Sales Manager
Resume:
Edward S. Sarkissian
Devon, PA 19333
610-***-**** Home
610-***-**** Cell
SUMMARY
Twenty-seven years of Sales and Marketing management. Highly successful track record of leadership in directing a diverse range of business operations. A dedicated people person who thrives in an environment requiring creativity, accuracy, effective communication and decision-making.
PROFESSIONAL EXPERIENCE
US Supply, W. Conshohocken, PA 9/10-Present
Corporate Sales Manager
Responsible for developing and managing a Sales Team that markets and sells plumbing supplies, plumbing fixtures, and HVAC Equipment to contractors throughout PA, NJ, and DE.
• Responsible for all sales activities across 12 sales branches.
• Hire, train, coach and manage a team of 6 Outside Sales Professionals and 2 Inside Sales Representatives.
• Train, coach, and co-manage a team of 6 Branch General Managers.
• Develop territories, prospect lists, and selling strategies.
• Develop sales promotions.
• Support sales team with sales coaching, prospecting, account strategy, bid responses, quotations, pricing, and closing.
• Responsible for managing department budget and expenses.
• Developed and introduced new motivational tools designed to increase sales and further develop the sales group.
• Use detailed reporting and specific metrics to track, manage, motivate, and develop sales group.
• Introduced and trained the sales group on Tour De Force CRM software package.
• Currently leading sales efforts in introducing a new line of water heaters. Water heaters account for 15% of revenues.
• Led sales efforts in growing the HVAC division from $7M in 2010 to $10M in 2011.
• Responsible for $40 million sales quota.
• 2011 Revenue growth of 8% in a flat market.
TECHNI-TOOL, INC, Worcester, PA 4/06-5/10
New Business Development Sales Manager
Responsible for developing and managing a Sales Team that markets and sells industrial tools, production supplies, and test equipment throughout the United States, Mexico, Canada, and Puerto Rico.
• Hire, train, coach and manage a team of 15 Sales Professionals and 3 Lead Qualifiers
• Develop territories, prospect lists, and selling strategies.
• Develop sales promotions.
• Support sales team with sales coaching, prospecting, account strategy, bid responses, quotations, pricing, and closing.
• Responsible for managing department budget.
• Developed and introduced new motivational tools designed to increase sales and further develop the sales group.
• Use detailed reporting and specific metrics to track, manage, motivate, and develop sales group.
• Developed and introduced a monthly group newsletter used to inform and motivate the sales group.
• Responsible for $70 million sales quota.
• Successfully completed 2006, 2007, 2008, and Q1 2010 over quota.
PTS/FORGENT NETWORKS/VTEL, King of Prussia, PA 3/01- 12/05
Sales & Marketing Manager
Responsible for developing and managing a Sales Team that sells videoconferencing equipment and services throughout the United States.
• Hired, trained, coached, and managed a team of Sales Professionals.
• Developed territories, prospect lists, and selling strategies.
• Developed sales promotions.
• Designed and created marketing tools for both electronic and standard mail distribution.
• Supported sales team with account strategy, bid responses, quotes, and closing.
• Responsible for an annual quota of $4 million.
Product Marketing Manager
Perform marketing functions in support of international videoconferencing equipment manufacturer, reseller, and service provider.
• Responsible for marketing efforts of MVP and Global Service Divisions.
• Responsible for developing and designing promotional programs in support of equipment and service sales.
• Created corresponding promotional collateral.
• Responsible for developing and managing relationships with vendor-partners.
• Responsible for developing marketing events, i.e. trade-shows, seminars, open houses.
• Created direct mail, fax, and drop-off pieces.
infoUSA, King of Prussia, PA 1/99-12/00
Divisional Marketing/Sales Ops Manager
Performed a wide range of marketing functions in support of a 15 office, $12-million dollar division.
• Responsible for preparing and managing marketing and advertising budget.
• Developed and launched television, radio, print and outdoor advertising campaigns.
• Managed 3 million piece per year direct mail campaign.
• Created direct mail, fax, and drop-off pieces.
• Developed and administered sales promotions.
• Developed sales & admin compensation plans.
• Created and published a weekly newsletter.
• Developed the sales reps Fast-Start training manual.
• Developed the General Managers Reference Manual.
• Created annual budgets for individual offices and division.
• Created various sales tracking methods, electronic and paper.
• Compiled and prepared information for monthly financial meetings.
• Recruited for open General Manager positions in division sales offices.
• Maintained database of prospects and customers for division.
IKON OFFICE SOLUTIONS, Malvern, PA 1/95-12/98
Director of Marketing
Managed a marketing staff in a wide range of functions in support of the Philadelphia Marketplace.
• Developed and launched quarterly equipment pricing, promotions and sales compensation.
• Primary contact for Vendors (Canon, Ricoh, Oce and Sharp).
• Responsible for preparing and monitoring regional marketing and advertising budget.
• Developed television, radio and print advertising campaigns.
• Coordinated trade shows, open houses, quarterly and annual meetings.
• Prepared and submitted major account bids.
• Administered IKON National Accounts program for Philadelphia region.
• Managed Aftermarket department with an annual budget of $8 million.
• Managed Customer Support Representatives.
• Designed and published Salesforce reporting package.
• Developed and trained Sales organization on Salesforce automation system.
• Created and maintained sales territories for 80 representatives.
• Managed competitive database.
• Designed and maintained corporate Demo Rooms.
Sales Operations Manager
Managed a staff of four in various marketing functions in support of a sales staff of 80 representatives.
• Liaison for primary Vendors (Canon, Ricoh, Oce and Sharp).
• Developed equipment pricing and promotions.
• Purchased equipment inventory.
• Submitted and tracked manufacturer's programs.
• Prepared and submitted major account bids.
• Managed Customer Support Representatives.
• Developed and implemented sales tracking system for Sales Administrators.
• Designed and published Salesforce reporting package.
• Created and maintained sales territories by integrating three divisions.
MAIN LINE BUSINESS MACHINES, Bryn Mawr, PA 1/85-12/94
President
Owner/operator of an independent office equipment dealer.
• Managed all administrative operations of dealership.
• Managed all human resource functions.
• Managed purchasing, accounting, A/R, A/P.
• Negotiated and purchased from all Vendors.
EDUCATION
MBA - Marketing, Drexel University 1986
BS - Business Administration, Drexel University 1984
SALES TRAINING
Applied Concepts Sales & Management System Sandler Sales System
PBI Plus. Performance based interviewing process.
COMPUTER SKILLS
Computer literate using both PC and Mac formats for word processing, spreadsheets and graphics. Internet literate using a variety of search engines to surf the net.
Microsoft Word, Excel, Access, PowerPoint, Outlook, Internet Explorer
Quark Express
PhotoShop
Acrobat
SalesLogix
ACT!
Goldmine
Tour De Force
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