Dynamic Account Manager with a proven track record of delivering exceptional customer service across a diverse portfolio of top-tier accounts. Expertise in driving sales growth by consistently surpassing targets for both new and existing products, showcasing a strong ability to identify and capitalize on market opportunities. Skilled in cultivating robust client relationships and leveraging insights to enhance customer satisfaction and loyalty, ensuring long-term engagement. Committed to fostering collaborative partnerships that meet client needs and contribute significantly to overall business success.
Hi, I’m
Alberta Rains
Summary
Overview
31
years of professional experience
1
Certification
Work History
Jostens, Inc.
Sales Account Manager
12.2008 - 01.2019
Job overview
- Company Overview: Jostens is a trusted partner in the academic and achievement channel, providing products, programs, and services that help its customers celebrate important moments. A leading producer of yearbooks, class rings, diplomas, announcements, and caps, and gowns. Rings are sold on school campuses and through bookstores, retail jewelers, and the Web, while Jostens' sports rings commemorate professional sports champions. Jostens has produced more than 31 Super Bowl rings.
- Territory is MD, DC, Southern PA, and DE. Call on Colleges and Universities.
- Achievements year one:
- Achieved quota and increased delivered volume by 7%
- Top New Sales Representative of the Year
- Obtained a bonus and raise
- Achievements in year two:
- Achieved quota and increased delivered volume by 17%
- Awarded Winners Circle trip to Hawaii
- Obtained a bonus and raise
- Achievements in year three:
- Achieved quota and increased delivered volume by 19%
- Awarded Three Year Sustained Growth
- Obtained bonus and raise
- Achievements for year four:
- Achieved quota and increased delivered volume by 7%
- Awarded College Sales Honor Club for selling over $5 million
- Achievements for year five:
- Achieved quota and increased delivered volume by 5%
- Awarded a five-year ring with two diamonds.
- Achievements for year six:
- Achieved quota and increased delivered volume by 8%
- Awarded a plaque for achieving quota six years in a row.
- Area of the Year winner
- Achievements for year seven:
- Achieved quota and increased delivered volume by 1.6%
- Obtained bonus
- Achievements for year eight:
- Achieved quota and increased delivered volume by 3%
- Obtained bonus
- Achievements for year nine:
- Achieved quota and increased delivered volume by 3%
- Obtained bonus
- Achievements for year ten:
- Achieved quota and increased delivered volume by 1.7%
- Obtained bonus
MEDS PUBLISHING
Education Account Sales
01.2007 - 09.2008
Job overview
- Company Overview: MEDS Publishing was a premier provider of cutting-edge educational healthcare eLearning resources for students, educators, and nursing professionals. Customers are in the higher education market - Community Colleges, Colleges, Universities and Hospitals.
- Sold online curriculum support learning system (enterprise-wide solution) to students, educators, and nursing professionals in Community Colleges, Colleges, Universities, and Hospitals. The learning system is designed to teach a formal learning methodology to help students to develop critical thinking and problem-solving skills to succeed on their national boards, as well as throughout their nursing careers.
- Established overall strategies, priorities, and activity for the territory from initial lead development and qualification through the sales process to closing, contract negotiation, post-sale support, and contract renewal.
- Produced weekly, monthly, and quarterly pipeline and forecast reports for senior management.
- 5% existing contracts and 95% cold call prospecting
- Achievements first year:
- Top sales producer at MEDS Publishing in 2007
- Established twelve new accounts
- Achieved a bonus for having all of the contracts signed for two years
- Achieved $800K in new business in 7 months
- Achievements second year:
- On target to achieve sales of 3.6 Million – selling session ends 9/30/2008
- The company was sold before the year ended
PEARSON ASSESSMENT
Senior Account Manager
08.2001 - 12.2006
Job overview
- Company Overview: Pearson Assessments is a global data collection services and systems company specializing in providing services, systems, and software for data collection, tracking, management, and interpretation. Pearson Assessments provides the applications, services, and technologies that customers in commercial accounts, state and local government, education, and federal government rely on to make their lives easier.
- Sold complex enterprise application solutions that included hardware, software, and services. These solutions and services were tailored to meet the data collection needs of the customer—assessment testing, training, surveys, and evaluations. The territory was Maryland, the District of Columbia, Northern Virginia, and North Carolina. The marketplace was commercial, as well as to State and local Government.
- Developed applications for—the American Red Cross, The World Bank, AES Corporation, IEI International, and others.
- Offer an in-house or outsourced solution that allows customers to collect data using multiple sources, such as paper, fax, electronic forms, PDAs, or by e-mail.
- Developed applications for police for training on racial profiling and payroll that rolled out throughout the United States.
- Developed Prison applications for commissary ordering, facility management, and training that rolled out throughout the United States
- Achieved quota of $875M in 5 months first year in the Commercial, State, and Local Government Marketplace
- Company was sold
CLICK2LEARN, INC.
Federal Sales Manager
03.2001 - 07.2001
Job overview
- Company Overview: Provider of enterprise learning—LMS and LCMS—for Global 2000 organizations to improve workforce performance, educate customers, and publish large volumes of learning content by capturing, managing, and disseminating knowledge throughout the extended enterprise to deploy interactive, personalized learning initiatives.
- Built the Federal Marketplace and Pipeline from ground zero.
- Key Federal Accounts—Department of Defense, U. S. Air Force, and Civilian Government Agencies.
- Established awareness and credibility of C2L within the Government Sector to deliver enterprise-learning solutions.
- Company went out of business
PEARSON ASSESSMENT
Federal Senior Account Manager
05.1997 - 02.2001
Job overview
- Company Overview: A global data collection services and systems company focused on providing services, systems, and software for the collection, tracking, management, and interpretation of data for—corporate America, state, local, and federal government education markets.
- Developed the Federal Account Marketplace - Dept. of Defense and Federal & Civilian Agencies
- Top Producer Award winner, 1997
- President Circle's winner in 1998
- Winner's Circle 1997, 1998, 1999, 2000
- 1.3 Million sold during year 4
- 1.1 Million + sold during year 3
- 1 Million + sold during year 2
- Sold $845K in year one and achieved annual sales quota in 9 months in 1997.
SCANTRON CORPORATION
Regional Sales Manager – Eastern Region for Scanning Systems that Scantron Corporation bought out.
12.1987 - 04.1997
Job overview
- Company Overview: The industry leader in data collection and assessment systems designed to meet the educational needs within the commercial marketplace, as well as State and local government, education, and the Federal Government. These solutions address the complexity of designing and managing the right curriculum and assessments to improve employee and student performance with effective, technology-based solutions that streamline and simplify the process.
- Sold hardware, software, and services all integrated into a total solution. These solutions and services are tailored to meet the data collection needs of the customer, such as assessment testing, surveys, and evaluations.
- Launched, managed, built, and worked the entire East Coast, from the Mid-Atlantic up to the Northeast, in the commercial, State, and Local Government, Federal Government, and educational marketplace.
- Built client base from ground zero and developed key, flagship reference accounts.
- Territory included – VARs/resellers and distributors
- 111% of sales quota
- Sold over 1.3M+.
- Closed the largest sale of the year - $536,000 to the Baltimore County School District.
- Senior Account Manager
- Territory was the southern portion of the state of Virginia.
- Built the commercial sector, including commercial VARs/resellers, Federal, State, and Local government, and educational marketplace for over ten years.
- Developed, managed, and motivated a sales team to achieve targeted sales objectives.
- 125% over quota year one.
- Top Educational Sales Representative in the nation.
- President's Gold Circle Award.
- 141% over quota last year.
- Over-achieved quota every year.
Education
Southern Methodist UniversityDallas, TX
Bachelor of Fine Arts (B.F.A.) from Art, Education
University Overview
- National Honor Society and Dean's List Honoree (4 years)
- Full Academic Scholarship to attend Southern Methodist University due to 3.5+GPA
- GPA: 3.5+GPA
Clinton Community CollegePlattsburg, NY
Associates Degree from Business Administration
University Overview
Skills
- Top-notch sales individual with more than twenty years of experience Effectively selling into—commercial, corporate accounts, state and local, and federal government, healthcare, and educational marketplaces Possess a strong working knowledge of—eLearning, computer applications, application development tools, hardware systems, and Internet business areas Exceptional skills in organizing, developing, and managing all sales marketing and follow-up cycle elements
- Specific expertise in:
- Key Account Selling
- Strategic Alliance/Partner Development
- Pricing and Value Proposition Models
- Federal Government Selling/Relationships
- Enterprise e-business application e-learning
- Target Marketing and Business Development
- Business Strategy and Plan Development
- Sales Methods (Solution selling/Spin Selling)
Certification
- Miller Heiman – Strategic Selling
- IMPAX training – Strategic Selling
- Active Maryland Real Estate License
- Training in Salesforce software
- Certified Travel Industry Teacher
- Certified to teach in:
- State of TX
- State of PA
- State of FL
- State of CA
- State of NY
Timeline
Sales Account Manager
Jostens, Inc.
12.2008 - 01.2019
Education Account Sales
MEDS PUBLISHING
01.2007 - 09.2008
Senior Account Manager
PEARSON ASSESSMENT
08.2001 - 12.2006
Federal Sales Manager
CLICK2LEARN, INC.
03.2001 - 07.2001
Federal Senior Account Manager
PEARSON ASSESSMENT
05.1997 - 02.2001
Regional Sales Manager – Eastern Region for Scanning Systems that Scantron Corporation bought out.
SCANTRON CORPORATION
12.1987 - 04.1997
Clinton Community College
Associates Degree from Business Administration
Southern Methodist University
Bachelor of Fine Arts (B.F.A.) from Art, Education