Lori Morgan
Cary,NC
Summary
Performance-oriented Sales Leader offering an exceptional record of achievement of achieving revenue objectives. A strategic thinker who is experienced in growing profitable revenue with new and existing accounts. Talented in identifying and capitalizing on emerging market trends and revenue opportunities.
Accomplished Account Manager offering 15 years of experience developing and maximizing account growth and retention. Diligent in building and retaining accounts by providing support and attentive service. Successful record of expanding key connections through persuasive brand loyalty and service.
Overview
21
21
years of professional experience
1
1
Certification
Work History
Account Executive Manager
AT&T
01.2022 - Current
- Work with Sales team, Engineering and Market Development to design and deliver Fiber solutions for strategic Mid-Market and National accounts/B2B
- Hospitality and Corporate MDU
- Skilled in implementation process of Fiber services and solutions
- Solution selling of Fiber Optic service, Products, SaaS, Security, Software, and Voice
- Discover, assist with design, Engineering, and implementation of new solutions within the account
- Retention/Renewal/Upgrade sell of Fiber services and Software to existing Customers
- Relationship building to uncover new opportunities
- Networking with internal, external Partners, and Fiber Vendors/Cold Call/New Account Development
- Hunter/Acquisition/New Logo/ Account Manager for Retention and Growth of existing and new Accounts.
- Increased client retention by building and maintaining strong relationships with key accounts.
- Expanded account portfolio through effective prospecting and lead generation strategies.
- Negotiated and closed lucrative contracts, securing long-term business commitments from clients.
- Implemented innovative sales techniques to improve overall team performance and increase revenue growth.
- Developed customized solutions for clients'' unique needs, resulting in increased satisfaction and loyalty.
- Collaborated with internal teams to ensure seamless service delivery and resolve any client concerns promptly.
- Conducted market research to identify new business opportunities and stay ahead of industry trends.
- Organized regular client meetings to discuss progress, address concerns, and maintain open lines of communication.
- Provided ongoing support to clients by offering expert advice on product features, benefits, and best practices.
- Successfully managed a diverse range of accounts across various industries, showcasing adaptability and strong relationship-building skills.
- Delivered consistent sales results by meeting or exceeding monthly targets regularly.
- Mentored junior account executives in effective sales techniques and strategies for success.
- Maximized revenue potential with upselling tactics tailored to individual client needs.
- Optimized CRM system usage, ensuring accurate data tracking for improved decision-making processes within the team.
- Presented detailed sales reports to upper management by analyzing sales data and identifying areas for improvement or growth opportunities.
- Managed multiple projects simultaneously while maintaining high-quality standards for each account deliverable.
- Enhanced customer experience with personalized follow-ups after each transaction or interaction.
- Participated in trade shows, conferences, and networking events to generate leads for new business opportunities.
- Streamlined internal processes by collaborating with cross-functional teams for more efficient account management.
- Continuously updated professional knowledge through industry training programs, webinars, workshops, staying current on market trends and new product offerings.
- Managed accounts to retain existing relationships and grow share of business.
- Built relationships with customers and community to establish long-term business growth.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Demonstrated products to show potential customers benefits and advantages and encourage purchases.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
- Managed revenue models, process flows, operations support and customer engagement strategies.
- Drove sales by developing multi-million dollar contract sales.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Maintained financial controls, planned business operations and control expenses while identifying and pursuing opportunities to grow business operations and boost profits.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Enhanced profitability by developing pipelines utilizing marketing and sales strategies.
- Communicated product quality and market comparisons by creating sales presentations.
- Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
- Compiled and analyzed data to determine approaches to improve sales and performance.
- Boosted marketing, reviewed pricing strategies and expanded distribution channels to increase sales revenue.
- Delivered recommendations to long-term accounts to promote brand awareness to key audience.
- Implemented systems and procedures to increase sales.
- Collaborated with advertising group to create uniformity between advertising messages and retail incentives.
- Coached and promoted high-achieving sales and account management employees to fill leadership positions with qualified staff and boost company growth.
- Directed sales support staff in administrative tasks to help sales reps close deals.
- Developed compelling presentation decks to gain approval for ideas and communicate results.
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Prepared sales presentations for clients showing success and credibility of products.
- Facilitated business by implementing practical networking techniques.
SeniorAccount Manager
CenturyLink/Lumen Technologies
01.2017 - 01.2022
- Developed pipeline utilization strategies and penetration processes to increase overall profitability
- Trade Show/Networking/Relationship Building/Development/Planning/New Logo/Customer Relations
- Secured existing revenue reaching target of 93% renewals/upgrades for North Carolina
- Worked with Engineering, and Finance to deliver strategic profitable Fiber Optic solutions for Business and MDU/Residential Communities
- Sale of Fiber Optic solutions through contracting to implementation
- Greenfield and Brownfield solutions
- Lead/Assisted with Finance, and Legal to redline, and execute Agreements
- Prepared Executive proposals for approval for sale of Fiber build outs for Greenfield/Brownfield builds
- Assisted/Lead calls and meetings to show progress from Sales to Implementation with Customer, Vendor, Property Manager, Inside, and Outside stake holders, Developers, and Property Owners
- Skilled in Virtual meetings, Microsoft Office, weekly updating, and reporting to key stakeholders
- Expand C-level relationships to key departments to build opportunities to ensure growth within assigned accounts
- Quota driven Compensation plan
- Consecutive achiever awards for performance of growth, and retainment for MDU/Business and Connected Communities Divisions
- Account team mapping to ensure quality implementation with internal partners to ensure top customer experience
- Circle of Excellence Award Winner, and Vision Award Winner
- Multiple Top Achiever awards given for top performance.
- Boosted client satisfaction by effectively managing and resolving account issues.
- Increased revenue for the company through strategic upselling and cross-selling initiatives.
- Developed long-lasting client relationships by providing exceptional customer service and support.
- Streamlined account management processes, improving overall efficiency and productivity.
- Expanded market share by identifying new business opportunities and securing high-value accounts.
- Implemented innovative strategies for retaining top-performing clients, reducing churn rate substantially.
- Worked with customers to develop strategic business and account plans.
Strategic Account Manager
CenturyLink
01.2015 - 01.2017
- Developed pipeline utilization strategies and penetration processes to increase overall profitability
- Trade Show/Networking/Relationship Building/Development/Planning/New Logo/Customer Relations
- Secured existing revenue reaching target of 93% renewals/upgrades for North Carolina
- Worked with Engineering, and Finance to deliver strategic profitable Fiber Optic solutions for Business and MDU/Residential Communities
- Sale of Fiber Optic solutions through contracting to implementation
- Greenfield and Brownfield solutions
- Lead/Assisted with Finance, and Legal to redline, and execute Agreements
- Prepared Executive proposals for approval for sale of Fiber build outs for Greenfield/Brownfield builds
- Assisted/Lead calls and meetings to show progress from Sales to Implementation with Customer, Vendor, Property Manager, Inside, and Outside stake holders, Developers, and Property Owners
- Skilled in Virtual meetings, Microsoft Office, weekly updating, and reporting to key stakeholders
- Expand C-level relationships to key departments to build opportunities to ensure growth within assigned accounts
- Quota driven Compensation plan
- Consecutive achiever awards for performance of growth, and retainment for MDU/Business and Connected Communities Divisions
- Account team mapping to ensure quality implementation with internal partners to ensure top customer experience
- Circle of Excellence Award Winner, and Vision Award Winner
- Multiple Top Achiever awards given for top performance.
- Developed customized strategies for each account, resulting in stronger partnerships and improved outcomes.
- Identified new business opportunities with existing clients, leading to increased revenue growth.
- Collaborated cross-functionally to address client needs promptly and efficiently.
- Implemented creative problem-solving techniques to resolve complex challenges faced by clients.
- Analyzed market trends and competitor activity to inform strategic decisions within the organization.
- Presented regular updates on account performance to senior leadership, highlighting successes and areas requiring attention.
- Monitored customer health metrics continuously, proactively addressing any potential issues before they escalated into problems.
- Negotiated prices, terms of sales and service agreements.
Strategic Account Executive
Charter Communications (Spectrum Business)
01.2011 - 01.2015
- Work with Sales team and Market Development to design solutions for Strategic National accounts
- Built long-term relationships with Accounts, Vendors, referral partners to reduce risks and increase Revenue
- Recognized and rewarded for 220% growth expansion renewals
- Awarded for partnering and selling the most NaviSite cloud / SAS solutions
- Software sells, product management to installation
- Worked with Engineering, planning, and design to implementation
- Educated customer on company products, and overcome objectives with use of S3 sales process.
- Managed a portfolio of strategic accounts, driving customer satisfaction and fostering loyalty.
- Assessed market trends to identify emerging opportunities and develop targeted sales initiatives.
- Cultivated a deep understanding of client industries, becoming a trusted advisor on market trends and best practices.
- Organized regular client touchpoints, maintaining open lines of communication for feedback and updates.
- Built extensive networks within target industries, securing valuable referrals and expanding the company''s presence in key markets.
- Monitored sales performance metrics to achieve strategic account objectives.
- Increased profitability and lifetime customer value by coordinating go-to-market strategy, implementation and post-sales service experience.
Business Development Manager EHR Software
Carolina Records Center
01.2010 - 01.2011
- Presented and proposed to C-Level management
- Procured and developed prospects and clients from current customers, telemarketing, B2B cold calling, business referrals and other nurtured lead sources
- Sale of shredding services, scanning, indexing, OCR, storage, and retrieval of documents to small and large businesses
- Re-seller for three EMR software systems to Medical and Dental providers
- Increased Software sales by 67% YTD
- Project managed to implementation.
- Developed user-friendly applications for improved customer experience and satisfaction.
- Negotiated contracts successfully, securing favorable terms for both the company and clients.
- Qualified leads, built relationships and executed sales strategies to drive new business.
- Collaborated with internal teams to develop account strategy.
- Assisted clients in processing harvested game, demonstrating proper field dressing techniques and meat storage practices.
- Managed multiple accounts simultaneously while maintaining organization and prioritizing tasks efficiently.
Regional Branch Manager
SANDOLLAR MORTGAGE
01.2005 - 01.2010
- Built a new territory from ground up
- Responsible for managing employees for corporate and lending guidelines for the mortgage lending division
- B2B cold calling, telemarketing, Networking to potential clients
- Worked with Title company, Attorney and Builders to obtain closing of loans
- Prepared periodic sales reports showing up to 75% increase in gross sales volume
- Worked closely with lenders, institutions, attorneys, Builders and County offices and all loan process personnel.
- Increased branch revenue by implementing effective sales strategies and fostering strong relationships with clients.
- Streamlined operations by identifying areas for improvement, reducing redundancies, and optimizing resources.
- Delivered exceptional customer service by resolving issues promptly, listening to feedback, and making necessary improvements.
- Collaborated with other regional branches to share best practices and achieve overall company goals.
Regional Sales Account Manager
XEROX CORPORATION
01.2003 - 01.2005
- Sales Account Manager developing/maintaining an assigned territory marketing B2B products, software and supplies
- Upgrade, renewal of contracts and customer retention
- Achieved the top sales performance status for the first 3 months and increased total sales 60%.
- Expanded territory reach by identifying and targeting new business opportunities.
- Delivered consistent revenue growth by exceeding sales targets on a quarterly basis.
Education
Accounting And Finance -
Gaston College
Dallas, NCSkills
- Networking abilities
- Upselling techniques
- Goal setting
- Product knowledge
- Customer service
- Sales Presentations
- Lead Generation
- Conflict resolution
- Cross-functional collaboration
- Relationship building
- Analytical thinking
- Problem solving
- Client retention
- Account management
- Sales Reporting
- Business Needs Assessment
- Active Listening
- Client Onboarding
- Customer Retention
- Project Management
Certification
Sales Leadership Training:
- MEDDPICC/MEDDIC
- Miller Heiman
- Sandler Training
- Spin Selling
Technology Certifications:
- Telecommunications and Data Networking
- Communication Platform as a Service (CPaaS)
- Cloud Computing and Data Storage
Affiliations
- Habitat For Humanity
- Women in Technoloogy
Timeline
Account Executive Manager
AT&T
01.2022 - Current
SeniorAccount Manager
CenturyLink/Lumen Technologies
01.2017 - 01.2022
Strategic Account Manager
CenturyLink
01.2015 - 01.2017
Strategic Account Executive
Charter Communications (Spectrum Business)
01.2011 - 01.2015
Business Development Manager EHR Software
Carolina Records Center
01.2010 - 01.2011
Regional Branch Manager
SANDOLLAR MORTGAGE
01.2005 - 01.2010
Regional Sales Account Manager
XEROX CORPORATION
01.2003 - 01.2005
Accounting And Finance -
Gaston College