SALES AND OPERATIONS PROFESSIONAL
Creative, confident and high performance professional with over 20 years experience building new markets, driving revenue growth and improving competitive market positioning. Exceptional communicator with strong negotiation, problem resolution and client needs assessment aptitude. Outstanding ability to effectively identify opportunities, develop focus and provide tactical business solutions. Unique and diverse career and educational experience result in polished business acumen and technological prowess.
Skilled at all levels of the Consultative/Solution Selling process; particularly strong in closing the sale and building rapport with customers
Highly skilled at building value and managing resources through achievements in customer satisfaction, operational performance, and bottom line profitability
Reputation of proven performance in the following: issue discovery and resolution, contract negotiations, customer relationship management, team collaboration, and process innovation
§ Strategic Analysis & Planning
§ Executive Sales Presentations
§ Customer Relationship Management
§ Negotiation & Closing Activities
§ Revenue & Profit Growth
§ Productivity & Performance Improvement
§ Business To Business Marketing
§ Product Research & Evaluation
§ Sales Training & Team Leadership
§ Organization & Communication
MCLEOD USA PUBLISHING COMPANY, CO 1999 – 2008
(Acquired by Yellow Book in 2002)
An independent directory publisher operating in the classified advertising market through printed and online media.
Sales, Advertising and Marketing Consultant
High-profile sales, new business development and account management position challenged with identifying and leveraging core competencies to drive productivity, quality and revenue/profit growth within an intensely competitive industry.
§ Utilized consultative/solution selling techniques to manage and steer negotiations; consistently ranking within the top 20% out of 56 representatives.
§ An aggressive hunter, developed leads through prospecting, cold calling, design and implementation of enhanced client presentations and extensive networking, which increased existing account revenues by up to 34% annually.
§ Initiated corrective action to win back and retain clients who had expressed discontentment with advertisement print quality. Championed ongoing communications with client and respective departments from contract origination to advertisement launch; significantly reducing attrition and company chargebacks by approximately 30%.
KENNETH H. DENNY PAGE TWO
§ Top Performer, grew the Central, Southern and Front Range areas (i.e. Pueblo, Canon City, Salida, Grand Junction, Montrose, Delta and Teluride) of the state of Colorado by 28%, exceeding quota requirements by 11% during major campaigns.
§ Assisted in the creation of mutiple methodologies designed to build client relationships, identify emerging opportunities and business and channel development to meet market objectives and support growth targets.
§ Facilitated 10 to 20 weekly onsite product presentations to clients such as Edward Levy and Associates PC, Robert Wareham, Esq. and CC and Mary Ellen’s Bail Bonds.
§ Highest Achiever; contributed to the highest gross margins and profit increase in 2002.
§ Honored as “Top Performing Consultant Colorado Springs 2000 Solicitation”; awarded based on increase in revenues through new business sales and net sales of existing clients.
U.S. WEST, CO 1989 – 1999
One of seven "Baby Bells" that provided telephone and data service to several Pacific Northwest and mountain states. U.S. West was acquired by Qwest Communications International in 2000.
Directory Advertising Consultant
Recruited and challenged to institute strategic marketing and sales plans designed to expand U.S. West’s market presence.
§ Performed in-depth market analysis studying market trends, conducting client needs assessments and cultivating a decisive territory business plan, portfolio mix and marketing strategies for more than 2000 accounts annually.
§ Top revenue and client development performer earning the prestigious “President’s Circle of Excellence Award”, only awarded to the #1 sales person who consistently achieved the highest sales percentage increase in published advertising and also maintained the highest performance in eleven other measurement categories for assigned territories.
§ Ranked in top 15% of consultants company-wide; earning multiple sales excellence awards throughout tenure including: “President’s Circle Of Excellence Award”, two “Vice-President’s Circle of Excellence Awards”, “Top Salesman for Telephone Sales in Co-Op Advertising” and “Top Sales Performer for all 11 directories in Colorado”.
§ Recognized stellar ability to communicate information effectively and persuasively while developing and maintaining a strong rapport with high-level executives of large and medium sized enterprises improving account penetration by 15% – 35%.
AEROSPACE ENGINEERING RECRUITING, Denver, CO
AMERICAN NETWORK, Denver, CO
Outside Sales Representative
SOLAR ENERGY RESEARCH INSTITUTE, Golden, CO
UNION PACIFIC, Rock Springs, WY
Switchman Brakeman Conductor
DOWELL CHEMICAL, Rock Springs, WY
MISSOURI PACIFIC RAILROLD, Coffeyville, KS