SENIOR SALES EXECUTIVE Sales Management / Business Development / Account Management & Customer Service Background in Transportation Industries: Truck Leasing and Tire Sales & Service Versatile, results-oriented sales and sales management professional with proven history of outstanding sales success and customer retention (noted for never having lost a client for any reason other than price). Deft skills in developing new accounts, retaining customers through outstanding client service that is focused on their needs, launching new products, and in improving sales volume and profitability. Earned reputation as a valued resource both to employer and to customers. Often called upon to provide specific expertise in other areas such as sales training, inventory control, operations, and problem resolution to critical client business issues. Excellent communication and public speaking ability as demonstrated in sales meetings, industry conferences, and at social events. Able to develop strong working relationships with all levels of clients ¡X from mechanics to C-level executives. Core competencies include: •••••; Sales & Sales Management •••••; Key Account Management •••••; Sales Growth •••••; Salesperson Hiring & Training •••••; New Account Development •••••; Inventory Control •••••; Negotiating $1M+ Contracts •••••; Account Management •••••; World Class Client Relations ••••• ¡X¡X¡X¡X¡X¡X¡X¡X¡X¡X PROFESSIONAL EXPERIENCE ¡X¡X¡X¡X¡X¡X¡X¡X¡X¡X
DISTRICT ACCOUNT MANAGER, ••••• ¡V Present PLM TRAILER LEASING, Kansas City, KS Expanded and manage $••••• million territory consisting of Kansas, Iowa, Nebraska, and western Missouri. Lease and rent refrigerated trailers to food service industry. Maintain ••••• active customers. Manage Kansas City branch office with complete accountability for profitability. Oversee training, inventory, maintenance, renting, leasing, operations, and cost control. Develop and pursue new opportunities for rentals. Handle all customer relations and collections. „X Spurred •••••% growth in rental revenue during a year most competitors were down by similar percentage. ¡V Opened new rental business in market not pursued by past company managers. Approached competing leasing companies such as Ryder Truck Leasing and Penske Truck Leasing and discovered a need and partnership opportunity. Provided those companies short-term rentals when they had limited equipment available for their customers. „X Increased market share nearly •••••% within territory. ¡V Elevated customer relations and gained reputation for providing stellar customer service. Noted for responsive and complete follow-up to ensure customer satisfaction. Offer services routinely that competitors only provide upon special requests. Surpass competitors in performing these services. ¡V Increased referrals by actively engaging all employees in the process. Encouraged staff to promote company to their friends, to vendors, and to others. Paid employees small monthly incentive bonus on new accounts that came to the company through their referrals. „X Maximized ongoing sales results and customer satisfaction with active accounts by establishing solicitation model. Ensured that all current customers received PLM Trailer contact at least on a monthly basis. Correspondence through email, direct mail, or phone call. „X Successfully renewed all leases that were to expire in ••••• and opened three new term lease accounts. „X Ranked third (out of ••••• company branch offices) in sales volume (within 5% of #1 ranking).
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ACCOUNT MANAGER, ••••• ¡V ••••• TIRE CENTERS LLC, Kansas City, MO Recruited by Tire Centers (LLC of Michelin North America) when previous employer (McDowell Tire Company) was sold to competitor. As part of six-person sales force, engaged in new business development. Additional priorities focused on retaining existing accounts, growing existing account, and penetrating markets to increase market share. „X Propelled over •••••% increase in Tire Centers¡¦ annual sales volume during first year (from $3 million to over $5 million). ¡V Retained over $1 million in annual business from previous customers obtained while with McDowell. ¡V Generated $•••••,••••• in new business developed during first year with Tire Centers LLC. „X Grew account sales 3% to 5% year over year and averaged over $••••• million in personal sales each year. ¡V Maintained #1 or #2 sales ranking during entire tenure. „X Bolstered overall branch sales volume by instituting solicitation program that allowed sales personnel to increase and improve their sales calls. ¡V Improved customer confidence by engaging the salesperson in an inspection of customers¡¦ equipment. Resulted in establishing the salesperson and Tire Centers as a valued resource. „X Introduced new MRT system product to Kansas City market resulting in first-year sales of $••••• million on over 1,••••• units sold per month. Eventually increased MRT sales to more than $5 million per year.
SALES MANAGER, ••••• ¡V ••••• MCDOWELL TIRE COMPANY, Kansas City, MO Managed key accounts and sales force for large ($••••• million in annual sales) family-owned and operated independent tire dealer and re-treader. Cultivated new salespersons. Personally opened accounts and assigned the maintenance of each account to sales force member best suited. Enhanced customer relations with large accounts. Provided large account with value-added services such as record keeping and solutions to their business needs and critical business challenges. „X Increased market share •••••%. Landed several large accounts including Kansas City Power and Light, Geiger Redi-Mix, and Butler Transport. „X Retained large accounts (including $6 million Yellow Freight account, Jack Cooper Transport, and Peabody Coal) through comprehensive problem solving, service and support.
DISTRICT SALES MANAGER, ••••• ¡V ••••• GENERAL TIRE AND RUBBER COMPANY, Kansas City, MO Developed new business and maintained existing accounts (••••• dealers and national accounts) within a four-state area. Kept accounts informed and updated on all product information. Provided extraordinary support to dealers by offering sales training to their employees and advisement to dealer management in all aspects of their business (including advertising, bank relations, new store planning). „X Boosted dealer base •••••% from $••••• million to $••••• million in annual sales over a four-year period. „X Instrumental in capturing nearly •••••% of off-road business throughout the four-state area. Achieved through dealer training and product promotions.
¡X¡X¡X¡V¡X¡X¡X¡X¡X¡X PROFESSIONAL DEVELOPMENT ¡X¡X¡V¡X¡V¡X¡X¡X¡X¡X Seminars / Courses Sales Advantage ¡V Dale Carnegie / Numerous product training classes ¡V Michelin, Bridgestone, and other manufacturers / Revenue Storm training Professional Associations Kansas City Transportation Association (5+ years) / Kansas Motor Carriers (•••••+ years) Community Affiliations & Volunteer Experience Habitat for Humanity / American Legion / Veteran US Marine Corps