SUMMARY
Proven strategic sales and consulting professional with a consistent record of negotiating value driven solutions, delivering sales commitments, and developing lasting business relationships. Decisive leader willing to make tough decisions based upon solid analysis, personal integrity, and a strategic perspective. Experienced with both strategy development and the transition to actionable tactics. Demonstrates persistence through organization, commitment, and ambition to exceed customer and employer expectations. Asserts creativity and confidence to build rapport and operate as an organizational leader. Relentless in efforts to further develop professional and technical skills.
EDUCATION AND PROFESSIONAL LICENSES
Registered Professional Engineer December 2011
State of Georgia, License # XXXXXX
Master of Business Administration: Finance and Marketing August 2004
Georgia State University, Atlanta, Georgia
Bachelor of Science: Industrial and Systems Engineering May 2001
Georgia Institute of Technology, Atlanta, Georgia
PROFESSIONAL EXPERIENCE
PIC Group – (“Power Industry Consultants”), Atlanta, Georgia 2012 to Present
Business Development Manager – Middle East & North Africa
• Responsible for the creation and presentation of a broad strategic review of the Middle East and North Africa region for the Executive Committee to determine the appropriate level, location, and involvement of resources to produce revenue in the region during the near and mid-term
• Establish a rapport and working relationship with current Marubeni offices within the region, function as their point of contact for immediate opportunities, and manage the support of those opportunities through the sales process
• Identify and approach regionally based entities that align with PIC's international service offerings, present the value statement of utilizing PIC, develop the foundation for future opportunities, function as their point of contact for immediate opportunities, and manage the support of those opportunities through the sales process
Commercial Account Manager
• Exceeded first year sales revenue targets for Q2-Q3 of 2012, currently on track in 2013 to deliver a 10x increase in annual revenue resulting in over $2M of sales generated internationally
• Successfully producing new business opportunities from dormant accounts despite years of competitor domination by persistently striving to establish and grow new relationships, applying innovative techniques for data driven lead generation, and confidently reintroducing the organization at multiple levels at target accounts
• Utilized experience with developing complex quantitative models to develop proposal architecture, evaluate risk exposure, identify mitigation opportunities, and influence the pricing strategy prior to client presentation
• Lead the efforts of negotiating the commercial terms, driving the process of gaining input and support of opportunities from multiple internal groups, and the preparation of the presentation of complex managed services
• Involved with the development and proposal structuring for multi year business opportunities that require engaging with international offices, address global accounting and pricing issues, and legal impact of global customers
• Actively participating with sales reporting through newly installed Microsoft Dynamics CRM platform, contributing to sales and revenue forecast, and supporting VP of Global Sales & Marketing with incorporating efficiency improvements to the management of sales data and the proposal development process
• Voluntarily developing a structured process intended to be duplicated in the future and maximize the impact of available market data, identify economic decision makers at numerous companies, qualifying leads into opportunities, and managing the development of relationships all while driving towards winning business opportunities
Georgia Air Associates, Atlanta, Georgia 2010 to 2012
Manufacturer’s Sales Representative (Engineered HVAC products)
• Ambitiously increased total sales by 113% from 2010 to 2011 by maintaining constant availability, quickly responding to customers with solutions, strengthening underlying relationships, and providing a superior level of attention to preparation, routine, and follow-up compared to established competition
• Successfully managed competing priorities, delivered resolution to crisis and emergencies, perform effectively with constant deadlines, and able to respond to customers, vendors, and management with composure
• Demonstrated a commitment to cultivating new, improving upon existing, and maintaining valuable professional customer and vendor relationships with an emphasis on long-range business cooperation
• Personally responsible for protecting gross profit margin levels during period of growth by directing the purchasing, manufacturing, and shipment options deliverables after the initial sale had been completed
• Actively engaged as a business resource for internal executive level strategic planning for a start-up company with primary contributions related to the development of a growing sales force, the identification of sales opportunities and the establishment of efficient procedures for workflow, designing warehouse layout and operations resulting in reduced associated costs and realized savings benefits
• Responsible for functional activities of one customer service representative and ensuring that they adhere to appropriate company policies and procedures
Bache Sales Agency, Atlanta Georgia 2005 to 2010
Manufacturer’s Sales Representative (Engineered HVAC products)
• Exceeded annual sales quota with double digit growth for three consecutive years while simultaneously managing the accrual of new business organizing the delivery of post sales products and services for over 20 active accounts
• Achieved growth of overall market share for at least 12 major accounts in a fiercely competitive market with established competition, starting as low as 0% and increasing market share to over 33% for eac...
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