Andy McDowall
Sales/Sales Director
Raleigh,United States
Summary
Experienced Sales Leader with over 30 years of Sales and Management Experience. Looking for my next role as either a Strategic Sales Leader or Senior level Sales Executive. Organized Channel Sales Manager with record of success in surpassing sales targets. Talented in connecting partners and building new sales channels with robust profits. Performance-oriented professional with progressive background and consistent accomplishments.
Overview
25
25
years of professional experience
Work History
VP of Sales, North America
Fast Lane Training And Consulting
2020.01 - 2022.03
- Owned Channel Sales, Account Executives, Inside Sales, and Customer Service teams.
- Part of the Executive Leadership working directly with the President to set strategy for the company plan to execute on vision
- Developed and implemented Account management plans that set expectations on growth from existing customers, while driving net new business from new accounts.
- Supported Vendors including Cisco, NetApp, AWS, Google Cloud, VMware, Splunk and Fortinet Security.
- Led Global initiative to create in-house CRM capabilities to the Operations Management Tool
- Created a Channel team and led the Strategy that achieved goal in Year 1, and grew 800% YoY in year 2.
- Implemented a Sales strategy that defined the focus between Account Management and cultivating new customer relationships.
- Increased revenue by implementing effective sales strategies in sales cycle process from prospecting leads through close.
- Created an internal lead referral program to solicit new business opportunities and contacts.
- Implemented an aggressive sales compensation program to reward over-achievers while reducing the liability of under performers.
- Established and maintained positive relationships with vendors capture Vendor funded programs.
- Analyzed past sales data and team performance to develop realistic sales goals.
- Directed sales support staff in administrative tasks to help sales reps close deals.
Director of Channel Sales
Cprime Learning
2019.02 - 2020.01
- Managed the overall business between CPrime Partners and Resellers accounts
- Grew Channel Business from 4 million to 4.8 million in 1 year
- Expanded Rate card to help provide updates to Partners on course changes and updates, as well as pricing changes
- Worked with Operations to create a Partner Portal for ease of schedule feeds and order processing
- Created an Inside Sales team to create focus on Strategic Selling for the Channel Account Managers, while the ISRs focused on transactional business.
- Managed potential channel conflict by fostering excellent communication and strict adherence to channel rules of engagement.
- Improved business processes to increase productivity and align channel sales department with organization.
- Met and exceeded targets and growth metrics within assigned partner accounts.
- Assessed, clarified and validated partner needs to nurture relationships and achieve success.
- Developed solutions with partners to aid in winning new business.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Managed accounts to retain existing relationships and grow share of business.
- Held daily huddle with sales team members to identify selling hurdles and offered insight into best remedy.
- Documented sales activities in Salesforce and achieved defined activity levels.
Senior Channel Account Manager
Global Knowledge
2004.11 - 2019.01
- Cultivated and developed Strategic Partnerships in an assigned list of Accounts.
- Onboarded new Partners, as well as new reps from existing Partners.
- Articulated value proposition to Partners sales teams to increase their share of the market.
- Coordinated sales activities with partners and resellers to identify and close new business.
- Performed effectively in self-directed work environment, managing day-to-day operations and decisions.
- Worked with Inside sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.
- Fostered lasting relationships with customers through effective communication and quick responses, resulting in long-term loyalty and expanded client base.
- Attended trade shows and Partner events
- Implemented a Channel order management system with assigned Partners
- Managed Partner contract terms and conditions – ensuring compliance
- Maintained and developed key Decision Maker relationships within assigned partner accounts
- Documented sales activities in Salesforce and achieved defined activity levels.
District Manager
Terminex
2004.11 - 2012.03
- Supervised 4 locations to enforce high-quality standards of operation.
- Located, developed, and promoted talented employees to cultivate collaborative and hardworking leadership team.
- Modeled best practices for sales and customer service.
- Coordinated with other district managers to actualize performance improvement strategies.
Corporate Sales Trainer
Rentokil Initial
2003.03 - 2004.10
- Trained on sales and account management practices to reduce process lags and enhance performance, efficiency and profitability.
- Developed and led group training courses to align with corporate sales and service goals.
- Managed recruitment, training and development for highly effective sales team.
- Designed and implemented sales training program and documentation.
Sales Representative
Coeco
1997.06 - 2003.03
- Managed customer accounts to secure customer satisfaction and repeat business.
- Trained and mentored new sales representatives.
- Retained excellent client satisfaction ratings through outstanding service delivery.
- Developed and maintained comprehensive understanding of products, services and competitors to enhance sales presentations.
Education
Bachelor of Arts - History
University of North Carolina At Greensboro
Greensboro, NC05.1997
Skills
- Business Development
- Sales Processes
- Account Sales Strategies
- Channel Programs
- Solution Selling
- Closer
- Hunter
Timeline
VP of Sales, North America
Fast Lane Training And Consulting
2020.01 - 2022.03
Director of Channel Sales
Cprime Learning
2019.02 - 2020.01
Senior Channel Account Manager
Global Knowledge
2004.11 - 2019.01
District Manager
Terminex
2004.11 - 2012.03
Corporate Sales Trainer
Rentokil Initial
2003.03 - 2004.10
Sales Representative
Coeco
1997.06 - 2003.03
Bachelor of Arts - History
University of North Carolina At Greensboro
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