Sales Representative or Territory Manager
Sales Representative, Territory Manager with 20 years experience looking for a Middle Management position.
Content
KATHRYN M. PISCIOTTA 316 * Riverside Drive Washington NC 27889 * Cell: 252 495-1306* kp87c668@westpos t.net SALES MANAGER Summary of Qualifications Over twenty years experience exceeding the revenue and profit goals of major sales organizations and corporate facilities. Proven track record of driving revenue growth and territory expansion. Specialized skills in B2B technology sales to diverse-industry clients nationwid e. Strong command of strategic sales, spin selling and training experience. Expert relationship builder, channel developer, new product and territory develo pment, negotiator, sales strategist and sales leader. Key Skills New Product/Facility Strategies Business & Channel Development Sales Team Training & Management Complex Negotiations & Sales Cycles Territory Startup & Turnaround Strategic Partnership Building Key Account Management Highly Technical Representative Clients Coca-Cola Atlanta GA UPS, Mahwah NJ Fluor Corporation, Irvine CA Rockwell International, Newport Beach CA Career Profile SALES/ MANAGEMENT POSITIONS U.S. CELLULAR CORPORATION - Greenville, NC Direct Sales Manager, 2007-2009 Successfully led theB2B Sales and Support team of eight in ENC. Trained and coac hed all sales representatives in SPIN Selling, increasing productivity by 31%. D eveloped and implemented an employee discount program for Corporate accounts. Su ccessfully transitioned small business sales to the retail division. Completed a ll training in Servant Leadership. Met and exceeded all monthly and quarterly qu otas. ATT/CINGULAR/BELLSOUTH - Atlanta, GA Channel Manager, 1998-2002 Responsible for the ground floor development, launch and sales management of the RIM product BLACKBERRY, through the Mobitex Wireless Data Network. Designed, im plemented and delivered all new product training to the 6 Southern States Sales Representative launch. Consulted with the Network Operations team in developing tower expansion for new business development opportunities. Managed the direct s ales for GA and NC with over 100% quota attainment in 1999-2003. Project manager for the Small Business Channel through American Express and City Corp. MCI/SKYTEL - Atlanta, GA National Account Manager, 1993-1997 Responsible for the development and sales of wireless communications systems for UPS and Coca-Cola. Managed all departments for each account nationwide. Negoti ated and awarded the national account for UPS. Doubled the Coca-Cola account bas e increasing revenue BY 150%. Developed and implemented the first two way commun ication standard for the Coca-Cola upper management team, including M. Douglas I vester the President and CEO. Recruited by BellSouth to develop new two way wire
less technology. FACILITIES MANAGEMENT POSITIONS EBC/EXECUTIVE BUSINESS CENTERS - Atlanta, GA Director of Training Facilities, 2002-2004 Managed the complete operations of a Nationwide Technology Training Facilities C ompany. Responsible for all Vendor and Affiliate negotiation, Contract Developm ent and Pricing. Developed two additional corporate facilities from the ground u p. Designed and implemented all marketing materials and plans. Hired, managed and trained facility managers and training coordinator positions. Designed and implemented an interactive database and booking system. Reviewed, designed, and trained on the delivery of several new training courses. Responsible for the P &L and increased profit margin by 35%. Doubled corporate account base and added 35 new affiliate facilities meeting our specifications within the first year. HQ/HEADQUARTERS COMPANIES - San Francisco, CA Director of Sales, 1985-1993 Responsible for the leasing of five commercial real estate properties in Califo rnia and Hawaii as well as national sales, company-wide. Managed, trained and h ired all on-site leasing staff. Instrumental in the development and negotiations of new properties with Koll, Bircher and the Irvine Development companies. Moti vational and educational speaker for meetings and annual Company awards events. Developed video conferencing products line company wide. Team Awards included N ational Sales Manager of the year and National Team Player award. Over 100% Quo ta attainment 1985-1993 R&B ENTERPRISES - Los Angeles, CA Manager-Corporate Housing, 1980-1985 Ground floor development of the Corporate Housing Concept for R&B Enterprises. Positioned the concept of Corporate Housing with major corporations in the South ern California Market. Responsible for the hotel referral program. Number one d ivision in corporate sales 4 out of the 5 years. BUSINESS CONSULTING POSITIONS INTEGRATED DOOR - ATLANTA, GA Independent Sales Consultant, 2009-Present Assess and improve the current sales territory of North and South Carolina for a computer monitored horizontal fire door product line. Developed a strategi c plan to generate sales and partnerships through architectural firms for projec t specification. Established a schedule of weekly seminars to targeted account b ase. Coached, trained and mentored, professional presentations and sales strate gies. Assisted with the development and management of a sound pipeline of sales opportunities. Documented and reviewed all project opportunities providing sales strategies for closure. CONSTRUCTION SERVICES - Atlanta, GA, San Antonio, TX Independent Consultant, 2004-2007 Provided consultation for three major accounts in the construction industry: JSL Land Development, Smart Builder Software and Precision Stone. Provided independ ent support services and project development by request. Established a quality driven client base of developers in GA and NC. Implemented a client retention pr ogram for key accounts. Implemented an upgraded accounting software, documented retention process and improved standard contracts. Established a Home Owners Ass ociation for new housing developments. Education CALIFORNIA STATE UNIVERSITY - Fullerton, CA
Bachelor of Science Degree - 1978 Teaching Credential - 1979 Computer Skills MS Office Outlook(Word/Excel/PowerPoint)
less technology. FACILITIES MANAGEMENT POSITIONS EBC/EXECUTIVE BUSINESS CENTERS - Atlanta, GA Director of Training Facilities, 2002-2004 Managed the complete operations of a Nationwide Technology Training Facilities C ompany. Responsible for all Vendor and Affiliate negotiation, Contract Developm ent and Pricing. Developed two additional corporate facilities from the ground u p. Designed and implemented all marketing materials and plans. Hired, managed and trained facility managers and training coordinator positions. Designed and implemented an interactive database and booking system. Reviewed, designed, and trained on the delivery of several new training courses. Responsible for the P &L and increased profit margin by 35%. Doubled corporate account base and added 35 new affiliate facilities meeting our specifications within the first year. HQ/HEADQUARTERS COMPANIES - San Francisco, CA Director of Sales, 1985-1993 Responsible for the leasing of five commercial real estate properties in Califo rnia and Hawaii as well as national sales, company-wide. Managed, trained and h ired all on-site leasing staff. Instrumental in the development and negotiations of new properties with Koll, Bircher and the Irvine Development companies. Moti vational and educational speaker for meetings and annual Company awards events. Developed video conferencing products line company wide. Team Awards included N ational Sales Manager of the year and National Team Player award. Over 100% Quo ta attainment 1985-1993 R&B ENTERPRISES - Los Angeles, CA Manager-Corporate Housing, 1980-1985 Ground floor development of the Corporate Housing Concept for R&B Enterprises. Positioned the concept of Corporate Housing with major corporations in the South ern California Market. Responsible for the hotel referral program. Number one d ivision in corporate sales 4 out of the 5 years. BUSINESS CONSULTING POSITIONS INTEGRATED DOOR - ATLANTA, GA Independent Sales Consultant, 2009-Present Assess and improve the current sales territory of North and South Carolina for a computer monitored horizontal fire door product line. Developed a strategi c plan to generate sales and partnerships through architectural firms for projec t specification. Established a schedule of weekly seminars to targeted account b ase. Coached, trained and mentored, professional presentations and sales strate gies. Assisted with the development and management of a sound pipeline of sales opportunities. Documented and reviewed all project opportunities providing sales strategies for closure. CONSTRUCTION SERVICES - Atlanta, GA, San Antonio, TX Independent Consultant, 2004-2007 Provided consultation for three major accounts in the construction industry: JSL Land Development, Smart Builder Software and Precision Stone. Provided independ ent support services and project development by request. Established a quality driven client base of developers in GA and NC. Implemented a client retention pr ogram for key accounts. Implemented an upgraded accounting software, documented retention process and improved standard contracts. Established a Home Owners Ass ociation for new housing developments. Education CALIFORNIA STATE UNIVERSITY - Fullerton, CA
Bachelor of Science Degree - 1978 Teaching Credential - 1979 Computer Skills MS Office Outlook(Word/Excel/PowerPoint)
