Don O'Bryen Email & Phone Number

Glen Allen, Va, Us

Richardson, Texas, Us

Directed a 4-person team to facilitate the on-boarding, initial training and support of every new Residential Sales Consultant to Service Experts utilizing adult learning principles. Directed continued support and training, during their first 90 days out in the field, to positively impact employee retention and success.• Trained over 400 sales consultants YTD in 2024.• Reduced YoY employee attrition, by 24%, within the first 90 days of employment.• Encouraged sales growth through individual recognition, people management and individualized support.o Oversaw bi-weekly sales meetings focused on sales psychology and process.o Organized and maintained a video library of common process/procedures for quick reference and continued learning.o Delivered weekly leaderboards focused on positive accountability and corporate KPIs.

Richardson, Texas, Us

Supported all sales activity, roughly $369M in total sales, and membership growth for 39 locations (1648 total headcount) within the defined East Division (Southeast, Mid-Atlantic and Northeast Region). • Co-authored and facilitated national sales policy, go to market strategy, meetings and communications to promote Service Expert’s product, process, service and best practices.• Ensured Service Expert’s sales practices and standards were consistently delivered throughout the East Division.o Increased YoY sales 2023 – Total Revenue 2.3%; Contribution Margin 2.5%; Total Residential Replacement 2%; Total Residential Plumbing 7%; Average Sales Ticket 7%.• Collaborated with Regional Leadership to support, develop and implement additional sales training, best practice philosophy and consistency across the Division.• Promoted sales growth through individual recognition, people management and reward.o Organized and facilitated weekly sales recognition for the entire US sales organization (East and West Division).o Facilitated headcount growth by identifying and on-boarding quality sales professionals.

Richardson, Texas, Us

Managed all regional sales activity, roughly $120M in total sales, and membership growth for 12 locations (568 total headcount) within the defined Southeast Region. • Ensured Service Expert's sales practices and standards were consistently delivered within the Southeast Region. o Increased YoY sales 2022 – Total Revenue 16%; Average Sales Ticket 18%.• Developed Regional action plans, communications and contests to facilitate increased penetration of Service Expert’s premiere membership offering (Advantage Program).o Increased YoY sales 2022 – Total Residential Replacement 24%; Average Sales Ticket 18%; Advantage HVAC 39%; Advantage Plumbing 41%.o Increased YoY sales 2023 – Total Residential Replacement 1.2%; Advantage HVAC 8.2%; Advantage Plumbing 13.3%.• Collaborated with local General Managers to interpret sales performance, draft performance solutions and implement learning agendas for Regional Sales Consultants and Service Technicians. • Coached and developed Regional Sales Consultants on Service Expert’s sales process, sales psychology and providing the best in-home experience through structured weekly meetings, local center meetings and in-field ride-a-longs.• Awards – RSM of the Year - Runner-up (2022)

Atlanta, Georgia, Us

Led a team of 19 talented territory managers covering the Southeast Region of the US (~15 states) increasing the market penetration and brand awareness of DEMDACO's Willow Tree, baby, everyday and home décor, women's fashion and holiday products. Developed regional field sales action plans to facilitate the implementation of the divisional sales expectations. - Exceeded assigned sales goals six consecutive months.- Only region, within the DEMDACO division, to achieve monthly sales goals during the economic uncertainty of COVID-19 (April ’20 – Sept ’20).Ensured the delivery of targets through individual recognition, performance reviews, people management and reward.Established and assigned individual sales objectives by projecting sales volume and forecasting sales quotas for territories and the region.Coached and educated the sales team with presentations of regional sales strategy and regular meetings.- Identified and implemented ‘virtual selling’ technology during the Covid shutdown to maximize wholesale opportunity. Examples: Zoom, Canva, GIF maker & various social media platforms.Limited territory vacancies by selecting, training and mentoring new territory managers, as needed. Collaborated with the executive team to forecast and establish product ordering and inventory needs of the division.Resolved customer complaints and service issues.

Atlanta, Georgia, Us

Increased sales YTD - 7%, 2019 - 11%, 2018 - 18% & 2017 - 41%.Promoted to Category Leader (Baby) in May 2017.- Conduct training for new hires with emphasis on the Baby product line.- Contribute to monthly Sales Bulletin with tips/tricks to improve field sales.- Maintain and update Training Manual for new and existing sales executives.Manage a multi-account territory with total wholesale sales of $650K+.Identify and qualify new sales opportunities with current and new customers to meet assigned sales goals.Determine customer needs by analyzing demographics, past purchases, profit per square foot, SKU performance and store business goals.Conduct regular business reviews with customers to meet/exceed current retail goals.Consult with customer on merchandising, promotions and marketplace trends.Prospect and cold call to increase territory performance and offset wholesale account loss. Exceeded 2014 New Account goal by 37% (48 new) representing an additional $87K (15% of total revenue).Awarded Territory Manager of the Month – Jul & Sep 2015; Aug 2016; Feb & Oct 2017. Awarded Territory Manager of the Year (Southeast Region) 2017. Awarded Territory Manager of the Year (Demdaco) 2017.

Itasca, Il, Us

Managed a multi-state territory comprised of 200+ accounts with total wholesale sales of 830K+.Increased sales each year of employment; 2010 – 17%, 2011 – 15%, 2012 - 11%, 2013 - 5% and 7.5% 2014.Identified and qualified new sales opportunities with current and new customers to meet assigned sales goals.Determined customer needs by analyzing demographics, past purchases, profit per square foot, SKU performance and store business goals.Conducted regular business reviews with customers to meet/exceed current retail goals.Consulted with customer on merchandising, promotions and marketplace trends.Prospected and cold called to increase territory performance.

Kansas City, Missouri, Us

Managed the Mid-Atlantic sales territory comprised of 43 accounts with total retail sales of $30M+.Led, trained and coached 10 person District sales team on sales techniques, corporate initiatives and product updates.Trained new sales employees during the on boarding process.Developed and implemented team coaching in sales techniques, technology, and corporate procedure.Organized and executed quarterly District meetings.Developed quarterly sales presentations to maximize corporate profitability. Utilized sales history, retail trends, and comparative market analysis to set new goals.Planned and presented training seminars for retail store owners, managers, and sales associates. Seminars ranged from 11 to 200+ participants.

Kansas City, Missouri, Us

Managed sales territory comprised of 28 accounts with total retail sales of $12M+.Maintained a monthly sales call schedule to all accounts. Provided sales leadership to maximize corporate profits and analyze sales history and current market trends.Ranked 1st in the Michigan District and top 5 in the West Region in Product/Program sales for 2 consecutive years.

Kansas City, Missouri, Us

Handled incoming calls from retailers and field representatives to identify and resolve problems related to order entry, product replenishment and distribution, merchandise credit, sales promotion, and corporate procedure.Planned and presented monthly team meetings.Trained new service employeesExceeded department standards of call efficiency and quality of information

Woodland Hills, Ca, Us

Sold home, auto, life and other insurance products to prospects and policyholders.Cultivated prospective customers using traditional lead methods.Counseled and advised prospects and policyholders on matters of protection and coverage.Developed and maintained business relationships with policyholders and the community.

Dallas, Texas, Us

Partnered to open and train 4 corporate stores in the Mid-West Division.Managed daily operations of a 10 person in-store training team.Implemented team coaching and training on sales techniques, customer service and corporate procedure.Developed, scheduled, and presented monthly store meetings.