Cell: 415.722.2799 Home: 415.383.0713
Mill Valley, CA 94941 Email: email@example.com
SENIOR BUSINESS DEVELOPMENT & SALES MANAGEMENT EXECUTIVE
Specializing in Office Furniture Vertical | Open Plan Collaborative Environments Design, Manufacture & Distribution
Corporate, GSA and Institutional Account Sales & Distribution Growth Double-digit sales and market share increases, new territory development, territorial turnarounds, maximal account penetration Subject-matter Expertise Cognitive Ergonomics; Behavioral Sciences; Workplace Strategy; Collaborative Triad Leadership (e.g., Design Team, Factory Engineers, Field Sales); Understanding the Business vs. Design Side Dynamic
Vertical market business development leader and product concept sales resource to regional sales managers, dealer sales teams, distribution partners, etc. Experienced training geographically dispersed sales forces, distribution networks, corporate end users, institutional clients and design professionals. Developed and delivered formal and informal training sessions, CEU-level courses to industry professionals and remedial product / concept sales training to internal sales staff.
Sales Management & Distribution Network Development Concept & Product Sales New Business Development Opening New Horizons — Able to lead critical sales efforts on a new frontier, working collaboratively with design teams, factory engineers and field sales groups to open new markets, launch innovative new products and new accounts and penetrate competitively held accounts. Confident & Persuasive Communicator on Technical Subjects — Able to educate and inform key decision makers, quickly acquire knowledge to function as a subject-matter expert, effectively train industry colleagues and motivate, mentor, coach and groom subordinates for increasing career success and growth. Operational Management Skill — Competent managing to budget, driving the RFP process, negotiating large sales contracts and turning around underperforming regions.
MANUFACTURING: LARGE-SCALE FIELD SALES MANAGEMENT | DISTRIBUTION NETWORKS | NEW BUSINESS DEVELOPMENT | STRATEGIC ACCOUNT MANAGEMENT | FIELD SALES TEAM, DISTRIBUTOR & END-USER TRAINING
KIMBALL OFFICE, 1995 TO PRESENT
Strategic Account Manager, NorthWest • January 2009 to Present Based in San Francisco, CA Kimball Office / Division of Kimball International, Jasper, Indiana (www.kimballoffice.com)
Key Challenge: Develop customers into strategic accounts, maximizing account penetration efforts and elevating relationships to business partnerships.
Sandy Godwin, Page 2
Home: 415.383.0713 Cell: 415.722.2799 Email: firstname.lastname@example.org
Positioned company as manufacturer of choice, bringing in several large new accounts. Successful in identifying and developing relationships with named organizations to achieve sales growth and profitable quota attainment despite lack of previous end-user relationships and currently poor economic climate. Manage newly opened territory, growing base of 2 existing accounts by demonstrating value add, creating demand via personal networking prowess and aggressive lead generation and driving product specifications through influencers such as architectural design firms. Increasing existing customer penetration with personal involvement, visibility and ownership. Penetrate competitively held accounts to increase market share. Increased sales 21% year-over-year during 8-month tenure. On track to increase sales 67% by end of fiscal year. Developing emerging financial services market, garnered 10% of $50,000,000 County of Los Angeles business and placed exclusive product trials in several notable companies.
Market Manager, West • February 2008 to January 2009 San Francisco Bay Area, California Kimball Office / Division of Kimball International, Jasper, Indiana (www.kimballoffice.com)
Key Challenge: Spearhead launch of new product, an innovative furniture solution for open plan collaborative environments, functioning as subject-matter expert on cognitive ergonomics and social behavior. Achieved all RFP, presentation, specification and sales goals required in high-profile role designed to be temporary pursuant to yearlong product launch. Positioned company as a player in niche market, gaining entrée to top decision makers, leading architects and influential design firms to detail science behind product and outmaneuver competitors. Single-handedly delivered 62% of all new product sales, achieving 126% of goal as 1 of 5 SMEs countrywide. Attained all top bonus levels, carving out a million-dollar niche in a heretofore non-existent specialized market. Repositioned company, elevating the conversation, imparting critical workplace information and building esteem with critical market influencers (i.e., architects, designers) to differentiate company and product from likely competition. Penetrated competitively held accounts, taking care not to cannibalize corporate sales. Led sales teams on calls with large accounts to identify areas in which to use new product while not changing client’s entire standard. Played a key part in training internal sales force, dealer sales professionals and distribution partners on how to properly position and detail science-driven features and benefits of product line. Prepared and delivered Cognitive Ergonomics CEU course for design professionals. Worked with product engineers and New Zealand-based collaborative design partners in developing new product.
Region Manager • October 1998 to February 2008 Los Angeles Area (6 years) / San Francisco Area (4 years) Kimball Office / Division of Kimball International, Jasper, Indiana (www.kimballoffice.com)
Key Challenge: Turn around region, fostering revenue generation, quota attainment and increasing profitability via human resource development, showroom asset management and distribution partner development and growth. Bolstered NW Region to 100% performance; increased sales 34% and revenues to $16,000,000 from $9,000,000. Promoted to de facto Division Manager role in 2004, assuming accountability for greater quota across a larger geographical territory (e.g., all or part of 4 northwestern states, Alaska and 4 Canadian provinces). Reconfigured and managed selling team of up to 11 sales professionals. Redirected sales team and dealer focus to concentrate on opportunities to gain mind share by demonstrating product strengths and illustrating value-add features versus simply viewing product as a “plug-in.” Presided over an approximate 2% market share gain in most geographic areas. Interfaced with corporate buyers, GSA authorities, institutional end users, design professionals and distribution partners to uncover opportunities to grow reseller channels. Regularly participated in creating and implementing promotions tailored to internal field sales group and specific distribution partners to increase mindshare in divided mind-share environments. Added select distribution in all major markets. Executed major corporate initiative to reduce number of dealers while increasing sales volume. Diplomatically dissolved relationships with 28 dealers, safeguarding relations should future alliances be warranted.
Sandy Godwin, Page 3
Home: 415.383.0713 Cell: 415.722.2799 Email: email@example.com
Slashed field sales team turnover to less than 10% from historical high nearing 25%. Spearheaded efforts to position company as employer of choice. Supported, nurtured, coached, trained and mentored promising talent, demonstrating management initiative and personal leadership imperative to increasing sustainable levels of sales and market share. Led individual, team and national sales meeting training programs. Effectively managed payroll, marketing and expense budget exceeding $1,000,000 annually.
District Account Manager • January 1995 to October 1998 Los Angeles South Bay Area Harpers / Kimball Office / Division of Kimball International, Jasper, Indiana (www.kimballoffice.com)
Key Challenge: Develop unique product solutions at a competitive price, functioning as product expert and liaison among and between dealers, customers and factory.
Grew volume and market share. Provided support to dealer network, enabling ~20 dealers to meet and frequently exceed quota. Trained dealers in appropriately positioning and selling systems projects. Exceeded quota. Earned 100% Sales Achievement awards and 1996 Excellence in Performance award. Seized opportunities to embrace change, following acquisition of Harpers by Kimball, facilitating merger of sales forces and visibly participating in cultural transition.
HARPERS, 1992 TO 1995
District Account Manager • December 1992 to January 1995 Torrance, California
Personally grew Fox Studios book of business to $3,000,000 annually from $500,000. Simultaneously managed Fox account and existing dealer portfolio, generating business growth in both areas.
Weathered transition of headquarters and manufacturing facility relocation to another state. Invoked high profile, high-energy stance to soothe disgruntled customers and maintain corporate reputation jeopardized by a 10-fold increase in lead times due to a 6-month factory shutdown.
PRIOR PROFESSIONAL EXPERIENCE: Eastman, Signal Hill, California
Bachelor of Arts / Anthropology SAN DIEGO STATE UNIVERSITY, California Continuing Education—Structured Panel Interviewing; Presentation Skills; 4 Disciplines of Execution; Covey 7 Habits; Creative Problem Solving; Leadership Workshop
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