De Anna Norman
Bay Area, California,CA
Summary
Respected and resourceful District Sales Manager with 26 years of experience driving top-line sales and strengthening profits. Demonstrated technical expert with a focus on developing complex, market-driven strategies. A persuasive negotiator with demonstrated skill in communicating with customers to build long-term, productive relationships. Experienced leader able to drive optimal team performance and retain exceptional talent . Well-versed in inventory control, sales management, and loss prevention. Proficient in Excel and SalesForce.
Overview
31
31
years of professional experience
Work History
District Sales Manager
Avnet Inc
San Jose, California
12.1995 - Current
- Built new business by applying global services and channel-based strategies, generating more than $900,000,000 ($295M direct, $483M indirect, $125M global) in annual sales.
- Grew YOY sales by 40%, consistently exceeding quotas.
- Coach sales associates in product specifications, sales incentives, and selling techniques resulting in increased customer satisfaction ratings.
- Assess each individual and team's performance, analyzing data trends to determine best methods to improve sales results.
- Work diligently with suppliers and management teams to forge lasting relationships and assist in solving unique business problems.
- Monitor customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.
- Devise strategies for retaining accounts, delivering polished sales presentations, promoting services and product offerings.
- Partner with sales team members and leverage strong negotiation skills to close tough deals with lucrative customers.
- Strategize, develop, implement, and monitor complex business goals. Create operating plans and budgets for top-line sales, gross profit growth, and long-term growth.
- Implement processes and procedures to facilitate organizational growth and profit objectives.
- Reviews business plans and Year to Date (YTD) performance with management.
- Create demand and foster reputation as distributor of choice for customers and suppliers by applying technical market/product expertise
- Consistently maintain current knowledge of products, competitors, technology, and customers in assigned product family.
Sales Representative
Schweber Electronics
San Jose, CA
06.1991 - 12.1995
- Consistently achieved monthly sales goals by promoting product benefits and enrolling new clients.
- Retained excellent client satisfaction ratings through outstanding service delivery.
- Established new accounts through cold calling and personal visits to potential customers.
- Visited customer locations to evaluate requirements, demonstrate product offerings and propose strategic solutions for diverse needs.
- Followed up with customers after completed sales to assess satisfaction and resolve technical or service concerns.
- Contacted new and existing customers to discuss ways to meet needs through specific products and services.
- Prospected and conducted face-to-face sales calls with business executives and directors throughout assigned territory.
- Built strong client rapport to establish diversified network of connections.
Education
Communication Studies
San Jose State University
San Jose, CASkills
- Sales Statistics Analysis
- Team Recruiting and Onboarding
- Budgeting and Expenditures
- Customer Trend Analysis
- Sales Quota Management
- Profitability Assessments
- Special Assignments
- Business Development and Planning
- Supplier Negotiations
- Territory Management
- Goals and performance
- Recruiting and Hiring
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Timeline
District Sales Manager
Avnet Inc
12.1995 - Current
Sales Representative
Schweber Electronics
06.1991 - 12.1995
Communication Studies
San Jose State University
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