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Date Created: 12/22/15
ROBERT JOHNSON, MBA Georgetown, South Carolina 29440 843-424-4289 firstname.lastname@example.org SALES TERRITORY MANAGER/BUSINESS CONSULTANT Territory sales manager with proven ability to increase bottom line, train dealers and sales representatives in best selling techniques including increasing consumer demand for high-end high efficiency and durable consumer products. Train dealers to utilize low-pressure selling techniques by matching the best solution to consumer heating and air conditioning problems. Offer good, better, and best choices and sell the best option by utilizing sales collateral illustrating features and benefits of the systems offered. Expanded relationships with existing dealers to encourage selling-up to higher efficiency systems. Cost Accounting Cost / Benefit Analysis Expense Control Financial Analysis Financial Statements General Ledger Payroll Change Management Consulting P&L Project Management Strategic Planning Team Leadership / Motivation Policy Development Process Improvement Recruiting Training / Development Business Development Account / Territory Management Sales Cycle Management Negotiations Market Analysis Needs Assessment Presentations Product Marketing Sales Forecasting Event Planning Customer Service Branding Social Media Public Relations Start Ups / Turnarounds Client Relations Internet Marketing WACCAMAW HEATING AND COOLING Pawley’s Island, South Carolina 4/2013 – 6/2013 Sold systems and services to higher end consumers. Consultant Managed process and program development, improved business and increased bottom line. Achievements: Developed a system price book using Microsoft Access and integrated with Excel to produce reports for retail price book and increased efficiency. Improved sales process by constructing sales proposal templates for use by sales staff reducing time to build a proposal by 50-75%. Improved Service Agreement Program and planned launch of service to existing participants and customers. Upgraded forms including a web enabled form for participation and launched a rewards program for participants to increase retention in program. Campaigns were developed for email, snail mail, and service tech promotions. Achieved approximate 50% closing rate with 75% of systems sold super high efficiency, high profit margin systems during two week assignment as Sales Representative. ALL ABOUT COASTAL COMFORT Ocean Isle Beach, South Carolina 12/2010 – 3/2013 Start-up HVAC company providing new heating and air conditioning systems and providing repair services. Manager Developed business plan to achieve $1,000,000 in annual revenue with 35% gross profit margin by end of 5th year - 95% of 1st year sales volume and gross profit goal; 90% of 2nd year goal. Branded business with differentiating practices and image in marketplace. Performed all new system sales roles. Managed personnel resources to meet customer opportunities for service and performed all payroll functions including filing state and federal employer taxes. Managed daily cash flows to comply with 30 day payment terms from vendors to meet financial obligations. Implemented public relations objectives with participation in local chambers of commerce, civic organizations, and local festivals. Set consumer pricing methodologies. Achievements: Launched HVAC company with 0 customers and $0 revenue that grew to approximately 500 customers, 150 Service Agreements and gross revenue in excess of $300,000 by end of 2nd year. Obtained initial loan for start-up with bank financing based on promotion of business plan to banker. Managed A/R to less than 1% of total revenue. Managed A/P to $0 prior to selling business. Resume ROBERT JOHNSON, MBA Page 2 email@example.com GENERAL WHOLESALE DISTRIBUTORS Greenville, South Carolina 2/2007 – 10/2010 Independent distributor of Trane Residential and Commercial Heating and AC products. Territory Manager Assigned a territory with a budget containing 35 - 40 accounts and usually with 10 - 20% sales volume increases annually. Required forecasting techniques that included market analysis, SWOT analysis, and customer growth plans to forecast the next year’s budget. Quarterly budget reviews provided to manager and peers. Total budget sales in excess of $3 million. Meeting budget required constant recruitment and evaluation of new dealers as new customers requiring multiple meetings to negotiate competitive price levels at the highest margins to distributor as possible and yet allow the dealer to be competitive in their market place. New dealer conversions required relationship building, product features and benefit training, and familiarity with corporate operating and distribution procedures. Achievements: Awarded Trane’s coveted Top 10 Territory Manager award for performance in 2009. The award is presented to 10% of the highest performing territory managers, based on metrics that includes total sales to budgeted sales, new dealer sales, and % mix of high efficiency system sales with higher profit margins. In 2009, achieved 95% of total budget although Trane’s market share was negatively impacted by the beginnings of the recession and demise of the housing market as compared to previous year’s levels. Developed business relationships to such a high degree that key customers allowed a Trane Territory Manager to assist in developing a five year business plan that encompassed their entire business including projected purchasing from other heating and air conditioning manufacturers. DEW’S COMFORT SYSTEMS North Myrtle Beach, South Carolina 6/2003 – 2/2007 Start-up HVAC company selling premium systems and services. Manager/Partner Employed expert technicians. Performed all new system sales roles, managed personnel resources to meet customer sales commitments. Set consumer pricing methodologies. Developed and implemented new business development practices. Manage customer relations to achieve high recognition in market place. Designed and implemented mail advertising campaigns, marketing and promotional objectives. Supervised Developed Strategic Business Plan. Implemented retail pricing methodologies. Achievements: Grew business from 0 customers to 400 customers and from $0 annual revenue to approximately $1,000,000 by end of the third year of operations. Developed price book and presentation methodology that enabled one-stop sales presentations. Achieved 50% closing rate on sales opportunities in 2006. Developed and refined sales process to achieve an average sold system efficiency score of 15.5. Sold primarily high efficiency systems with higher profit margins. JERRY’S TRUCK STOP Manning, South Carolina 5/2002 – 5/2003 Travel center and restaurant. HR and IT Manager Performed HR functions and maintained Microsoft NT network that supported enterprise information systems - Fuel, Convenience Store, Shop and Restaurant Operations. Developed and implemented a payroll system for Travel Center. Developed and implemented restaurant management application to track sales, costs, and profitability ratios. Provided PC hardware and software and support assisted in the management of day-day operations at the travel center. Achievements: Provided analysis tools (Excel Spreadsheets) that enabled department managers to manage daily cash flow. Reduced IT management fees by 80%. Resume ROBERT JOHNSON, MBA Page 3 firstname.lastname@example.org SYNEGIS INTERNATIONAL Greenville, South Carolina 2/2001 – 4/2002 Software integrator. Visual Basic Applications Developer Designed, developed and implemented an application used to track customer participation in a residential water heating program with more than 10,000 participants. Re-designed and developed corporate timesheet application. Assigned to an Ingres, multi-lingual database, 4GL conversion project. Designed and developed of a corrective action reporting system for automotive parts manufacturer. Achievements: Customer participation application for an electric utility generated $25,000 in revenue and was performed for a previous employer, Santee Cooper. Career Note: Santee Cooper, Senior Marketing Representative working in new product development; RNJ, Inc. Manager of 320 acre farm, cotton gin business, warehouse and merchandising operation. EDUCATION Master of Business Administration University of South Carolina, Columbia, South Carolina Bachelor of Science in Administrative Management Clemson University, Clemson, South Carolina CERTIFICATION NC Mechanical Contractor #30822 SC Mechanical Contractor #M111558 COMPUTER SKILLS Microsoft Office Suite – Word, Excel, Outlook, PowerPoint, Access, Publisher AFFILIATIONS Air Conditioning Contractors of America South Carolina Association of Heating and Air Conditioning Contractors South Brunswick Islands Rotary Club Resume
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