Kara Kaer
Sales Manager
Warrington,PA
Summary
Accomplished Director offering high performance leading development and implementation of superior sales strategy. Proven track record of identifying and creating profitable business opportunities, qualifying authentic prospects and cultivating strong partnerships. Demonstrated expertise in team leadership and development.
Overview
17
17
years of professional experience
Work History
Director of Business Development
Interstate Corporation
Horsham, PA
08.2019 - 09.2023
- Grow, train and manage the combined Inside and Outside Sales team.
- Increased average yearly sales from approximately $4million per year to over $20million per year.
- Implemented effective strategies during COVID to lead team in selling over $40million in 2020.
- Determine and research business development opportunities.
- Collaborate with Executive team to develop and rollout strategies for new service offerings.
- Lead transition from Dynamics 365 to Salesforce, worked with architect to design, build, and maintain Salesforce CRM for the company.
- Salesforce Administrator.
- Developed and was responsible for company’s Pardot email marketing through Salesforce.
- Responsible for training new Marketing and Sales department employees on Salesforce and Pardot use.
- Collaborate with Vice President of Marketing to create and develop sales tools, campaigns, emails, social media posts, trade show decor, promo items, and brochures.
- Ran weekly 1 on 1 meetings with each sales representative and hosted weekly team sales huddles.
- Collaborate with Executive team to develop agenda and content for larger off site sales meetings.
- Was soley responsible for pulling and translating Salesforce and Pardot reports for Executive leadership and Sales teams.
- Utilize reports, trends, and Rep feedback to re-design and update Salesforce Dashboard reports as needed.
- Research and make recommendations for new tools and resources to assist with sales prospecting efforts.
- Utilize Salesforce Customer reports to offer suggestions to Customer Service in order to increase Customer engagement and sales.
- Collaborate with Customer Service in order to determine growth opportunities within our current Customer portfolio.
- Make decisions on all aspects of Trade Shows.
Digital Senior Business Analyst (Sales) Manager
Veterinarian Recommended Solutions
Plymouth Meeting, PA
01.2016 - 08.2019
- Started Digital Sales department and sales territories from scratch with 1 employee.
- Grew team to 5 Inside Representatives in 3 years that worked a hybrid model of inside and in the field covering 39 states.
- Expanded company product penetration from 8 states to 48 states.
- Analyzed sales reports for growth opportunities.
- Recruited, hired, and trained new sales representatives.
- Developed and organized training programs, sales campaigns, and offers.
- Managed, grew, and maintained my own personal sales territory.
- Collaborate with Marketing to develop sales tools and resources.
- Collaborated with Sales Director to run bi-weekly Sales team calls and webinars.
- Created, developed, and ran sales initiatives.
- Collaborated with Veterinary Medical Directors and Marketing Department to create and run Nationwide webinars both live and simulated live.
- Ran and trained representatives on how to host Personal webinars.
- Used Netsuite and Microsoft applications to track sales, sell, and communicate with customers.
- Hosted in person dinners as well as digital webinars to present products and company to Veterinary Hospitals and Veterinarians throughout the United States.
- Launched new nutraceutical and nutritional products as well as online portal tools for clients.
- Represented the company at Veterinary Trade Shows.
Veterinary Services Sales Representative
Petplan Pet Insurance
Newtown, PA
12.2014 - 01.2016
- Managed a sales territory of 1073 customers; sell to and educate Veterinary Hospitals, Rescues, and Shelters about Petplan, our services, and the importance of pet insurance.
- Developed and grew customer relationships through phone and in person sales calls.
- Hosted in person and virtual webinar PowerPoint presentations.
- Grew a new territory in 2015 by 10.3% in first year.
- Used an internal CRM and Microsoft applications to track sales, sell, and communicate.
- Represented the company at Veterinary Trade Shows and Open Houses.
- Helped customers organize and coordinate events such as Customer Appreciation Weekends, Veterinary meetings, and Open Houses.
Inside Sales Specialist
Zoetis Inc, Pfizer Animal Health
Exton, PA
02.2010 - 12.2014
- Managed a sales territory of 300-400 customers: sold to and educated veterinarians and their hospitals on Equine, Cattle and Small Animal Pharmaceutical products and services.
- Grew accounts and developed customer relationships through phone and in person sales calls; hosted remote Web-X presentations, and attended out of state sales meetings.
- Consistently grew territory that was started from scratch in 2010 and exceeded sales quota set.
- 102.7% to budget for 2013, 105.3% to budget for 2012. Sales quota's were $12-$15 million.
- Used ORACLE, Salesforce, and Microsoft applications to track sales, sell, and communicate with customers.
- Mentored new Inside Sales Specialists; assisted new employees in learning products, passing training classes, and their transition from training into position responsibilities.
- Helped customers organize and coordinate events such as Customer Appreciation Weekends, Veterinary meetings, and Open Houses.
- Collaborated with assigned outside Sales Representatives to sell to larger or more difficult customers in the field.
- Participated and certified in Learning and Development training classes.
- Represented company at Veterinary Trade Shows.
Customer Service Representative
Pfizer Animal Health
Exton, PA
03.2007 - 02.2010
- Managed House Account territory of 80 customers via phone selling PAH Companion Animal line - assisted with account requests and issues, provided customers with specialized care in order to promote business with Pfizer.
- Answered 80-120 calls a day assisting veterinarians and their staff – ensured customer needs were met through follow ups, spoke with inside resources, and communicated to the field force.
- Certified in Field Representative level training for products.
- Consistently exceeded department statistics that measure sales and accuracy against peers.
- Assisted management team with training, recruiting, and interviewing of new colleagues.
Inside Sales Representative
Midwest Veterinary Supply
Norristown, PA
10.2006 - 03.2007
- Sold products from over 300 vendors; managed 75-100 assigned accounts while handling additional calls.
- Opened new accounts and built relationships by detailing new clinic offers; grew existing accounts with a self-created bi-weekly call cycle.
Education
Bachelor of Science - Animal Sciences / Business Management, Business and Equine Science
Pennsylvania State University
05.2006
Skills
- Sales leadership and training
- Channel development
- Networking
- Contract review
- Proficient in Salesforce and Microsoft Applications
- Training and mentoring
- Adept multi-tasker
- Contract negotiation expertise
- Reporting capabilities
- Excellent sales techniques
- CRM Administrator
- Networking Events
- Problem Solving
- Verbal and Written Communication
- Cold calling
- Analytics
- New program and promotion implementation
- Work force management
Additional Information
- 2021 Interstate Karen Thorp Award
- 2012 and 2013 Zoetis President’s Circle Award
- 2012 U.S. Cattle and Equine Operations Outstanding Contribution Award
- Certified in ZEST training courses, Leadership Through Influence and Dynamic Decision Making
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Quote
Whether you think you can or whether you think you can’t, you’re right!
Henry Ford
Timeline
Director of Business Development
Interstate Corporation
08.2019 - 09.2023
Digital Senior Business Analyst (Sales) Manager
Veterinarian Recommended Solutions
01.2016 - 08.2019
Veterinary Services Sales Representative
Petplan Pet Insurance
12.2014 - 01.2016
Inside Sales Specialist
Zoetis Inc, Pfizer Animal Health
02.2010 - 12.2014
Customer Service Representative
Pfizer Animal Health
03.2007 - 02.2010
Inside Sales Representative
Midwest Veterinary Supply
10.2006 - 03.2007
Bachelor of Science - Animal Sciences / Business Management, Business and Equine Science
Pennsylvania State University