North Carolin Industrial Sales Rep - Experience selling capital equipment in a technical solution based sales environment
- 1. GEOFFREY T. ROBERTS Raleigh, NC o geoffrey.roberts@live.com o 919.740.4457 PROFILE Top performing sales professional with multiple years of proven excellence operating within a technical and complex, business to business Industrial sales environment selling capital equipment across a wide spectrum of industries. Demonstrated ability to act as a client advocate while making favorable business decisions for the company. Unique skill set for solution based selling in both long and short term sales cycles through the use of consultative and transactional sales techniques. Verifiable achievements in exceeding and meeting quotas and deadlines. Experienced in Territory Management and Planning, Integration Analysis, New Business Development, Key Account Management/Retention and Post-Sale Process Management and Training. PROFESSIONAL EXPERIENCE Territory Manager o Carbis Incorporated o 2007 -2010 Key Achievements: • Ranked 1st in sales for the first quarter of the 2010 fiscal year. • Earned 3rd place Salesman of the Year Award for 2009 out of 30 eligible sales representatives. • Overall individual sales for year ending 2009 were the highest for the territory in 6 years. • Booked sales of over $150,000 in July 2009 and won the monthly bookings award along with 3 rd place for quarterly sales of over $400,000. • Achieved over 150 percent of quota for the fiscal year of 2008. Acquired sales of over 1 million with an annual sales goal of $500,000. • Responsible for developing and delivering the technical proposal writing seminar for new hires. • Formed a local professional networking committee that created strategic partnerships with vendors and suppliers resulting in preferred vendor contracts and residual earnings. • Awarded with the President’s Club year end incentive trip in 2008 and 2009. • Continuous Professional Sales Training in the Sandler Sales Institute and “Helping Clients Succeed” sales training programs. Responsibilities: • Creatively developed and sold Custom Technical Engineered Solutions that consisted of complex capital and non-capital equipment to Industrial Manufacturing sites. Equipment was specifically designed to increase workplace safety all while maintaining or increasing productivity and throughput efficiency. Prospect Fortune 1000 companies across all industries with a primary focus within the food, drug, chemical and petrochemical industries. Major clients included ExxonMobil, Dow Chemical, Kraft Foods, SC Johnson, Abbott Laboratories, and Archer Daniels Midland. • Collaborated with Project Engineers, Plant Managers and various decision makers to decipher current needs, furnish system designs and provide functional and technical guidance for relevant systems. • Daily activities involved daily Prospecting/Business Development calls, Proposal Generation and follow up, Post-Sale Project Management, Key Account Management and Weekly Travel Planning. Travel frequency ranged between 25 – 75 percent. • Ability to analyze a multi-state territory with frequent travel, establish sales goals, and write a sales plan to ultimately achieve high-level account penetration and increase market share. • Applied knowledge of customer's business to develop optimal solutions and proactively demonstrated the defined value of partnering with the company in both pre- and post-sales stages. • Planned educational workshops regarding the specific functionality of equipment to ensure complete customer satisfaction and company capability comprehension. • Identified, built and sustained relationships founded on trust with high level decision makers and key opinion leaders in order develop and maximize sales growth within accounts.
- 2. Commercial Real Estate Portfolio Manager o Regency Centers Corporation o 2004 -2007 • Earned three promotions during my 3 year tenure with the company. • Managed and leased when available over 800,000 square feet of commercial retail space in North Carolina, South Carolina and Tennessee. • Re-negotiated vendor leases and reduced overall expenses by 3%. • Initiated a program that leased existing vacant property on a short term basis and generated an increase in revenue of 5%. • Managed capital project budgets and was able to maintain a cost level of $0.35 per square foot on each project. • Updated, maintained, managed and governed leases, maintained financial data and created and managed budgets for each property. • Negotiated and closed leases on properties, inspected properties and maintained or improved tenant relationships. • Assisted the Marketing Department with promotional events and market research. Outside Sales/ Insurance Sales Agent o Aon Corporation o 2003- 2004 • Sold Life, Health and Disability insurance to small businesses, individuals and families on a 100% commission basis. • Utilized an active lead base and cold calling to generate sales. • Met and exceeded sales goals and objectives and serviced existing policy holders. • Developed daily plans to effectively manage time in a 10 hour work day. COMPUTER SKILLS Proficient in the use of Microsoft Office (Word, Excel, Publisher, PowerPoint), Salesnet CRM, Landslide CRM and remote desktop and virtual office applications. EDUCATION East Carolina University, Greenville, NC Bachelor of Science in Business Administration (BSBA), 2003 Concentration in Marketing Sandler Sales Institute – President’s Club Professional Sales Training Stephen Covey - “Helping Clients Succeed” Professional Sales Training Program