Francis Pico
Enterprise Account Executive
Summary
Highly accomplished enterprise sales executive and sales leader with 25 years of experience delivering strong sales results and excellent customer service. Extensive consultative business sales expertise across the telecom and commercial bakery automation packaging industries. Proven ability to develop and execute complex sales strategies, manage a high-performing team, and establish strong relationships with key customers.
Overview
23
23
years of professional experience
5
5
Certifications
Work History
Commercial Bakery Packaging Sales Consultant
United Bakery Equipment
6 2023 - Current
- Contracted by UBE to provide new machines sales as an approved sales vendor.
Senior Sales Manager-Global-New Machine Sales
United Bakery Equipment
02.2022 - 06.2023
- Managed all sales and marketing along with industry trade show exhibits and networking events, new business cultivation, staff training and coaching, established strategic partnerships within the baking industry, and create and maintain all customer relationships
- Successfully managed a team of two senior sales executives and two sales engineers
- Increased revenue year over year by just under three million in gross sales by creating new customer relationships from new brands and mending existing and past customer relationships.
Eastern Regional Sales Manager
United Bakery Equipment
06.2021 - 02.2022
- Managed all new and existing customer sales relationships and projects in a territory spanning from Newfoundland, Canada to Barbados
- Monthly onsite customer visits throughout the territory
- Approximately 65% travel time Generated approximately 2.2 million in new gross sales from June 2021-February 2022
- On target to achieve 115% of annual quota.
Account Executive II
Frontier Communications
08.2019 - 06.2021
- Managed and grew an assigned territory of accounts with a total billed revenue of 3.2 million annually
- Prospected and acquired new customers within assigned geographical territory and achieved and frequently exceeded monthly sales targets
- Consulted with customers to understand the current needs of the business across multiple horizontals and developed complex network, software and hardware solutions to solve their challenges and fulfill their needs.
Client Solutions Executive II
AT&T
11.2016 - 02.2019
- Managed and grew revenue within an assigned module totaling 52 mid-sized and large businesses with a total billed revenue of 13.3 million annually
- Acquired new accounts via prospecting and networking meet overall monthly and annually sales targets
- Consulted with customers to understand the current needs of the businesses across multiple horizontals and developed complex network, software and hardware solutions to solve their challenges and meet their needs
- Acted as a subject matter expert regarding all technical aspects (MPLS, SDWAN, Mobility, Fiber, Copper, BVOIP, Ethernet and PBX Solutions) for my internal team and collaborated with peers and management to win as a team overall.
Applications Sales Consultant II
AT&T
10.2015 - 11.2016
- Provided technical consultant support for external/internal customers by advising on suitability of solutions based on technical needs
- Provided direct management and support for three Sales Executives
- Designed complex network solutions such as hybrid IPSEC/MPLS/SDWAN/IoT networks
- Prepared and delivered proposals/bids and customer sales presentations on behalf of my sales executive team
- Collaborated closely with external AT&T partners to design and engineer complex customer configurations when applicable
- Consistently met or exceeded sales targets on an annual basis.
Lead Training Manager
AT&T
08.2007 - 10.2015
- Responsible for delivering management and leadership training to audiences of entry through mid-level managers
- Designed and delivered sales training programs, motivational presentations, role-play and team building activities, as well as provide field coaching and development
- Supported the enablement of AT&T business sales segments to provide an elite customer experience by equipping them with the skills, knowledge and motivation to effectively perform their job responsibilities
- Maintained subject matter expertise in the designated areas such as mobility technology and applications, BVOIP/SIP trunking, cloud, and fiber (ASE) Ethernet services.
Data Sales Manager
AT&T
06.2006 - 08.2007
- Managed incremental revenue growth for NYC/NJ company owned retail channel
- Supported the director of sales to help increase attachment rates, reduce churn and grow overall data revenue
- Developed, managed and delivered training curriculum to company owned sellers, indirect dealers and exclusive agents
- Partnered with device manufacturer vendors and established and leveraged trusted partnerships to ensure my sellers could exceed set revenue metrics.
Sales Training Manager
Consular Wireless
05.2005 - 06.2006
- Facilitated Learning Services' curriculum according to design to ensure standardized and consistent delivery of material in the northeast, southeast, central and west regions
- Provided subject matter expertise in designated areas, with an emphasis in data and solution-based selling, required for effective course management and delivery
- Managed departmental and vendor relationships to ensure classroom delivery of pertinent wireless industry news and product knowledge.
Corporate Account Executive II Premier Client
Cingular Wireless/AT&T
09.2003 - 05.2005
- Prospected and established a portfolio of mid-market and international accounts and hundreds of thousands in billed revenue
- Consistently achieved 100% or higher of assigned quotas
- Provided ongoing business consultation and ensure the alignment of AT&T solutions and my customer's needs.
Business Account Executive
Sprint PCS
07.2001 - 11.2002
- Responsible for identifying and generating sales opportunities through prospecting methods including cold calling, tele-prospecting, and networking referrals
- Consistently achieved 100% and higher of assigned quotas
- Developed meaningful relationships with business customers and provided technological and business application solutions.
Education
Bergen County Community College
Paramus, NJ 01.1995 - 01.1997
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Ashford College
Skills
New business acquisition hunter
Excellent prospecting abilities
Strong project management skills
Seasoned sales trainer and coach
Extensive technical telecom knowledge
Successful sales manager
Accurate short-term and long-term sales forecasting
Strong negotiation and closing skills
Enterprise Telecommunication Sales
Product and Service Sales
Upselling and Cross Selling
Problem-solving abilities
Sales Forecasting
Business Development
Product Knowledge
Trade show representation
Lead prospecting
Strategic Planning
Networking abilities
Sales funnel management
Decision-Making
Sales Strategies
Teamwork and Collaboration
Multitasking Abilities
Client Relationship Building
Sales target monitoring
Organizational Skills
Problem-solving aptitude
Forecast preparation
Strong relationships
Strategic selling
Self Motivation
Sales Quota Achievement
Customer Presentations
Pipeline Development
Customer Relations
Needs assessments
Interdepartmental Collaboration
Cold-calling
Networking Events
Training development
Territory Management
Products knowledge
Sales Presentations
Marketing strategy implementation
Technical aptitude
CRM proficiency
Certification
Certified Trainer in Dave Meier's Accelerated Learning
Personal Information
Specialization: Enterprise Telecommunication Sales
Timeline
Senior Sales Manager-Global-New Machine Sales
United Bakery Equipment
02.2022 - 06.2023
Eastern Regional Sales Manager
United Bakery Equipment
06.2021 - 02.2022
Account Executive II
Frontier Communications
08.2019 - 06.2021
Client Solutions Executive II
AT&T
11.2016 - 02.2019
Applications Sales Consultant II
AT&T
10.2015 - 11.2016
Lead Training Manager
AT&T
08.2007 - 10.2015
Data Sales Manager
AT&T
06.2006 - 08.2007
Sales Training Manager
Consular Wireless
05.2005 - 06.2006
Corporate Account Executive II Premier Client
Cingular Wireless/AT&T
09.2003 - 05.2005
Business Account Executive
Sprint PCS
07.2001 - 11.2002
Bergen County Community College
01.1995 - 01.1997
Commercial Bakery Packaging Sales Consultant
United Bakery Equipment
6 2023 - Current
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Ashford College