Resume
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.