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Date Created: 12/22/15
Gregory T. Scalice San Diego, CA 92105 619-546-5657 firstname.lastname@example.org www.linkedin.com/in/gregscalice National Account Manager and Sales Professional with 15 years of proven sales achievement, marketing execution, and channel management experience. A highly energized, self-motivated, customer focused, results oriented, and creative professional committed to excellence and service. I have an innate ability to respond to rapidly changing priorities, as well as communicating initiatives in a professional, positive way. Strengths include networking / leadership skills necessary to create and implement corporate programs to achieve individual / business goals, organization and collaboration skills and a passion for developing world class best practices. Sales Professional – Strategic Business Development Leader Skilled in creating and developing strategic sales initiatives, company / product promotions, while providing high-quality customer service to internal and external customers. Outstanding success record as a high achiever in acquiring and maintaining new accounts on average by 12%, while increasing sales volume by 12-15%, exceeding individual and business sales objectives. Experience with National / Regional Retailers, Direct / Indirect Sales Channels, Distribution, Direct Mail, and Business – to – Business (B2B). Ability to build brand recognition by teaming up with vendors and increasing sell-through utilizing promotional events and various advertising methods – Online, print, direct mail, vehicle campaigning, etc. Expertise encompasses assessing customer needs and expectations, building lasting professional relationships leading to add-on sales and gaining long-term customer loyalty. Success with consultative sales, developing alternate plans to minimize downtime and deliver exceptional results, streamlining communications and developing strategies to effectively meet client and organizational needs. Supervisory experience includes managing 12 Sales Representatives, two Sales Analysts and two Sony Sales Champions. Saved Sony over $500k in Merchandising Funding (MDF) and sold more than $5M in closeouts. Increased sales volume by 35% in a down economic market. Successfully launched the ISN Bid Desk and drove over $1M in additional sales exceeding company expectations. Excellent interpersonal, verbal and written communication, analytical and presentation skills, decision making and problem solving abilities. Successful in negotiating / closing contracts, business planning / forecasting, inventory management, and cross- departmental collaboration to achieve goals. Skilled in MS Office, Word, Excel, Access, Outlook, PowerPoint, and various industry specific sales programs. PROFESSIONAL EXPERIENCE Sony Electronics, Inc. – San Diego, CA 2000–2012 National Account Manager - Integrated Sales Network (ISN) – 2009 – 2012 Sold and achieved annual budgets of $25 M for 142 small Retail, Business to Business (B2B) and Distributors. Successfully created Sony Brand Awareness, sell-through events and customer satisfaction utilizing limited Merchandise Funding. Successfully transitioned more than 1700 direct accounts to an indirect business model saving Sony an estimated $30M+ over three years and growing. Managed 142 ISN customers, consisting of Retailers, Distributors, and B2B clients successfully producing $60M+ in 2.5 years. Grew business with three Specialty Distributors by expanding their web offerings and providing Sony’s Distributor Pricing Program. Increased their overall consumer business sales on average by 14%. National Account Manager – 2005-2009 Achieved and exceeded annual sales and budget of $40-65M+ with select Direct Mail Resellers, B2B International Broker and E-Tail customers, which included: Newegg.com, Insight, MA LABS, Tammy Distributors, Sunshine International, Cedar Distributors International & Advanced Computer Systems. Successfully created negotiated a control and balance system for B2B Brokers, E-Tailers, Re-sellers, and select DMR customers for end of life and slow moving products. Drove and increased channel sales in all Sony IT and most Consumer categories by introducing new product lines to oversell competitors. Worked directly with the B2B National Sales Managers and their respective marketing groups to create special deals and opportunities for the broker / e-tail channel while balancing the effect on the other B2B channels Territory sales grew from $45M in 2005 to $65M ending fiscal year 2009. Saved VAIO and Media $529K per year in Merchandising Funding (MDF) for Insight’s Marketing contracts and Sony Sales Champion salaries. Expanded Sony Sales Champion’s role to include VAIO, TAPE Media and AIT Library in order to save the position and increase position sales product promotions. National Sales Manager – Strategic Sales Company – 2004 – 2005 NSM for Corporate IT Sales Company (CITS) commercial market. Forecasted, planned and implemented all Consumer AV Products within the commercial sales channel. Partnering with staff and core customers that included CDW, PC Mall, PC Connections, Insight, Zones, Tech Data, Ingram Micro and Synnex, established and successfully executed short and long term sales activities and business plans by overseeing marketing and budgeting plans. Implemented and managed channel budgets, sales programs, Market Development Funds (MDF) distribution and other related activities that contribute to revenue targets for the Commercial IT Sales group (CITS). Responsible for managing forecast/commitment system, making inventory allocation and deployment decisions Exceeded annual budgets of $140M+ per fiscal year. National Sales Manager – Corporate IT Sales Company – 2002-2004 Key Liaison between Sales and Marketing teams. Responsible for planning, forecasting, and allocating product and Merchandise Funding for Digital Imaging, Storage products and PDA Product Categories. Launched short and long-term sales activities, implemented creative sales programs, managed MDF programs to attain revenue targets within the Corporate and Professional Sales Company (CPSC). Increased overall business by 39% within two years. Managed National and Strategic Retailers to include: Best Buy, Office Depot, Staples, Circuit City, Fry’s Electronics, Brands Mart and many others. National Sales Manager Sony Electronics, Inc. – San Diego, CA – 2000- 2002 Successfully launched Sony’s Clie’ (PDA) business and Digital Imaging products to Direct Mail Resellers to include: CDW, PC Mall, PC Connections, Zones, Insight and others within the Commercial Channel. Established and effectively executed sales plan within budget, managed MDF and acted as the key liaison between sales and marketing teams. Accelerated sales with the Clie’ and CDRW - Storage products within the retail marketplace. Ensured all budgets were attained with Regional, Strategic Growth, and National Accounts. Partnered with various marketing firm’s utilizing their programs driving and increasing sales through promotion and advertising opportunities. Worked closely with the CSC Director to double sales and brought Sony CDRW Company’s market share to #1. Consistently increased retail distribution. Hughes Network Systems – San Diego, CA October 1999 – October 2000 Account Manager – Digital Satellite Services Sold multi-million dollar satellite installation contracts to large existing customers and new customers Responsible for maintaining and selling new upgrades to existing accounts in the sales territory. Received recognition of “Top Performer” award out of 35 sales people Signed Albertson’s Supermarket chain to an $8M upgrade contract over two years EDUCATION B.S. Business Administration Ramapo College of New Jersey Mahwah, N.J.
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