ADRIAN WILLIAMS
Glenn Dale,MD
Summary
Results-oriented Sales Leader offering exceptional record of achievement over a 15-year career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets within the Aviation industry. Talented in identifying and capitalizing on emerging market trends and revenue opportunities. Professional with diversified leadership qualities and experience in Marketing, Recruiting and Sales to meet market needs. Successful in leading and supporting sales teams in DE, DC, MD, and VA, creating infrastructure, monitoring, analyzing and reporting enterprise wide performance and incentive metrics. Possessing a successful sales record and development functions, including new product rollouts, key account management, customer relationship development, contract negotiations, and order fulfillment to improve the “value and reach” of the Michelin brand. Routinely conducts cross-functional team training, coaching, and mentoring to meet/surpass objectives.
Overview
15
15
years of professional experience
1
1
Certification
Work History
Aviation Global Account Executive
Michelin North America
12.2018 - Current
- Oversee global product development and trusted relationships with a portfolio of major clients to ensure they do not turn to the competition.
- Collaborate with operational and purchasing teams for optimum service.
- Facilitated existing account growth and penetration with airline customers and distributors to achieve annual sales goals.
- Drove sales by developing multi-million dollar contract sales.
- Managed aircraft tire revenue models, process flows, operations support and training programs.
- Maintained financial controls, planned business operations and control expenses while identifying and pursuing opportunities to grow business operations and boost profits.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Serve as contact point for key customers and internal teams.
Regional Sales Manager
Michelin North America
06.2014 - 12.2018
- Responsible for leading and supporting sales teams in DE, DC, MD, and VA, creating infrastructure, monitoring, analyzing and reporting enterprise wide performance and incentive metrics.
- Accomplished a successful sales record and developed functions to generate truck tire sales volume, including new product rollouts, key account management, customer relationship development, contract negotiations, and order fulfillment to improve the “value and reach” of the Michelin brand.
- Instrumental in the complete turnaround of under-performing sales team; set higher expectations and instituted individual accountability which resulted in 46% revenue increase over 4 years.
- Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth.
Corporate Recruiting Manager
Michelin North America
08.2013 - 06.2014
- Responsible for hiring senior personnel for various marketing and sales positions across the U.S.
- Maintained full accountability for the effective and efficient staffing of 88 locations in 45 states.
- Acted as primary liaison between corporate headquarters and site operations, including overseeing business and financial operations, and performed a variety of proactive recruiting and human resources functions.
- Founder of the Annual Michelin North America Marketing and Sales Internship Program.
- Developed National Sales Competition and National Collegiate Sales Competition programs.
- Success in building the value of the Michelin brand and products by connecting customer needs around our products and the company's core values.
- Performed targeted candidate searches via employee referrals, networking, cold calling, LinkedIn, and industry specific associations which helped to maintain a pipeline of qualified candidates.
Territory Manager
Michelin North America
03.2008 - 08.2013
- Cultivated multi-level internal and external relationships with key Transportation decision-makers such as Owners, CEOs, CFOs, GM and Fleet Managers.
- Developed pricing strategies and utilized negotiation skills to competitively position and incorporate Michelin's broad range of fleet solutions.
- Assisted fleet customers to lower their operating costs by leveraging performance data analysis
- Integrated industry standards and customized technology solutions in the sales process which resulted in a 98.7% retention of existing clients, up from 83.4% in 2008
- Selected to participate in the company’s Challenge Program as a high potential and future leader Developed strategies that helped achieved the company’s “Zero Waste to Landfill by 2015” program objectives and reduced the negative effects to the environment.
- Recommended the elimination of Styrofoam usage at the North American Headquarters due to its non-biodegradable properties which in turn increased recycling measures at the facility.
Education
Bachelor of Science - Marketing
Appalachian State University
Boone, NCSkills
- Operational Records Review
- Closing Techniques
- Sales Quota Management
- Professional Relationships
- Client Needs Assessment
- Account Acquisition
- Consultative Selling Techniques
- Operational Efficiency
- Profitability Assessments
Certification
Process Improvement Performance Improvement
Coaching/Mentoring Team Building
Customer Relationship Management Project Management
Strategic Planning Human Resource Management
Affiliations
Alpha Phi Alpha Fraternity, Inc.
Timeline
Aviation Global Account Executive
Michelin North America
12.2018 - Current
Regional Sales Manager
Michelin North America
06.2014 - 12.2018
Corporate Recruiting Manager
Michelin North America
08.2013 - 06.2014
Territory Manager
Michelin North America
03.2008 - 08.2013
Bachelor of Science - Marketing
Appalachian State University