Summary
Overview
Work History
Education
Skills
Accomplishments
Timeline
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Heather Scott

Kernersville,NC

Summary

Dynamic Account Manager offering expertise in building partnerships, retaining key accounts and enhancing profit channels. Strong leader with proficiency in growing professional network, influencing decision-makers and devising successful strategies. Collaborative and strategic team leader with robust background in customer relationship management.

Overview

23
23
years of professional experience

Work History

Account Manager

Avenue 7 Media
03.2023 - 05.2024
  • Manage a portfolio of full-service clients.
  • Acted as the direct point of contact for the client, responsible for coordinating services, implementing strategy, and communicating with clients, direct reports, and leadership
  • Responsible for overall strategy for clients with key pillars on Amazon; Presence, Margin, Traffic, Listing, Product, Customer, and Rivals
  • Managerial position with 1 Direct Report. Responsible for a DCT(Dedicated Client Team) of other managers consisting of the Creative Manager, Ads Manager, Ads Specialist, etc, assigned to each client
  • Maintained high client retention rate by providing exceptional customer service and anticipating client needs.
  • Responsible for client's revenue growth, brand strategy on Amazon, TACoS/ACoS goals, and overall client satisfaction
  • Conduct quarterly account strategy sessions with clients
  • Continuously launch and scale new product launches on Amazon
  • Analyze performance data and generate actionable insights to optimize strategies
  • Hold clients accountable on key dependencies to achieve profitable growth on Amazon.

Amazon Brand Manager

Spotlight Brand Services
08.2020 - 09.2022
  • Oversaw 10-20 brands and owned the relationship between the client and Spotlight
  • Responsible for overall client/brand satisfaction
  • Onboarded new clients and introduced them to the entire portfolio of offerings
  • Maintained regular communication with the brands regarding sales forecasting, inventory management, account and listing health, advertising updates, new product launches, optimization updates, etc
  • Presented monthly brand reports
  • Coordinated with support staff, optimization specialists, creative team, brand strategists, and the advertising team to bring full solutions to the clients
  • Organized brand strategy sessions and presented to the clients
  • Took ownership of all tasks and deliverables
  • Kept up to date on Amazon processes and systems
  • Mentored newly hired brand managers.

Channel Account Executive

Dell Inc.
05.2009 - 12.2011
  • Oversaw 22 select Dell Business Partners in the commercial accounts vertical who each drove a minimum of $1M per year in sales
  • Provided sales oversight and maximized sales engagement across all Dell business platforms, hardware, software, and services
  • Coordinated a team of technical specialists, inside sales reps and outside reps to ensure cross-functional success
  • Aggressively exceeded booking, revenue, and pipeline quota targets
  • Tracked, forecasted, coordinated, and reported on sales opportunities
  • Jointly developed account plans and reviewed monthly against targets
  • Provided product training to partners
  • Performed business reviews for each partner and developed marketing plans to increase selling efforts
  • Performed business reviews for the territory to upper Dell management, once per quarter
  • Consistently overachieved quarterly quota with aggressive growth targets.

Channel Storage Executive

Dell Inc.
05.2008 - 05.2009
  • Owned complete channel results for Dell/EqualLogic storage sales in North Carolina
  • Managed entire sales process including initial opportunity identification, qualification, and deal closure through joint execution with the channel partner
  • Provided cross field engagement, demand generation events and training to the channel partners.

Account Executive

Dell Inc.
01.2006 - 05.2007
  • Called on senior level Executives
  • Managed a NC based development territory in Dell's Preferred Corporate Accounts division
  • Developed partnerships between Dell and customer accounts through the coordination of pre-sales negotiations, contracts, technical support teams, internal sales, and long-range planning
  • Responsible for increasing account penetration, customer satisfaction and sales growth for long term results
  • Developed and executed sales strategies in the market/territory for growth of Dell's portfolio of products and services
  • Experience using a team and consultative selling approach while managing the entire sales cycle.

Territory Sales Representative

IBM
01.2004 - 09.2005
  • Established and managed overall IBM business relationships with C-Level and LOB Executives, functioning as the customer's single point of contact into IBM, understanding the customer's business environment, industry trends, domestic and global plans
  • Over-achieved a multi-million dollar revenue quota, territory growth, and high customer satisfaction in a multi-customer, cross industry territory by identifying, developing, and winning high-value, high-growth opportunities for IBM Services, Hardware, and Software Solutions in new and existing customer accounts
  • Developed, implemented, and executed account level IBM solution selling strategies that added value to the customer's business while ensuring IBM's revenue and profit objectives are met
  • Led and coordinated an extended team of diverse resources that included Reseller partners, IBM face-to-face sales reps, IBM.com reps, and ISV Alliance reps to manage and close opportunities
  • Leveraged key IBM alliances and partnerships to maximize sales revenue
  • Ensured that IBM delivered on promised results that yielded high customer satisfaction, managed customer issues to resolution, provided critical feedback from customers to appropriate IBM leadership.

Territory Sales Representative

IBM
01.2001 - 01.2004
  • Managed and achieved all sales targets for a multi-million dollar territory and quota
  • Coordinated and managed all IBM client teams composed of both internal and external resources
  • Sold IBM solutions to executive level managers for corporate implementations
  • Territory experience included Banking/Finance, Insurance, and the Travel/Transportation industries
  • Managed over two thousand installed and competitive accounts
  • Generated over 75 plus cold calls a day resulting in the identification of over one million dollars of net new opportunities a week.

Education

BA in Marketing -

University of Florida
Gainesville, FL
12.2000

Skills

  • Territory Management
  • Revenue Growth
  • Business development and planning
  • Strategic Account Planning
  • Networking skills
  • Account Management
  • Teamwork and Collaboration

Accomplishments

  • 1Q/2006: Sold first Dell Professional Services deal to one of the largest PCA customers in the Southeast
  • 2Q/2006: 101% of quota, $5.6M
  • 2Q/2006: Grew Enterprise business from 68% to 145% quarter on quarter
  • 2Q/2006: Closed one of the largest deals in the Carolina/GA territory, totaling $863K
  • 2Q/2006: Brought in more EMC business in my territory, than any other Carolina/GA territory, totaling over $800K
  • 2Q/2006: Team player and the sales quarter award
  • 4Q/2006: Established server/storage standards for one of the largest PCA customers at Dell

Timeline

Account Manager

Avenue 7 Media
03.2023 - 05.2024

Amazon Brand Manager

Spotlight Brand Services
08.2020 - 09.2022

Channel Account Executive

Dell Inc.
05.2009 - 12.2011

Channel Storage Executive

Dell Inc.
05.2008 - 05.2009

Account Executive

Dell Inc.
01.2006 - 05.2007

Territory Sales Representative

IBM
01.2004 - 09.2005

Territory Sales Representative

IBM
01.2001 - 01.2004

BA in Marketing -

University of Florida

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Heather Scott