Melissa Mclarty Email & Phone Number

New York, Ny, Us

• Chart successful course of directing statewide sales operations.• Supervise all account management activities for the state’s top accounts.• Maintain low churn rate on existing accounts by anticipating and mitigating risk, and addressing underlying concerns.• Maximize account growth opportunities by upselling appropriate services to clients.• Navigate strategic negotiations with distributor ownership and senior management in MBR and QBR to set annual and quarterly goals for the distributor sales force for revenue, points of distribution, and volume.• Administer and forecast state inventory, pricing, programming, sales related spending, and allocations to grow revenue, prevent shortages, create pricing strategy to encourage purchasing. • Guide sales representatives working for multiple distributors to achieving company-set goals and KPIs. • Pilot the creation and implementation of key segment strategies, resulting in the development of a new revenue line and a significant sales increase.• Oversee state P&L and revenue growth while simultaneously maintaining distributor gross profits at agreed-upon levels. • Partner with cross-functional leadership to align strategic decisions in a multi-matrixed organization.

Greater New York City Area

• Manage a multi-county territory, significantly expanding the business in two years. • Directed a team distributor Field Sales Managers and Field Sales Representatives.• Forged and cultivated relationships with the distributor sales force and over 500 key B2B accounts. • Established and managed annual and special expense budgets; controlled costs of annual T&E.• Lead and successfully executed projects at the request of the Regional Manager.

Washington D.C. Metro Area

• Spearheaded 30% growth within managed territory, achieving over $1.5 million in annual revenue.• Oversaw the Northern Virginia territory with over 150 accounts and over 250 points of contact.• Executed cold calls and follow-ups to successfully establish 54 new accounts.• Cultivated regional accounts with strong strategic focus on multi-unit sales strategies.• Delivered periodic training updates on current market trends to account staff and buyers.

Greater New York City Area