Sales Training Manager Consulting in Columbus OH Resume William Grubbe by WilliamGrubbe


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									WILLIAM GRUBBE                              Sales & Marketing  Professional Development & Training  Management Consulting

Accomplished professional with expertise selling & implementing business, sales, and professional development
programs to achieve goals. Skilled at identifying and capturing market opportunities realizing strong and
sustainable revenue growth with success defining strategic direction and executing business plans to surpass
market indicators. Proven ability leading process improvement programs to streamline operations, improve
efficiency, and impact personal & team results. Skilled at building effective partnerships with internal & external
business partners; a certified Miller Heiman Sales Trainer, & MathMarketing Funnel Coach; trained in the utilization
of the Profiles International Assessment process. A respected leader and solution provider dedicated to surpassing

                                                 Skills & Expertise

   Customer Centric Selling                  Change Management                      Process Implementation
   Relationship Building                     CRM Utilization                        Client Retention
   Strategic Planning                        Client Negotiations                    Business Accountability

                                            Professional Experience

WJG CONSULTING, LLC, Hilliard, Ohio                                                                  2000 - Present
President / Management Consultant / Sales Trainer
    Founded and grew the company from a zero-base to significant annual revenues by teaming with external
       business partners and clients to provide comprehensive management consulting services and sales
       improvement training courses
    Cultivate and foster strong relationships with clients and provide guidance and services in the areas of
       sales process implementation, corporate planning, organizational development, key account development &
       retention, cultural adaptation, team mentoring and client negotiations.
Key Accomplishments:
        Provided business development, channel planning, & retention support to leading companies globally.
        Sell, plan, coordinate, and facilitate a portfolio of Miller Heiman, Profiles International, & MathMarketing
        processes and assessments for 4,000+ participants representing global Fortune 1000 companies spanning
        contract food & facility management services, insurance, medical equipment, software, pharmaceuticals,
        electronics, manufacturing, healthcare, and food production and distribution.
        Lead professional development programs by mentoring and developing recently promoted Senior
        Executives in business planning, management coaching, career accountability, organizational structure, key
        account development & business retention.

COMPASS GROUP, NA, Charlotte, North Carolina                                                               1997 - 2000
Vice President / Senior Executive on Loan (1999 – 2000)
       Developed and conducted sales training supporting efforts to achieve established growth, revenue, and
        profit objectives.
       Provided interim support to ISS, a leader in the facility services industry, charged with implementing sales
        processes and business retention systems.
Key Accomplishments:
        Implemented sales training & business retention coursework across the United Kingdom, France, Germany,
        Spain, Greece, Denmark, Norway, Sweden, Finland, Austria, Italy, Greece, Brazil, Hong Kong, Kuala
        Lumpur, and Singapore in collaboration with the ISS Group in Denmark.
        Spearheaded the development and launch of a worldwide corporate customer centric sales process
        resulting in annual revenue growth of 15%.

               Hilliard, Ohio 43026 | 614-876-8254
WILLIAM GRUBBE                                                                                             PAGE TWO

Vice President of Sales (1997 – 1999)
       Oversaw and managed three Regional Vice Presidents and 35 sales professionals charged with maintaining
        and expanding food service, facility management, and vending operations in a 12-state, $550 million area
        for all brands including Chartwells, Flik, Canteen, & Eurest.
       Led professional development programs and educated staff in Miller Heiman the Miller Heiman Customer
        Centric Sales Processes. Processes focused on Creating Opportunities, Managing Opportunities, &
        Managing Relationships.
       Drove client satisfaction and retention efforts by drafting strategic account management procedures and a
        corporate client retention plan.
       Identified need and instituted a proposal development center charged with producing 2,500+ sales
        proposals annually.
Key Accomplishments:
        Beat established sales revenue goals in 1999 capturing $74 million in sales versus the defined goal of $54
        million by developing and executive aggressive strategic sales plans to penetrate target markets.
        Developed and implemented a dedicated sales website utilized to maintain open and ongoing
        communications while supporting the development and implementation of training, financial reviews, and
        proposal templates.

CANTEEN VENDING SERVICES, Farmington, Connecticut                                                         1995 - 1997
National Vice President of Sales and Marketing
       Directed sales and marketing operations, including managing three sales managers and 32 account
        representatives leading efforts to create a cohesive and productive infrastructure.
Key Accomplishments:
        Led a corporate turnaround and re-launch as an integral member of the senior management team taking
        the company from a $750 million to $900 million entity.
        Captured a contract totaling $300 million, $60 million annually over five years, by motivating and guiding a
        12 member team in securing the first national contract with IBM.
        Drove process improvement by launching the deployment of Miller Heiman sales processes, leading
        database management and reporting automation, and managing the adaption of a customized CRM
        Grew customer satisfaction and increased retention rates by creating and implementing the Canteen
        Connect approach, a quarterly continuing customer retention program.

ARAMARK Facility Services                                                                              1992 – 1995
National Vice President of Sales and Marketing
       Directed sales & marketing efforts for fledgling division of contracting giant ARAMARK.

Key Accomplishments:
        Built sales & marketing team to grow young division to a $60M division over a three year period
        Established a Customer Retention plan to maintain Customer Centric relationships.
        Collaborated with Senior Management Team to develop ground breaking Integrated Services model.

               Hilliard, Ohio 43026 | 614-876-8254
ARAMARK Business Dining                                                                                        1988 - 1992
Regional Vice President Operations
       Directed a team of six District Managers supervising food service & vending facilities in a six state area.

Key Accomplishments:
        Promoted and trained four District Managers
        Lead a regional financial turnaround to achieve the company Financial Excellence Award for three consecutive

Saga Food Service / Marriott Management Services
Regional Sales Director – B&I                                                                                  1985 - 1988
Food Service Director / District Manager Operations B&I                                                        1973 - 1985


                                           QUINCY UNIVERSITY – Quincy, Illinois
                                             Bachelor of Arts in Sociology

                                             Certification & Training

                        Certified: Miller Heiman Sales Trainer for Complete Portfolio of Offerings

                                       Trained: Profiles International Assessments

                                          Certified: MathMarketing Funnel Coach

               Hilliard, Ohio 43026 | 614-876-8254

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