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Summary

Business Development Director with 20 years of professional experience. Strong track record of successful sales and business development. Adept at analyzing complex business issues and capturing new markets and increasing profitability. Ability to execute multiple projects simultaneously, with the self-motivation, initiative, and business savvy necessary to meet the challenges of today's competitive marketplace. Solid communication and interpersonal skills; team player with a persistent approach to identifying and closing sales.

Specialties: Business to Business Sales Professional
Government Business Enterprises Professional
Multi-Unit Management Professional

Work experience

Aug 2009Dec 2014

General Manager - Sales Division

Virginia Correctional Enterprises

Director of Government and Non profit Sales, restructured sales division to include Customer Relations Management systems and new account development.  Management of 15 sales, design and project management professionals.

Apr 2008Apr 2009

District Manager

Dollar Financial Group

Operations Manager with full responsibility for strategic planning and leadership of all day to day business functions of multi unit system, including development of commercial sales and marketing program, cash management, preparation and implementation of operating and capital budget.•Developed and implemented commercial sales program obtaining 18 new accounts in just seven months, estimated new revenue of $75K per year.•Established credit and collections policy and reduced bad debt by 47% in three quarters.•Negotiated lease reductions on lease renewals with an estimated savings of $25K per year.•Oversaw management and operations of 16 units

Sep 2003Apr 2008

Government Sales Manager

Enterprise Rent-A-Car

Provided hands-on sales, marketing, and management expertise while training, supervising, and motivating a team of 12 sales managers. Produced over 50% revenue growth in government business sector.

•Constructed government contract business platform leading to development of the rental car section on GSA schedule 48 , opening a $60 million market which Enterprise Rent-A-Car holds 90% market share.•Attained national agreement with TSA as the preferred providor of rental cars in the event of a national crisis.

Sep 2000Sep 2003

Regional Sales Manager

Enterprise Rent-A-Car

Restructured sales department to rebuild relationships with customers, resurrecting inactive accounts through focus on "solution selling", serving as a business resource, and providing value-added services to clients.

•Succeeded in transforming #132nd ranked sales team in corporate sales into the #1 ranked sales team in the company.•Increased revenue by 45% through training and motivating a staff of 18 Branch Corporate Account Managers.•Secured major corporate accounts with SCP Global, Ditto Express, Micron, DynCorp, Sverdrup, and Hawthorne Suites, resulting in $2 million in new revenue annually.

Sep 1992Sep 2000

Area Manager

Enterprise Rent-A-Car

Managed all operations of a $20 million inventory rental fleet, while establishing policies and procedures, hiring personnel, establishing staff development training programs, implementing quality assurance procedures, and establishing controls to monitor customer service delivery.

•Transformed faltering National Airport rental operation into a flourishing operation by increasing net profit from $378,000 to $1,111,000 annually.•Ran four very diverse areas over several different social and economic environments including Inner City, Suburban, and Rural markets, achieving 98% rentention amongst employees and 80% customer satisfaction rating.•Expanded rental fleet from 553 vehicles to 916 vehicles thus increasing overall market share

Education

References

Doug Barnett

Richard Dampman

Portfolio

Skills

Business Development
Sales Management and Training Specialist
Multi-Unit Management
Government Sales and Marketing