Key Activites and Contributions

Strategic Vision & Leadership • C-Suite Relationship Management • Sales Leadership Strategy & Implementation • Revenue Growth & Market Expansion • Business Development • Financial Acumen • Team Development & Motivation • Sales Pipeline Optimization • Cross-Functional Collaboration • Stakeholder Engagement & Management • DE&I Commitment • Data-Driven Decision Making • Operational Excellence & Efficiency • Project Management • Contract Negotiation • Risk Management & Mitigation • Negotiation & Conflict Resolution • Account Management • Lean Six Sigma Green Belt

Summary of Qualifications

• Cisco team member with 10+ GGM seats - top SaaS seat option for leaders and executives

• Distributor selected, Vendor of The Year Award – 2nd time in 3 years

• 3M Frontline Sales Internship Sales Leader - San Diego State University and Xavier University

• Guest Lecturer – San Diego State University, Southern University A&M, and HBCU First Publication

• Adjunct Professor (Southern University A&M): Quantitative Analysis for Management and Operations Management

• National Black MBA (Master of Administration) Association Member and Moderator – Graduate and Undergraduate Sales Case Competition

• College of Marketing Advisory Board Member – San Diego State University & Xavier University

Professional Experience

Client Executive 09/22 – 9/23

• Directed and supported SaaS seat retention, resulting in increased revenue within the assigned Cisco executive account territory, encompassing Intersight (UCS), ThousandEyes, and AppDynamics

• Consulted with C-level Cisco executives to develop and implement an effective, enterprise-wide strategy, enhancing the value delivered by Gartner's products, insight, and services

• Managed contract quota responsibility worth $1.5 million+

• Drove SaaS seat retention, increasing revenue within assigned Cisco executive accounts.

• Facilitated key account meetings, events, data collection, and inquiries to drive growth.

• Ensured seamless collaboration with global Gartner Cisco team peers.

• Leveraged Customer Service account team for enhanced customer satisfaction.

• Prospected for new opportunities and building a robust pipeline.

• Provided essential access and research to C-Suite executives and support staff to support revenue growth and attract net new logos

• Presented detailed forecasts on a monthly, quarterly, and annual basis

• Managed and grew $50+ million - up 7%, sales territory over 14 states, with 12 sales reps and a Channel Manager, in the janitorial and sanitation industry, calling on healthcare, government, education, commercial, industrial, manufacturing, transportation, food service, window film, and large enterprises

• Established national and regional sales objectives for the rep and distribution channels

• Tracked and allocate team travel budget of $550K and review/approve broker commission payouts

• Selected management-level Salesforce.com Coach – over $90.5M+ sales and channel pipeline

• Established and designed national 3M sales activities, driving key objectives to meet sales results with channel

• Led complex projects, collaborating with executive management and marketing on key functional areas

• Conducted executive leadership meetings with channel management and customer principals

• Supervised and supported distribution and customer partnerships to maximize sales growth - up 10

• Identified market trends and account needs to respond to market activity and reach favorable sales goals, including navigating long sales cycles

• Led team to win the national Di-Noc Film competition sales incentive trip for new sales to Wonewok

• Led team to win the national Chemical Accuracy Demo Challenge top team out of 3 regions

• Placed in the top 2ndpercentile for sales management for the 2022 Sales Incentive trip

• Fostered and maintained a growth mindset, improved group capabilities with targeted coaching, and nurtured a high-performing culture of achievement

Western Region Sales Manager 02/17 – 9/22

Technical Skills: Windows OS, MS Office (Word, Excel, PowerPoint, Outlook), Lotus Notes, SAP, Salesforce CRM, AS400, Six Sigma Greenbelt

Education

Western Region Channel Manager 06/16 – 02/17

• Conducted training, coaching, and support for regional distribution channel management and their sales force, and customers, as well as offering additional sales leadership to co-workers Grew key channel partners by 7%

• Assisted in developing channel marketing programs to achieve division goals & expectations and evaluate the effectiveness of channel marketing programs

• Created plans to enable enhanced relationships with key accounts nationally

• Executed National Business Agreements and GPOs with select distributors and healthcare IDNs to improve penetration across the Commercial Solutions Division (CSD) portfolio

• Selected as a Salesforce Coach to work with Sales Management to map and communicate sales competencies across segments, products, and general selling skills

• Identified opportunities for deeper collaboration with CSD cross-functional team members (i.e., Technical Service)

JanSan Sales Representative 02/14 – 06/16

• Grew sales territory from $6.8M (17%) to $8+ million

• Identified and worked with key strategic distribution partners to accelerate territory growth of 17%

• Conducted sales calls, meetings, and presentations; created and executed floor care and chemical product demonstrations to help customers identify various applications for product usage

• Coached, trained, and taught distribution personnel and sales representatives

• Managed Market Development Fund (MDF) programs, a budget of $200K+, and ROI of 10% for distribution

• Mentored sales interns in the Frontline Sales program

• Selected as the Salesforce Coach for the Western Region

• Selected as 2015 BCSD Q3 & Q4 Quota Buster, Hawaiian Incentive Trip winner for territory growth

Service Sales Manager 05/12 – 02/14

• Grew and maintained business sales over $4.5 million

• Managed, coached, trained, and developed a customer delivery team of 12 service sales representatives and a service supervisor managing over 900 customers

• Presented a 5.4% increase in service & production department performance to regional executives

• Collaborated with general and plant management teams weekly to train service reps on new products/services, sales techniques, and loading best practices

• Solved operational issues and managed departmental budget, purchase orders, processed expenditures, reviewed and approved weekly payroll of $150K+ for service sales reps, including route volume, direct sales, agreement renewals, sales lead commissions, and quarterly bonus payments

Southern University A&M 2004
Baton Rouge, LA
B.S. Marketing w/concentration Professional Sales
- Minor in Computer Sci and Architecture

Industrial Business Sales Representative 11/04 – 06/12

University Phoenix 2012
Ontario, CA
Masters of Business Administration

Gartner - Global Strategic Sales Cisco Accounts

Cintas - Uniform Business Unit

3M Commercial Solutions Division

3M Commercial Solutions Division

3M Commercial Solutions Division

A passionate leader with over two decades of diverse industry experience, driving teams to excel by fostering enduring customer relationships and business development strategies for mutual success.

• Managed a $4.5M sales territory in industrial solutions, growing it to $8.5M in six years. Conducted sales activities, customer service, and product training.

• Implemented process improvements, earning Elite Gold Masquers and Sales Super Hero accolades. Increased annual gross sales by 11% in 2010.

• Collaborated with Marketing and Technology teams to create sales materials and participated in a campaign to improve brand awareness. Mentored sales interns

• Developed and executed strategic sales plans aligned with company objectives, resulting in a consistent quarterly performance above targets.

• Utilized CRM tools to track and analyze sales metrics, leading to more targeted customer engagement and a 15% increase in client retention.

• Established strong relationships with key industry stakeholders, enhancing brand reputation and creating new business opportunities through networking.

20-year senior sales and leadership manager with a consistent record of successful business development across diverse industries, including manufacturing, healthcare, government, tech, Software as a Service (SaaS), distribution/channel, education, transportation, and food service. Proven expertise in leading cross-functional teams and fostering lasting C-suite relationships. Offering creative problem-solving skills and being a strategic thinker. Adept at creating persuasive sales and marketing tools for campaigns.

CORE COMPETENCIES