Elizabeth Spilman
Mukwonago,WI
Summary
Energetic, results driven, sales strategist with over 20 years of experience. Creating an atmosphere to achieve a multimillion-dollar revenue growth, by communicating and acting upon the go to market strategy. Shaped and attained operational sales growth by implementing sales strategies within the sales organization to foster a positive work force.
Overview
25
25
years of professional experience
Work History
Director of North American Sales
Eberhard
01.2024 - Current
- Managed and motivated sales team to increase revenue 20% in 2024.
- Optimized pricing strategies based on competitive analysis to maximize profitability without compromising value.
- Implemented new sales processes to improve efficiency and close deals more quickly.
- Fostered collaboration between cross-functional teams to ensure seamless delivery of products and services.
- Established annual sales targets that aligned with overall company goals and ensured their achievement.
- Increased market share by identifying new opportunities and leveraging existing partnerships.
- Spearheaded customer retention initiatives that resulted in a significant reduction in churn rate.
- Expanded market reach through targeted marketing campaigns and business development initiatives.
- Achieved sales growth by developing and executing strategic plans for the North America region.
- Streamlined operations and reduced costs by implementing best practices in supply chain management.
- Created compelling presentations tailored to target audiences for successful pitches.
- Conducted regular reviews of sales performance data to identify trends and areas for improvement.
- Strengthened relationships with key clients, resulting in increased sales and customer satisfaction.
- Raised market awareness of the company''s offerings through comprehensive marketing campaigns.
- Launched new products successfully into the North American market, meeting or exceeding initial projections.
- Developed a high-performing sales team through targeted recruitment, training, and mentoring efforts.
- Enhanced brand visibility through active participation in industry events, conferences, and trade shows.
- Delivered consistent revenue growth by cultivating strong relationships with channel partners.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Managed team of sales representatives, providing guidance, coaching and support.
- Connected with prospects through trade shows, cold calling and local-area networking.
- Established pricing strategies to maintain competitive pricing and maximize profits.
- Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity.
- Worked closely with product teams to understand customer needs and requirements.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
Director of Sales and Marketing
Cordeck
05.2020 - 01.2023
- Develop and execute a strategic plan to hit/exceed sales targets and expand our customer base
- Establish a strong sales and customer success team to support long-term customer relationships and to ensure successful closing and execution of deals
- Build strong, trusted client relationships by developing a deep understanding of our customers to meet their needs and ensure customer value alignment
- Oversee all interactions and communication with the customer, ensuring delivery against all project milestones and advancing customer value realization and satisfaction
- Structure, develop and present on-target business analyses to highlight our value propositions
- Developed comprehensive sales plans for business growth, resulting in significant market share expansion.
- Analyzed sales and marketing data for improved strategies.
- Increased sales revenue by implementing innovative marketing strategies and fostering strong relationships with clients.
- Boosted company''s brand visibility through targeted advertising campaigns and social media engagement.
Director of Corporate Accounts
Betco Corporation
11.2017 - 10.2019
- Responsible for the National Accounts, created and implemented sales strategy to meet both companies and end-user goals
- Created a communication platform between customer needs and a multi-department team to execute on the needs of customers
- Developed and expanded National Accounts including closing on end-user opportunities
- Participated in end-user lunch and learns
- Built strong relationships at multi-levels within customer
- Implemented national and regional corporate account programs
- Provide feedback on objectives, projects, workloads, budgets, or any other issues that could affect objectives
- Responsible for over 13 million in sales
- Achieved remarkable turnaround of underperforming divisions through strategic leadership and restructuring.
- Drove significant market share growth with launch of innovative product lines.
- Expanded into new markets, conducting thorough market analysis and establishing key local partnerships.
Director of Sales
Betco Corporation
12.2015 - 11.2017
- Managed 10 Regional Sales Managers and 7 million in sales
- Hired, coached, and mentored Regional Managers to meet and exceed KPI’s
- Managed Regional Managers sales pipeline within Salesforce
- Responsible for maintaining distribution relationships and adding new distribution partners
- Prepared and delivered strategic reviews with key distributors
- Participated in end-user training sessions
- Built strong relationships with all levels of management within customers
- Called on regional end-user
District Sales Manager
Lawson Products
10.2014 - 11.2016
- Within the Eastern WI district: grow the business profitably by growing existing customers and acquiring new customers; contribute to Lawson's management strength, through managing the business and the sales territory
- Responsible for district-level profit and loss
- Understand and drive industry vertical segmentation focus
- Support corporate initiatives
- Achieve district sales growth
- Implement corporate initiatives
- On-list sales representatives in district
- Offer to collaborate with representatives to establish account-level sales plans
- Act as a conduit between corporate objectives and representatives' perceptions
- Educate and coach representatives
- Design and run district meetings
- Collaborate with representatives, as appropriate, in building business in new accounts
Sales Manager-Facility Solutions
xpedx
10.2011 - 07.2014
- Company Overview: Aurora, IL
- Designed and executed new facility solution sales organization within Illinois and Wisconsin
- Responsible for hiring 12 sales representatives in Illinois and Wisconsin
- Created and implemented vertical market strategies in healthcare, higher education, BSC and manufacturing
- Responsible for obtaining profitable results through the sales team by developing the team through motivation, counseling, skills development
- Executed corporate sales strategy in each xpedx segment: facility solutions, print and packaging
- Organically grew 10% in the first years
- Evaluated and negotiated contracts to obtain better price
- Engaged core vendors to develop strategies by representative and vertical market
- Negotiated pricing and local contracts to penetrate the market with confidence
- Aurora, IL
Director of Sales
Kranz Inc.
10.2008 - 10.2011
- Company Overview: Racine, Wisconsin
- Created and executed sales processes for the organization
- In addition, advised improvements throughout the organization to enhance the selling to our core customers
- Responsible for field representative, inside sales, customer service, and bid departments
- Re-engineered sales organization to increase profitability, this included their compensation, quarterly objectives, implementation of sales CRM and accountability
- Within two months achieved 20% increase in sales productivity
- Managed sales and operations budget
- Hired, trained, and mentored direct reports
- Designed a robust bid strategy and growth expectation of a minimum of 50%
- Assisted in team atmosphere a lean program
- Established a process improvement team to create an efficiency in multi-team infrastructure
- Re-engineered sales to create a multi-functional sales organization
- Racine, Wisconsin
Sales Director
Stirlen Corporation
11.2005 - 10.2008
- Company Overview: Chicago, Illinois
- Implemented and executed sales strategy
- Assisted in creating the business plan to present to investors
- Created all cost assessments and sales reports
- Responsibilities included all direct sales business, including customer service and operations
- Responsible for P&L
- Identifying and closing new business
- Acquired our top 5 mass customers
- Created all sales tools and reports
- Achieve sales and growth forecasts for monthly, quarterly, and annual timeframes within budget
- Achieve profitability targets in alignment with pricing and product mix elements
- Managed revenue/product opportunities based on consistent monitoring, assessment and analysis of trends relating to products, consumers, and competitors
- Develops a business plan and sales strategy for the market that ensures attainment of company goals and profitability
- Maintain accurate records of all pricing, sales, and activity reports
- Controls expenses to meet budget guidelines
- Prepare action plans by individual and team for effective search of sales leads and prospects
- Create and conduct proposals presentation and RFP responses
- Chicago, Illinois
Education Sales Manager
General Binding Corporation
01.2003 - 09.2005
- Company Overview: now ACCO, Northbrook Illinois
- Responsible for education budget
- Managed 20 salespeople plus bid team
- Instrumental in creating a sales driven team that was able to achieve and exceed their sales quota over the 4 years of managing
- Establish and meet sales goals of business channel
- Developed training program for entire division
- Communicate to the sales team key initiatives, strategy changes, corporate process and procedures
- Handled all communication on key accounts
- Implemented a bid strategy including a database in order to track and record our successes each year
- Maintained/achieved the high scores on performance evaluation
- Created all sales tools and reports to track business trends
- Assisted in the implementation of customer care for inbound, outbound and support
- Now ACCO, Northbrook Illinois
Inside Sales Supervisor
General Binding Corporation
04.2001 - 01.2003
- Company Overview: now ACCO, Northbrook Illinois
- Oversee inside sales and bid management functions, including new product rollouts, key customer relationship management and order fulfillment
- Design, implement and analyze sales strategies for the inside and outside team
- Create a bid process to capture a 10 million dollar market
- Now ACCO, Northbrook Illinois
Inside Sales Supervisor
Sphere Communications
01.2000 - 01.2001
- Company Overview: Lake Bluff IL
- Sphere Communication was a start-up telephony company
- My core responsibility was to assist the outside sales with their activities, create and implement sales process including salesforce.com
- Built a strong relationship with our customers and vendors as their key contact
- Lake Bluff IL
Skills
- Strategic Sales Planning
- Hired and trained sales professionals
- Team leadership
- Coaching and Mentoring
- Created and implemented sales objectives
- Created and analyzed sales reports
Timeline
Director of North American Sales
Eberhard
01.2024 - Current
Director of Sales and Marketing
Cordeck
05.2020 - 01.2023
Director of Corporate Accounts
Betco Corporation
11.2017 - 10.2019
Director of Sales
Betco Corporation
12.2015 - 11.2017
District Sales Manager
Lawson Products
10.2014 - 11.2016
Sales Manager-Facility Solutions
xpedx
10.2011 - 07.2014
Director of Sales
Kranz Inc.
10.2008 - 10.2011
Sales Director
Stirlen Corporation
11.2005 - 10.2008
Education Sales Manager
General Binding Corporation
01.2003 - 09.2005
Inside Sales Supervisor
General Binding Corporation
04.2001 - 01.2003
Inside Sales Supervisor
Sphere Communications
01.2000 - 01.2001
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