Phillip Charlton

Phillip Charlton

Summary

GOAL ORIENTED SALES LEADER/PRODUCER with strength in building sales teams and increasing profitability. Accomplished in identifying opportunities and closing deals. Career highlights:

  • Sales Management – Recruited, coached, and managed a diverse group of sales professionals in multiple industries. Responsible for office P&L. Lead teams of up to 7 managers and 42 sales professionals.
  • Sales – Strong background in consultative, solution, value, and team selling strategy. Consistently achieve sales goals and establish long-term client relationships

Work History

Work History
Jun 2012 - Present

Associate District Sales Manager

ADP

Responsible for sales growth for a multi state territory. Specilazing in human capital management software as a service (SaaS) to include Talent Management, Compensation Management, Applicant Tracking, Performance Management, Learning Management Systems, Benefits, and payroll.

  • Awarded ADSM of the month two times in first 6 months
  • August 2012 achieved 166% of quota
  • September 2012 achieved 250% of quota
Jun 2011 - Jun 2012

Sales Executive

Short Circuit Electronics

Selected to prospect for business in the national retailer space selling technology solutions. Customers include Starbucks, Ruby Tuesday, and Rent-A-Center.  Developing sales strategy to replicate in growing department. 

Jun 2010 - Jul 2011

Corporate Sales Manager - Tax Credit Services

ADP

Hired into this newly formed role to expand tax credit business through applicant tracking system integrations. Responsible for defining the role, leading newly formed relationships to pipeline additions, and increasing sales force understanding of the value proposition of these relationships. 

  • Awarded rep of the month in September 2010
  • Lead sales relationship with new ATS partners
  • Leveraged internal relationships with talent sales executives to expand TCS sales in ADP sold applicant tracking systems
Mar 2008 - Mar 2010

Director - Client Solutions Center

CareerBuilder.com

Selected as one of nine Directors for this newly formed group. Responsible for strategy development and execution of seven offices, 42 sales professionals, in five states with revenue production of $45 Million.

Accountable for revenue growth in all non-core products and services. Responsible for the design of the territory strategy, development programs, and closing incremental revenue in each office.

·Grew territory by $190,000 in February 2010

·Closed $600,000 Source & Screen utilizing team-selling techniques.

Jul 2008 - Oct 2009

Area Sales Manager

CareerBuilder.com

Responsible for revenue growth, employee selection and development for a challenged Kansas City office. Implemented activity based metrics to increase pipeline production. Made necessary staff changes to improve moral and stabilize revenue.

·Promoted to leadership after four months

·$7.2 Million revenue production in 2009 – 2nd place in region and top half in company

·Awarded Office of the Month in March, July, and August

·Hired and trained five sales professionals

·Major Account Executive of the month awarded six times

·Hired and trained the number eight Major Account Executive in the company

Mar 2008 - Jul 2008

National Account Executive

CareerBuilder.com

Recruited by Careerbuilder.com Vice President to grow revenue for seven large accounts located in Kansas, Missouri, and Nebraska. Utilized consultative sales techniques to identify and close new business. Leveraged tenacious activity to lead the office in activity and pipeline production in the first month of employment.

·Grew booked revenue by 22% in three months with established, previously non-growth accounts such as                Emerson Electric, Payless Shoes, Con Agra Foods, and Garmin International

·Expanded contacts from traditional Human Resources to C-Level and Executive level contacts to include               departments such as Sales, Marketing, Operations and Accounting

·Identified by Area Vice President as fast track candidate for leadership and promoted after four months

Dec 2005 - Mar 2008

Business Development Manager

Jefferson Wells

Member of sales and management team for local office start-up of international consulting business specializing in the areas of Accounting, Finance, Tax, Audit, and Technology Risk. Responsibilities included revenue growth in a two state territory as well as leadership strategy of local office market operating plan. Highlights include:

·Targeted sales to Fortune 1000 companies

·Expanded C-Level relationships to define company goals and deliver complex engagements

·Successfully opened the Nebraska Territory with sales into Con Agra Foods, Valmont Industries, Woodmen          of the World, and Mutual of Omaha

·Achieved 59% of quota by March, 2007

·Ranked among top third of all Business Development Managers

·Placed fourth out of 130 in sales contest

·Recognized by Vice President of Operation for highest level of customer satisfaction on two engagements

Dec 2004 - Dec 2005

Sales Consultant

Spencer Reed Group

Responsible for developing new business in an underperforming division of this successful multi-state executive staffing firm. Area of focus was on Information Technology contingent placement from mid-level staff to executive level leaders.

·Increased contract payment by 10% in top three clients in first 60 days

·Led IT division in activity to include interviews, client meetings, and phone calls

       Increased pipeline by 38% and $250,000 in first three months. 

2001 - 2004

Sales Consultant

Aurora Casket Company

Consultative sales of manufactured goods and technology to family owned businesses throughout Kansas and Colorado. Responsible for opening a service center in Denver, Colorado as well as training of permanent sales consultant for that territory. Highlights include:

·Met or exceeded quota in 2002 and 2003

·Winner of prestigious Sales Culture Award in the first year available

·Increased company market share by 22% in first two years

2000 - 2001

Regional Manager

Vitec Inc

Territory sale of emerging technology in call centers for local Value Added Reseller. Position required quick self-training on new technology in areas such as Speech Processing, Automatic Call Distribution, Workforce Management, and Interactive Voice Response. Highlights include:

·Lead office in qualified appointments

       Facilitated partner relationships with manufacturers
1991 - 1999

Partner

Charlton & Associates

Started contingent staffing agency specializing in placement of Information Technology professionals. Grew business from two-person start-up in 1991 to 12 employees in 1996. Sold to diverse group of clients to include Sprint, Universal Underwriters, TransAmerica Life, and Hawker Beechcraft. Highlights include:

·Closed $130,000 in new business in March 1993 – company record

·Hired and trained sales staff

·Specialized in client development

Education

Education
Apr 2008 - Present

BS Management - August 2011

University of Phoenix
1992 - 1994

University of Kansas
1989 - 1991

Arizona State University

Skills

Skills

Closing

Hunter

Consultative Sales

Solution Sales