James Selby
Valley Center
Summary
Proven Sales & Operations professional with strong expertise in driving client success and fostering long-term partnerships. Skilled in strategic planning, stakeholder engagement, and leveraging data to inform business decisions. Known for collaborative leadership and adaptable approach, ensuring team alignment with evolving business needs. Adept at developing and executing strategies that deliver measurable results.
Overview
1
1
Certification
37
37
years of professional experience
Work History
Strategic Account Director
IronSite
Corona, CA
01.2021 - 05.2026
- Responsibilities include sales development for the Higher Education sector in the Western US.
- Responsible for growing Regional and National account business in the perimeter security industry.
- Successfully increased national sales revenue by 15mm and regional business by 3mm.
- Managed Southern Ca sales team consisting of three separate businesses and 12 sales representatives.
Sales Executive
Miner Corporation
Los Angeles, CA
10.2020 - 01.2021
- Responsibilities included development of local dock & door sales opportunities in Southern Ca.
- Responsible for growing regional and local account business in the dock & door industry.
Regional Sales Director
Compass USA; SSC Services
San Diego, CA
12.2018 - 07.2020
- Responsibilities include sales development for the Higher Education sector in the Western US.
- Responsible for growing higher education facility services for SSC in the Western US.
- Core services sold include POM (Plant Operations Maintenance), Custodial Services and Landscape Maintenance.
- Working through key decision makers at targeted universities to sell the benefits of outsourcing facility services to SSC. Typically, developing relationships with “C” level partners to develop cost saving programs customized for each university.
- Proactively build long term relationships with key external stakeholders.
- Create detailed facility management solutions with emphasis on reducing overall operating costs through outsourcing.
- Responding to RFPs with the goal of customizing solutions based on existing relationships with internal stakeholders.
Regional Sales Director
Miner Corporation
San Diego, CA
01.2016 - 12.2018
- Responsibilities include overall sales for the Western Area.
- Management of Western area Account Executives, including; facilitating sales meetings, team selling, in field coaching, developing growth strategies to meet and exceed revenue and margin targets.
- Manage AE team metrics to include; same day / next day quote requirements, customer demos, weekly prospecting, new account growth and cross selling current accounts.
- Dual responsibility for selling new regional accounts. Multiple channel focus; grocery, education, automotive, distribution, healthcare, food service and property management accounts.
Regional Account Manager
Ecolab Equipment Care, GCS Service Inc.
San Diego, CA
09.2008 - 01.2016
- Responsibilities include new account growth and account management in the Pacific Southwest region.
- A proven track record of year over year sales growth and budget achievement against plan.
- Programs sold include; direct parts, reactive service (R&M), Smart Care programs, My Tech and planned PM programs customized for specific customer needs.
- Customer verticals included corporate and regional QSR chains, GPO’s, healthcare, assisted living, Universities, K12 education, government and specialized local accounts.
- Specializing in the sale of custom designed preventative maintenance programs. Additional programs designed for refrigeration equipment, cooking equipment, ice makers and dish machines.
Director of Operations
Quick Dispense Inc.
Pomona, CA
04.2007 - 08.2008
- Responsibilities included managing all aspects of the company’s operations that specialized in sales, service and distribution of coffee and orange juice dispensing platforms.
- Directed field operations for the Southwest region including five (5) branch operations.
- Responsible for the development and implementation of reporting metrics for field service and shop technicians. Included the ability to monitor and manage field performance at the technician level and to measure key cost to serve, time to serve and quality (FRFT) metrics.
- Responsible for the redesign of the in-house equipment refurbishment facility, including the complete redesign of the shop facility to increase productivity and quality of the refurbished equipment.
Director of Business Operations
Stanley Steemer
San Diego, CA
02.2005 - 04.2007
- Responsibilities included managing field technicians, inside sales team, CSRs, HR department, Call Center, field training, and commercial sales Team.
- Managed a field technician team of 80 to 130 seasonal cleaning technicians completing 25,000+ service activities annually.
- Developed and implemented performance metrics reporting systems to measure individual field technician performance, which resulted in an increase of daily truck average by 15% and 15 consecutive months of increased truck sales.
- Developed and implemented SOPs for employee performance reviews, employee development process. Developed and implemented revised Time and Attendance policies and procedures resulting in a 20% improvement in overall employee attendance.
- Provided daily oversight of the Customer Call Center and dispatch operations ensuring effective routing of service teams and timely adherence to customer ETA commitments.
Field Service Manager
Coca-Cola Fountain
Irvine, CA
06.1989 - 06.2004
- Responsibilities included management of a field service operations team in Southern California specializing in fountain beverage systems.
- P&L Responsibility for business unit.
- Proven track record of exceeding year over year KBI's.
- Resolve customer complaints or answer customers' questions regarding policies and procedures.
- Manage inventory requirements for service teams.
Education
Bachelor of Arts - Business Management
University of Phoenix
San Diego, CAAirframe & Powerplant Certification - undefined
Northrop University
Inglewood, CASkills
- Customer engagement
- Revenue growth
- Sales pipeline management
- CRM software
- Sales negotiations
- Teamwork and collaboration
- Problem-solving
- Organizational skills
- Team leadership
- Operations management
- Cross-functional coordination
- Sales presentations
Certification
- Leone Resource Group - Sales Funnel Training & Certified - 2019
- Miller Heiman Group – Strategic & Conceptual Selling - 2018
- Carew International – Improving Profitable Sales – 2017
Timeline
Strategic Account Director
IronSite
01.2021 - 05.2026
Sales Executive
Miner Corporation
10.2020 - 01.2021
Regional Sales Director
Compass USA; SSC Services
12.2018 - 07.2020
Regional Sales Director
Miner Corporation
01.2016 - 12.2018
Regional Account Manager
Ecolab Equipment Care, GCS Service Inc.
09.2008 - 01.2016
Director of Operations
Quick Dispense Inc.
04.2007 - 08.2008
Director of Business Operations
Stanley Steemer
02.2005 - 04.2007
Field Service Manager
Coca-Cola Fountain
06.1989 - 06.2004
Airframe & Powerplant Certification - undefined
Northrop University
Bachelor of Arts - Business Management
University of Phoenix