Imani Lawson
District Heights,MD
Summary
Forward-thinking and results-driven sales leader with more than over 10 years of experience in partnership development, account management and channel building. Self-directed leader with talents in diversifying networks, product offerings and pricing strategies to drive growth with value-added solutions. Promoting excellent record of meeting company-defined quotas through exceptional sales strategy. 8-year progressive career background combined with dedication to corporate growth and development.
Overview
10
10
years of professional experience
Work History
Director of IT & Websites
GBTA - DC Metro Chapter
Greater DC Metro , DMV
01.2024 - Current
- Enhanced team collaboration through regular communication, goal setting, and performance evaluations.
- Strengthened internal controls by reviewing existing policies and procedures, ensuring compliance with regulatory requirements.
- Drove business expansion by identifying new markets, conducting research, and developing targeted marketing campaigns.
- Worked with over 800 members to enhance and refresh local website using feedback and innovation tips.
- Drove business expansion by identifying new markets, conducting research, and developing targeted marketing campaigns
Regional Sales Manager
Hertz Rental Car
DC Metropolitan Area, DMV
04.2022 - Current
- Developed customized solutions to meet unique client needs, resulting in increased satisfaction and loyalty.
- Maximized profitability through effective pricing strategies based on thorough competitive analysis.
- Added $1.3M of new business to sales territory Year 1 through cold calling.
- Organized regional events for clients, fostering stronger connections within community of users.
- Enhanced client retention rates by proactively addressing potential issues before they escalated into complaint
- Strengthened client relationships through regular communication and exceptional customer service.
- Negotiated contracts to secure advantageous terms and conditions for clients.
- Provided ongoing support to clients, addressing concerns and resolving issues promptly.
- Fielded customer complaints and facilitated negotiations, resolving issues and reaching mutual conclusions.
- Contributed to event marketing, sales and brand promotion.
- Achieved or exceeded company-defined sales quotas.
- Built diverse and consistent sales portfolio.
- Monitored service after sale and implemented quick and effective problem resolutions.
- Spearheaded successful negotiations with vendors that resulted in cost savings for both company and clients alike
- Communicated by phone, email and traveled for face to face contact for 80 accounts
Government Account Manager - Project Managing
STG International Inc.
Arlington , VA
03.2020 - 10.2022
- Establishes rapport with contract employees and Government Agency representatives, as appropriate. Learns, understands and articulates mission, business drivers, and operational needs of all customers in his/her portfolio.
- Updated operational methods, oversaw accounting procedures, tracked information and compiled data to improve efficiency.
- Identified, reviewed and applied policies and procedures.
- Achieved project deadlines by coordinating with contractors to manage performance.
- Adjusted project plans to account for dynamic targets, staffing changes and operational specifications.
- Met with manager weekly to provide detailed project report and milestone updates.
- Defined responsibilities and roles of 275 team members in my region.
- Assists Project Manager during Re-competes for all pre-RFP and post-RFP activities for his/her expiring contracts.
- Liaised between clients and support team to quickly resolve issues.
- Built and cultivated long-term quality relationships with over 800 clients by addressing needs and providing superior customer service.
- Contributed to team objectives in fast-paced environment.
- Performed effectively in self-directed work environment, managing day-to-day operations and decisions.
Key Account Manager
Simba Global LLC, Washington DC Metro Area
Arlington, VA
09.2019 - 03.2020
- Responsible for securing new customers, driving account penetration, and driving incremental sales.
- Secured high-value accounts through consultative selling, effective customer solutions and promoting compelling business opportunities.
- Managed portfolio of new business sales totaling 250k.
- Improved account management by predicting potential competitive threats and outlining proactive solutions.
- Collaborated with Director of Sales and Marketing, purchasing, manufacturing, operations and finance to execute company’s sales plans.
- Responsible for Inside Sales and delivering superior customer service among existing customer base to make sure current accounts are increasing revenue, optimizing spend, and maximizing profits.
- Responsible for contributing to mid-range and long-term marketing and sales strategic plan development and execution in marketplace.
- Successfully convinced clients to purchase instead of leasing to minimize losses to competitors and extend individual client investments. Prepared and delivered presentations to potential customers to highlight offerings and secure new business. Developed and implemented strategic account plans to generate new, advantageous customers.
- Company reconstructed due to COVID 2020
Senior Territory Sales Representative
Kellogg Company
Washington, DC
02.2018 - 06.2019
- Managed $5-8 million in sales while providing strong accountability and customer service in territory.
- Met with store managers & market managers to sell in promotions, incremental displays, and conduct business reviews on all business units.
- Partner with Distribution Center Manager and Key Account Manager to ensure efficient and complete flow of product.
- Developed and implemented execution strategies to achieve daily, quarterly, and annual sales goals, market share, and market growth.
- Monitor retail key performance indicators (KPIs) including sales volume, store audits, and category performance for all business units.
- Used fact-based data to efficiently access account and create opportunities and business plan for growth and improvements.
- Managed total of 136 accounts in Maryland and Washington DC by conducting daily store visits and audits ensuring all mandates being in place.
- Overachieved on quarter and annual sales goal.
- Negotiated with store personnel to achieve win-win partnerships and ensure strong rapport.
- Delivered comprehensive product training sessions for both clients and internal team members alike, ensuring a thorough understanding of product features and benefits across all stakeholders.
- Collaborated with marketing team to develop customized promotional materials tailored specifically for the territory''s needs.
Senior Sales Representative
Pepsi Beverages Company
Baltimore, MD
07.2015 - 10.2017
- Establish new accounts and manage 175 small key accounts, such as gas stores, drug stores, hospitals, colleges, etc., including Coppin State University, Dollar General, 7- Eleven, Exxon, and John Hopkins Hospital and University.
- Responsible for selling and executing promotions, placing equipment, and selling sufficient product to address opportunities.
- Set up new accounts in territory, completed necessary paperwork, including filing credit applications, sales tax, and setting delivery dates).
- Able to grow entire Baltimore account base by 30% using both inside and outside cold-calling techniques.
- Generated sales by servicing accounts on weekly occurrence by maintaining, merchandising, and increasing shelf facings, cleaning shelves, and rotating products on weekly occurrence.
- 98% quota met through tenure with company.
- Identify customer sales opportunities in each account and placing innovation product throughout year.
- Builds displays and sets up promotional materials such as pricing signs and banners.
- Generate selling opportunities by providing excellent service to assigned accounts and create and maintain goodwill with all customers (e.g., communication, rapport building, attentiveness to customer needs, etc.) Retention of old unvisited accounts, able to win back 70% of new-lost accounts.
- Added 40% of new business in first year of running exclusive route.
Sales Representative
Green Forever Landscaping & Design, Inc
Upper Marlboro, MD
09.2014 - 02.2015
- Sold landscaping and design services to commercial accounts including banks, law firms, etc.
- Established new accounts by executing each part of sales process from researching lead to closing deal Continued communications within company and customers to ensure all employees were up-to-date with policies and member updates.
- Prepare memos, letters, invoices, reports, financial statements and additional documents, by means of Microsoft office software, company email, and business networks.
- Supervise and uphold client schedules and payments.
- Correspondence to all customers, both existing and potential.
- Managed over 90 customer calls per day, adding 30% of new business for organization in first year.
Education
Master of Science - Financial Management
University of Maryland University College
College Park, MD11.2018
Bachelor of Science - Biology, Pre-Professional Physical Therapy
Morgan State University
Baltimore, MD05.2014
Skills
- Sales Pipeline Development & Management
- Consultative selling
- Territory Management
- Business growth and retention
- Database Management
- Sales Lifecycle Management
- Business development and planning
- Channel Partnerships
- Customer Service
- Conflict Resolution
- Forecasting and Reporting
- Business Administration
Additional Information
- (Kellogg) , Overachieved all budgets since hiring, promoted in five months.
- (Pepsi) – Grew the entire Baltimore account base by 30% in three months, promoted in six months
- (V&F) – Opened 8 accounts in first six months
- National Science Foundation Scholar in Biology (2013-2014) - Shining Star Award for Most Improved for NSF/MSU (2014)
- Honors Student / Scholarship covering all cost (Morgan State University (2008-2011)
- (Simba Global) - Able to secure 5 accounts within first month
Timeline
Director of IT & Websites
GBTA - DC Metro Chapter
01.2024 - Current
Regional Sales Manager
Hertz Rental Car
04.2022 - Current
Government Account Manager - Project Managing
STG International Inc.
03.2020 - 10.2022
Key Account Manager
Simba Global LLC, Washington DC Metro Area
09.2019 - 03.2020
Senior Territory Sales Representative
Kellogg Company
02.2018 - 06.2019
Senior Sales Representative
Pepsi Beverages Company
07.2015 - 10.2017
Sales Representative
Green Forever Landscaping & Design, Inc
09.2014 - 02.2015
Master of Science - Financial Management
University of Maryland University College
Bachelor of Science - Biology, Pre-Professional Physical Therapy
Morgan State University
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