National Bottle-Free Cooler Sales Development Coach

• Jul 2021 - Present

Build multiple producing high end BFC Sales Teams – the goal is to build the correct number of high end producing BFC Sales People per team for each market visitedo Assess each current Sales Team member and determine # of positions needed (communicating with AM’s & the COO)o Recruitment, hiring and training to fill open BFC Sales Positions (including rehabbing or replacing any current non-performing Sales Team members)o Assess the Management of the Sales Team members and determine needs to ensure the momentum continues when not onsite.o Communicate findings on both the Sales Team members and Management post visit to the COO.Field training – Cold CallingStaying focused on this position’s primary goal – acquiring new customers.o Getting the team enthused with a new culture of increased cold callso Spend time selling with the Sales Manager (train the trainer)o Training on the high end BFC sales processo Goal setting and results tracking/sharingAssessment of each visito A weekly written visit summary to COO and the Area Managers o Results (# of BFC’s set, free trials and new customers)o Skills assessment of the Manager and each member of the Sales Teamo Hiring needs with goals to accomplish ito Sales expectations and strategies going forward o Ideas/plans for improvement and next steps for that locationCommunication calls with BW/BFC Reps and Managers – the goal is to keep the momentum going in between visitso Results reviewed, pipelines reviewedo Recognition to top performers/areaso Best practice sharingo Overcoming objectionso Continued training on the high end BFC sales process

Director of National Sales Training & Development

• Jul 2017 - Feb 2021

Empowered to bring the fire to the sales training program for Toshiba America Business Solutions in the Americas. Lead motivator and designer of what to say when new products or current solutions are marketed so sales positions don’t product dumpInspired new and seasoned sales professionals in the technique of pulling organizations through a problem identifying experience, monetizing those problems, understanding the future consequences due to inaction, and then matching those now known problems to solutions that will exceed the clients expectations. Co-wrote the sales methodology training guide adopted by Toshiba America Business Solutions as the platinum standard of client developmentYears of developing and enhancing a Teachable, Learnable, and immediately Executable sales process that transforms sales teamsHired and molded a sales training team that was in the field selling 2-3 weeks per month including myself. Successfully proved each day that the techniques we teach work and can be scaled when adopted. Walk the Talk.Identified, recruited, and then created the Toshiba Leadership Development Program which leveraged seasoned leaders at Toshiba throughout the US to become subject matter experts then teach their successful processes to 100% of all management positionsDrove initiatives to train all Toshiba sales teams on strategic use of LinkedIn, virtual meetings, hardware/software for the remote worker, cost containment for those companies now experiencing remote employees, security training for the now hybrid work space, document management software for archiving/retrieving/collaboration/ & work flow

National Sales Trainer

• Jan 2017 - Jul 2017

Team Sales Manager / Major Accounts

• Jun 2016 - Dec 2016

Short term opportunity to hire, train, develop, and inspire a small sales team for a private copier and office solutions dealerIn the months that I was there I secured enough profit to continue to offset my compensation while I built a Major Account funnelSuccessfully lead a team at quota every month Recruited away for a dream position leading the sales training department for Toshiba the manufacture Short term opportunity to hire, train, develop, and inspire a small sales team for a private copier and office solutions dealerIn the months that I was there I secured enough profit to continue to offset my compensation while I built a Major Account funnelSuccessfully lead a team at quota every month Recruited away for a dream position leading the sales training department for Toshiba the manufacture

Team Sales Manager / Major Account Executive

• May 2015 - Jun 2016

FY15A quota 270k- actual revenue closed 518k @ 191% of planAward FY15A 308% of Gross profit QuotaAward FY15A July 414% of plan –Named Major Account Professional of the MonthAward FY15A September 452% of plan –Named Major Account Professional of the Month

Branch Sales Manager

• Feb 2014 - May 2015

Leading sales professionals, empowering them to maximize their potential with Toshiba Business Solutions' Services, Consulting and System Integration.Interview, train, and develop Sales Professionals looking for a long term career with one of the world's top technology companies, in addition to my own personal production.Lead a daily 1 hour morning sales training for entire branch covering items ranging from a powerful sales method program (Question Based Selling) that teaches the art of selling from introduction to demo to close, role play, closing techniques, and short term/long term goal setting and execution. Responsible for a monthly market quota of $480,000Manage 16 Sales Professionals in 16 geographical territories over 891 square milesProvide detailed reports and marketing feedback to the Regional Sales Manager & VP of Sales

Owner / Chief Operating Officer

• Jul 2009 - Mar 2013

Grew organization from 3 employees/7k to 114 employees/17 million in annual sales, 3.5 million net profitDesigned marketing campaign that increased customer base from 50 to 39,000 quarterly reordering customersIncreased reorders consistency by 60% compared to peer companies of similar size by training sales department in an advanced sales methodology (Question Based Selling)Minimized department size and employee expense by creating an online database to track sales pipeline and manage real time procedural efficiencies of all department personnel so as to stay lean and reinvest profits into additional marketingChief negotiator of all contracts with government and vendors resulting in saving of 6.24 mil over 2 yearsDeveloped and supervised Sales, Billing, Administration, Compliance, Audits, HR, Shipping, Marketing, & CSR departmentsOpened and administered 5 locations in 3 states including 1 outbound sales call centerUpdated company to fully digital paperless organization increasing access, communication, and efficiencies of all departments

District Manager

• Jul 2008 - Apr 2009

B2B HR Outsourcing Fortune 500 Consultative Sales Position97% of goal with 2 months remaining in first yearVery experienced in C-Level decision maker sales approachStrategic sales experience in complex technology/services and outsourcing employee related costsVery aggressive top achiever in phone prospecting, ROI presentations, and business expense strategies B2B HR Outsourcing Fortune 500 Consultative Sales Position97% of goal with 2 months remaining in first yearVery experienced in C-Level decision maker sales approachStrategic sales experience in complex technology/services and outsourcing employee related costsVery aggressive top achiever in phone prospecting, ROI presentations, and business expense strategies

Business Development Representative

• Jun 2005 - Jul 2008

Manufacture Sales Representative- Self Starter, Motivated, ConsistentChampion in B2B, dealer/broker, and end user prospecting and developmentRecognized for innovative marketing ideas and 60 hour per week phone lead generation abilitiesNew territory development in North Florida (2005) $0 to $900k in 1.5 years, product average cost $160 per itemPromotion to multimillion dollar territory responsibility (2006); responsible for N. Florida, Charlotte, W. Carolina, S. CarolinaExtremely proficient in cross selling multiple items on each sale to increase total sales volume112% of goal in only 6 months of 2005 as a new hire in a new market194% of goal in 2006- nearly doubling my goals for the yearPresidents Club 2006118% of goal 2007 including 2 new product introductionsPresidents Club 2007

Owner & Area Sales Manager

• Jan 2002 - Jun 2005

Highest grossing franchise store in Southeast (94 sites), $740k in annual salesAverage industry sales price per unit $1200, my average was $2295Retail Sales Manager that grew franchise territory from 1 store to 7 locations, 19 employeesTrained all new hires for every franchise in Southeast240% of goal for 2003, Presidents Club350% of goal for 2004, Presidents ClubFranchise sold in 3 years for 24 times what it was purchased for Highest grossing franchise store in Southeast (94 sites), $740k in annual salesAverage industry sales price per unit $1200, my average was $2295Retail Sales Manager that grew franchise territory from 1 store to 7 locations, 19 employeesTrained all new hires for every franchise in Southeast240% of goal for 2003, Presidents Club350% of goal for 2004, Presidents ClubFranchise sold in 3 years for 24 times what it was purchased for