Highly Motivated Senior Account Manager

VERNON JAY OWENS

**** ******* ***** // **********, ** 30039 // 770-***-**** // ************@***.***

SENIOR BUSINESS DEVELOPMENT MANAGER

Account Development / Strategic Planning / Rapport Management

Professional experience consists of over 17 years in business development and account management in the industrial manufacturing industry. Experience includes national accounts assignments, account retention, product/systems consultation, contract negotiations, marketing and distribution management, territory development, solution selling strategies and integration of account needs into company’s operational capabilities.

Excellent oral, communication and presentation skills; experienced with high level management interface; highly self-motivated, provides leadership in assigned roles, accustomed to national and regional territory and travel

PURPOSE

Seeking to obtain a challenging senior account manager position where I may utilize my experience and abilities to contribute to the success of my employer and accomplish professional growth.

PROFESSIONAL SKILL PREPARATION

Education

Georgia Southern University, Statesboro, Georgia

Bachelors of Science in Technology Major; Printing Management, 1989

Computer Skills

Microsoft Office Programs; IBM Lotus Notes, Microsoft Outlooks

Professional Skill Training

SalesForce.Com – 2008 // Professional Selling Skills – 1992 // The Price Advantage – 2006

Six Sigma Management – 2005 // Strategic Spin Selling – 2005

ASSOCIATIONS // MEMBERSHIPS

Association of Food, Beverage and Consumer Products // American Association of Railroads //

Kappa Alpha Psi Fraternity, Inc.

PROFESSIONAL EXPERIENCE

Greif Corporation (Paper Packaging & Specialty Division) Macon, Georgia

Key Account Manager - (11/05 – 01/09)

• Implemented business development strategies and brand marketing initiatives for corrugated specialty packaging

• Marketed channel specific product solutions such as customized corrugated protective packaging

• Translated strategic direction to all national accounts regarding compliance and regulation in logistics

• Headed task teams on special projects regarding load, lock and bracing procedures

• Collaborated with warehousing, logistics and transportation companies on key distribution projects

• Managed contracts and ensured compliance of policies with high level management

• Participated in trade shows, seminars and training sessions regarding distribution and damage prevention

Selected Achievements:

 Accomplished 114% of budget in 2008, $1,420,000 YTD

 $450,000 in new business 2006-2007, 12 new accounts

 $1,360,000 in sales at 39.4% profit margin in 2006

 Assignment included 7 national account plans, $500,000 in sales activity

Sun Chemical Corporation (NAI) Atlanta, Georgia

Account Manager - (03/00- 11/05)

• Responsible for interpreting the national accounts management practices (primarily corrugated container market)

• Product specific sales of printing inks, coatings and associated chemicals to the corrugated & packaging industry

• Identified new business opportunities and created sales strategies for flexographic printing market

• Maintained and expanded current customer base in the printed packaging and container industry

• Performed value add seminars / training to sales, customer service and production personnel

Selected Achievements:

 Account base over $3,000,000 in sales

 Over $100,000 in new business 3 of 5 years

 Assignment included 8 national accounts plans

OffsetAtlanta Atlanta, Georgia

Project Manager - (02/99-03/00)

• Introduced non-manipulative strategies and ideas to commercial print buyers

• Sold 2 – 6 color process printing to medium size print buyers

• Communicated with department leaders and directors regarding idea and concept evaluation

• Educated customers on the company’s printing ability and equipment capability

Selected Achievements:

 Sold over $250,000 in the 10 months

 Opened 5 new accounts which accounted for over $100,000

PROFESSIONAL EXPERIENCE (continued)

Xpedx Inc, (Formally Zellerbach) Atlanta, Georgia

Sales Professional - (11/96- 02/99)

• Sold commercial printing papers to high-end printing and publishing establishments

• Acquired new business while soliciting new products to current accounts

• Implemented customer focused selling

Selected Achievements:

 Developed a profitable territory in 18 months

 Exceeded sales goals with a margin contribution of $89,000

 Gross sales over $800,000 in first year

Standard Register Company Atlanta, Georgia

Account Manager - (10/94-11/96)

• Printed custom integrated business forms and pressure sensitive labels for the healthcare industry

• Spearheaded process improvement teams for a national healthcare corporation

• Recommended cost reduction solutions and input document standardization

• Consulted high level management, directors, and doctors regarding process and information improvement

• Conducted studies of changes in information and distribution in multiple hospitals under corporate umbrella

Selected Achievements:

 Gross sales of more than $450,000

 Only account manager to report a profit in the first year in the district

 Standardization average in 20% of territory

Atlantic Envelope Company Atlanta, Georgia

Sales Representative - (1992 – 1994)

• Sold custom printed envelopes and letterheads

• Responsible for government; federal, state and local printing contracts

• Managed contracts and ensured compliance of policies and objectives agreed by parties involved

• Forecasted contract budgets, new business, lost business and new opportunities within individual government agencies

Selected Achievements:

 Exceeded booking goals by 158% February, 144% March, and 123% April (1993)

 Sold over $2,000,000 in state and federal government accounts

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