Notable contributions from over the course of my career include the following:• Negotiated a municipal contract for a single wastewater facility in Fort Royal, VA, which delivered a minimum of $155,000 in new business annually for Waste Management. Coached sales representatives in properly targeting prospects and closing deals, enabling the representatives to deliver year-over-year revenue increases of 37%.• Instituted an effective software training program at LandAmerica Financial Group Inc. that resulted in a 31% increase in usage by the sales force, which had previously resisted using the software.• Exceeded Capital One revenue forecast by 150% and reduced exposure for liability through the development of plans and an integrated strategy for using a legal talk-off as a collection tool for seriously delinquent customers. Improved associate efficiency and productivity by spearheading the development and implementation of soft-phone technology on associate desktop computers that allowed for automatic dialing.• Provided coaching in effective collecting and sales skills, enabling the Capital One team to consistently surpass revenue goals by a minimum of 115%. Increased dollars collected and associate productivity by 52% by contributing to the development of a strategy to transition the department from a dialer to a manual work environment.• Delivered over $800,000 in new business for Flowers Baking Co. each year. Directed the sale and distribution of $5.7 million in fresh baked products to wholesale, retail, food service, and institutional outlets annually. Initiated the transition of company-owned sales routes to independent distributorships.Specialties: Competitive Analysis, Contract Negotiations, Sales Process Coaching and Development, Sales Forecasting, Branding and Identity