Summary
Overview
Work History
Education
Skills
Certification
COMPUTER SKILLS
Timeline
Generic

Charles Lane

Atlanta,GA

Summary

Dynamic and results-oriented professional with extensive experience in business development, sales, and management. Adept at generating and retaining new business through the strategic execution of sales processes, cost efficiency, and asset optimization. Proven leader with a strong track record in implementing aggressive sales plans while fostering relationships that enhance portfolio growth through effective relationship management and compelling value propositions. Demonstrates superior expertise in developing and executing strategic business solutions that drive territory expansion and sales growth. Committed to delivering exceptional results by leveraging strong marketing skills and a self-motivated approach to achieving organizational goals.

Overview

35
35
years of professional experience
1
1
Certification

Work History

Senior Consultant

Vault Consulting
06.2011 - Current
  • Provide strategic leadership for career coaching and development organization focused on recent college graduates. Create documentation to develop training programs based on individual needs. Instruct learners in remote locations and classroom environments. Facilitate group and one-on-one training.
  • Manage rollout, administration, production, evaluation and continuous improvement of learning products. Connect and form strategic alliances with college presidents to build value around services and presentations.
  • Contract with top universities including Clark Atlanta University, Albany State University, South Carolina State University, Agnes Scott College, and Mercer University.
  • Mentored junior consultants, helping them enhance their skills and contribute more effectively to projects.
  • Delivered high-quality solutions for clients through comprehensive research and analysis of industry trends.
  • Built strong relationships with clients through consistent communication and proactive problem-solving efforts.
  • Presented findings and recommendations to executive-level stakeholders, effectively communicating key insights and action plans.

Senior Business Consultant

Merchant Lynx Services
07.2016 - 08.2017
  • Developed and implemented business development strategies through prospecting, effective pre-call and post call planning to build and grow sales and revenue for assigned territory that exceeded management goals by 125%.
  • Integrated business values and shared goals to build relationships and trust that resulted in continued growth of new and current business for actual and sustainable value.
  • Analyzed financial statements to consult and educate clients while staying in compliance with all corporate, sales and marketing policies on the benefits of using Merchant Lynx’s financial systems.
  • Developed long-term business strategies to position companies for success in competitive markets.
  • Collected various reports and information regarding client's business by interviewing, shadowing, and analyzing reports.
  • Strengthened client relationships through effective communication, understanding their needs, and delivering tailored solutions.
  • Improved client satisfaction by analyzing business processes and implementing customized solutions.

Business Consultant

First Data Corporation
06.2015 - 07.2016
  • Implemented and designed business strategies through prospecting, pre-call and post call planning that resulted in a 120% increase in sales in the first quarter.
  • Facilitated the implementation, installation, education and training of new hardware and software applications onsite for new and existing clients.
  • Generated over $2M in revenue volume exceeding management goals by 110% of plan.
  • Developed business strategies by conducting comprehensive market research and competitor analysis.
  • Increased client satisfaction by implementing tailored solutions for their unique business needs.
  • Established and maintained relationships with key stakeholders for growth opportunities and successful partnerships.
  • Streamlined operational processes with the integration of innovative technologies, reducing overall costs.

Principal / Consultant

Health Lane Medical Supply, LLC
05.2009 - 04.2014
  • Developed and analyzed P and L statements for operations including – budget development, implementation of business development strategies, marketing and promotional campaigns for sales and distribution consistent with state and federal compliance laws.
  • Managed Sales, Territory Development, Distribution and Marketing of diabetic devices to hospitals, clinics and physician offices in the Atlanta-area market through prospecting, pre and post call planning.
  • Consistently exceeded aggressive sales objectives through detailed account management.
  • Sales Results: Health Lane Medical Supply
  • Consistently exceeded sales goals 2010-2014
  • 2014 Results: Increased sales by 145%
  • 2013 Results: Increased sales by 140%
  • 2012 Results: Increased sales by 135%
  • 2011 Results: Expanded product line to include diabetic syringes, strips and meters
  • 2010 Results: Increased sales by 125%; secured a contract with Fulton County to supply medical equipment
  • 2009 Results: Successfully secured new contracts with Blue Cross Blue Shield
  • Built strong relationships with clients, fostering long-term partnerships and repeat business.
  • Negotiated contracts with vendors, securing optimal terms and conditions while reducing costs.

Senior Account Manager

Arkray USA | Health Division
10.2008 - 04.2009
  • Delivered sales results that exceeded management sales goals by 130%. Executed company approved business development programs for training and education of company products to hospitals, clinics and physician offices through expert understanding and knowledge in product education.
  • Managed territory that included effective documentation of pre-call and post call records via Arkray’s CRM reporting system.
  • Utilized resources within territory with management input that resulted in customer satisfaction by building trust through professional relationships in physician offices, hospitals and clinics.
  • Implemented Strategies to develop and execute quarterly action plans which included compliance with sales and marketing policies, corporate policies, state and federal laws.
  • Enhanced communication between departments for more effective problem-solving and collaboration.
  • Provided extensive support in sales, technical and business areas to key accounts.
  • Developed deep knowledge of customer businesses and relationship to company objectives.

Franchise Owner / Operator

Wingstop Restaurant
08.2002 - 12.2006
  • Managed a staff of 20 while overseeing food service and improving hiring and training of staff members.
  • Resolved human resources issues such as payroll, benefits and management of a $400,000 operating budget.
  • Provided hands-on leadership and development in all aspects of operations resulting in a number one ranking (2004) out of 80 plus franchises operating 300 units for the highest percentage of sales increase.
  • Managed labor, inventory and overhead costs effectively to maintain business profitability.
  • Managed daily cash flow effectively while adhering to company guidelines on deposits, expenditures, account reconciliations.
  • Coordinated business paperwork such as contracts, employee files and tax submissions with good organizational skills.
  • Recruited and developed successful leadership staff to handle day-to-day business operations.
  • Spearheaded local charitable initiatives on behalf of the franchise brand, enhancing public perception and goodwill within the community.

District Sales Manager

inVentiv Health
04.1998 - 08.2002
  • Lead a Contract team of Territory Sales Representatives for BMS. Managed 12 representatives successfully, provided leadership, training and coaching covering Washington DC, Va, MD, GA and AL. Participated in Recruiting, interviewing, hiring sales team; evaluated employee performance and territory management.
  • Collaborated closely with other district managers to share best practices, learnings, and drive overall success of the organization.
  • Improved team performance by providing regular coaching, training, and mentoring to sales representatives.
  • Exceeded annual sales targets through strategic planning, territory optimization, and customer relationship building.
  • Increased sales revenue by developing and implementing effective sales strategies for the district.
  • Recognized potential talent within the team members early on; mentored them into higher positions in the organization over time.
  • Coached sales associates in product specifications, sales incentives, and selling techniques, significantly increasing customer satisfaction ratings.

Hospital Specialty Representative

Centocor LLC
11.1997 - 04.1998
  • Developed marketing and sales strategies to maximize sales in the hospital surgical markets in Washington DC, MD and VA. Made presentations to physicians, residents, and surgical staff on training and educational programs.
  • Developed institutional relationships with department heads, pharmacy staff, surgical and trauma departments.
  • Supported and funded surgical programs at teaching institutions through grants and symposiums on blood derivative products (Albumin) and Shunts for Carotid Arteries that reduce the risk of a stroke.
  • Provided exceptional customer service, addressing inquiries and resolving issues in a timely manner.
  • Achieved consistent sales growth by cultivating strong relationships with key decision-makers within the medical community.
  • Exceeded quarterly sales targets through diligent prospecting and regular follow-ups with potential clients.
  • Demonstrated adaptability by quickly learning new products, technologies, and therapeutic areas as needed.
  • Drove business growth by identifying unmet needs within the market and proposing targeted solutions to address them.

Senior Sales Representative

Johnson & Johnson (Janssen)
01.1991 - 10.1997
  • Managed and implemented business development strategies such as, dinner programs, symposiums and educational forums in targeted areas such as pharmacies, Specialty HIV, Dermatologists, Gastroenterologist, podiatrist and Allergy Specialist that resulted in market share increases and sales awards.
  • Awarded the Janssen Inner Circle Ring (1992)
  • Received the Janssen Sales Excellence Award (1993)
  • Won the Propulsid Eagle Award (1995)
  • Increased sales revenue by building and maintaining strong relationships with key clients.
  • Developed exceptional interpersonal, speaking, and listening skills from talking with both customers and upper management.
  • Continually navigated issues and solved complex strategy problems affecting sales growth and business direction.

Education

Masters in Business Administration - MBA

Averett University
Vienna, VA

Business Administration - Finance

Clark Atlanta University
Atlanta, GA

Skills

  • Customer Service
  • Account Acquisition & Retention
  • Relationship Building
  • Sales Reporting/Forecasting
  • Sales Strategy/Planning/Development
  • Contract Negotiation
  • B2B Sales Management
  • Business Acumen
  • Strategic planning
  • Teamwork mindset
  • Consulting
  • Business planning
  • Business analysis
  • Revenue development
  • Operations management
  • Financial management
  • Contract management
  • Systems analysis

Certification

Texas All-Lines Independent Claims Adjuster/ State Farm (Property, Policy & Estimatics), TWIA Certified, NICTA Certified, NFIP and State Farm Auto Certification.

COMPUTER SKILLS

Microsoft Office (Word, Excel, PowerPoint, Outlook)

Timeline

Senior Business Consultant

Merchant Lynx Services
07.2016 - 08.2017

Business Consultant

First Data Corporation
06.2015 - 07.2016

Senior Consultant

Vault Consulting
06.2011 - Current

Principal / Consultant

Health Lane Medical Supply, LLC
05.2009 - 04.2014

Senior Account Manager

Arkray USA | Health Division
10.2008 - 04.2009

Franchise Owner / Operator

Wingstop Restaurant
08.2002 - 12.2006

District Sales Manager

inVentiv Health
04.1998 - 08.2002

Hospital Specialty Representative

Centocor LLC
11.1997 - 04.1998

Senior Sales Representative

Johnson & Johnson (Janssen)
01.1991 - 10.1997

Business Administration - Finance

Clark Atlanta University

Masters in Business Administration - MBA

Averett University

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