New Business Development Manager

Posted on: 2006-01-19

TERESA REECER 9233 Crossing Drive Fishers, IN 46037 (317) 841-1457 [email protected] Professional Objective & Career Profile A dynamic empowered and experienced National Accounts Manager is seeking a position that will fully utilize an in-depth, extensive background in sales. Desire a sales position that will provide a challenging opportunity to significantly contribute to a company’s efficiency, organization, growth, and profitability. Summary of Sales Awards & Achievements • Pepper-the-store, 2nd place Nationally 2003 • National Fountain Placement Performance, Pepsi Americas-1st place locally, 2003 • Outstanding Pepsi performer, Pepsi Americas 2002 • Presidential Award, Hungry Minds Sales Award, 2000 • Kudos Award, Hungry Minds Outstanding Service Award, 2000 • Increased market space at Petco to 45%, PetSmart 45-55% and SuperPetz 95% at Hungry Minds. • Maintained FY 2000 sales 110% of plan and FY 2001 first quarter sales of 136% of plan. • Received award at the Macmillan General Reference sales conference for Outstanding Highest Percentage of Quota Award. Year-end percentage increase of 130%, 1998. • Presidents Club Award at the Macmillan World Sales meeting for outstanding performance during 1997. • Received acknowledgment and recognition of quote achievement of 125% in first six months at Macmillan, 1996. • Fortune 500 (Brylane) customer Award, excellent sales, service and product information,1996. • Received Lexmark (IBM) Award for highest sales in December 1995. Professional Sales Experience Thomson/RCA New Business Development Manager Indianapolis, IN 2004-Present • Account Management: Spearheaded the development of new business channel in the Grocery, Drug and Specialty Channel. Responsible for selling the complete line of accessory branded products. Branded product sold: RCA, Jensen, SpikeMaster, Recoton, Acoustic Research, Gyration, Advent and Ambico. Researched target market area and responsible for strategic planning and development of integrated sales, marketing and business development strategies targeted to potential clients. Developed Customer base of 237 new contacts such as Kroger’s, Giant Foods, Stop & Shop, SuperValu - 4,000, C & S Wholesaler -4,000, Olean Wholesaler – 130, etc. • Marketing & Promotion: Conceptualized, created, developed and implemented marketing plan-o-grams and promotional displays. • Contract Negotiations: Negotiated contracts with new customers to guarantee long-term business. • Membership: Women Grocers of America Pepsi Sales Representative Indianapolis, IN 2001-2004 • Sales-Account Management/Development: Responsible for managing new business development and strategic planning to maximize growth profitability. Established growth plans for individual accounts and managed account calls, presentations, present proposals and negotiations. (Example: Ponderosa, Penn Station, MCL Cafeteria, etc.) • Marketing: Created, developed and implemented innovative marketing and advertising strategies to promote business and increase sales. Developed the Indiana Sales Binder which is used by all management and sales team state wide. The binder was presented to Pepsi USA who implemented the binder Nationwide. The binder included up-to-date information on product, equipment, profitability analysis and customer handouts. Created and developed the On-Premise Monthly Newsletter which was implemented nationally. • Contract Negotiations: Negotiated contracts with new customers to guarantee long-term business. Re-negotiated prior contracts to maximize business profitability. • Profitability & Sales Accomplishments: Developed over 40% of new business in channel. Increased territorial sales development of 286 new customer accounts. Consistently achieved and surpassed sales quotas. • Urban Development: Created, developed and implemented an Urban Development Program (Hispanic, Rainbow, Women in Business, African-American and Asian Community). The program offered special pricing, marketing and incentive programs geared to specific communities. Hungry Minds (formerly IDG Books Worldwide and Macmillan Publishing USA) National Accounts Manager Indianapolis, IN, 1996 – 2001 • Sales-Account Management: Responsible for sales of product to Petco, PetSmart and SuperPetz. Established growth plans for individual accounts and personally managed account calls, presentations and negotiations. • Budget Management: Monitored and analyzed sell through and inventory levels achieving optimal modeling and returns. Responsible for P&L. • Business Planning & Development: Built business through negotiating contracts and met business plan in FY2000 by 110% of plan and 136% the first quarter of FY2001, which resulted in a $1.2 million dollar increase. • Marketing & Research: Analyzed and interpreted sales trends; provided reliable sales forecasts and series/titles sales analysis and returns. • Promotions & Marketing: Aggressively partnered with marketing manager and accounts to create, develop and implement strategies to promote and increase the store book category. Managed multi-million dollar marketing, co-op and incentive funds while promoting store placement of promotional displays, implementing/development of plan-o-gram and marketing programs. Education Account Manager • Sales Management: Responsible for managing overall sales territory development throughout the Midwest region (a 7-state territory of Colleges, Universities, Tech Colleges, Community Colleges, Proprietary Schools and Public, Private and Parochial Schools). Prospected and developed new business by making outbound calls, cold calls, attending trade shows. • Education/Instruction: Studied and analyzed the book products and responsible for educating the customers on all aspects of the new products. Introduced new book titles through formal group presentations to professors, teachers, administrators and bookstore managers. Specialty/Retail Trade Sales Manager • Personnel, Training & Supervision: Managed 92 Specialty Sales Distribution Groups across the country, including assigning territories, quotas, procedures and communicating opportunities in the market place. • Sales & Management: Guided and directed overall sales operation in department. Responsible for order/reorder processing, co-op programs, market surveys and analysis, sales promotions, hire and termination of rep groups, attended trade shows and evaluated representation at the Trade Centers. Managed wholesale, reseller and house accounts such as William Sonoma, Bed Bath & Beyond, Hallmark, Neiman Marcus, etc. • Sales Meetings & Education: Coordinated numerous presentations to groups that featured new publications, marketing strategies, sales promotions, and networking analysis. Position required extensive travel nationwide and reported to the Director of Independent Sales. • Market Share increase & Profitability: Developed a total of 486 new customers while building territory from sales of $359,260 to $643,529: an increase of $284,269 in a 12-month span. Indiana Carbon Company, Inc. Sales Representative Indianapolis, IN 1993 -1996 • Sales: Developed new accounts representing such dealers as Canon, Lexmark, IBM, 3M, BASF and Hewlett Packard. Products ranged from computer equipment to office supplies. Sold products to business buyers while providing quotes, presentations and promotional opportunities. • Profitability: Built territory from scratch to a monthly average of $50,000 with the highest month exceeding $150,000. Education Indiana University and Purdue University at Indianapolis, Major: Public Relations