CRM
Kevin R. Culbert
Area Director - Clinic Development
Fort Myers,FL
Summary
Multi-faceted Regional Sales Manager promoting excellent record of meeting company-defined quotas through exceptional sales strategy. Mentors employees to develop top-performing team members. 10-year progressive career background combined with dedication to corporate growth and development.
Advanced leadership and program management abilities. Sales expert offering history of exceeding aggressive revenue goals.
Successful in partnering with end-users to address product, pricing, service and quality issues. Adept in implementing effective sales strategies for maintaining and growing assigned territories.
Achievements include adding $3M in new revenue. Skilled at acquiring and retaining customers and training sales leaders to do the same. Goal-oriented and tactical with a decisive approach.
Highly motivated with talent to drive team spirit and morale while promoting sales techniques and methods. Effective leader with pleasant personality and commitment to build successful teams.
Overview
11
11
years of professional experience
4
4
years of post-secondary education
2
2
Certifications
Work History
Area Director - Clinic Development
Physmed - Centers For Physical Medicine
Fort Myers, FL
10.2021 - Current
- Create and manage execution of business development plans to drive KPI results and maximize business opportunities.
- Increased awareness of Clinical Treatment by advertising on social media platforms, hosting networking events and learning seminars, boosting net new sales and retention rates 70%.
- Analyzed financial performance of area by monitoring budgets and expenses, reviewing cost-benefit analysis and recommending appropriate actions.
- Conducted competitor analysis to highlight competitor strengths and weaknesses and forecast projected business.
- Planned sequence of operations and established schedule.
- Prepared, calibrated and monitored production levels to achieve targets..
- Generated and developed leads, using networking and CRM system to acquire new clients.
- Built loyal account base and long-term business relationships strategic-partnership accounts.
Senior Sales Executive
Finastra
Lake Mary, FL
12.2020 - 10.2021
- Analyzed market trends in consumer industries to implement appropriate marketing and sales methods.
- Demonstrated products and features to customers, answered questions and overcame objections.
- Created prospect rapport by approaching leads and cultivating strong business relationships through sales.
- Employed effective problem-solving techniques, increasing client satisfaction ratings.
- Sold SaaS to new and established customers.
- Managed full sales lifecycle for Mid-Market accounts.
- Outperformed revenue targets by effectively applying SPIN and Challenger sales techniques.
Regional Sales Manager
AXI International
Fort Myers, FL
03.2017 - 12.2020
- Increased Top-line Revenue for territory from $700k to $3.5M.
- Exceeded targets by building, directing and motivating high-performing sales team.
- Coached sales associates in product specifications, sales incentives and selling techniques, significantly increasing customer satisfaction ratings.
- Consistent customer engagement through face to face interaction, educational lunch and learns, informative webinars and social media navigation
- Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth.
- Finalized sales contracts with high-value customers.
- Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation.
- Targeted prospects in other territories through careful research of competitor products, services and trends.
- Contacted key accounts regularly and achieved high satisfaction scores by routinely re-assessing needs and resolving conflicts.
- Held regular performance evaluations to assess strengths and weaknesses of team members and provide counseling to improve outcomes
- Understood and capitalized on industry trends to shape and enhance value-added solutions and strategies for new market developments.
- Created robust sales plans and set territory quotas.
- Modeled strong negotiation skills to help team members close tough deals with lucrative clients.
- Executed successful promotional events and trade shows.
Baseball Scout/Coach
Perfect Game
Fort Myers, FL
04.2017 - 04.2019
- Increased player strength, agility and game skills through successful practices.
- Promoted proper stretching, warmups and conditioning exercises to prevent sports injuries.
- Trained athletes in proper use of equipment for safety and maximum results.
- Educated players on nutrition and positive life choices for better health and performance.
- Proved successful working within tight deadlines and fast-paced atmosphere.
- Worked with customers to understand needs and provide excellent service.
- Used coordination and planning skills to achieve results according to schedule.
Sales – Account Executive
ReminderMedia
King of Prussia, PA
07.2016 - 03.2017
- Help business professionals stay better connected with their key clients, on a more personal and relationship level, to generate more referrals and repeat business
- Prospecting, Qualifying and Closing leads
- Negotiated sales deals between customers and agency, resulting in mutually beneficial agreements and cultivated relationships.
- 100-200 cold/warm calls daily
- Mastered and constantly improved sales prospecting, follow-up and upsell processes.
- Researched potential customer markets thoroughly before beginning personal contacts.
- Leveraged CRM to collect, organize and manage sales data and customer information.
- Host presentations and webinars on product & service to prospective clients/offices
- Performed to Top 10% of Sales team.
- Provided exceptional customer service to foster client loyalty and satisfaction.
- Worked closely with other departments to understand full scope of available offerings and provide top-notch salesmanship to customers.
- Led sales team to exceed quarterly sales goals.
- Trained, coached and mentored new sales associates for maximum performance.
Senior Accounting Consultant
ESIS Proclaim
Wilmington, DE
11.2015 - 05.2016
- Provided financial management information by preparing financial status analysis and reports.
- Prepared working papers, reports and supporting documentation for audit findings.
- Compiled general ledger entries on short schedule with 100% accuracy.
- Provided journal entries and performed accounting on accrual basis.
- Collected and reported monthly expense variances and explanations.
- Tracked funds, prepared deposits and reconciled accounts.
- Maintained integrity of general ledger and chart of accounts.
- Cooperated with senior leaders to create operating budgets and initiate financial planning.
- Worked with management at project level to achieve expense plans.
- Prepared quarterly LP financial reports for various venture capital funds.
- Quickbooks, PeopleSoft, Oracle, Excel and other Microsoft Office applications
- Time management, Project Management, Financial Reporting, Data Analysis, GAAP, Accrual Accounting.
Branch Manager
Enterprise Holdings
Philadelphia, PA
05.2013 - 11.2015
- Managed multiple operations consisting of 300+ cars in fleet including area’s “flagship” location
- Trained, developed and counseled over 30 employees
- Instrumental in promotions of: 1 Area Manager, 2 Branch Managers and 11 Assistant Managers
- Consistently ranked top 10 in sales & customer service matrices
- Maintained friendly and professional customer interactions.
- Engaged employees in business processes with positive motivational techniques.
- Enhanced branch production rates by handling staff conflicts, evaluations, hiring and termination processes and coaching employees on company protocol and payroll operations.
- Established weekly sales trainings and employee development
- Assessed employee performance and developed improvement plans.
- Created strategies to develop and expand existing customer sales, resulting in increase in annual sales.
- Resolved various issues impacting sales management and business operations.
- Gathered and reviewed customer feedback to improve operations.
- Complied with regulatory guidelines and requirements.
- Generated financial and operational reports to assist management with business strategy.
- Interviewed and hired talented individuals with top-level strengths, improving organizational talent and skill set.
- Maintained confidentiality of bank records and client information to prevent mishandling of data and potential breaches.
- Reduced process bottlenecks by training and coaching employees on practices, procedures and performance strategies.
- Developed and delivered polished sales presentations in order to highlight product and service quality.
Education
Bachelor of Science - Business, Accounting
Widener University
Chester, PA 09.2007 - 05.2011
Skills
Business development and planning
Sales initiatives and techniques
Vendor management
Product expertise
Strategy development
Tactical planning
Product and service knowledge
Database Management
Expanding territories
Network development
Account development
Excellent verbal/written communication
SaaS Experience
Presentation ability
Recruiting and Hiring
Advertising knowledge
Systems and software programs
Account management
Operations Management
Product and service sales
Territory Management
Revenue Generation
Goals and performance
Sales expertise
Profit and loss understanding
Software
Google Suite
Salesforce
Microsoft Suite
Certification
Licensed Life & Annuity Agent
Interests
Sports
Adventure
Travel
Health & Nutrition
Fitness
Self-improvement
Learning
Timeline
Area Director - Clinic Development
Physmed - Centers For Physical Medicine
10.2021 - Current
Licensed Life & Annuity Agent
04-2021
Senior Sales Executive
Finastra
12.2020 - 10.2021
CSP - Certified Sales Professional
12-2020
Baseball Scout/Coach
Perfect Game
04.2017 - 04.2019
Regional Sales Manager
AXI International
03.2017 - 12.2020
Sales – Account Executive
ReminderMedia
07.2016 - 03.2017
Senior Accounting Consultant
ESIS Proclaim
11.2015 - 05.2016
Branch Manager
Enterprise Holdings
05.2013 - 11.2015
Bachelor of Science - Business, Accounting
Widener University
09.2007 - 05.2011