E&I Cooperative Services (E&I) is the only member-owned, non-profit procurement cooperative exclusively focused on serving education. E&I delivers unsurpassed value and an exceptional experience to its members through a broad portfolio of competitively solicited contracts with industry-leading suppliers as well as innovative sourcing solutions. The Cooperative empowers its members to make informed, analytics-driven decisions to capture more spend and optimize their education dollars.As the business development manager for general products and services, I represent approximately 50 business partners across 6,000+ member institutions. My primary objective is to initiate a strategic approach with Service Consultants and Member Success Managers along with expanding activity to additional business influencers within the member institution; ultimately, driving interest in aligning with those business partners resulting in both hard and soft cost savings.

Led a team across seven states focused on driving incremental revenue through successfully negotiating programmatic solutions within a broad array of work-life categories including office supplies, janitorial related products, technology, furniture, print and promotional products.Coached prospecting strategy utilizing B2B databases like Dun & Bradstreet, ZoomInfo and LinkedIn Sales Navigator. Developed structured, analytical, opportunity funnel identifying unique stages in the sales cycle. Worked with the team to increase momentum through the sales cycle with an ongoing gap analysis to ensure a balanced pipeline resulting in quota attainment. Developed, implemented, and motivated team to embrace strategic plans and key performance initiatives, coupled with a prescriptive approach, leading the company in quota attainment in 2022 at 138% with all team members exceeding quota.Recognized Sales Excellence Winner

Responsible for creating, executing and leading effective selling strategies to grow corporate accounts within an approximate $70M portfolio. Insure my strategic selling/consulting team has a thorough understanding of business needs and revenue potential for all customers in order to develop and execute Sales and Marketing plans, maintain and expand key commercial enterprise relationships. Promote incremental opportunities through prescriptive selling new programs in existing accounts in order to achieve substantial revenue and growth objectives.Acted as liaison between customer and company during contract negations.Proactively led cross functional teams in the company including Operations, Legal, IT, Human Resources, and Finance.Managed team’s activities, ensuring quota results are met/exceeded based on successful pipeline management via daily, weekly, monthly, one-on-one and team pipeline reviews. Ultimately lead, grow, and build, high-performance sales and marketing team, as well as developing the right processes and support structures to meet or exceed our customers needs current and future.

Led high performing sales team in Southern California, predominately LA and Orange Counties. Solution based selling with a consultative protocol stressing both product and process efficiencies. Focus on a complete solution encompassing all services and products to successfully and efficiently operate a business including but not limited to office products, design, furniture, technology, print, forms, break room, cleaning, safety, first aid, promotional and licensing.Responsible for hiring and training account executives.Led transformation of team through various compensation plans and acquisitions without attrition for 11 years

Managed $30+ million portfolio of fortune 500 companies in their procurement of office supplies nationally.Assisted in the development of the National Accounts Division. Responsible for design of the implementation model for accounts with national distribution requirements and engagement protocol of the sales and tactical field support structure.Hired and trained National Accounts Service Consultants and Administrative staff.Directly responsible for establishing partnerships with corporations and associations that required national distribution and had a minimum anticipated supply expenditure of $2 million annually. Portfolio included Time Warner/AOL, Transamerica, Best Western, WMC Mortgage, Public Storage, Universal Studios and Securitas.Consulted in the initial establishment of the Southeast Regional Service Center (Atlanta) as a greenfield operation. Assisted in developing marketing strategies, training modules and initial sales objectives.Lead establishing the Sales and Operations Center in Birmingham, Alabama. Responsible for hiring and training account executives and service consultants. Acted as liaison between sales and operations team transforming market for indirect delivery from Atlanta facility to direct delivery from satellite fulfillment center. Successfully overcame the trials and shortfalls of a greenfield operation, ultimately developing a $12 million market in the state of Alabama alone.

Responsible for business development within southeast territory, as well as, the professional sports industry nationwide. Designated as quality leader for the sales department in the Malcolm Baldrige National Quality Award process. Insuring all employees within the department understood and applied the company’s philosophy and standards as it pertained to “Total Quality Management” including empowerment, ownership, instant client pacification and adoption of Covey’s 7 Habits of Effective People and Dimensions of Professional Selling. Ultimately being the recipient of the Malcolm Baldrige Awards in 1992 being the first in the industry to be honored.Departmental Trainer responsible for on-board training of both sales and support staff Managed departmental meetings aligning selling strategies with team’s monthly, quarterly and annual objectivesNominated “Leader of the Quarter” – an award based on the perception of entire hotel staff. Multiple awards between 1993-1995