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Why Im the Best Candidate David Bruno2010(Sales)


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Actively seeking an Account Executive / Account Management opportunity in South Central Pennsylvania.

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Why Im the Best Candidate David Bruno2010(Sales)

  1. 1. No Boundaries…. “Doing What it Takes” David R. Bruno Account Executive & Sales Professional
  2. 2. <ul><li>Fourteen years of successful Sales experience </li></ul><ul><li>Highly active networker adept at cultivating solid, long-term business partnerships </li></ul><ul><li>ROI Investment Analysis / Gross Profit / Accounts Receivable </li></ul><ul><li>Easily able to adapt to change and successfully integrate into new territory </li></ul><ul><li>Proficient in Microsoft Office applications and Salesforce Database </li></ul><ul><li>Lived in Harrisburg - Familiar with the Central Pennsylvania Territory </li></ul><ul><li>Business Review experience - Incremental growth opportunities </li></ul><ul><li>Effective communicator with both internal and external customers </li></ul><ul><li>Exceptional presentation skills </li></ul><ul><li>Ability to think through complex problems with positive results </li></ul><ul><li>Results-Driven Specialist in Commercial Account Management </li></ul>Why I feel I’m the best candidate for an Account Manager or Business Development position …..
  3. 3. What can I contribute to a Business Development or Account Management Team? <ul><li>Leadership ability to work together with new ideas… best practices… ability to quickly add value to the team’s goals. </li></ul><ul><li>New ideas and strategies to contribute to overall success and growth of the team. </li></ul><ul><li>Learning experience working with seasoned team of Leaders, Account Managers, and other Sales Professionals to enrich my career. </li></ul><ul><li>Organizational success – No “I” in “Team”… sell to strengths, and effectively utilize the talent of internal resources to consistently meet and exceed production targets. </li></ul>
  4. 4. 2010 Account Management Objectives <ul><li>Help control and impact Central Pennsylvania Territory profitability targets by evaluating client base </li></ul><ul><li>Review the sales pricing and profitability of my Top 20 existing client accounts for margin enhancement opportunities </li></ul><ul><li>Review any rebates or pricing programs to determine if the account is performing at maximum revenue potential </li></ul><ul><li>Understand Annual Revenue and Margin Objectives for remainder of 2010 </li></ul><ul><li>Evaluation of Accounts lost to attrition </li></ul><ul><li>Vertical Market Selling </li></ul><ul><li>Partner with internal resources to increase market share </li></ul><ul><li>Determine how I can contribute to bridging gap between existing business and new business </li></ul>
  5. 5. 30-Day Action Plan <ul><li>Meet with Management, internal resources, and other Sales and Account Management Representatives to discuss their best practices and successes </li></ul><ul><li>Develop understanding of structure and processes: </li></ul><ul><ul><li>Areas of responsibility in all aspects of the position </li></ul></ul><ul><ul><li>Receive feedback from Manager and colleagues to ensure optimum transition / start </li></ul></ul><ul><ul><li>Review Business Plans and Objectives, and familiarize myself with Branch goals </li></ul></ul><ul><ul><li>Get to know the team and all key internal resources </li></ul></ul><ul><li>Define a action plan for myself on what I need to accomplish: </li></ul><ul><ul><li>Goals, action items and long-term strategies </li></ul></ul><ul><ul><li>Attend any formal scheduled trainings or learning workshops </li></ul></ul><ul><li>Meet with Regional Sales Director for overview of strengths, weaknesses, opportunities and competitive threats of Central Pennsylvania marketplace </li></ul><ul><li>Identify key opportunities to enhance revenue growth and margin attainment </li></ul><ul><li>Identify current opportunities, bids, closing prospects, critical-care customers </li></ul>
  6. 6. 60-Day Action Plan <ul><li>Identify all customers and/or targets within assigned territory </li></ul><ul><li>Meet and gain traction with top 10 current customers and top 10 prospects </li></ul><ul><li>Network and develop referral base through crafting mutually beneficial situations </li></ul><ul><ul><li>Launch territory marketing initiative: Networking events, printed materials </li></ul></ul><ul><ul><li>Follow up with telemarketing and warm-calling: achieve my name recognition in area </li></ul></ul><ul><li>Work on a prospecting presentation that works for all medium to large prospects. </li></ul><ul><li>Brainstorm for new ideas on communicating value proposition </li></ul><ul><li>Maximize my knowledge of product categories along with a firm financial understanding of the business </li></ul><ul><li>Identify areas of growth opportunities - Roadblocks to turn prospects into wins!! </li></ul><ul><li>Consistently produce sales and results as a by-product of new relationships </li></ul>
  7. 7. 90-Day Action Plan <ul><li>Consistently work on new prospecting ideas and tactics to help drive sales and gain new customers </li></ul><ul><li>Upcoming RFP’s / Bid opportunities, Big Hits </li></ul><ul><li>Determine and evaluate which methods have produced most quickly </li></ul><ul><li>Ongoing training and support </li></ul><ul><li>Exceed Expectations: </li></ul><ul><ul><li>Create working relationships that foster business development and referrals </li></ul></ul><ul><ul><li>Develop consistency in establishing new clients and gaining market segment ownership </li></ul></ul><ul><ul><li>Receive confirmation of plan by exceeding goals with productive activity and results </li></ul></ul>
  8. 8. My Strategy for Success <ul><li>Innovation - What will I do differently today? </li></ul><ul><li>Motivation - To be the best at what I do </li></ul><ul><li>Performance Excellence </li></ul><ul><li>Attitude </li></ul><ul><li>Creating a Positive Change </li></ul><ul><li>Time-Management - Focus on revenue-generating activities that yield positive results </li></ul><ul><li>These 5 initiatives equal “IMPACT” on an organization - Strategy for Success for your Central Pennsylvania Office. </li></ul>
  9. 9. SUMMARY – Attainment Strategy for 20% Above Plan, 2011 <ul><li>Learn products, resources, and selling strategies while hitting stride quickly for remainder of 2010 </li></ul><ul><li>Exceed Sales Goals in 2011 for Business Development or Account Manager Position by 20% </li></ul><ul><li>Strategic Selling - Strong pipeline, Gap Closure Plans, Solution Selling Strategies </li></ul><ul><li>Focus on Top-10 clients/prospects - Bundled Sales / Cross-Selling / Margin % </li></ul><ul><li>Focus on larger opportunities – Develop strategic account plans to close deals </li></ul><ul><li>Capitalize on selling $$ in all product categories </li></ul><ul><li>Provide excellent accountability to our business goals and provide outstanding customer service to our client base. </li></ul><ul><li>Pipeline of new opportunities to sustain end-of-year results of 120% </li></ul><ul><li>Effectively network to increase market share and exposure in the Capitol Region marketplace. </li></ul>
  10. 10. Closing Statement <ul><li>I am seeking a Business Development or Account Management Sales opportunity in the Harrisburg area. Look forward to working closely with Leadership and Branch Team to help attain business and profitably grow existing client base in the Central Pennsylvania/Harrisburg marketplace and lead the region in sales/profitability. </li></ul><ul><li>Position myself as a “Go-To Guy” in the Branch, and establish status as a resource to both internal colleagues and external clients. </li></ul><ul><li>I will find success in offering more creative ways of winning business, increasing margins, and providing excellent customer service and value to our customers. </li></ul><ul><li>I look forward to our speaking further to discuss opportunities of mutual interest on your growing Sales and Account Management Team. </li></ul><ul><li>I can be reached on my cell @ (949) 742-1402, </li></ul><ul><li>or via e-mail: </li></ul>