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KATHY NELSON
547 WAYMARKET DRIVE, ANN ARBOR, MI 48103
C: 6164605845 | kenelson2084@yahoo.com
PROFESSIONAL SUMMARY
and grow brand visibility.
SKILLS
Territory sales management Market trend analysis
National account management Sales forecasting
B2B sales Detail-oriented data analysis
Excellent negotiator Strategic marketing
In-depth knowledge of Salesforce Organized
Microsoft Office proficient Sales and contact reports
WORK HISTORY
FARMERS INSURANCE
Insurance Agent | Ann Arbor, MI | August 2015 - Current
Created sales contacts with on- and off-premise accounts.
Negotiated prices, terms of sale and service agreements.
Monitored market activity and quoted pricing to maintain healthy profit margins.
Negotiated prices, terms of sale and service agreements.
FEDEX FREIGHT
Account Executive | Atlanta, GA | October 2005 - August 2008
Managed a portfolio of 210 accounts totaling $4.6M in sales annually.
Met with an average of 25clients per week consistently, resulting in a 98% client retention rate.
calls.
Negotiated prices, terms of sale and service agreements.
Created sales contacts with on- and off-premise accounts.
Exceeded team sales goals by 145% in FY 2010, generating $5.2Min revenue for that fiscal year.
FEDEX SERVICES
Senior Account Executive | Atlanta, GA | August 2008 - May 2011
Managed a portfolio of 130 accounts totaling $5.5Min sales annually
Met with an average of 16 clients per week consistently, resulting in a 99.1% client retention rate.
both FedEx and my customer.
Successfully developed multiple territories throughout my career at FedEx.
demonstrated effective call techniques, rapport building, effective follow-up, and solid closes.
FEDEX SERVICES
Senior Account Executive | Grand Rapids, MI | May 2011 - March 2015
Managed a portfolio of 162 accountstotaling $7.5M in sales annually,
Met with an average of 12 clients per week consistently, resulting in a 95%client retention rate.
Oversaw sales forecasting, goal setting and performance reporting for all accounts.
rate quotes, category and product performance to use for account sales calls.
Monitored market activity and quoted pricing to maintain healthy profit margins.
Negotiated prices, terms of sale and service agreements.
CON WAY TRANSPORTATION
I am a dynamic sales professional with extensive experience in account and customer relationship
management. Cultivates, nurtures and maintains long-term customer relationships to boost sales
Developed competitive bid packages, rating quoting, category and product performance to use for account sales
Developed and implemented creative, cost effective pricing programs that created a win-win environment for
Mentored and coached inside sales reps. I developed a ride day program as part of their inside sales training. I
Developed competitive transportation bids with respect to of all FedEx Services offerings ranging from pricing,
Increased sales volume by adding new accounts through managing a robust pipeline in my territory.
Account Manager | Ann Arbor, MI | December 1998 - July 1999
Managed a portfolio of 450 accounts via telephone, totaling $1M in sales annually.
Called an average of 150 clients per week consistently, resulting in a 98% client retention rate.
Negotiated prices, terms of sale and service agreements.
Exceeded team sales goals by 110%, generating$200k in additional revenue annually.
CON WAY TRANSPORTATION
Account Executive | Normal, IL | July 1999 - June 2002
Managed a portfolio of 130 accounts totaling $250k in sales annually.
Met with an average of 50 clients per week consistently, resulting in a 98% client retention rate.
Developed and implemented creative, cost effective programs which increased new client sales rates by 15%
compared to the prior year.
Oversaw sales forecasting, goal setting and performance reporting for all accounts.
Negotiated prices, terms of sale and service agreements.
Handled the highest volume account, Katheryn Beich, in the Bloomington/Normal, IL territory, generating more
than $150K for 4th quarter performance FY 2001.
CON WAY TRANSPORTATION SERVICES
National Account Executive | Atlanta, GA | June 2002 - October 2005
Managed a portfolio of 60 accounts totaling $4.5 in sales annually.
Territory covered FL (Northern to Mid Central FL)
Met with an average of 9 clients per week consistently, resulting in a 99% client retention rate.
Oversaw sales forecasting, goal setting and performance reporting for all accounts.
Negotiated prices, terms of sale and service agreements.
Maintained consistent contacts with all accounts, and always had a penetration of 3 up and 3 over to include C
level contacts.
Trained peers and management team on internal system supports and implementation plans.
Maintained a central database of key contacts, risk ratings, financial impact and key issues.
Analyzed and reported on quarterly basis customer activity, business trends, and areas of concern.
Consulted with clients after sales and contract signings to resolve problems and provide ongoing support.
EDUCATION
BACHELOR OF SCIENCE Business Administration
Cleary University
Ann Arbor, MI | Current
Emphasis in Business Management
TRANSFERRED TO CLEARY UNIVERSITY Business
Oakland University
Rochester Hills, MI
LICENSES - HEALTH, LIFE, DISABILITY, P&C Insurance
Kaplan University
Southfield, MI | 2015
ACCOMPLISHMENTS
Con Way Transportation - Sales Impact Award Winner 2001 & 2002
Con Way Transportation – Best Growth in Region 2002 & 2003
FedEx Freight – Best Quarter Impact Player – June 2008
FedEx Freight – Sales Impact Award - 2009
FedEx Presidents Club Recipient - 2010 & 2011
FedEx "Above and Beyond" Recipient - 2011
FedEx "Largest Growth Attainment" - 2012
FedEx "Best Overall Ranking" - 2013

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Kathy Nelson Revised 02.05.15

  • 1. KATHY NELSON 547 WAYMARKET DRIVE, ANN ARBOR, MI 48103 C: 6164605845 | kenelson2084@yahoo.com PROFESSIONAL SUMMARY and grow brand visibility. SKILLS Territory sales management Market trend analysis National account management Sales forecasting B2B sales Detail-oriented data analysis Excellent negotiator Strategic marketing In-depth knowledge of Salesforce Organized Microsoft Office proficient Sales and contact reports WORK HISTORY FARMERS INSURANCE Insurance Agent | Ann Arbor, MI | August 2015 - Current Created sales contacts with on- and off-premise accounts. Negotiated prices, terms of sale and service agreements. Monitored market activity and quoted pricing to maintain healthy profit margins. Negotiated prices, terms of sale and service agreements. FEDEX FREIGHT Account Executive | Atlanta, GA | October 2005 - August 2008 Managed a portfolio of 210 accounts totaling $4.6M in sales annually. Met with an average of 25clients per week consistently, resulting in a 98% client retention rate. calls. Negotiated prices, terms of sale and service agreements. Created sales contacts with on- and off-premise accounts. Exceeded team sales goals by 145% in FY 2010, generating $5.2Min revenue for that fiscal year. FEDEX SERVICES Senior Account Executive | Atlanta, GA | August 2008 - May 2011 Managed a portfolio of 130 accounts totaling $5.5Min sales annually Met with an average of 16 clients per week consistently, resulting in a 99.1% client retention rate. both FedEx and my customer. Successfully developed multiple territories throughout my career at FedEx. demonstrated effective call techniques, rapport building, effective follow-up, and solid closes. FEDEX SERVICES Senior Account Executive | Grand Rapids, MI | May 2011 - March 2015 Managed a portfolio of 162 accountstotaling $7.5M in sales annually, Met with an average of 12 clients per week consistently, resulting in a 95%client retention rate. Oversaw sales forecasting, goal setting and performance reporting for all accounts. rate quotes, category and product performance to use for account sales calls. Monitored market activity and quoted pricing to maintain healthy profit margins. Negotiated prices, terms of sale and service agreements. CON WAY TRANSPORTATION I am a dynamic sales professional with extensive experience in account and customer relationship management. Cultivates, nurtures and maintains long-term customer relationships to boost sales Developed competitive bid packages, rating quoting, category and product performance to use for account sales Developed and implemented creative, cost effective pricing programs that created a win-win environment for Mentored and coached inside sales reps. I developed a ride day program as part of their inside sales training. I Developed competitive transportation bids with respect to of all FedEx Services offerings ranging from pricing, Increased sales volume by adding new accounts through managing a robust pipeline in my territory.
  • 2. Account Manager | Ann Arbor, MI | December 1998 - July 1999 Managed a portfolio of 450 accounts via telephone, totaling $1M in sales annually. Called an average of 150 clients per week consistently, resulting in a 98% client retention rate. Negotiated prices, terms of sale and service agreements. Exceeded team sales goals by 110%, generating$200k in additional revenue annually. CON WAY TRANSPORTATION Account Executive | Normal, IL | July 1999 - June 2002 Managed a portfolio of 130 accounts totaling $250k in sales annually. Met with an average of 50 clients per week consistently, resulting in a 98% client retention rate. Developed and implemented creative, cost effective programs which increased new client sales rates by 15% compared to the prior year. Oversaw sales forecasting, goal setting and performance reporting for all accounts. Negotiated prices, terms of sale and service agreements. Handled the highest volume account, Katheryn Beich, in the Bloomington/Normal, IL territory, generating more than $150K for 4th quarter performance FY 2001. CON WAY TRANSPORTATION SERVICES National Account Executive | Atlanta, GA | June 2002 - October 2005 Managed a portfolio of 60 accounts totaling $4.5 in sales annually. Territory covered FL (Northern to Mid Central FL) Met with an average of 9 clients per week consistently, resulting in a 99% client retention rate. Oversaw sales forecasting, goal setting and performance reporting for all accounts. Negotiated prices, terms of sale and service agreements. Maintained consistent contacts with all accounts, and always had a penetration of 3 up and 3 over to include C level contacts. Trained peers and management team on internal system supports and implementation plans. Maintained a central database of key contacts, risk ratings, financial impact and key issues. Analyzed and reported on quarterly basis customer activity, business trends, and areas of concern. Consulted with clients after sales and contract signings to resolve problems and provide ongoing support. EDUCATION BACHELOR OF SCIENCE Business Administration Cleary University Ann Arbor, MI | Current Emphasis in Business Management TRANSFERRED TO CLEARY UNIVERSITY Business Oakland University Rochester Hills, MI LICENSES - HEALTH, LIFE, DISABILITY, P&C Insurance Kaplan University Southfield, MI | 2015 ACCOMPLISHMENTS Con Way Transportation - Sales Impact Award Winner 2001 & 2002 Con Way Transportation – Best Growth in Region 2002 & 2003 FedEx Freight – Best Quarter Impact Player – June 2008 FedEx Freight – Sales Impact Award - 2009 FedEx Presidents Club Recipient - 2010 & 2011 FedEx "Above and Beyond" Recipient - 2011 FedEx "Largest Growth Attainment" - 2012 FedEx "Best Overall Ranking" - 2013