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| Desired Industry: HVAC |
SpiderID: 24098 |
| Desired Job Location: Detroit, Michigan |
Date Posted: 1/7/2009 |
| Type of Position: Full-Time Permanent |
Availability Date: 1/2009 |
| Desired Wage: 90,000 |
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U.S. Work Authorization: Yes |
| Job Level: Management (Manager, Director) |
Willing to Travel: |
| Highest Degree Attained: Bachelors |
Willing to Relocate: Undecided |
Objective:
SENIOR SALES EXECUTIVE
Relationship Management / Strategic Sales Planning / Customer Relations / Growth Driven
Dynamic, innovative, organized sales professional with a 19+ year record of achievement and success. Exceptional in securing customer loyalty and forging strong relationships with internal and external business partners.
Core Competencies include:
∙ Multi – Million Dollar Negotiations ∙ Territory Growth / Development ∙ Sales Plan creation
∙ Solution based Strategies ∙ Structuring Deals / Agreements ∙ Time Management
∙ Program Management ∙ Forecasting / Projections ∙ Microsoft Office
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Experience:
PROFESSIONAL EXPERIENCE
TERRITORY MANAGER, 2006 – 2008
Trane Company, Brighton, MI
Responsible for a territory with annual budget of $1,800,000. Create and implement marketing strategies. Reinforce the value of Owning the Sales Process not only within a dealership, but at the kitchen table. Championed quarterly meetings with territory dealers to ensure up to date information and open communication. Lead feature, function, and benefit training on Trane residential equipment and accessories. Provided training for three territories on a new Trane program. Direct network and training with dealer’s sales, service and installation staff. Responsible for growing market by cultivating existing dealers and finding new dealers.
Noted Achievements:
• Graduate of S.T.E.P. A nine week, intense technical and business training program.
• Participated in numerous technical HVAC training courses.
• Attended “Boot Camp “residential systems sales courses.
• Attended “Owning the Sales Process “business courses.
• 2006 signed on 5 new dealers, one with purchases of $150,000.
• 2008 signed on 9 new dealers.
VICE PRESIDENT SALES/PROGRAM MANAGER, 2003 – 2005
Banc of America Leasing, Troy, MI
Banc of America Leasing Global Vendor Finance is a company that has over fifty years of experience in creating and developing customized finance programs for manufacturers and their dealers.
Responsible for several vendor programs with an annual sales volume of $60,000,000. Developed and implemented account management strategies for vendor programs to ensure growth. Direct network with vendor’s sales staff and authorized dealers with transaction structuring. Identified trends in program activity, documentation process, margins and account penetration to assist with program growth and internal flows. Regular travel to vendor head quarters and dealers, as well as trade shows to align with vendor executives, sales force and dealers to increase finance opportunities.
Noted Achievements:
• Instrumental in successful negotiations of a Vendor contract with an annual value of over $40,000,000.
• Championed the collection efforts of over $1,500,000 in past due payments for a major account and brought it current.
• Paramount in the successful clean up of a multi-million dollar contract and saved it from repurchase by the Vendor.
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RITA OLDANI page 2
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SALES MANAGER OFFICE PRODUCTS, 1999 – 2003
Fleet Capital Leasing, Troy, MI
Internally managed up to fifteen sales professionals who supported several vendor programs with an annual sales volume of $175,000,000. Generated monthly reports, commissions, phone activity. Provided cross-functional team training, coaching and mentoring. Direct networking with Program Managers/Business Development Officers and other department managers to ensure optimal growth. Extensive use of negotiation and diplomatic communication skills. Frequent travel to Vendor and Dealer home office’s and trade shows. Bank of America purchased Fleet Capital Leasing in 2004.
Noted Achievements:
• Championed new program set up for Bank Leasing product. Interview and hired staff, set up phone routing, reports and internal coding to ensure success for program and launch.
• Developed and implemented new employee training for sales department, including cross-departmental training and the introduction of chair side training with dual headsets.
• Successfully completed Principals of Leasing sponsored by Equipment Leasing Assoc.
• Successfully completed training on Interviewing and Diversity.
• Successfully completed a training course for ACT!
DIRECT MARKETING REPRESENTATIVE, 1997 – 1999
Sanwa Leasing Corporation, Troy, MI
Daily phone production to ensure territory growth. Processed lease documents from application to funding for dealers and branches. Excellent understanding of credit process and documentation process including, life cycle of a lease transaction. Negotiated rates and profitable yields. Attended weekly sales meetings and gave insight on sales issues, program structures and marketing information.
Noted Achievements:
• Grew territory 34% in first six months.
• Awarded Direct Marketing of the year.
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Education:
EDUCATION
Bachelors of Science, BS Eastern Michigan University Ypsilanti, Michigan
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Skills:
SKILLS
Skill Experience
B2B Sales 8 Years
B2C Sales 19 Years
Sales Training 8 Years
Account Growth 19 Years
Vendor Relationship Management 5 Years
Customer Relationship Management 19 Years
Contract Negotiations 15 Years
Phone Skills 19 Years
Leasing Sales 11 Years
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