CRAIG SHELBY
Irvine ,CA
Summary
Seasoned Sales Manager with extensive experience in building and growing sales territories in competitive markets.
Proven ability to lead strategic planning and foster customer loyalty through tailored solutions. Expertise in developing client relationships and managing large territories, with strong technical acumen and communication skills.
Overview
21
21
years of professional experience
Work History
Director of National Accounts
Building Engineering Consultants Inc.
Salt Lake City, Utah
11.2022 - Current
- Develop and maintain strong relationships with national clients.
- Leed strategic planning for account growth and development.
- Analyze market trends to inform account strategies and decisions.
- Oversee contract negotiations and renewals with key accounts.
- Facilitate regular communication between clients and internal teams.
- Analyze data for trends in customer buying habits, making strategic decisions accordingly.
- Attend trade shows, conferences, and other events related to national accounts development.
- Identify opportunities for expanding business within existing client base or through new contacts.
North American Sales Manager
Garware
Gaithersburg, MD
01.2019 - 11.2022
- Identified sales opportunities by assessing environment and devising and implementing winning strategy
- Added accounts totaling 7 million annually
- Provided bookings forecast inputs for all product opportunities within assigned accounts
- Analyzed marketing data, including market trends, competitor performance and product strengths
- Prepared cost estimates by studying customer documents and consulting with project managers
- Reviewed all customer inquiries to understand project scope while managing internal disciplines to compliantly respond
- Supported market research activities, including metrics and requirements development and risk management
- Attended trade shows and seminars to promote products and learn about industry developments
- Submitted monthly reports, including booking forecasts, monthly highlights and CRM entries
- Developed and implemented pursuit plans for all opportunities with assigned key accounts
President
CRS Consulting
Jacksonville, Florida
02.2017 - 02.2019
- Provided detailed information on solar film industry to domestic / international parties
- Colaborated with various manufacturers to identify sales opportunities, improve operations & provide exceptional customer service
- Guided interested parties on insights to untapped industries in solar film industry
- Presented detailed reports that highlighted industry trends
Vice President of Sales East Coast
SECURE TRANSPORTATION
Long Beach, CA.
01.2016 - 01.2018
- Developed new transportation accounts for expansion to East coast
- Generated over 2 million in revenue in first 14 months
- Collaborated with members of operations to ensure coordination of transportation for accounts
- Completed assignments, including travel assignments, within established budgets and timeline
- Use of Salesforce, extensive trade shows, and achievement of monthly goals
National Key Account Sales Manager
MADICO WINDOW FILM
St. Petersburg, FL
01.2015 - 01.2016
- Managed top tier accounts across North America, meeting sales objectives and identifying expansion opportunities through cross-selling and up-selling
- Supervised seven sales representatives across territory, providing opportunities for professional growth
- Utilized customer service skills, achieving resolution to client conflicts and complaints
- Collaborated with members of other departments to ensure coordination of services for key accounts
- Completed assignments, including travel assignments, within established budgets and timeline
- Increased solar film product sales through targeted marketing campaigns.
National Key Account Manager
HANITATEK WINDOW FILMS
Dallas, TX
01.2014 - 01.2015
- Regularly exceeded sales objectives for territory and coached five sales employees in learning sales strategies
- Conducted regular field visits and business reviews with Territory Managers and customers to achieve proper product positioning and sales call execution
- Spearhead development of tactical action plans, creating marketing and educational resources
- Leveraged relationships with Commercial Property Managers and owners to expand sales opportunities
- Oversaw work of five sales representatives, providing regular feedback, performance reviews, and training
- Managed budget for sales team's travel throughout territory while achieving sales objectives
Regional Outside Sales Representative
EASTMAN PERFORMANCE FILM
Kingsport, TN
01.2005 - 01.2014
- Managed over 200 customers by utilizing CRM software to forecast projections, while achieving sales records.
- Acquired new business throughout assigned territory, traveling 75% of time, while maintaining active clients.
- Monitored sales of solar control film products to installation customers to track trends and adjust market scope.
- Built rapport with key regional accounts.
- Established monthly sales objectives by creating effective sales plans and quotas.
- Placed orders and answered customer questions in-person, through email and over phone to maximize customer service.
Education
Bachelor of Arts - Business Administration
Davenport University
Grand Rapids, MI2002
Skills
- Strategic Planning
- Leadership in Sales Growth
- Client Loyalty Strategies
- Sales Strategy Development
- Technical Sales Expertise
Affiliations
Professional Solar Accreditation, Advanced Solar Accreditation, Advanced Safety Film
Accreditation
International Window Film Association 1992
Trade Associations
American Institute of Architects / American Society of Interior Designers
National Association of Pupil Transportation
Programs for Inclusive Care of Elderly
National Autism Association
Timeline
Director of National Accounts
Building Engineering Consultants Inc.
11.2022 - Current
North American Sales Manager
Garware
01.2019 - 11.2022
President
CRS Consulting
02.2017 - 02.2019
Vice President of Sales East Coast
SECURE TRANSPORTATION
01.2016 - 01.2018
National Key Account Sales Manager
MADICO WINDOW FILM
01.2015 - 01.2016
National Key Account Manager
HANITATEK WINDOW FILMS
01.2014 - 01.2015
Regional Outside Sales Representative
EASTMAN PERFORMANCE FILM
01.2005 - 01.2014
Bachelor of Arts - Business Administration
Davenport University