National accounts mgmnt, Key account mgmnt, Sales & coaching manager

Andrea hotton

Tel: 416-***-**** Email: ac3ou9@r.postjobfree.com

PROFESSIONAL SUMMARY

A strategic thinker with an entrepreneurial drive who thrives in fast paced environments. Extensive experience in consultative selling and strategic and tactical sales & business planning in the CPG, OTC, Pharmaceutical, Retail and Foodservice sectors. An innovative thinker who is adept at building long-term internal and external relationships.

Expertise:

Solution Selling Account & Relationship Mgmt Superior Customer Service Strategic & Tactical Planning Data Analytics & Insights Exceptional Problem Solving

Direct Mail & Digital Marketing Budget Tracking & ROI Brand & Retailer Sales & Marketing

PROFESSIONAL EXPERIENCE

Autotrader – Regional Sales Manager & National Dealer Group Manager, Ontario & Western Cda October 2016 - Present

Execute channel vision, strategies and initiatives to support the achievement of all assigned team targets through profitable and sustainable revenue growth – aggressive growth targets of 20% per quarter, annual targets over 20 million

Continuously work to enhance the customer experience by identifying opportunities for improvements in service, performance and satisfaction levels; and dealing with customer escalations in a timely and professional manner

Conduct regular coaching and mentoring of team members (8 Account Managers) to support achievement of all revenue targets and ensure the Organization’s Value Proposition and Way of Selling are effectively communicated to customers (8 Step consultative selling process)

Firm knowledge of the sales team’s weekly metrics; providing ongoing support to the team in order to bridge revenue/customer gaps. Build action plans to achieve success and report progress to General Manager and COO

Build productive cross functional relationships across departments and leadership level

Draw on industry insights by category to build case studies in order to create effective sales tools for reps

Implemented Regional Sales Manager and Account Manager playbooks for effective onboarding

Manage our National Dealer Group (multi-roof top) network/accounts to drive increased revenue for each region by way of ROI effective digital programs (website, autoTrader marketplace advertising, digital display/banners, programmatic and branding programs)

Manage contract negotiation, pricing strategies and product placement/fit

Collaborate with Go To Market and Product/Insights teams to ensure effective soft and hard launches of new product/services

MediaEdge – Contract Consultant March – Oct 2016

Client Strategy Director - B2B for CPG, REMI and Gaming Industries

●Spearhead and implement complete revamp of sales strategy for all division - driving a more strategic approach and re-position our place in the market

●Trained and mentored sales account managers and new business account managers on how to sell strategically and implement a one stop shop approach (consultative selling approach) – from Website development, programmatic, print, direct mail to full marketing service offerings

●New Business Development: Strategically pursued and secured new business with to improve overall yearly revenue

●Product Development: Co-produced an elite database to help B2B clients have more innovative and ROI effective advertising, marketing and lead generation options

●Leveraged and compiled data, insights and result to build case studies to provide a more well-rounded sales tool kit for sales staff

●Consistently collaborated with Product, Operations, Supply Chain and Insights teams to launch innovative or customer solutions for clients and to drive case studies for pilot programs

Epsilon/ICOM August 2005 – Sept 2015

Account/Territory Director– CPG, OTC, RX Industries, Retailer/Trade

Portfolio mentions: Unilever, Bayer, Pfizer, Clorox, Reckitt Benckiser, Valeant Pharmaceuticals

●Account/Territory Management: Maintain and grow relationships across a diverse portfolio of accounts (CPG, OTC, RX and Top Tier Retailers (Walmart, Shoppers Drug Mart, Costco) – business worth over 10 million in revenue

●New Business Development: Strategically pursued and secured new business with key manufacturers and trade/retail teams to exceed revenue targets and expand Epsilon’s and client’s share of market

●Developed and implemented quarterly and annual strategic sales plans and quotas to drive YOY growth

●Engaged a consultative selling process to identify client objectives, obstacles and KPI’s while working with internal cross-functional teams to deliver and present value and results based solutions

●Drove tactical and strategic development and execution of brand and trade/retailer sales and marketing initiatives which included: Loyalty marketing, promotional sampling, rewards programs, coupon or other incentive/promotional programs, CRM and database builds and management

●Managed and negotiated RFP’s, Contract and Master Service Agreements

●Spearheaded the launch of Real-time digital targeting that lead to 3-5x the lift in click rates for all pilot test – led to increased sales and profitability for Epsilon and their clients

●Champion for all new product/service launches – highest win rate of Canadian Sales team for test pilots; drove implementation, case studies from results and increased sales

●Leveraged and compiled data and insights to assist clients with their brand and retailer/trade specific sales and marketing goals and to ensure good ROI focused decisions were made

●Consistently collaborated with Product, Operations, IT, Supply Chain and Insights teams to launch innovative or customer solutions for clients and to drive case studies for pilot programs

●Lead, coach and mentor a team of 5 JR and SR Account Executives

Achievements:

oPresident’s Award

oHall of Fame Award for Performance-Innovation & Client Focus

oAbove and Beyond Award

oConsistently received 100%+ Performance Award

oYear over Year Annual 100%+ Club Sales Excellence Award

oConsistently achieved top 3 sales status in Canada

JL International – Food Brokerage January 1995 – August 2004

Customer Service and Sales Supervisor (Foodservice, Major Retailers (Sobeys, Loblaws, Costco, Walmart), Independents, Wholesalers)

●Led a team of 4 customer service/inside sales representatives - coached, mentored and led performance reviews & development plans

●Directly responsible for training of all new hires in a variety of proprietary systems and processes

●Responsible for accurate input, tracking and shipment of all purchase orders from Retailers and Foodservice distributors

●Monitored inventory levels and replenished - just in time approach to minimize warehousing costs and wastage

●Prepared monthly sales tracking reports for all Sales reps and VP of sales – actively called out lower performing accounts and with team pursued up-sell and cross-sell activities

●Co-ordinated trade shows, in-store demos, and monitored POS and in-store activity/inventory via our merchandisers

●Managed all invoicing, accounts receivables, credit memos and promotional deals

●Provided superior customer service, support and problem resolution - internally and externally

●Responsible for monthly inside sales quota and driving growth through deals/promos at critical points with key retailers (Mass/Grocery/Club and Foodservice)

●Liaised with category managers, buyers, warehousing facilities, transportation companies and manufacturers to ensure on time deliveries, accurate PO’s and costs, promo prices and inventory levels

EDUCATION

Centennial College, 1991 - 1994

Business Administration

CERTIFICATIONS AND TRAINING

Canadian Marketing Association, 2009

Certified Direct Marketing and Digital Marketing; Graduated with Distinction

Act

Salesforce.com

EDI systems (retailer purchase ordering)

Concour

Propriety data query software (data analysis such as profiles, category or brand analysis and targeting/segmentation)

Helix/Control Centre – Autotrader specific inventory management system

PAAB (Pharmaceutical Advertising Advisory Board), 2014

Code of advertising acceptance training

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