Confidential

confidentialjobseekernc@gmail.com
Asheville, NC 28805

TECHNICAL SALES PROFESSIONAL & KEY ACCOUNT MANAGER

Strategic & Technical Leadership / Solutions Based Consulting
Persuasive Negotiator and Closer
11 year career as a top-producing sales professional. Consistently successful in
outperforming the competition, capturing key accounts, building and maintaining
relationships, and delivering significant revenue and profit growth in challeng
ing and highly competitive markets. Combines astute strategic, analytical, techn
ical, business and financial skills with a record of saving accounts and establi
shing territories. Expert performance in C-level presentations, negotiations and
sales closings. Area of expertise includes:
Account Management / Territory Management / Business Development / Client Relati
ons / Market Analysis
Sales Cycle Management / Technical Support / Internet Marketing / Branding / Tea
m Leadership
Project Management / Financial Analysis / Strategic Planning / Product Marketing
Won Numerous Sales Awards & Achievements
Proven Track-Record of Consistently Exceeding Sales Quotas & Outperforming Compe
tition
PROFESSIONAL EXPERIENCE:
COMPANY CONFIDENTIAL, Knoxville, Tennessee / Asheville, North Carolina 20
05 to Present
Money processing and security products & solutions dealer serving financial inst
itutions and retail establishments - Co. has 145 employees, $20M+ in annual reve
nues and is the #1 global leader of Talaris products (high-end products).
Account Manager
High-profile technology products, software and services field sales and account
management position targeting financial institutions and select retail establis
hments across a 6-state territory. Challenged to revitalize dormant accounts, re
capture lost accounts and penetrate new target markets to drive long-term revenu
e growth. Independently manage complex, high-dollar sales process, from initial
solutions-based consultation through all phases of negotiation to final sales cl
osing and contract delivery. Personally manage all key account relationships. Pe
rsonally sold 12.95% of the company's product matrix throughout tenure.
* Achieved 14x more revenue than prior account reps in 3 state territory to succ
essfully rejuvenate the Region and earn an additional 3 states.
* Consistently achieved/surpassed sales objectives/quotas and was ranked #1 mont
hly Account Manager (out of 15) on numerous occasions. Awarded "President's Club
" and won multiple sales promotions; achieved 136% to 467% of monthly quota 11 t
imes from 2/07 to 3/10.
* Selected by executive management to Advisory Council for competitive landscape
knowledge and innovative marketing ideas; helped create marketing & sales plans
and tested/recommended CRM tools.
* Created and implemented email/direct marketing campaigns to increase company b
rand, and initiated & contributed to a corporate brochure that has significantly
improved the corporate image.
WASTE MANAGEMENT, Knoxville, Tennessee 200
1 to 2005
North America's leading provider of integrated environmental solutions with 45,0
00 employees serving more than 20 million residential, commercial, industrial, a
nd municipal clients - $11.79 billion in 2009 annual revenues.
Account Manager (2002 to 2005) / Territory Manager (2001 to 2002)
Recruited to drive B2B sales in assigned account territories; targeted commercia
l companies to negotiate and secure contracts for waste management services. Pro
moted rapidly based on strong performance to reestablish relationships and retai
n business with disgruntled clients (clients in the process of exiting contract)
. Managed a 7 county Account Territory (Knoxville Region).
Confidential Page 2
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WASTE MANAGEMENT (Continued):

* Resolved client conflicts, reestablished relationships, and negotiated high-yi
eld contracts to retain business accounts. Highly-successful in maintaining high
profit margins on "saved" accounts; one of the top performers in North America
(profit margins were a key metrics in assessing sales performance).
* Surpassed all revenue objectives and was a consistent top producer. Delivered
exceptional results:
-One of the top Account Managers in the United States (out of hundreds) througho
ut tenure.
-Instrumental in maintaining strong long-term market position by up-selling hund
reds of new contracts; re-negotiated 1 and 3 year contracts into 5 year deals. D
rafted incredibly persuasive contract resolution letters.
-Personally selected by VP of Sales to participate in new process to increase re
venue performance.
-Won numerous sales performance awards and management recognition.
BUSINESS MACHINES COMPANY (BMC), Knoxville, Tennessee 1999 to 2001
Kyocera Copier and Muratex fax dealer with 50 employees and $3 million in annual
sales (2001).
Sales Representative (2000 to 2001) / Customer Support Representative (1999 to 2
000)
Hired in 1999 to provide customer training on advanced hardware functions. Succe
ssfully supported installation services on large accounts, managed service issue
s, resolved inter-departmental conflicts, ensured customer satisfaction, and ass
isted with sales presentations. Promoted based on outstanding performance to per
form full range of sales prospecting, needs assessment, data gathering, and pres
entations to business (all sizes) in downtown Knoxville.
Sales Representative (2000 to 2001)
* Negotiated and closed deals to consistently achieve/surpass targeted sales quo
tas and business objectives. Achieved 248.4% of quota in March of 2001 (recogniz
ed as "Sales Rep of the Month") and was one of the company's top sales associate
s throughout tenure.
* Saved organization significant revenue by successfully transforming dissatisfi
ed customers into long-term clients.
Customer Support Representative (1999 to 2000)
* Key role in successfully facilitating major project (was company's largest dea
l to date); utilized specialized printer software training to assist with instal
ling drivers on highly-complex network, and trained corporate office employees o
n all technical product features.
* Analyzed technical issues to identify, accurately diagnose, and successfully r
emedy problems and improve customer relationships; received numerous client comm
endations for outstanding customer support.
TRAINING & EDUCATION:
UNIVERSITY OF TENNESSEE, Knoxville, TN
International Business
Electronic Security Sales License (Virginia, Tennessee, and North Carolina)
Kyocera Mita Network Essentials Certification; Prescribe Printer Language Certif
ication; Kyocera Mita KM 6230
High Volume System Technical Certification; Mita Digital Masters Sales Training
Danka Sales Training; Canon SPIN Sales Training; DEI Sales Training, Principled
Negotiations Training
Microsoft Word resume, name and current company name available upon request.