Dale Glinz
Holland,MI
Summary
Results-oriented Senior Account Executive with experience strengthening customer relationships and promoting company offerings. Strong active listening and persuasion skills. Adaptable and motivated by new challenges. Versatile Senior Account Executive offering experience in account development, documentation and business development. Expert at driving sales and building relationships. Dedicated to exceeding quotas and expectations. Experienced Sales Assistant with expertise in store opening and closing procedures, money handling and merchandising. Manages sales tasks with efficiency and accuracy. Proficient in monitoring security and serving diverse customer needs. Self-motivated outside sales professional experienced in both technical and non-technical, fast-paced team environments. Relationship building and closing expert. Outside sales specialist with strength in negotiations, e-commerce and customer service. Excellent interpersonal and time management skills.
Overview
30
30
years of professional experience
9
9
years of post-secondary education
14
14
Certifications
Work History
Senior Account Executive
Elara Caring
Grand Rapids, MI
01.2019 - Current
- Sell home care services to physicians and care facilities along the lakeshore of West Michigan
- Develop a marketing strategy that best fits the strategic plan for the region
- Grow the area and increase referrals during a pandemic and beyond.
- Employed proactive and collaborative approaches to strengthen relationships and manage customer needs.
- Sold new products and services and developed new accounts to maximize revenue potential.
- Prepared client budgets by reviewing client billing and managing monthly invoices.
- Analyzed key competitors to respond to competitive threats.
- Increased revenue by communicating payment changes and product updates to customers.
- Motivated team members to meet and exceed sales targets.
- Established customer relationships, interfacing with representatives and collaborating to achieve mutually beneficial results.
Vice President of Sales and Operations
Knight Transfer Service
Zeeland, MI
09.2017 - 01.2019
- Oversee and develop new accounting principles and procedures
- Implement a new accounts receivable and payable process and software development
- Design and implement sales plans
- Establish policies that promote company culture and vision
- Implement strategy that increased sales quarterly by 18% to $2,500,000
- Oversee operations of the sales team and provide a sales presentation to clients
- Increased close rate 50%
- Set comprehensive goals for performance and growth
- Increased sales team by 50% which quadrupled sales to almost $10,000,000
- Responsible for the development and management of existing customer relationships
- Lead employees to encourage maximum performance and dedication
- Evaluate performance by analyzing and interpreting data and metrics
- Write and submit reports to the CEO
- Participate in expansion and acquisitions
- Manage relationships with partners/vendors
- Prospecting - Account Development
- Implement new communication and tracking software increasing our efficiency by 33
- Developed short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue.
- Performed monthly sales forecasting and competitive analysis to determine product performance levels and need for new product developments.
- Analyzed past sales data and team performance to develop realistic sales goals.
- Increased revenue by implementing effective sales strategies in sales cycle process from prospecting leads through close.
- Worked with board of directors to facilitate creation and adoption of updated governance policy.
- Fostered performance development of staff through ongoing coaching and mentoring on best practices.
- Increased declining margins [Number]% and profits [Number]% by cross-selling [Type] products to existing customers.
- Created additional revenue streams by introducing new product lines, boosting revenue [Number]%.
- Crafted overall account sales strategies and coordinated activities of sales executives to achieve revenue goals.
- Contributed to team and customer success by creating and delivering engaging client-facing presentations to communicate [Product or Service] benefits.
- Heightened product awareness levels and drove profit margins [Number]% through negotiations with store owners, district managers and buyers.
- Executed marketing programs and methodologies to increase customer loyalty.
- Initiated in-depth account assessments with sales and management teams to evaluate sales potential.
- Utilized internal lead referral tools to solicit new business opportunities and contacts.
- Boosted profitability 200% by developing 8-person leadership team, communicating expectations and leveraging company's resources.
- Implemented high-volume national email marketing campaign, resulting in average of 50 leads per month.
- Implemented high-volume national email marketing campaign, resulting in average of 50 leads per month.
- Boosted profitability 200% by developing 8-person leadership team, communicating expectations and leveraging company's resources.
- Developed SWOT analysis and executed targeted sales strategies accordingly using data-driven decision-making.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Maintained detailed records of sales progress, inventories and marketing success to better align goals with company priorities.
Senior Account Executive
Williams Scotsman
Houston, TX
01.2015 - 08.2017
- Conduct Prospecting calls and set up meetings with new customers
- Develop relationships with new customers who have significant business with WS
- Effectively communicate William Scotsman value to customers
- Grow sales of 360 service offerings; (furniture, ramps, steps)
- Account management; expand relationships and revenue generated from existing customers including strategic accounts within a defined geography
- Identify top accounts in the territory, build and maintain written account plans focused on expanding relationships with each customer, and execute against the plan
- Develop, implement and manage account plans with assigned strategic accounts
- Leverage availability resources and demonstrate core value strengths to position Williams Scotsman as the industry leader
- Director Graduate Recruiting and Corporate Training
- Employed proactive and collaborative approaches to strengthen relationships and manage customer needs.
- Sold new products and services and developed new accounts to maximize revenue potential.
- Met with new customers to share product and service information, listen to needs and learn about business operations.
- Networked at events and prospected for new customers with diverse strategies.
- Maintained contact information database by keeping account details updated, clear and relevant.
- Researched emerging industry trends, applications and concepts to enhance products and services.
Director of Recruiting/Training Manager
Spring Arbor University
Spring Arbor, MI
09.2002 - 09.2014
- Develop the marketing for graduate programs on campus and online
- Train new employees at satellite offices
- Host events to increase prospective students
- Bolstered conversion rate at the sites from 12% to 72% over a 12-month period
- Increased site enrollment revenue by $578,000
- Develop networking pipeline within the community through events and marketing
- Rollout new graduate degree and recruit students to fill the program generated $6,400,000
- Solidify working relationships with faculty and staff
- Was responsible for a team who generated $5,760,000 annually
- Alternated training methods to diversify instruction, strengthen learning opportunities and enhance program success.
- Conducted orientation sessions and organized on-the-job training for new hires.
- Delivered new employee onboarding and training sessions via Salesforce.
- Managed new employee orientation training process for more than 50 employees each year.
- Drove departmental performance and achievement of service levels through focused team operational reviews, structured coaching and managing to enterprise targets.
- Assessed skill gaps for employees and developed training courses to meet identified needs.
- Planned corporate annual summer and holiday events and team building-based training initiatives.
- Developed departmental systems and procedures to better align workflow processes.
Sales Manager
Nextel Communications
Mount Pleasant, MI
01.1997 - 07.2002
- Grow the company monetarily with monthly revenue exceeding $400,000 and develop a training program for office and sales individuals
- Administers the compensation program; monitors the performance evaluation program and revises as necessary
- Performs benefits administration to include claims resolution, change reporting, approving invoices for payment and communicating benefit information to employees
- Developed employee relations counseling, outplacement counseling and exit interviewing
- Assists in evaluation of reports, decisions and results of department in relation to established goals
- Recommends new approaches, policies and procedures to effect continual improvements in efficiency of the department and services performed
- Lead the state in sales 24 consecutive months with revenue exceeding $264,000 monthly
- Set state sales record for sales in a single month 226
- Lead office expansion in new areas of the state and developed a marketing and growth plan that lead to 5 new locations and over a million dollars in sales.
- Targeted and prospected for new business through telemarketing, individual creativity and innovation.
- Recruited and hired top-level talent to add value and expertise to sales department.
- Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures.
- Utilized metrics to modify low-performing sales and marketing programs and plans to increase effectiveness.
- Reviewed customer service agreements for terms and conditions pricing and accuracy.
- Promoted continuing education opportunities for sales team to bolster skills and add value to department.
Branch Manager
Enterprise Rent-A-Car
Farmington Hills, MI
05.1992 - 01.1997
- Job expectations were to up-sell customers from smaller car reservations to the higher-level vehicle and sell them the collision damage waiver CDW
- After averaging 70% or more in monthly CDW sales for three consecutive months I was promoted to assistant branch manager 90 days after being hired
- Later, after my branch locations were successful, I received additional promotions until I was in charge of a larger region, more cars, and more employees
- Another facet of this job was to form business relationships with insurance agencies, auto body and service shops in the area to generate beneficial selling opportunities through referral
- The branch locations would track the amount of business referrals agents would send, allowing the office to better focus marketing efforts in the upcoming weeks
- Helped develop new territories and offices in Fostoria, OH
- Took over a branch office in Findlay, OH with an average of 17 cars in the fleet and grew it to more than 120 cars and moved the office to a new larger location all within a 12 month period
- Received satisfied customer service reviews of 96% at my branch office.
- Boosted sales and customer loyalty through incentive programs.
- Forecasted trends and recommended improvements based on financial risk analyses.
- Created strategies to develop and expand existing customer sales, resulting in increase in annual sales.
- Compiled database of loan applicants' credit histories, financial statements and other financial information.
- Consulted customers to boost product sales and services.
- Assessed employee performance and developed improvement plans.
- Submitted loan applications to underwriter for verification and recommendation.
- Gathered and reviewed customer feedback to improve operations.
- Reviewed and edited loan agreements to enhance clarity and monitor compliance with requirements.
- Maintained confidentiality of bank records and client information to prevent mishandling of data and potential breaches.
- Enhanced branch production rates by handling staff conflicts, evaluations, hiring and termination processes and coaching employees on company protocol and payroll operations.
Education
MBA - Finance
Spring Arbor University
Spring Arbor, MI 09.2004 - 05.2006
Bachelor of Science - Education
Spring Arbor University
Spring Arbor, MI 01.1998 - 12.2000
BBA -
Spring Arbor University
Spring Arbor, MI 09.1986 - 05.1991
Skills
Relationship Managementundefined
Certification
Logistics (10+ years)
Additional Information
- Willing to relocate: Anywhere
I enjoy fitness and water sports along with wood working when the weather turns cooler.
I have always enjoyed sports and staying in shape. I currently participate in daily gym exercises and play on the water by participating in water skiing and tubing. When the weather turns colder I enjoy wood working, and football.
Timeline
Senior Account Executive
Elara Caring
01.2019 - Current
Vice President of Sales and Operations
Knight Transfer Service
09.2017 - 01.2019
Senior Account Executive
Williams Scotsman
01.2015 - 08.2017
MBA - Finance
Spring Arbor University
09.2004 - 05.2006
Director of Recruiting/Training Manager
Spring Arbor University
09.2002 - 09.2014
Bachelor of Science - Education
Spring Arbor University
01.1998 - 12.2000
Sales Manager
Nextel Communications
01.1997 - 07.2002
Branch Manager
Enterprise Rent-A-Car
05.1992 - 01.1997
BBA -
Spring Arbor University
09.1986 - 05.1991
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