Professional Resume of Karen McMurray, Business Development and Sales Professional

1. 
323.646.8119

kmcmurray@sbcglobal.net
www.linkedin.com/in/kmcmurray
Currently
reside
in
Orange
County,
CA.
Open
to
domestic
and
international
business
travel.
S T R A T E G I C
A C C O U N T
D E V E L O P E R
A N D
S A L E S
M A N A G E R
with
critical
expertise
in
sales
leadership,
market
development
and
client
acquisition/retention
e x e c u t i v e
s u m m a r y


Award-­‐winning,
critical-­‐thinking
sales
executive
offering
15
years
of
verifiable
results
in
c-­‐level
national
account
management/restoration
and
B2B
sales
leadership.
Constantly
ranked
at
the
top
among
national
sales
performers
throughout
career.
Accustomed
to
pioneering
business
sustainability/growth
visions
with
CEOs
and
directors
in
national
sales
management
positions
while
developing
strategic
account
relationships
and
gaining
customer
loyalty
with
c-­‐suite,
operations
and
management
executives
in
diverse
geographies.
Proven
success
in
launching
and
advertising
new
products
and
services
for
startup,
turnaround
and
growth-­‐focused
companies
to
raise
corporate
profiles
and
credibility
industrywide.
Lead-­‐by-­‐
example
manager
advocating
initiative,
accountability,
quality
and
superior
client
service.
c r i t i c a l
s k i l l
s e t
• Sales
Leadership
• Contract
Negotiations
• Sales
Force
&
Leadership
Development
• Corporate
Communications
• Process
Improvement
• Operations
Management
• Conflict
Resolution
• Quality
Assurance
• Strategic
Market
Sales
• Customer
Service
Excellence
• Talent
Acquisition/Development
• Executive
Project
Management
p r o f e s s i o n a l
e m p l o y m e n t
h i s t o r y
SALES
/
OPERATIONS
MANAGER
2010
–
Present
Artcraft
Ability,
accomplishment,
accountable,
Sought
out
by
CEO
to
define
business-­‐sustaining
corporate
sales
strategy
to
overcome
steep
accuracy,
achieve,
achievement,
allocation,
alternative,
analytical,
articulation,
awareness,
brand,
build,
collaborative,
industry
competition
and
sales
force
exodus
caused
by
a
severe
market
slowdown.
Currently
commitment,
completing,
consistent,
consultative,
coordinate,
creatively,
delivery,
demonstrate,
develop,
direction,
effective,
engage,
enhance,
ensure,
establish,
exceed,
execute
nationwide
sales
strategy
and
oversee
office
operations,
high-­‐profile
hotel
projects
and
exceptional,
executing,
face-­‐to-­‐face,
factual,
focused,
formulate,
goal,
growth,
identify,
implement,
initiative,
innovative,
insight,
associated
contract
staff.
inspire,
interpersonal,
intuition,
key,
leadership,
logistical,
m aintain,
m anage,
marketing,
m aximize,
m onitor,
organize,
orient,
ownership,
performance,
planning,
• Personally
secured
90%
of
annual
sales,
overcoming
a
drastic
revenue
decline
triggered
by
high
presentation,
sales
presentations,
prioritize,
priority,
problem
solving,
profitability,
proven,
provide,
purpose,
pursue,
sales-­‐staff
turnover.
relatedness,
relationship,
relevant,
resolve,
resilience,
resource,
responsible,
skill,
solution,
solve,
specific,
stakeholder,
strategy,
tenaciously,
track,
translate,
• Ranked
as
#1
sales
producer
within
a
top-­‐tier,
15-­‐member
national
sales
team.
understand,
utilize,
value,
strategic
thinking,
results
m anagement,
communications,
metrics,
customer
support,
customer
• Leveraged
existing
c-­‐level
relationships
on
Marriott,
Hilton
and
Garden
Inn
accounts
to
expand
experience,
leadership
competencies,
change
m anagement,
cost
control,
bottom
line,
shareholder
value,
profitability,
sales
performance,
relationship
building,
project
pipelines
and
stabilize
the
company’s
economic
standing.
analytical
thinking,
adaptability,
impact
and
influence,
problem
solving,
strategic
thinking,
decision
m aking,
sales
• Sparked
fast
rise
in
product
sales
by
re-­‐engineering
the
marketing
catalog,
conducting
in-­‐depth
management,
team
leadership,
teamwork,
leading
and
m anaging
change,
policies,
procedures
and
standards.
market
analysis
to
strategize
new
content
pages
aligned
with
consumer
demand.
• Improved
bottom-­‐line
profitability
and
met
all
project
deadlines
by
standardizing
a
companywide,
quality-­‐driven
workflow
process.
NATIONAL
SALES
MANAGER
2008
–
2010
HF
Collection
Recruited
by
CEO
based
on
outstanding
record
of
sales
volume
increases
to
guide
strategic
decision
making
on
marketing,
advertising
and
key
account
acquisition.
Earned
speedy
promotion
from
sales
representative
role
to
manage
national
sales,
subsequently
fast-­‐tracking
development
of
key
accounts
and
vertical
markets.
Grew
national
sales
organization
to
16
staff,
training
new
recruits
on
aggressive
lead
generation
and
contract
negotiations
to
elevate
sales.
• Closed
major
contracts
with
Marriott
and
Disney
executives,
exploiting
relationships
with
trade
publications
to
gain
national
industry
recognition
on
high-­‐profile
projects.
KAREN
MCMURRAY|
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2.
NATIONAL
SALES
MANAGER
(continued)
2008
–
2010
HF
Collection
• Increased
customer
engagement
across
major
U.S.
cities,
serving
as
the
face
of
the
company
to
promote
value
offering
at
regional
and
national
trade
shows/industry
events.
• Lifted
company
image
as
Board
Member
of
the
Network
of
Executive
Women
in
Hospitality
(NEWH),
leading
community
outreach
and
presiding
over
scholarship
fundraising
efforts.
MULTI-­‐LINE
SALES
REPRESENTATIVE
2003
–
2008
KM
&
Associates
Appointed
to
key
account
development
role
to
represent
several
industry-­‐leading
manufacturers,
including
HF
Collection
and
Artcraft.
Gained
trust
and
respect
with
national
sales
managers
and
CEOs
by
negotiating
and
winning
key
contracts
with
premier
hotel
chains.
• Propelled
annual
sales
for
KM
&
A
and
multiple
manufacturers
from
$3M-­‐$5M
to
a
record
$15M
during
5-­‐year
tenure.
• Won
and
expanded
multimillion-­‐dollar
sales
accounts
with
Hilton,
Thalden
Boyd,
MRP
Group,
Getty’s
Group,
Wilson
&
Associates,
Gensler
and
Robert
Lastra
Associates.
• Garnered
national
recognition
for
both
KM
&
A
and
manufacturers
by
marketing
high-­‐profile
property
projects
through
full-­‐page
features
in
HD
Magazine.
• Tripled
sales
volume
for
HF
Collections,
playing
instrumental
role
in
establishing
company
presence
in
the
Southern
California
market
and
gaining
a
nationwide
industry
foothold.
• Outdistanced
Artcraft’s
competitors
to
win
long-­‐term
corporate
business
with
Hilton
Hotels,
DoubleTree
and
Embassy
Suites
and
championed
customer
service
strategies
to
help
win
multi-­‐
year
nomination
from
Hilton
as
Vendor
of
the
Year.
SALES
REPRESENTATIVE
2000
–
2003
SK
Textiles
Supported
CEO
in
reversing
a
deep
slide
in
sales,
prompted
by
challenges
facing
a
post-­‐9/11
hotel
industry.
Regained
business
stability
by
addressing
counterproductive
account
management
processes,
preventing
impending
account
closures
and
elevating
national
brand
exposure.
• Cultivated
Hilton
account
from
scratch
to
capture
a$10M
contract
for
250+
hotels.
• Increased
sales
25%
and
established
company
reputation
as
an
industry
leader
by
orchestrating
participation
in
annual
Hospitality
and
Design
Trade
Show
and
other
events.
• Grew
client
base
from
20
to
50+in
record
time
via
assertive
prospecting
and
networking.
• Salvaged
a
nearly
terminated,
250-­‐hotel
Garden
Inn
account,
regaining
client
confidence
and
trust
through
superior,
dependable
customer
care.
SALES
REPRESENTATIVE
1995
–
2000
KOJO
Acquired
quick
insight
of
new
industry
to
steer
the
direction
of
B2B
sales,
swiftly
regaining
traction
for
a
downward-­‐spiraling
sales
territory.
Forged
long-­‐term
corporate
relationships
to
accelerate
account
acquisition,
foster
customer
loyalty
and
rescue
the
company’s
industry
status.
• Delivered
a
record-­‐breaking
$12M+
in
sales
and
grew
accounts
to
75
over
5-­‐year
period.
• Consistently
topped
sales
goals,
ranking
#1
out
of
80
sales
associates
in
1996.
• Obtained
prized
Hilton
account
and
positioned
the
company
as
strategic
partner
and
largest
vendor,
thereby
resolving
industry
disrepute
with
hospitality
sector
executives.
e d u c a t i o n
a n d
p r o f e s s i o n a l
d e v e l o p m e n t
Johnson
City
Community
College,
A.S.
in
Management
Central
Missouri
State
University,
Strategic
Business
Courses
c o n t a c t

323.646.8119

kmcmurray@sbcglobal.net
www.linkedin.com/in/karenmcmurray
KAREN
MCMURRAY
|
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