Scott A. McElwee
64 Highland Road Rye, NY 10590 914-374-0715 firstname.lastname@example.org
Specialist in Building New Business and Account Management. Accomplished sales professional with a history of consistently meeting business objectives and exceeding sales targets. Exceptional ability to work under high pressure, offering many years of high volume sales experience, innovative marketing techniques and solid management acumen, complemented by a proven ability to find and close new business.
Skilled in closing deals with excellent communication and interpersonal skills. Successful sales experience in a variety of industries including financial services, packaging and print. Proficient in analysis of markets, targeting areas of highest returns and developing strategies to meet goals. Drive business growth through aggressive sales initiatives that result in increased revenue growth. Establish high-profit accounts with extreme retention levels and client loyalty. Identify and manage strategic relationships to leverage significant long-term business opportunities. Effectively convey intricate marketing and sales presentations. Successful interaction with numerous decision makers at all levels of business operations. Enthusiastic individual with excellent work ethic. Solid skills in consultative selling and solution selling. Proven success in complete spectrum of sales cycle. Skilled in account strategy, proposals, presentations, contract negotiations and account management.
Closing Sales Prospecting/Lead Generation Information Analysis Solution Selling Client Consultation Building Referrals Increasing Market Share Win-Win Negotiations Problem Resolution Relationship Cultivation Team Leadership
PROFESSIONAL EXPERIENCE Citigroup Institutional Clients Group – New York, NY VP Marketing and Sales, Document and Business Services
Sold printed B2C communications services to Citi corporate banking clients and third party companies. Utilized new client presentations, print production facility tours, RFP management and competitive pricing tools for new client development. Worked closely with a variety of decision makers to secure new deals. Developed and maintained sale pipeline, grew relationships and sales volume. Identified product and technology gaps in Citigroup’s print service model to maintain competitive edge. Led eight successful deal closings with values as high as $2 million. Managed complex responses to RFP’s from deal review through the formal response process that met timely deadlines, winning deals with Adecco and Eaton. Identified and promoted cross-selling opportunities that closed additional print deals with Stericycle, Aribitron and Lufthansa. Conduct targeted cold calling, prospecting web search, and e-mail campaigns to find prospects resulting in eight third-party external RFP invitations and direct pricings first half of 2008.
Scott A. McElwee
Phenix Marketing Group – Rye, NY Territory Sales Manager
Marketed stretch film products to Eastern Pennsylvania, New Jersey, and New York City. Orchestrated distributor sales meetings, networking and social events to generate new accounts and build stronger client relationships. Advised customers and distributors, resolved all product related problems. Negotiated terms, pricing and provided oversight for all distributor agreements. Collaborated with distributor accounts payable departments on delinquent past due accounts to secure payment that would ensure production and delivery of existing and new stretch film orders. Launched new hand film line through established distributor relationships. Increased annual territory sales volume by 25% or 1.4 million pounds of film product. Met or exceeded all quotas consistently, averaging more than six million pounds of product. Generated individual sales leads, product promotion presentations, and pricing negotiations establishing five new distributors and opening 40 new retail accounts in 2005.
Sales Liaison NY Stock Exchange – RH Post Inc. – New York, NY 2001 – 2002 Provided sales coverage to institutional client trading desks for floor-broker executed block trades. Communicated in-depth market looks and color to provide price improvement and access to liquidity opportunities. Entered and routed orders for appropriate handling. Worked with institutional clients on all aspects of equity executions on the floor of the New York Stock Exchange. Opened two new institutional trading accounts, Deutsche Bank and OTA achieving a 20% increase in monthly trading volume. Resolved trade and check out problems resulting in a $50,000 annual savings in out trades. Bond Salesman/Broker – Liberty Brokerage Inc. – New York, NY 1993 – 2000 Provided transactional sales coverage to institutional bond dealer accounts for US Treasury Notes in 10-year maturity sector for inter-dealer broker. Increased volume at all major accounts, developed longterm relationships with key decision makers. Averaged $8 billion in monthly trading volume, ranked 2nd in total overall production last four years. Account Manager for Greenwich Capital, Barclays Bank, Paine Webber, and HSBC. Orchestrated prompt, diplomatic resolution of trading and check out problems resulting in more than $100,000 saved annually in out trades. Bond Salesman/Broker – Cantor Fitzgerald – New York, NY 1989 – 1992 Full service inter-dealer broker in fixed income securities, equities, foreign exchange, energy, and derivatives. Provided transactional sales coverage to institutional bond dealer accounts for US Treasury Bonds in 30-year maturity sector. Averaged $11 billion in monthly trading volume, ranking 1st on the desk in total overall production last two years. Served as Account Manager for number one and number three customers in total trading volume, Drexel Burnham and Merrill Lynch. Converted personal account base from prior company.
Bachelor of Science in Business Administration, concentration in Economics Nichols College – Dudley, MA
MS Word MS Excel MS Power Point Email/Internet