Sales Management

MARTHA BURMAN

**** ***** **** **** · Milton, MA 02186 · (617) 480- 7819 · *******@*******.***

SUMMARY

Successful Sales Executive with a consistent record of meeting or exceeding quotas in a B2B environment. Results-oriented team leader adept at market development, selling, problem solving and risk management. Ability to build and motivate sales teams, develop marketing plans and maintain solid relationships with customers/clients while also understanding origination and managed risk are key factors in achieving company goals. Knowledgeable in all areas of developing and mentoring successful sales teams, as well as managing their large client lists utilizing a consultative approach. Key skills include:

• Business Development/Consumer Services • Problem Solving • Team Building

• Sales/Relationship Management • Sales Training • Client Services

PROFESSIONAL EXPERIENCE

New England Consultants, Inc., Boston, MA 2005 – Present

Contract consultant whose responsibilities include sales development, sales training, team building, relationship management techniques and strategies for corporate growth

Source One Financial Corporation, Norwell, MA 2003 - 2004

Executive Vice President, Sales and Lending

· Co-operated $2MM/month sub-prime indirect auto lending institution

· Recruited, trained, managed, directed sales people and dealer relationship managers in 4 states

· Restructured pricing guidelines, new policies and procedures for underwriting and risk

· Increased loan volume by 60% and customer base by 45% by identifying new opportunities as well as maintenance of current relationships

· Developed sales and incentive program to improve product and customer base

· Designed weekly fax blast program between company and customers to improve communications and updates

· Created “customer first” sales culture by designing a flexible lending program which could be tailor-made for customer without sacrificing company profits and performance

· Responsible for budget development and all client interface: including issues and proposals and loan portfolio management

· Instituted SalesForce.com as a way to streamline sales process

Americredit Financial Services, Inc., Boston, MA & Fort Worth, TX 1995 – 2002

Regional Vice President 2000 - 2002

Oversaw a client base of 500 and 8 branches in New England regional sales activities including origination, training, and operations

· Key member of initiation committee dedicated to improving sales training, including new curriculum; implemented Sales Force Automation in conjunction with training. Sales force became 30% more efficient

· Increased customer base by 25% annually

· Ensured knowledge of and buy-in to corporate goals, understanding of and commitment to performance metrics through day-to-day coaching and team building; accountability for all program implementation and troubleshooting.

· All quarterly and annual sales and portfolio performance goals met or exceeded

· Experienced in use of large scale web-based, transactional processes such as CMSI and Cognos

Senior Vice President, Dealer Services 1998 - 2000

· Developed team relationships with other departments, i.e. risk, human resources to ensure success of sales function

· Worked with corporate communications to provide quarterly dealer newsletter highlighting features if company’s programs while providing industry news to customers

· Responsible for sales activities of 23 branches in 9 states (23 direct reports and 120 subordinates) and 1500+ client relationships, focusing on business development and maintenance, resulting in increase of volume by 30%

· Member of ad hoc committee to develop employee insurance program that supported needs of New England and Mid-Atlantic team members

· Budget Development and accountability for staying within corporate costs while expanding client base

1997 - 1998

Regional Vice President, Consumer Finance

· Developed New England and Eastern Pennsylvania regions from 3 branches to 9

· Designed training program for trainers to speed transition for new hires

· Increased loan volume from $3.6MM to $7.8MM per month

· Careful and thorough oversight of branch buying habits and dealer portfolios developed more loyal customer base, as well as increasing yield by 50 basis points while lowering charge-off rate by 30 basis points

· In 5 years, territory became a 9 branch, $2.04B region for company

Area General Manager, Consumer Finance 1995 - 1997

· Established profitable business that provided alternative financing to credit challenged automobile buyers through dealers in New England for Texas company

· Early activities included leasing and fit-up of office facilities, hiring staff, and developing initial target customers

· Educated and trained customer base to brand new type of financing

· In first year, business expanded from 0 to $2.1MM and base of 80 customers

Advantage Funding Group, Inc., Boston, MA 1993 – 1995

Vice President of Operations

· Responsible for all sales and marketing functions in a start-up organization

· Hired, trained, and built sales force to support first non-prime lending company in Massachusetts

· Developed advertising, sales promotion, and telemarketing campaigns to build volume

· Managed as liaison between company, sales, and underwriting departments

· Established underwriting guidelines and pricing

· Arranged licensing in 16 states, meeting all compliance specifications

· Grew revenues to $25MM in less than 3 years

EDUCATION

BA, Government, Skidmore College, Saratoga Springs, NY

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