Kimberly Berlingeri
Ft. Lauderdale
Summary
With over 25 years of sales and territory management experience in the furnishings and services industry, I have successfully navigated both domestic and international markets. Throughout my career, I consistently meet and exceed annual sales goals, including driving $25 million in the Latin American market and $9 million in the English Speaking Caribbean. My expertise spans sales, new business development, marketing, territory management, business planning, key account management, product support, and training. I have a proven track record of fostering client relationships and driving revenue growth. I prioritize team collaboration and adaptability to meet changing business needs. Known for reliability and effective communication skills, I consistently achieve results in highly competitive environments. Fluent in English and Spanish with excellent verbal and written communication abilities.
Overview
28
28
years of professional experience
Work History
Sales Enablement Consultant
Steelcase Inc.
04.2023 - Current
- Maximize sales performance by providing core product training, sales tools, and skills, coaching and performance assessment for Steelcase’s dealer network
- Assist Steelcase’s dealers and leadership to develop training plans tailored to their teams and implement them accordingly
- Enable sales through tools, training and coaching for Steelcase and dealer partners
- Develop and facilitated product workshops for Steelcase dealer sales and design teams
- Responsible for creating and implementing training calendar for dealers in Southeast, Florida, and Caribbean region
- Provide business development coaching to win and sell with Steelcase portfolio
- Liaised with management and sales teams to better understand dealer needs and recommend appropriate solutions and training curriculums.
Architecture and Design Manager
Steelcase Inc.
10.2021 - 04.2023
- Develop and maintain account strategies for owned firms (Top 10 firms in South Florida) and effectively communicate those strategies within Steelcase field sales and distributor (Empire Office - Hollywood)
- Prospect and develop new business opportunities within key design firms
- Assist distributor in developing A&D strategy and driving the strategy across multiple firms
- Perform relationship building and business development activities across all firms and all levels within those firms
- Those include 1:1 with leadership within firms
- Strong understanding of Steelcase portfolio/partners and competitive product landscape
- Develop and conduct product seminars for architect and design teams within Top 10 firms
- Lead efforts in becoming basis of design on projects through positioning, insights, and applications
- Accountable for meeting volume and funnel target for each of my owned firms
- Ability to leverage multiple pricing strategies to win projects with minimal oversight from sales leadership
- Responsible for creating and implementing training and event calendar for A&D firms in South Florida
- Serve as mentor and coach to junior level designers within key firms and within dealer design team
Account Manager
AVI-SPL Inc.
02.2021 - 09.2021
- Accountable for growth and sales into Higher Education accounts in South Florida
- Responsible for new business development in Tri-County markets of West Palm Beach, Broward, and Miami-Dade
- Primary targets are enterprise accounts and new accounts
- Identify sales prospects within assigned territory and provide accurate forecasts (monthly)
- Develop price quotations and bid responses
- Prepare contracts and pricing strategies for key Higher Education accounts (i.e.: Broward College, FAU, and Palm Beach State College)
- Establish and enhance relationships within top 8 architects and design firms in South Florida Market
- Develop strategic initiatives for top Higher Education accounts in South Florida and identified areas to improve AVI-SPL’s share of wallet within those accounts
- Attend product seminars and training courses to continually enhance knowledge and awareness of AV and technology trends
- Designed and implemented in person and virtual seminars (lunch & learns) for customers, end-users, architects and designers
- Meet or exceed monthly gross profit quota
- Increased client satisfaction by building strong relationships and addressing their needs promptly.
- Maintained high client retention rate by providing exceptional customer service and anticipating client needs.
- Managed a diverse portfolio of accounts, ensuring timely communication and effective problem resolution.
Business Development Manager
Steelcase Inc.
12.2011 - 01.2021
- Accountable for Steelcase distributors (multi-locations in English speaking Caribbean, including Guyana and Suriname) sales $8M (SC FY20)
- Oversee growth of top 10 most important customers (Global Accounts) for Steelcase in Caribbean
- Developed strategic initiatives for top customers and identified areas to improve Steelcase’s share of wallet within those accounts
- Serve as primary link between Steelcase and distributors in each assigned territory
- Aid distributors in identifying market opportunities
- Manage team of designers and administrators from afar to assist distributors with marketing needs in their specific markets
- Adaptability to change directions frequently based on requirements and business conditions
- Responsible for developing and maintaining major accounts within each assigned territory
- Develop and conduct product seminars for customers, architects and designers and teams within our distribution network
- Create and implement 'Caribbean Training Calendar-Plan' specific to needs for each distributor in the Caribbean and actively engaged leadership teams in best course of action for their personnel’s needs
- Identify and develop collaborative relationships with A&D audiences
- Maintain positive working relationship and enhanced trust within distributors towards Steelcase via coaching and mentoring key personnel within our distribution network
- Act as coach/mentor for other team members in Latin America & Caribbean in the development of the product seminars for their respective markets
- Identify each market’s needs and developed plan and activities to target those specific needs
- Develop Steelcase’s target and key accounts within the Caribbean market
- Planned and executed the marketing strategy and training aspects for our product portfolio including our ancillary products in the Caribbean
- Work with other team members in Steelcase International (Latin America, Europe & Asia Pacific) to develop objectives for the Caribbean
- Manage Steelcase pricing decisions on behalf of our distributors in each respective market
- Increased client base by identifying new business opportunities and cultivating strong relationships with key decision makers.
- Facilitated regular communication with clients to ensure their needs were met, fostering long-lasting relationships built on trust and mutual respect.
- Generated new business with marketing initiatives and strategic plans.
- Performed client research and identified opportunities for account growth, account penetration and market expansion.
Workplace Consultant
Steelcase Inc.
11.2006 - 01.2009
- Accountable for Steelcase dealer sales ($17.5M)
- Plan and implement market strategy with distributor’s team
- Serve as liaison and contact person for Global Alliances Team Members and assist with account needs specific to State of Florida
- Aid distributor in identifying market opportunities
- Develop sales strategies and determine tactics to tackle prospective accounts (new business development)
- Access, identify and integrate other Steelcase resources as needed to win business
- Manage Steelcase pricing decisions on behalf of dealer
- Develop and conduct overall training plan for our dealer
- This included product training sessions for dealer sales and design staff specific to their needs
- Develop Steelcase’s target accounts within the state of Florida
- Assist personnel within distributor in addressing product issues/concerns and in expediting prompt resolution to issues
- Identify training needs for our distributor and created training activities based on those needs
- Lead efforts with multiple Steelcase initiatives (i.e.: Vertical markets - Higher Education and Retail Banking)
Territory Market Manager
Steelcase Inc.
02.2003 - 11.2006
- Assist in establishing dealer in a territory with no dealer representation
- Market without dealer for 14 months
- Accountable for Steelcase dealer sales ($7.275M) and for the increase of market share from less than 10% to current 35%
- Plan and implement market strategy with distributor’s team
- Aid distributor in identifying market opportunities
- Identify and develop collaborative relationships with architects and design audience
- Develop list of Steelcase’s target accounts within Puerto Rico and create strategies to penetrate those accounts
- Develop and conduct product seminars for customers, architects and designers and dealer team
- Aid distributor in identifying and hiring key personnel for their dealership
- Develop and implement 'new hire' training program for distributor
- Implement pricing strategies to improve Steelcase’s profitability within Global and Local Key accounts
Key Account Manager & Workplace Consultant
Steelcase Inc.
08.2000 - 02.2003
- Planned and executed the marketing strategy for our product portfolio in Latin America
- Forecasted sales projections, taking market needs and trends into account
- Responsible for Key Accounts specific to Latin America
- Assist Latin America and Caribbean dealers to create account plans specific to Key Global Accounts within their territory
- Develop sales strategies specific to Key Latin America accounts
- Led Citigroup’s LATAM dealer teams and develop strategy for increasing sales within account
Territory Sales Manager
Georgia-Pacific Corporation
08.1997 - 07.1992
- Accountable for building and maintaining profitable relationships with customers, end-users, and contractors within territory
- Develop and implement an effective territory sales plan and follow-thru of sales forecast
- Maintain and build product preference within territory and managed all product complaints
- Implemented customer promotion programs
- Coordinate customer order requirements with G-P Gypsum manufacturing facilities and customer service
- Assist and provide product training to customers, end-users and contractors
- Maintain frequent and productive contact with manufacturing and operations staff regarding all customer issues
- Responsible for inventory controls at ports and reload centers
- Purchase domestic and imported building products for export markets
- Responsible for forecasting sales increasing market share in the Caribbean by 80%
- Responsible for the invoicing of all sales transactions
Education
Bachelor of Business Administration - Hospitality Management
Texas Tech University
Lubbock, Texas01.1989
Skills
- Team leadership
- Analytical thinking
- Client relationship management
- Integrity and honesty
- Strategic planning
- Decision-making
- Verbal and written communication
- Relationship building
Languages
Spanish
Native or Bilingual
Timeline
Sales Enablement Consultant
Steelcase Inc.
04.2023 - Current
Architecture and Design Manager
Steelcase Inc.
10.2021 - 04.2023
Account Manager
AVI-SPL Inc.
02.2021 - 09.2021
Business Development Manager
Steelcase Inc.
12.2011 - 01.2021
Workplace Consultant
Steelcase Inc.
11.2006 - 01.2009
Territory Market Manager
Steelcase Inc.
02.2003 - 11.2006
Key Account Manager & Workplace Consultant
Steelcase Inc.
08.2000 - 02.2003
Territory Sales Manager
Georgia-Pacific Corporation
08.1997 - 07.1992
Bachelor of Business Administration - Hospitality Management
Texas Tech University
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