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
Customer relationship management
Team leadership
Project management
Staff supervision
Team building
Performance improvement
Operations oversight
Customer retention
Business development
Leadership and team building
Quality 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