Julie Potter
Winfield,Illinois
Summary
- Extensive sales experience - proven track record through prospecting, conversion and expansion
- Excellent communication, interpersonal, and presentation skills
- Experienced in consistently closing large enterprise deals (multiple in excess of $s million)
- Energetic, outgoing, dynamic and enthusiastic
- Successful selling enterprise solutions at CEO/CFO/VP levels
- Consistently deliver in highly competitive situations within a complex sales cycle
- Developing and delivering ROI, Presentations, and Business Impact Proposals
Overview
17
17
years of professional experience
Work History
Regional Sales
Goggin Warehousing & Logistics
West Chicago, IL
04.2023 - Current
- Maintained relationships with current accounts and with hunter approach - 8 new accounts with an average growth of 112%
- 100 % retention of existing customers and 162% penetration growth
- Concentrated on social media and Lead Space for a total of 3 new customer with 5 months = $4m new sales
- Keeps management informed by submitting activity and results reports, such as daily call reports, weekly work plans, and monthly and annual territory analyses.
- Monitors competition by gathering current marketplace information on pricing, products, new products, delivery schedules, and merchandising techniques.
- Works with marketing and other departments to constantly improve customer-facing communications and product information by sharing client feedback gained in the field
- Maintains professional and technical knowledge by attending educational workshops, reviewing publications, establishing personal networks, and participating in professional societies.
Account Manager
Rose Paving, LLC
Streamwood, IL
05.2021 - 05.2023
- Develops, submits, implements, manages and reports on sales goals, 2021 -110% to plan, 2022 - on plan to achieve 116%plan
- Responsible for full cycle sales, from procuring and maintaining clients to providing an in-depth analysis of needs, submitting estimates, obtaining the order and closing
- Develops, expands and cultivates a qualified client base by utilizing various marketing practices, including entertainment, direct mail, referrals, advertising, trade shows, cold calls and participating in professional and trade organizations
- Solicits, establishes and responds to customers concerns in a timely manner
- Prepares estimates used for managing purposes, such as planning, organizing and scheduling work, preparing bids, selecting vendors or subcontractors and determining cost effectiveness
- Oversees, monitors and audits assigned job sites for quality control through on site visits to review and get feedback from Project Managers and customers
- Confers with Project Manager and VP as needed to clarify information required for contract plan review
- Maintains product knowledge of existing and new product services
- Gathers and forwards information on competitor activities
- Build close, long term working relationships with current, new and future customers
Director of Business Development
Health Care Logistics Management, Inc.
Sacramento, CA
01.2019 - 04.2021
- Developed customized framework by uncovering needs and defining initiatives in order to resolve complex, recurring issues and minimizing company risk
- Created multi-faceted account strategies for district accounts, encompassing the full range of HCLM products and services across business units by customizing innovative sales plans with internal partners to pursue highly profitable business
- Competitive knowledge of Cardinal, Superior, Quest, LabCor, American and Medspeed
- Garnering detailed understanding of customers' processes, structures, and business models to make improvement recommendations with strategic vision
- Solicited customer participation in analysis, guiding them to clarify expectations and understanding their respective ownership in process inefficiencies
UPS Senior Strategic Account Manager
UPS
Westmont, IL
04.2008 - 12.2018
- Achieved 125% plan 2015, 173% plan 2016, 145% plan 2017, 137% to plan 2018 Managed and delivered the largest territory in the District - $52 million in revenue Actively committed to becoming an expert in Lean Six Sigma
- Actively sold UPS Solutions, Saas, TMS & WMS systems, and Middlewear Maintained and monitored customer information and account performance data for Freight, Package, and Forwarding & Distribution to track sales performance against sales objectives
- Monitored and tracked competitors such as FedEx, DI-IL, USPS, Speedy, Roadway, Custom, and Roadrunner to gain competitive intelligence - business models and strategies, to be used in engaging prospects and customers
- Demonstrated negotiation techniques such as Situations Sales Negotiation (SSN) and Delivering Profitable Sales (DPS) while working on these complex accounts utliizing DRIVE and SalesForce
- Partnership with the largest accounts that sold to Walmart, Staples, Target, JoAnn Fabrics, etc
Education
MBA - Marketing
Lewis University
Romeoville, ILBS - Business
Purdue University
West Lafayette, INSkills
- Salesforce master
- Sales skills
- Sales prospecting
- Sales analytics
- Relationship Management
- Client onboarding
- Territory Management
- Upselling and Cross Selling
- Business strategies
- Key Performance Indicators
- Sales negotiations
- Pipeline Management
- Client Relationship Building
- Industry Expertise
- Revenue Generation
- Brand positioning
Accomplishments
- 2018 YID Q3, Q4 Silver World of Champions, Top 11% of Business Development Group 2017 Silver World of Champions recipient
- 2016 Bronze Worlds of Champion top 21% of Business Development Group 2015 Q4 Bronze World of Champion top 21% of Business Development Group 2014 Ql-Q4 Bronze Worlds of Champion top 21% of Business Development Group
- 2008, 2009, 2010, 2011, 2012, and 2013 exceeded Revenue Growth Plan
Leadership Involvement
- Contracts & Compliance Committee
- Customer Profitability Management Focus Group Peak Season Corporate Planning Leader for Major Accounts. United Way Affiliate
Volunteer Experience
Women's Leadership Affiliate, Treasurer, Wheaton, IL
Timeline
Regional Sales
Goggin Warehousing & Logistics
04.2023 - Current
Account Manager
Rose Paving, LLC
05.2021 - 05.2023
Director of Business Development
Health Care Logistics Management, Inc.
01.2019 - 04.2021
UPS Senior Strategic Account Manager
UPS
04.2008 - 12.2018
MBA - Marketing
Lewis University
BS - Business
Purdue University
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