Heather Trotter
York,USA
Summary
Driven Sales Leader with 11 years of experience in management and 15 years of direct sales background. Strong history establishing culture of positive teamwork and achieving brand mission. Built rapport with customers and employees while facilitating long-term partnerships.
Proven ability to drive revenue growth through strategic planning and client relationship management. Demonstrated proficiency in utilizing CRM tools and data analysis to optimize sales processes.
Overview
26
26
years of professional experience
1
1
Certification
Work History
Senior Inside Sales Manager PPE/Portable Gas
Honeywell
09.2019 - Current
- Built a brand new Inside Sales team of 12 reps to sell PPE and portable HGAS products.
- Managed Inside Sales Representatives to sell scanners, mobile computers, and printers to end uses through the reseller channel- $34M book of business
- Created a weekly pulse to track quota vs attainment
- Created individual dashboards in Salesforce for each rep to track their pipeline
- Establish and track call/email metrics to ensure customers receive consistent touchpoints
- Create and manage Salesforce Dashboards to track KPIs
- Evaluate open sales opportunities to ensure quota is consistently exceeded
- Achieved over 100% of team quota 2019-2022, 2024
- Set up joint calls with customer, field reps and inside sales reps to coordinate sales activities
- Coach and develop reps with weekly one-on-ones using performance management techniques such as role playing, live call monitoring, and group training exercises
- Liaise with Marketing and Product Development departments to ensure brand consistency
- Senior Inside Sales Manager PSS– Charlotte, North Carolina September 2022-Present
Inside Sales Manager, Aftermarket
Nederman MikroPul
07.2017 - 05.2019
- Managed four Inside Sales Representatives and indirectly managed four Outside Sales Reps to provide parts and service for environmental and industrial air filtration customers in the textile, pharmaceutical, food and beverage, and manufacturing industries
- Increased sales from $5.5 million in 2017 to $6.6 million in 2018-20% growth YOY
- Implemented, measured, and tracked Key Performance Indicators (KPIs) for Inside and Outside Sales Representatives using JD Edwards, Microsoft Dynamics CRM, and IFS
- Assisted with training new outside sales reps to ensure high performance through CRM pipeline analysis and territory co-traveling
- Worked with sourcing department to ensure consistent stocking level of Top 50 parts to remain competitive by using data analysis in Microsoft Excel
- Constantly searched for EBIT increases
- Audited freight bills to uncover over $48k in refunds/P&L reallocations by working with 3PL logistics company, finance department, and shipping/receiving department
- Implemented new SOP to reduce future freight cost issues
- Collaborated with marketing to produce and launch new marketing materials, E-Blasts, and campaigns for social media, telemarketing and trade shows
- Launched new CRM version and mobile app with IT- designated point person for all CRM questions, technical assistance, and improvement suggestions
Inside Sales Manager, Aftermarket
Russell Finex
01.2016 - 07.2017
- Managed three Inside Sales Reps to sell parts and technical service for sieves, filters, and separators to customers in the 3D printing, automotive, chemical, recycling, and pharmaceutical industries
- Responsible for ensuring the team achieved the net revenue goals for the International Aftermarket territories of North and South America – including Latin America
- Increased revenue by over 12% in first year (largest increase in company history)
- Redesigned performance reviews to align with corporate goals
- Ensured quotes and orders were completed and fulfilled in a timely manner using Workbooks, Epicor, CRM
- Improved lead time on primary product from 4 weeks to 1 week by working with the production and purchasing departments and establishing new SOPs
- Identified inefficiencies within operations and implemented new SOPs to correct
- Prepared presentations to deliver sales results to the Board of Directors using PowerPoint
- Participated in management training classes through American Management Association
Inside Sales Manager
Komet USA
03.2014 - 01.2016
- Supervised a team of twenty Inside Sales Representatives selling dental burs
- Implemented policies to increase sales and gross profit while increasing productivity
- Lead inside sales team to a monthly net sales of $700,000
- Lead inside sales team to an average gross profit of 57%
- Effectively motivated and coached inside sales representatives to perform at a high level
- Studied daily and monthly sales metrics to improve performance using ProClarity
- Analyzed call reports for call volume, incoming call times, average handle times, and close ratios to optimize the hours and operations of the call center
- Created fun and motivational contests to keep the team constantly engaged
- Established yearly operational budget with finance department
- Forecasted yearly and monthly goals using forecast and production analysis via CRM
Certified Personal Financial Counselor
Ascend One Corp/Care One Credit
02.2009 - 03.2014
- Utilized skills of consultative selling and overcoming objections to initialize debt consolidation, debt management and debt settlement programs using CRM
- 2010, 2011, 2012, 2013 Circle of Excellence winner – given to top 5 in sales
- Ranked #1 in total sales for department (60 sales reps) for 2012 and 2013
- Evaluated credit history by running credit reports from all three credit bureaus
- Performed cash flow analysis using individual financial budgets
- Determined proper program and payment options
- $13 million in total sales for 2013 and 90% first pay rate
- Consistently exceeded all monthly sales performance goals
Inside Sales Representative
Continental Tire North America
09.2004 - 06.2008
- Managed all activities associated with ACCC automotive accounts including order tracking, shipments, and customer inquiries using EDI, SAP, and CRM
- Lead the development and implementation of new order overview report using Excel
- Ensured the best possible fill rate and timely shipments by reviewing inventory availability, and offering alternative product and warehouse sources
- Proactively improved customer fill rates by 25%
- Collaborated with logistics, marketing, and warehouses to fulfill orders
- Consistently exceeded all quota objectives
Account Executive
Everyday Expressions/CPI Corporation
05.2003 - 03.2004
- Established new territory for photography customers – consumer goods
- Generated $65,000 in new company revenue for 4th Quarter 2004
- Obtained photography business via cold calling to daycare centers and preschools
- Analyzed territory for leads and opportunities using Salesforce
- Networked to uncover connections and increase sales close rate
- Responsible for reaching sales quotas
- Ranked #3 out of 27 markets for sales
Account Manager
G&K Services
09.2001 - 04.2003
- Managed 155 industrial, manufacturing, food and beverage, accounts to ensure service satisfaction and increase revenue stream using CRM
- Ranked #1 Account Manager in Southeast Region for 4th Quarter 2002
- Obtained $16,000 in annual revenue growth in these accounts
- Negotiated long term sales contracts with C level executives
- Secured $17,000 through contract renewal
Territory Sales Manager
Philip Morris USA
06.1999 - 09.2001
- Responsible for managing 177 supermarket, mass merchandisers, convenience stores, and drug stores that represented $14 million in annual sales revenue
- Grew Philip Morris’ market share by 12% in 4th quarter 2000
- Negotiated marketing contracts with the corporate offices of One Stop and Kingsway
- Marketed consumer goods products, merchandising programs, and promotions to retail accounts
- Received a Regional Sales Award for implementing the redeployment of 29 territories (over 16,000 retail accounts)
Education
Bachelor of Science - Biology, Minor in Chemistry
UNC-Greensboro
Skills
- Pipeline management
- CRM proficiency
- Sales coaching
- Customer relationship building
- Cold calling/Hunting
- Effective deal closure
- Negotiation expertise
- Quota Management
Certification
- OSHA 30 Certification
- Certified Consumer Credit Counselor
Timeline
Senior Inside Sales Manager PPE/Portable Gas
Honeywell
09.2019 - Current
Inside Sales Manager, Aftermarket
Nederman MikroPul
07.2017 - 05.2019
Inside Sales Manager, Aftermarket
Russell Finex
01.2016 - 07.2017
Inside Sales Manager
Komet USA
03.2014 - 01.2016
Certified Personal Financial Counselor
Ascend One Corp/Care One Credit
02.2009 - 03.2014
Inside Sales Representative
Continental Tire North America
09.2004 - 06.2008
Account Executive
Everyday Expressions/CPI Corporation
05.2003 - 03.2004
Account Manager
G&K Services
09.2001 - 04.2003
Territory Sales Manager
Philip Morris USA
06.1999 - 09.2001
Bachelor of Science - Biology, Minor in Chemistry
UNC-Greensboro
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