Laura M. Cunningham
Green Cove Springs,FL
Summary
SALES MANAGEMENT EXPERT: Skilled at aggressively expanding revenue streams, growing market share & creating competitive advantage by developing world-class teams that deliver multi-million-dollar results. Passionately drives elite performance levels by providing innovative sales solutions, building value-added relationships, improving customer outcomes, consistently exceeding quotas/sales targets, and repeatedly achieving spectacular results. SALES FORCE DEVELOPMENT, COACHING & MOTIVATION: Proficient at identifying, recruiting, developing, promoting, & retaining top talent; guides, directs, inspires & leads with contagious enthusiasm & transparency fostering trusting relationships; builds dedicated cohesive teams inspired by a winning culture founded on integrity, collaboration, hard work & determination that celebrate success & take full accountability for delivering market-leading results.
Overview
25
25
years of professional experience
2011
2011
years of post-secondary education
Work History
General Manager
Southern Roofing and Renovations
10.2021 - Current
- Cultivated strong relationships with clients, vendors, and partners to ensure long-term success and loyalty.
- Monitored financial performance, set budgets and controlled expenses to provide financial stability and long-term organizational growth.
- Managed budget implementations, employee reviews, training, schedules, and contract negotiations.
- Managed budget implementations, employee evaluations, and contract details.
- Managed budget development, forecasting, and financial reporting processes to track progress towards organizational objectives accurately.
- Formulated policies and procedures to streamline operations.
- Developed and implemented strategies to increase sales and profitability.
- Increased overall company efficiency by streamlining operations and implementing innovative managerial strategies.
- Developed and executed strategic plans for business growth and expansion, resulting in increased market share.
- Implemented effective cost-saving measures to reduce overhead expenses without compromising quality or service.
Major Account Executive
Hargray Communications
10.2021 - Current
- Company Overview: For over 70 years, Hargray has been connecting customers to each other and the world, growing from a local phone company to an industry leader providing residential, business, enterprise, and carrier wholesale communications services
- Our mission is to envision and deliver customer delight
- In addition to our long history of dedication and commitment to our community, we offer benefits for your health, wealth, protection, well-being, time, and more
- Our team of over 800 colleagues supporting local markets throughout the southeast is committed to excellence, delivering the most advanced technology and the best service for our customers
- Responsible for maintaining and increasing recurring revenue from existing customer base and securing new business revenue by proactively communicating with the customers and prospects via telephone, e-mail, fax or in person visits
- Achieves budgeted revenue expectations on a monthly basis
- Proactively and effectively communicates the benefits of Hargray’s products and services, maintaining the primary relationships with identified and potential major accounts
- Schedules in-person visits with the decision-maker from each account twice per year
- Speaks with the decision-maker from each account on a quarterly basis at a minimum
- Enters all sales activity into the Salesforce.com CRM system on a daily basis including notes related to discussions and/or emails with prospects and customers
- Accurately updates Salesforce.com opportunities daily to show the status of potential sales including monthly recurring revenue, probability, products/services, and anticipated close dates
- Penetrates the existing general account base and focuses on growing the ARPU (average revenue per user) of each customer through add-ons, upgrades and upsells of and to existing services
- Focused on locking customers into term deals to secure recurring revenue for Hargray in the near future
- Completes all project-related tasks as assigned by the Director of Business Sales
- Demonstrates a practical and efficient working knowledge of all of the products and services sold by the Sales Department
- Works in conjunction with Sales Engineering to determine service capabilities and requirements for major accounts
- Begins and completes job-implementation packages for the full range of products marketed by the Sales Department
- Provides training and knowledge assistance, as required, on the use of products and services sold to internal and external customers
- Coordinates service order activity associated with all job-implementation packages and other related details associated with implementation and service for all products marketed by the Sales Department, working with the Sales Support Specialist
- Communicates with other departments as needed to facilitate a smooth service installation of products sold
- Makes follow-up calls and visits to ascertain customer satisfaction, to answer questions or concerns, and to obtain referrals and sales leads
- Will help analyze, research, resolve, refer, and follow up on customer complaints regarding billing, credits, and services in an expedient and professional manner
- Communicates independently, effectively, clearly, and professionally with customers, employees, supervisors, and managers to establish and maintain considerate and cooperative relationships
- Handles customer requests and communications by phone, E-mail, fax, mail, and face to face
- Keeps abreast of current industry trends and practices as they relate to customer service and makes appropriate recommendations to the Sales Manager
- Performs other related duties as assigned by the Director of Business Sales to ensure the effective operation of the Sales Department
- For over 70 years, Hargray has been connecting customers to each other and the world, growing from a local phone company to an industry leader providing residential, business, enterprise, and carrier wholesale communications services
- Our mission is to envision and deliver customer delight
- In addition to our long history of dedication and commitment to our community, we offer benefits for your health, wealth, protection, well-being, time, and more
- Our team of over 800 colleagues supporting local markets throughout the southeast is committed to excellence, delivering the most advanced technology and the best service for our customers
- Minimum Qualifications: Only candidates who meet the minimum qualifications will be considered
- College degree or equivalent experience
- 3 or more years of sales experience
- Ability to communicate effectively with customers, employees, and managers
- Basic computer skills
- Customer service skills
- Ability to work weekends and extended hours as needed
- Ability to use own vehicle for company use
Senior Account Executive
Comcast Business
01.2020 - 08.2020
- Company Overview: Comcast Business is a subsidiary of Comcast, which, through several iterations, has handled the sales, marketing, and delivery of internet, phone, and cable television to businesses
- Responsible for identifying customers in need of Comcast services to small-to-medium business customers
- Do what's right for each other, our customers, investors and our communities
- Core Responsibilities: Meet and exceed sales quotas by generating sales from cold calls and follow-up with potential customers to sell Comcast Business Services products or services
- Ensure CRM software is accurate and up to date on daily basis
- Manage the customer relationship from initial call, through close to resolve on the first call or escalate appropriately
- Deliver best-in-class customer experience and represent Comcast Business Services in a professional and courteous manner to prospects and customers
- Keep up-to-date on product knowledge, industry information, and competitive landscape
- Comcast Business is a subsidiary of Comcast, which, through several iterations, has handled the sales, marketing, and delivery of internet, phone, and cable television to businesses
Regional Sales Manager
Saxon Business Systems
05.2018 - 01.2020
- Company Overview: Saxon Business Systems is Florida's largest and most respected consulting firm specializing in workflow optimization
- Responsible for the regions sales, third party alliances, and customer satisfaction
- Develops and implements a comprehensive strategy that maximizes Saxons opportunities across all products and product lines
- Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Xerox sales process
- Sells and promotes the sales of Xerox products to customers including negotiating price, other concessions and terms and conditions of the sale
- Participates in strategic and tactical planning for the division
- Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans
- Develops and execute a territory plan to maximize revenue
- Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis
- Manages escalation
- Conducts weekly progress meetings with sales team
- Leads a specialized area which may have diverse functional elements
- Frequently interacts with supervisors and/or functional peer group managers
- May interact with senior management
- Saxon Business Systems is Florida's largest and most respected consulting firm specializing in workflow optimization
Production Print Specialist
Ricoh USA
04.2017 - 05.2018
- Company Overview: Ricoh USA specializes in office imaging equipment, production print solutions, document management systems and IT services
- Focusing on consultative sales approach - bridging Commercial Printers, Advertising and Marketing from offset print to high quality digital printing and web to print solutions
- Full job management to include multi-level variable data solutions, trans promo, web-based job submission with full automation, in-line finishing, color management, G7 certification and ICC Profiles for cross platform printing
- Prospecting for new business and upgrading existing customer hardware
- Required to achieve your quota by consistently performing the required daily activities to build a robust pipeline of qualified opportunities
- You will also be responsible for completing customer needs analysis, identifying pressure points for all accounts as well as doing proposals, product demonstrations and presentations
- Partnering/ engaging proper internal resources to position tailored Ricoh solution to the customer
- Maintain portfolio/activity in Sales Force
- Minimum weekly meetings with net new accounts and current customers
- Ricoh USA specializes in office imaging equipment, production print solutions, document management systems and IT services
Sales Manager
Ricoh USA
09.2015 - 04.2017
- Company Overview: Ricoh USA specializes in office imaging equipment, production print solutions, document management systems and IT services
- Staffs and professionally develops a sales team of direct reports and assists them in career planning
- Directs and manages the sales activities and performance of the team
- Drives business results by achieving revenue equipment and service contribution targets
- Leverages the customer base and champions expansion of service across the business line
- Leads, motivates and counsel the sales team to meet or exceed budgeted sales revenue
- Responsible for up to $3-$4.8 million for revenue expectations and for selling expense limitations
- A plan, coaches, train, advises and reviews with individual sales contributors on their progress in growth; recommends and facilitates appropriate developmental opportunities
- Manages SMART process through Account Planning sessions, territory reviews, RAPS and goal setting
- Schedules and hosts periodic informational team meetings and team building exercises
- Manages day to day employee relations
- Aligns reps approach and customer understanding with Ricoh’s strategic direction
- Builds Tier 2 account structure and territories for sales representatives
- Works with the customer and appropriate internal staff to resolve customer issues and complaints
- Measures success of cross business line sales
- Ricoh USA specializes in office imaging equipment, production print solutions, document management systems and IT services
- Top Manager in Commercial Marketplace for North Florida in 2018
Account Executive
Ricoh USA
09.2014 - 09.2015
- Company Overview: Ricoh USA specializes in office imaging equipment, production print solutions, document management systems and IT services
- Prospecting for new business and upgrading existing customer hardware
- Required to achieve your quota by consistently performing the required daily activities to build a robust pipeline of qualified opportunities
- You will also be responsible for completing customer needs analysis, identifying pressure points for all accounts as well as doing proposals, product demonstrations and presentations
- Partnering/ engaging proper internal resources to position tailored Ricoh solution to the customer
- Maintain portfolio/activity in Sales Force
- Minimum weekly meetings with net new accounts and current customers
- Ricoh USA specializes in office imaging equipment, production print solutions, document management systems and IT services
- 105% YTD
- Achieved quarterly bonus since start date, September 2014
Strategic Account Manager / Print and Document Division
Office Max Workplace
01.2013 - 03.2014
- Company Overview: A leading provider of integrating products and services for the workplace
- Manage and grow existing portfolio of accounts
- Targeted net new business clients with annual print revenue in excess of $12,000
- Motivate/Manage employees to maximize quality of work delivered to the client
- Identified new education markets in N
- Florida S
- Georgia and created marketing campaigns to drive new revenue streams
- Work with internal adjacency partners to network and grow business together utilizing our broad range of company provided products and services
- Meet and or exceed quarterly quota $3M annually
- A leading provider of integrating products and services for the workplace
- Over 100 % for my first year
- Over 100% for the first quarter of 2014
Named Account Executive
Oce North America
03.2010 - 01.2013
- Company Overview: Oce North America is an advanced imaging company from desktop to the print shop
- Meet or exceed monthly sales objectives and provide customers with the highest standard of customer service
- Contacts cold and warm prospective customers through a combination of telephone and in person contacts to obtain appointments
- Close sales, gathers all detailed information, and develops a sales plan for the account
- Oce North America is an advanced imaging company from desktop to the print shop
- 2011 Top 20 of 500+ reps in the company
- 2012 Ranked number five in the nation
- Over 75% of business was new accounts
- Top 10% of country for Production Print
- Most successful in commercial print market in branch history
Medical Sales Executive
Target Medical, Inc.
08.2008 - 03.2010
- Company Overview: One of the leading medical and hospital equipment suppliers in the Memphis area
- Manages an assigned territory in order to grow our customer's business among a targeted physician audience
- To be held responsible for providing quality consultative services, coordinating and integrating outside alliances and providing resources to fit customer needs
- One of the leading medical and hospital equipment suppliers in the Memphis area
- Built and exceeded company quota for new business generated and return monthly business from customers / patients
Senior Data Consultant
Memphis Networx LLC
07.2006 - 08.2008
- Company Overview: Providing services as SONET Transport, Collocation, Metro Ethernet, Internet, Security and Managed Services
- Memphis Networx can provide a full Turn Key solution for voice, data and network needs
- Responsible for generating new business through providing high end solutions
- Obtaining monthly quota and forecasts
- Presenting customized products to help build and maintain growth within the company’s infrastructure
- Providing services as SONET Transport, Collocation, Metro Ethernet, Internet, Security and Managed Services
- Memphis Networx can provide a full Turn Key solution for voice, data and network needs
- Achieved and Exceeded monthly forecasts and quota attainment
- Built and maintained customer relationships in the Memphis Market
Senior Account Executive
Xspedius Communications
05.2004 - 07.2006
- Company Overview: Integrated telecommunications provider integrating local, data and long distance telecommunication service
- Responsible for sales and account management to end-user customers, including large business customers and government accounts
- Responsible for all sales/account management activities for new and assigned customers
- This includes pre and post-sales activities and day-to-day sales development
- Integrated telecommunications provider integrating local, data and long distance telecommunication service
- Top Senior Account Executive in the Memphis Branch 2005-2006
- Within the Top 10 Senior Account Executive in the East Region
- Numerous monthly Awards for exceeding quota attainment
Sales Representative
American Photocopy
01.2000 - 05.2004
- Company Overview: Local Sales and Service of Multi-Functional Digital Equipment
- Responsible for Time and territory management
- Generate new business by daily cold calls, vertical markets and minimal of 4 appointments a day
- Local Sales and Service of Multi-Functional Digital Equipment
- Meeting and exceeding annual quota
- Quarterly sales incentives met yearly for all expense trips to Las Vegas
Education
High School -
Memphis Catholic High School
Bachelor Degree - Business
FSCJ
01.2014 - Current
Skills
Operations management
Summary
Skilled at aggressively expanding revenue streams, growing market share & creating competitive advantage by developing world-class teams that deliver multi-million-dollar results. Passionately drives elite performance levels by providing innovative sales solutions, building value-added relationships, improving customer outcomes, consistently exceeding quotas/sales targets, and repeatedly achieving spectacular results., Proficient at identifying, recruiting, developing, promoting, & retaining top talent; guides, directs, inspires & leads with contagious enthusiasm & transparency fostering trusting relationships; builds dedicated cohesive teams inspired by a winning culture founded on integrity, collaboration, hard work & determination that celebrate success & take full accountability for delivering market-leading results.
Accomplishments
- Supervision - Supervised sales team to monitor sales activity and goal achievement.
- Staffing - Worked directly with Human Resources to streamline hiring and onboarding process.
- Marketing - Implemented marketing strategies which resulted in 45% growth of customer base.
- Used Microsoft Excel to develop inventory tracking spreadsheets.
- Collaborated with distributors and manufacturer reps
- Supervised team of fifteen staff members.
- Built a sales driven culture
- Delivered exceptional customer experience 5 Star Review on Google
- Priced for profitability and efficiency
- Continuing family brand not just business
- The result was by the end of the first year we had built a 2.5 million dollar business. More importantly we built a system that was repeatable scalable and organic growth.
Timeline
General Manager
Southern Roofing and Renovations
10.2021 - Current
Major Account Executive
Hargray Communications
10.2021 - Current
Senior Account Executive
Comcast Business
01.2020 - 08.2020
Regional Sales Manager
Saxon Business Systems
05.2018 - 01.2020
Production Print Specialist
Ricoh USA
04.2017 - 05.2018
Sales Manager
Ricoh USA
09.2015 - 04.2017
Account Executive
Ricoh USA
09.2014 - 09.2015
Bachelor Degree - Business
FSCJ
01.2014 - Current
Strategic Account Manager / Print and Document Division
Office Max Workplace
01.2013 - 03.2014
Named Account Executive
Oce North America
03.2010 - 01.2013
Medical Sales Executive
Target Medical, Inc.
08.2008 - 03.2010
Senior Data Consultant
Memphis Networx LLC
07.2006 - 08.2008
Senior Account Executive
Xspedius Communications
05.2004 - 07.2006
Sales Representative
American Photocopy
01.2000 - 05.2004
High School -
Memphis Catholic High School
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