-Meet or exceed margin and sales targets for Emergency Lighting in given territory.-Develop and implement sales plan and account strategy for key customers in account base to meet or exceed channel growth strategies.-Increase and maintain business share with assigned key customers by developing strong relationships with key customer personnel across multiple functions and levels including purchasing, engineering, manufacturing, sales, etc.-Solicit new business from current customer base by determining customer needs and introducing new products. Prepare and deliver sales presentations to influence key decision makers and direct our contribution to design-in activities at customer including sampling.-Perform Account Sales Review and Product Road Mapping.-Coordinate and communicate key account activities with other members of Sales team.-Serve as liaison between assigned accounts and engineering/product management for NPI.-Convey pertinent competitive information to all appropriate personnel.-Maintain salesforce.com accuracy and robustness.-Manage travel and other expenses within corporate guidelines and budget.-Track and provide input to manager on monthly performance.-Promote excellent relations with all customers and manufacturers representatives within the Eastern region in order to increase sales volume and profitability of all Bodine products.-Focus sales efforts on specifying engineers, OEM’s, International Responsibilities, wholesale distributors, contractors, and national accounts. Help develop introduction and promotional material to bring new products to the market.-Represent Bodine/Philips Emergency Lighting at industry functions such as trade shows, conferences, and seminars.

Lighting Original Equipment Manufacturer (OEM) Key Account Manager for Signify LED, Traditional, Emergency and Specialty Lighting sales.

• Accountable for achieving budgeted sales volumes, prices and profit margin at a specified number of customers.• Coordinates all internal necessary resources to obtain objectives and where necessary involves local sales force and marketing support, such as Category Management, Trade marketing, MarCom and/or Application Specialists.• Ensures continuity of the relationship with the accounts and operates at the highest level in the accounts’ organizations, but also facilitates the executive level interfaces between the company and the accounts if necessary.• Prepares the annual account plan in line with the national account plan strategy and implements the sales strategy.• Contributes to the development and implementation of local marketing strategies.• Initiates and negotiates tailor made actions, discusses with customers or store managers about sales actions.• Ensures availability of goods/deliverables in cooperation with order desk and logistics.• Systematically analyzing and reporting of sales results, expectations,market, competition and trends.

Aggressively pursuing Philips specifications for new construction/fixtures at assigned target end-users & Utilities and to provide product support and specification assistance to the lighting fixture representative and engineering/lighting design community.Responsible for developing and facilitating specifications and purchase commitments at key end-users and the lighting design community that drive Philips Lighting products through fixture OEMs. Create formal business plan for each target. Develop specific action plan and implement. Use the resources of the GBUs & Marketing to assist in converting specifications. Existing Key Accounts: Maintain current new construction/fixture specifications at assigned key end-users. Create formal business plan for each account. Identify opportunities for new Philips system solutions and convert from older technologies where applicable. Track specified jobs through the life cycle of the projects, communicating status and timelines to pertinent Philips OEM & Distributor Sales Managers. Coordinate efforts at shared accounts with Philips National Account Team to ensure cohesive strategy on new construction, retrofit, and MRO business. Provide product application, technical support, and training to the Philips Professional Luminaire Specification Sales Groups as needed. Investigate select warranty and quality issues at end-users in conjunction with the Customer Care Group. Assist with a positive resolution that meets the customer’s expectations while supporting the Philips proposition. Establish link and manage the relationship between assigned end-user accounts and their preferred lighting fixture OEMs and lighting distributors. Establish link between assigned end-user accounts and the engineering/lighting design community. Provide product specification/application information, technical support, and training to assigned accounts.

Selling Rexel's energy efficient products and/or services.Call on accounts as opportunities are identified and work with account-assigned outside sales representatives to close energy efficient solutions sales opportunities.Serve as energy efficiency products expert to develop and present sales proposals and energy solutions, and to close complex energy efficiency sales opportunities.• Partnering with the outside field sales team to assist in the prequalifying leads for energy efficiency solutions. • Qualify leads within the Rexel customer list, develop sales proposals to assist with energy upgrades. • Develop proposals for energy upgrade business. • Provide energy audits for customers with energy upgrade opportunities. • Build and promote the value proposition and ROI for energy efficiency solutions. • Partnering with the field outside sales team to develop energy efficiency solutions opportunities within existing accounts. • Conducting joint sales calls with Rexel field sales team, serving as the regional energy specialist during pre-sales and post-sales activities. • Cultivating energy efficient solutions customers within the Utilities Market. • Working closely with ESCO customers and suppliers to mutually develop our business in the energy segment. • Developing and implementing marketing and sales strategies to attack competition and increase market penetration using available marketing tools and resources while understanding the SPA process to increase GP in sales. • Utilizing existing sales processes and tools in order to effectively develop energy efficiency upgrade proposals. These include but are not limited to the energy calculators, customer presentations, audit presentations, and lead generation tools.

Direct new business development and client relationship maximization for a regional supplier of commercial and residential energy-saving technologies.Grew start-up company in a challenging economic climate from $0 to $70,000 in annual sales and 0 to 80 repeat customers in one year.Produce new business via strategic cold calling and gaining access to decision makers.Create and deliver persuasive sales presentations to C-level audiences with an 80% close rate.Research and evaluate potential suppliers to create a group of 6, negotiating rates and delivery schedules.

Developed productive referral relationships to sell wholesale mortgage products for a regional branch of an international residential mortgage lender.Maintained profitability in a contracting market plagued with fraud, uncovering counterfeit documentation to save money and time and successfully competing against 30 other mortgage banks.Led self-directed work to sell over 70 products and grow account base by 200% in 8 months.

Leveraged referrals to generate business for a regional branch of a national mortgage lender, working with brokers to gather facts and produce viable product optionsBuilt customer base from 0 to 400 in two years, generating $66 million in annual sales and earning placement in top 30% of 150 reps nationwide.Maximized $1,000 monthly expense account to win business over 100 competitors.Mentored new AEs in sales, customer relations, business development, and knowledge of 70 products.

Secured new business for the local office of a regional mortgage broker by developing relationships with realtors, builders, accountants, and borrowers.Generated annual sales volume of $35 million using cold calling, referrals, and networking.Stayed current on frequently-changing product offerings to remain competitive.