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Date Created: 12/21/15
R OBERT E LWOOD Sandy, Utah 84093 801.205.2800 or email@example.com 307.747.4230 (work) R EGIONAL VP / D IRECTOR - SALES Key Accounts / Relationship Management / Consultative & Solution Selling / B2B / B2C / Team Development and Leadership / Change Management / Channel Sales and Management Market Expansion / Business Development / Growth Strategies / Tactical Execution / Product Development / Small Medium and Large Business I possess a proven track record of creating success and results in leading high performance sales and support organizations. Expert in creating and executing strategies to drive sales, increase margins/profits, and open new markets. Fostered C-level relationships to expand market share and increase business retention. A strong team builder and inspirational leader I create and manage high- performance sales teams. Expanded territories and increased sales in intensively competitive markets. Restructured organizations, streamlined operations, revitalized, repositioned, and refocused product lines to maximize growth and competitive advantages in challenging markets. Applied sales management processes to optimize staff productivity and performance. Created and implemented both strategic and tactical plans to identify and seize opportunities. Key Skills A strong team builder and inspirational leader, I build cohesive teams and long term customer and stakeholder relationships. Extensive experience and success in large account sales and sales management (Fortune 1000 multi-location clients). Comprehensive knowledge of sales, sales management, strategic planning, forecasting, compensation, recognition. SG&A management of organizations with expense budget from $2 million to $20 million. I have a track record of successfully coaching to higher performance through professional selling techniques. I have led the creation of new products, platforms and revenue streams in multiple organizations C AREER H ISTORY ANDH IGHLIGHTS Union Telephone 2008 to 2012 A $70 million regional telephone company specializing in wireless, wireline, voice and data. Director of Sales and Marketing Charged with creating effective, brand, product and sales organization covering Wireless and Wireline sales in direct and indirect channels within a 600,000 POP Rocky Mountain marketplace. Increased subscriber base by over 22% in 2011. Increased overall gross sales by over 30% Reorganized and restructured teams in each channel and department resulting in; o Being recognized as #3 in handset product line among all regional wireless carriers o Introduction of product development discipline and process o Creation of new product platforms adding 6,000+ new lines Moved Directory Sales into achieve profitability. Created Strategic Sales and Marketing plans refining and executing on Brand strategies Created new segmentation, staffing and compensation strategies within Business Sales Segment Robert Elwood Page 2 Premier Mentoring 2006 to 2007 A $32 million privately held business to consumer inside sales organization Vice President of Sales and Service Recruited to utilize strategic skills and experience in driving revenue and organizational growth for this privately held B2C Inside Sales Organization. Created new sales management processes and measurement systems as a foundation for growth and excellence. Managed over 100 employees and directly responsible for recruiting, customer service, training and development with a $10M budget. Increased Premier Mentoring year-over-year sales 38%, improved closing margins 10%. Organization needed leadership to increase sales cycles and profit margins. Created sales management processes that drove inspection, accountability and focus throughout the sales organization resulting in improvements in both overall sales and staff productivity. Reduced employee churn by 25%. Identified increasing levels of employee turnover. Created hiring practices that more accurately identified desired candidates and increasing new hire success. Drove customer service improvements. Led service leadership group in the creation of client feedback processes and revenue producing upgrade programs. US West/Qwest Communications 1995 to 2004 A $13 billion full line telecommunications voice, data, internet, VOIP wireless firm. Global Sales Director 2003-2004 Qwest (US West), 2 years. Transferred to this position due to elimination of RVP management layer. Managed and trained sales teams targeting Global Fortune 1000 companies. Created and implemented strategic sales campaigns. Establish consultative relationships with decision makers driving incremental revenue and increasing market share. Managed 35 employees and $100M revenue target. th nd Drove business sales branch from 8 to 2 out of 13 branches within six months. Net new revenue sales were lagging behind plan, resulting in low morale and motivation. Analyzed existing sales strategy and compensation system. Restructured sales goals and compensation incentives that better aligned with corporate objectives. Improved morale, increased sales productivity 50%. Reduced net line revenue loss to zero within six months. Competition was high and company needed to introduce new products to stay competitive. Instituted strategic sales campaign, identifying customer base for each sales representative. Directed a significant increase in relationship building and face to face time with customers. Implemented new strategy to introduce products and met objectives. Regional Sales Vice President 1998-2003 Qwest 5 years. Promoted to lead sales team of 335 professionals targeting 12 states in government, Fortune 100, major and mid-markets. Managed $30 million budget. Developed comprehensive sales strategy, focused sales staff and built company brand. Increased sales region to #1 reaching 186% of regional sales target. Following newly merged organization, company needed adequate processes, key performance metrics and tracking mechanisms to ensure optimal results between major, mid and small business units. Identified opportunities, created and implemented sales plan and defined boundaries between business units. Robert Elwood Page 3 Sales Director 1996-1998 US West Communications, 2 years. A $15B telecommunications company. Promoted to direct all sales functions, product management, strategy, corporate communications, training, development, coaching, motivation, strategic and tactical planning, execution of sales plans and initiatives. Created and implemented business plan, account plan, quota development and assignment, process improvement and market entry strategies. Automated sales forecasting process, achieving 99% accuracy while at US West. Historically, company experienced a large variance in forecasting to actual results in sales activities. Created and implemented forecasting tool that automatically adjusted monthly forecasts. Recruited key sales people and reestablished a sales team focused on value-added selling and implemented process improvements as needed. Achieved 128% of revenue plan. Promoted to lead newly formed region covering Idaho, Montana, Wyoming, North Dakota and South Dakota. Relied on sales management experience and clearly defined sales culture and discipline, enabling sales team to excDeveloped tools to accurately track sales processes. Senior Sales Consultant / Business Development Manager 1995-1996 US West Communications, 1995 to 1996. Recruited to create, develop and close large, multi-million dollar opportunities st with key accounts including Novell, 1 Security Bank and many others. Consistently exceeded sales goals and objectives. Earlier: Progressed through sales and management positions with MCI Communications 1988 to 1995 Closed major deal, significantly increasing monthly sales major account sales team for MCI Communications. Large multi-level marketing firm with 500K distributors and $250K in long distance spending was reluctant to change from AT&T to MCI. Created new product, ensured key customer of smooth transition and increased monthly sales by $5M per month within one year. S EMINARS / TRAINING /W ORKSHOPS / PERSONAL Completed the following training, courses and workshops: “Financials for the non-financial executive,” Stanford University. Spin Selling and Value Based Selling and many other various sales process and executive selling courses. All areas of voice, data, equipment, hosting, IP technology and professional services.
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