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ACCOUNT MANAGEMENT — BUSINESS DEVELOPMENT

Experienced and knowledgeable Account Management and Business Development professional with experience in innovative Business Development strategies and providing superior Account Management oversight. Proven track record in enterprise level business development and account oversight in the telecommunications industry. Experienced leader recognized for building strong staff and client relations while leveraging superior customer service and support. Respected business professional demonstrating a tireless work ethic and uncompromising integrity.

Core Competencies
Business Development • Sales & Marketing • Proposals & Presentations • Negotiations • Territory Expansion Communications • Mentoring • Analysis & Planning • Account Management • Customer Relations
Client Acquisition & Retention • Profit & Volume Growth • Company & Community Liaison

PROFESSIONAL EXPERIENCE
AT&T Mobility, Saginaw • MI 2008 – Present
Business Integrated Solutions Manager
Manage an ever-growing territory that is zip code specific and consistently exceed voice and data quotas. Utilize cold calling, prospecting and relationship development strategies at customer locations to achieve outstanding sales results. Develop and present business proposals and executive presentations to further provide information to facilitate sales closure and/or cross or up sell strategies. Continue to expand on professional education initiatives that focus on wireless solutions, rate plans, complex products and services and build upon existing selling skills. Effectively reduce churn in existing client base that drives sales of complex data solutions to existing accounts and prospects within assigned territory. Liaison to local business community and represent AT&T with local business associations. Collaborate with local retail stores and provide customer service and support to facilitate outstanding customer relations and increase sales opportunities.
Key Highlights:
• Ranked #1 position locally in 2011.
• Achieved 111% budget focused on new territory and products/services in 2011.
• Ranked top 25% regionally in 2011.
Alltel, Saginaw • MI 2003 – 2007
Senior Indirect/Agent Account Manager (2006 – 2007)
Managed 40+ points of distribution within assigned territory (7 counties within southern Michigan), and fostered long-term business relationships/partnerships. Performed needs assessment and met client specific business requirements, planned and conducted sales presentations with key decision makers using a consultative sales approach. Performed research and competitive analysis for strategic marketing penetration formats and was successful in daily prospecting of new points of distribution. Educated and trained owners and sales representatives on new technology, products and sales techniques to further advance product and service sales. Key analyzation of sales statistics to better formulate strategies and campaigns to assist dealers in sales promotions and revenue increase. Facilitator for percentage increase of Alltel sales in competitive environment. Assisted agents to prepare for business-to-business solution-based proposals and ensured accounts met company merchandising standards. Planned and held monthly sales meetings with top 10% of agents, conducted sales/training presentations, implemented sales contests to drive sales initiatives. Managed advertising budget for each agent locations, and determined market requirements for allocation of marketing funds. Developed and implemented overall format for Alltel Authorized Agent Web site. Developed and implemented first Guerilla Marketing Seminar.
Key Highlights:
• Added 10 additional points of distribution in 2007 resulting in 20% increase in sales revenue.
• Dramatically improved previously underperforming market in first year, resulting in 40% increase in sales.

Indirect Sales Manager (2003 – 2006)
Managed four Indirect Account Managers and oversaw 150+ points of indirect distribution within an assigned territory in greater Southern Michigan, reporting to VP of Retail. Directed and managed 75 retail owner/operator relationships to meet Alltel goals and objectives. Recruited, trained and mentored top tier and committed agent workforce resulting in consistently meeting company goals. Planned and held monthly staff sales meetings and implemented quarterly agent conferences with attendance of more than 100 to provide formal sales and product training. Conducted performance evaluations quarterly and yearly to provide key development of direct reports. Coordinated sales distribution by establishing sales territories, quotas and goals and determined market needs for Marketing Development Funds. Trained and managed Indirect Account Manager focused on productivity enhancements. Analyzed sales statistics focused on formulated strategies that assisted Indirect Account Managers in promoting sales, and managed expenditures of division to adhere to all budgetary requirements.
Key Highlights:
• Successful addition of 60+ points of indirect distribution in 2005.

CenturyTel/Alltel, Saginaw • MI 1996 – 2003
Regional District Manager (2001 – 2003)
Senior Account Executive (1996 – 2001)
Promoted to Indirect Sales Manager in 2003 and exceeded monthly/yearly sales goals. Developed and managed effective and efficient indirect sales channel and aggressively sold company products and services. Expanded market presence and increased revenues by securing/maintaining agent relationships and leading agent sales to achieve net sales goals. Managed 60+ points of indirect distribution and 4 direct reports within an assigned territory. Performed consistent customer visitations/sales calls and established an ongoing professional relationship with major accounts. Compiled lists of prospective customers for use as sales leads, based on information from newspapers, business directories and other sources. Traveled throughout assigned territory to call on regular and prospective customers to solicit orders and provide wireless communications solutions. Coordinated Annual Business Expo.
Key Highlight:
• Maintained Top Sales Producer status with oversight of more than 300 Accounts.
• Nominated as “Best of the Best” – 1999, and achieved President’s Club -1997.
• Resigned 100+commercial accounts resulting in more than $260K in annual revenue.

ADDITIONAL EXPERIENCE
(Details available upon request)

Senior Account Executive – CenturyTel, Saginaw, MI │Executive Manager – Starbrite Sales, Saginaw, MI
Sales Account Manager – State Farm Insurance, Muskegon, MI │Account Manager – Snelling Temps, Saginaw, MI

EDUCATION AND CREDENTIALS

BA, Advertising – 1987
Michigan State University, E. Lansing • MI
AA, Arts and Commerce – 1985
North Central Michigan College, Petoskey • MI

Professional Training:
Dale Carnegie Sales Advantage │Guerrilla Marketing – Alltel │Prospecting Training – Alltel │Corporate Dynamics – Profit Summit – Alltel │Corporate Dynamics – Consultative Selling – Alltel │Blackberry Sales and Product Training – Alltel │Motorola Sales and Product Training – CenturyTel │Advanced Data Training – CenturyTel │Advanced Wireless Applications – CenturyTel │Logical Selling Process – CenturyTel │Handling Objections – CenturyTel

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