultant (2011 to present)
Cox Media, Chesapeake, Virginia
Marketing: Developed a questionnaire to use for gathering information about prospects. I joined three referral groups in efforts to market myself throughout the Hampton Roads business community effectively and efficiently. Volunteer at the Virginia Peninsula Chamber of Commerce for the 2012 membership drive. Volunteer as a Visitor Host in the Executive Chapter of the Peninsula BNI organization.
Sales: My position as a BDC is to hunt for the new business opportunities for the media consultants. My position warrants me to creatively prospect for new business on a daily basis. I have a CORE quota and a DIGITAL quota per month based on the client’s monthly advertising program. I am responsible for positioning Cox Media as the premier cable advertising company of Hampton Roads.
Advertising Manager (2011)
Boo Williams Sportsplex, Hampton, Virginia
Marketing: Developed total advertising packages. Researched vendors for production of banners and secured lowest cost per banner. Worked with owners and determined pay scale for sales positions and Manager’s pay scale. Develop creative ways to showcase the Sportsplex through a presentation binder and sales pitch. Develop the “HIT” list, call sheets and contract for sales agreement.
Sales: In three weeks timeframe, sold $25,000 in sales contracts for a 12 month advertising agreement. Manage customer relations from initial contact through to banner production and installation in Sportsplex.
Fundraising Account Specialist (2004-2011)
Entertainment Publications LLC
Marketing: Develop creative fund raising programs and present to schools and community groups. Research Virginia SOL guidelines and create new method of incorporating the Entertainment Coupon Book into school curriculum. Obtain new clients and maintain existing customer relationships through the “One For The Community” program. Develop creative ways to showcase new product inventory. Encourage local merchants to participate in the Entertainment Coupon Book and online media and continue to put money back into the community through use of coupons.
Sales: Continuously create new cold call strategies to obtain primary customer contacts. Develop sales leads for the Merchant representative, seek new coupon customers of interest for my neighborhood schools, determine customer needs, recommend best options and write sales agreements. Manage customer relations from initial contact through product delivery. Create and perform Themed Kick-Offs to educate students on product benefits and safe selling methods, motivate students with age appropriate incentives to promote and sell fund raising products. Resolve customer problems and follow-up to ensure customer satisfaction and loyalty.
Management: Manage up to three customer service representatives. Oversee day to day tasks, track hours and mileage to allow proper compensation. Plan and coordinate all aspects of tradeshows, from booth design and set-up, to production of business cards. Maintain personal product inventory
Account Executive (2000-2002)
Cinema Screen Media
Marketing: Daily Canvass assigned territory through multiple means to obtain new customers. Convey benefits of on-screen advertising and their potential return on investment. Coordinate Public Service Announcements for local charity and non-profit organizations. Aggressively identify opportunities, develop focus, and provide tactical advertising solutions.
Sales: Maintained established accounts and develop new leads and clients. Consult directly with client’s executive staff to secure ad sales. Keep track of and meet concurrent advertising deadlines. Work with creative design staff to develop advertising concept and content. Manage full sales-cycle, ensuring customer satisfaction.
Recognitions: Rookie of the Year 2000, exceeding yearly sales volume goals.
Sales and Marketing Experience (cont’d)
Account Executive (1998-2000)
Sales: Design and present multi-media advertising programs to increase clients’ sales. Renew business relationships with assigned customers through appointment visit proposing new advertising strategies. Develop and complete design of customer ads. Complete customer advertising agreement and track progress through publication. Consistently high retention rate of advertisers from year to year.
Account Executive (1988-1998)
Contel Cellular/GTE Wireless
Marketing: Plan and conduct consumer seminars and participate in trade shows and industry conventions. Develop and maintain relationships with Chambers of Commerce, Community Organizations, and donate cellular equipment to charitable organizations for fundraising causes. Manage and Maintain Vertical Health Care Market and identify major accounts through volume of cellular usage.
Sales: Analyze market and identify business to business opportunities. Source and develop leads via assertive cold calling and flyer campaigns. Qualify leads, assess needs and recommend solutions, negotiate and implement pricing. Maintain detailed database of prospects and customers, document sales calls to facilitate follow up and recommend equipment upgrades based on customer needs, recommend additional activations. Provide in-office training on equipment to customers to ensure satisfaction of product use. Maintain personal product inventory.
Recognitions: Yearly Circle of Excellence Award Winner by exceeding quarterly sales goals of at least 10% each year.
Other Work Experience
Cheer Commissioner – Eastern Region (2005 – Present)
Virginia High School League, Hampton, Virginia
Recognitions: State cheer official 2000 - 2010
Inventory Sales Rep (2009-Present)
Miche Handbags, Poquoson, Virginia
Recognitions: Silver Award Winner 2009 (Over $35,000 in total sales for year). Silver Award Winner 2010 (Over $35,000 in total sales)
Hearing Instrument Specialist (2002-2004)
Beltone Ledford Hearing Aid Center, Newport News, Virginia
Account Executive (1986-1988)
Audiovox Cellular, Richmond, Virginia
Thomas Nelson Community College, General Education
Ferrum College, Marketing
Virginia Commonwealth University, Marketing
Columbia College, Marketing
Sandler Professional Selling Skills
Canon Professional Selling Skills
IBM Marketing School
Licensed Hearing Instrument Specialist, Commonwealth of Virginia
References upon request