Sr. National Account Executive Resume
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Resume:
Lauri Elaine Brown
LinkedIn profile: http://www.linkedin.com/pub/lauri-brown/b/b/ab
Summary of Experience and Qualifications:
&#; years Sales management, business development; National and Regional territories as an AE, Sales Manager and Sales Director.
&#; Solid experience and demonstrated success with full cycle, complex consultative selling/solutions presenting and working with the C level suite.
&#; Deliverables/scope of sales: Technology & Services.
&#; Successful track record of selling to mid, large and fortune companies.
&#; Collaborating with operations in the preparation and execution of individual sales strategies.
&#; Conducting needs analysis to fully understand organizations functions, processes and key business drivers.
&#; Positioning value proposition as part of overall business solution, linking benefits back to the key business issues/drivers of the prospect.
&#; Preparing responses to RFP’s, RFI’, and prospect inquiries.
&#; Participating in seminars, trade shows and other marketing activities promoting awareness of brand.
&#; Driven, disciplined and enthusiastic about my organization‘s mission.
&#; History of consistently exceeding sales targets.
&#; Superior work ethic with strong follow-through.
&#; Polished, professional demeanor and exceptional presentation, communication and interpersonal skills.
&#; Strategic and creative thinking skills.
&#; Proficiency with CRM applications.
&#; Solid technology skills.
&#; Advertising/Publishing Industry years
&#; RPO & Staffing Industries years
&#; Commercial Financing & Equipment Leasing years
Certified in Miller Heiman, SPIN and other sales process methodologies.
Attended UCLA/not degreed (fundamentals of material management/procurement)
Objective: Challenging, rewarding national or regional Business Development in growing, dynamic industry.
Employment History
Manpower Business Solutions (RPO-Recruitment Process Outsourcing business line)
Senior National Account Executive RPO
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Consultative, complex selling of Recruitment Process Outsourcing deliverables to C suite. Deliverables include ATS value propositions per client. Extensive use and reliance on CRM. Cold calling, presentations, inquiries, RFP’s, RFI’s, collaboration in customized solution design with operations. Building a base of recurring revenue, relationships, generating leads, sales pipeline. Driving full cycle sales, contract negotiations, implementation coordination with operations. Collaboration with marketing. Quota achievement. Virtual, effectively worked autonomously with minimal management direction and significant travel. Headquarters in MKE and CA, based remote in Glendale, CA.
Notable achievements: Bringing in US and global deals while shortening the sales cycle of a full cycle, complex sale. Highly recognized for new business development, expanding deals globally, presentation skills and overall sales expertise/abilities. Known for getting meetings and advancing the sell expeditiously.
The RightThing, Inc (Pure play RPO provider)
Director of National Business Development
/ – /
Consultative, complex of RPO deliverables to C suite, directors and above. Deliverables include ATS value propositions per client. Extensive use and reliance on CRM. Cold calling, presentations, inquiries, RFP’s, RFI’s, collaboration in customized solution with immediate supervisor. Building a base of recurring revenue, relationships, generating leads, and troubleshooting, sales pipeline. Driving full cycle sales, contract negotiations, implementation coordination with operations. Virtual, effectively worked autonomously with minimal management direction and significant travel. Quota achievement. Headquarters; Findlay Ohio, based remote in Glendale, CA.
Notable achievements: Top producer, several major accounts closed significantly under normal sales cycle time line.
Hyrian (Pure play RPO provider)
National Business Development Director
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Building a base of recurring revenue relationships, generating leads, building an ongoing sales pipeline as well as meeting quotas (exceeded). Deliverables include ATS value propositions per client. Extensive use and reliance on CRM. Prospecting, qualifying, extensive phone outreach and collaboration with marketing team. Identifying and seizing opportunities to capitalize on existing accounts, planning sales strategies, training new reps, trade show representation and travel to client locations. Benchmarked ideal client, establishing best practices for company wide implementation in the sales process. Based at corporate; Los Angeles with travel o other Hyrian facilities across the nation working with sales team and presenting in client meetings. Directors, VP’s and C suite.
Notable achievements: Launched ‘On Demand’ product offering nationally with tremendous success. Managed, trained, hired sales team that exceeded quota’s quarterly consistently.
Volt Information Sciences (Momentum a VIS Owned Company -Traditional Staffing and RPO)
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National Account Manager
Developing, sourcing and qualifying partnerships with Volt Services Group and their acclaimed reputation as a leader in the staffing industry. Worked with management and recruiting team to develop and grow new business, partner for success with existing business, drive full cycle sales and service, cold and warm calling, qualifying, negotiation and closing. Contract negotiations, business reviews, metrics, solution designs, management and implementation. MSP, roll outs and training of new Account Managers in region. Based in Valencia, CA
Notable achievements: Certain branches had not seen a profit during the several years they had been opened, shortly after coming on board those branches realized a profitable status which continued to increase significantly monthly. Exceeded all individual goals.
Premier Publishing Partners
Regional Advertising Account Executive
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The West’s most comprehensive Visitor magazine (travel, coffee table magazines). Primary achievements included developing new client base, up-selling current clients, and contract negotiations. Increased revenue over % from previous year and brought in target accounts. Responsible for sales of the entire central coast set of magazine publications. Significant travel. Headquartered in Clovis, I was based remotely in Pismo Beach.
Notable achievements: Increased number of advertisers %.
Pulitzer Central Coast Newspapers
Account Executive publications
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Responsible for selling current clients, bringing in new contract accounts, generating marketable ideas and products that would increase revenue. Sold outside of circulation market, exceeding all sales goals, increasing revenue in territory over % from previous years. Based in Lompoc, CA.
Notable achievements: Broke the budget for my area in commissions earned, exceeded projected goals significantly.
Other experience summary:
Los Angeles Daily News – AE selling advertising to new car dealers outside of circulation market. Exceeded all goals established. years
Best Locator Magazine, AE for tourism magazines on central coast of CA. years
Owned and operated; Direct Leasing and Financial Services a nationwide equipment leasing business. Functioned as owner, lessor and broker. Staffed my company to handle administrative components, I sold my services nationally and secured banking/funding partnerships. years.
