Sales and Marketing Management, Training and Development Management, Account Management, Sales Support Management, Organizational Development, Strategic Planning and Program Implementation Management.
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Sep 2017 - May 2020
TravelCenters of America
Manager, Fleet Sales
Successfully managed all aspects of Inside Sales for over 50K small fleet customers representing $385M in revenue. Reporting directly to the SVP of Fleet Sales on all new business growth and forecasted profitability. Efficiently hired and developed a team of Inside Sales Representatives, Account Managers and Specialists consecutively achieving positive month-to-date (MTD) and year-to-date (YTD) fuel sales by increasing fuel volume and exceeding margin goals while generating the highest client retention ratings based on forecasting analytics (Fuel Margin goal of 22 CPG; achieved 27 CPG). Significantly increased profitability in two years through strategic business planning and negotiating product pricing and payment terms to stay competitive in the market while creating a culture of collaboration and teamwork among the Inside Sales associates and thorough sales tracking and documentation through Salesforce and other tracking methods. Developed continuous growth and sales initiatives, reporting sales metrics to Executive Management and suggesting improvements that could increase volume, margin dollars and CPG. Created national sales business plans by continually reviewing the company's approach to marketing, cost analysis, and territory establishment. Strengthened branding initiatives by being an active member in industry trade shows and conferences and by hosting meetings with executive-level clients / merchants and potential customers to maximize outreach.
Sep 2017 - May 2019
TravelCenters of America
Manager, Sales Support
Solid knowledge of the overall functions of the Fleet Sales Department, Managed communication for over 50 employees within the sales department to ensure proper coordination and consistent messaging regarding the TA/Petro/TA Express Brands’ key accounts; in particular, key strategic insights and intelligence regarding industry trends and each account's management team and business activities with a combined portfolio over ~ $3B. Negotiated contracts, reviewed agreements, supported all of Fleet Sales in new product launches and oversaw various projects from conceptualization to completion. Served as the Fleet Sales business owner of all third-party card relationships i.e. US Bank, WEX, FleetONE, EFS, TCH, Comdata, QuikQ, TMW, First Data, etc. Determined sales training needs by observing sales transactions, reviewing sales reports, and receiving input from colleagues on the Sales leadership team and their sales managers. Created training and product support for members of the sales support and sales teams both onsite /offsite. Handled all SOX compliance documentation for the department for both internal and external auditing as well as the preparation of departmental contracts for executive management and legal approval. Monitored a team of Sales Support Associates and resolved complex customer credit issues, billing errors, dispute resolution, and reconciliation for any / all customer discrepancies in accordance with our reconciliation and accounting departments. Managed all re-branding, new location openings, bio-diesel changes, OPIS rack changes, customer deals / discounts, freight rate changes, tax changes, price matrices, and rebate processes in our Access Billing System and communications through Constant Contact.
Sep 2015 - Oct 2017
TravelCenters of America
Spearheaded the development of training and implemented and monitored training programs for over 15,000 employees across 46 states and Canada. Certified site locations and all Corporate and Franchise Full Service and Quick Service Restaurants spanning over 25 brands. -Training, Operational Development, People Development, KPI Implementation-creation, Human Resources, Systems, Corporate Communications, Field Communications, Process Creation & Implementation, Evaluations, certifications, workshops, presentations, e-learning Development, Webinars. Conducted orientation sessions and skills training in new location / travel site openings and acquisitions. Created multi-media, visual aids, e-learning tests, train the trainer guides, assessments, presentations and all training material for the field and HQ personnel for on-boarding, new-hire orientation and continued learning with Microsoft office suite, Adobe Captivate, and Learning Management Systems (LMS). Evaluated procedures to assess performance before, during and after training sessions. Collaborated directly with Executive Leadership, SVP, VP, Directors and District Managers in the growth and development of Operations for all profit centers. Produced multiple training and development programs and education through classroom training, demonstrations, on-the-job training, meetings, conferences, seminars, webinars and workshops covering both technical and necessary soft skills to excel and mold all employees.
Jan 2014 - Dec 2015
Account Executive- Sales Solution Specialist & Learning and Development Consultant
Excelled in Territory Management leading educational content by providing personalized, tailored services, technology and digital solutions through outside sales and consulting in the Higher Education industry throughout the state of Ohio. Relationship Development, Sales Portfolio Expansion and Management, Education & Training, Workshops & Presentations, e-learning, SaaS. Exceeded sales goals, increasing revenue by 103% within the first three months by expanding sales portfolio with numerous new accounts. Delivered technology presentations and training to customers and educated faculty while successfully managing prospect objectives. Attended various events, workshops, and trade-shows to network with new contacts and share products. Leveraged trends and cultivated lasting professional client relationship by identifying needs and providing insightful information regarding new material and value-added solutions.
Jan 2011 - Dec 2014
Bryant & Stratton College
Retention, Sales & Business Development- Higher Education
Directed the day-to-day operations for a team of presenters, recruiters, and sales representatives committed to attracting top talent through engagement, communication, and coaching as well as establishing procedures, guidelines, and criteria through process evaluation and data. Focused in Sales, Forecasting, Performance Optimization, Recruiting, Growth & Development Strategist, Higher Education, Training, Workshops/Presentations, and Community Outreach. Established sales objectives by forecasting and developing annual sales quotas for regions, territories and programs. Increased YOY enrollment and retention by 24% Boosted registrations by improving promotional outreach and parent and student engagement strategies through workshops, e-learnings, tailored presentation on multiple topics, services and special events. Collaborated with Faculty to understand and improve classroom environments. Worked closely with faculty and staff to recognize class loads, improve resource utilization, modify curriculum, and modernize equipment and Learning Management Systems.
Jan 2010 - Dec 2014
AIM Consulting & Training
Independent Business Owner
Offering Business Consulting & Training to improve the overall efficiency and growth of organizations by leveraging business and educational presentations, guides and tools from Client & Customer Service, Management, Sales, Education, Learning Theory, Financial Planning, Resume Writing, Interview Skills, Teamwork and Team building exercises, Diversity and Inclusion in the workplace, Anti-bullying, Leadership Development, Process Creation and Implementation, Marketing, Corporate Communications, Corporate Development & Strategic Planning.
Jan 2011 - Dec 2013
Bryant & Stratton College
Heavily recruited prospective students providing them with school and program information attracting them to enroll while assessing their skills; taking on an advisory/customer service, recruiting and sales role. Led the company in sales accounts receivable at 157.5% of goal by consistently prospecting, networking, and working referrals. Achieved Top Rep in the system out of twenty. Achieved 133.8% of Goal in 2012-2013 by creating a strategic, solution-based sales plan early and continuously tracking revenue and enrollment goals, improving close rate and reducing the length of the sales cycle and process. Achieved highest percent of enrollment, start rate and overall sales goal; nominated top territory out of 220 Reps. 2011-2012.
Jan 2010 - Dec 2011
Promoted from the top Recruiting Regional Sales Manager in the company out of eight territories and 85 team members. Managed the administrative, operational, and financial support through admission sales, training and recruiting through strategic planning and business practices, delegation, solution selling strategies, continuing education and training management. Designed training modules and organizational behavior training concepts. Consistently exceeded monthly sales goals and team recruitment, sales and training completion quotas.
Jan 2006 - Dec 2010
Buffalo Wild Wings
Franchising, Training, Business Development, Operations, Sales and Marketing
Restaurant Hospitality, Customer/Guest Services, Management, Operations, Procurement, Training, Marketing Strategist, Business Development, Company Growth.
Jan 2004 - Dec 2010
Suicide Prevention and Awareness
Presenter/Speaker Crisis Intervention
Jan 2008 - Dec 2009
Potts & Potts Law
Jan 2006 - Dec 2007
Sales And Marketing
Outside Sales and Marketing Shadowing Intern
Jan 2004 - Dec 2006
YMCA of the USA
Instructor/Counselor- Program Director & Asst. MedicalHealth Cordinator