Mabell Castro
Houston,TX
Summary
Diligent and results-driven Outside Sales Account Manager with 10 years + of experience driving revenue growth through strategic account management, upselling, and cross-selling. Proven track record of consistently meeting or exceeding sales targets, with a strong focus on customer satisfaction and relationship building. Skilled in managing a portfolio of key B2B accounts, negotiating contract terms, and leveraging CRM data analytics to inform strategic decision-making processes. Proficient in sales management, business development, and account management, with a background in managing automotive and medium duty fleet repair and service station. Possesses Twic card and is certified as a State Inspector.
Overview
27
27
years of professional experience
1
1
Certification
Work History
Account Manager - Heavy-Duty Truck Parts - Outside Sales
TruckPro
Houston, TX
10.2024 - Current
- Identified upselling and cross-selling opportunities within existing accounts, resulting in an increase in revenue.
- Collaborated with the sales team to generate new business leads and convert them into successful client partnerships.
- Provided regular updates on market trends, competitor activities, and industry insights to clients to support their strategic decision-making process.
- Created customized proposals and presentations tailored to each client's specific needs and objectives.
- Negotiated contract terms, pricing agreements, and service level agreements with clients to ensure mutual satisfaction.
- Monitored customer satisfaction levels through regular check-ins and surveys, addressing any concerns or issues promptly.
- Managed the entire sales cycle from prospecting to closing deals while maintaining accurate records in CRM systems.
- Analyzed data on customer buying patterns and preferences to identify opportunities for product/service enhancements or new offerings.
- Resolved escalated customer complaints or issues promptly while ensuring high levels of professionalism.
- Served as a trusted advisor for clients by providing expert guidance on industry trends, market insights, competitive analysis, and best practices.
- Identified opportunities for process improvements within the account management function, resulting in increased efficiency and customer satisfaction.
- Developed strategic account plans to align client objectives with company offerings and maximize revenue potential.
- Conducted regular business reviews with clients to assess their satisfaction levels, identify areas for improvement, and drive upsell/cross-sell opportunities.
- Cultivated strong relationships with key decision-makers at client organizations through regular communication and face-to-face meetings.
- Leveraged CRM data analytics to identify trends, patterns, and insights that informed strategic decision-making processes.
- Created detailed reports on sales activities, revenue forecasts, market trends etc. for senior leadership team.
- Participated in industry conferences/events as a representative of the company to network with potential clients.
Outside Sales Account Manager
Utility Truck & Trailer SE Texas
Houston, TX
10.2023 - 12.2024
- Growth from 0 to 200k took territory from scratch no account's. I made my own book of business.
- Meets all KPI Measurements past 120 % of my Goal.
- New Business by prospecting and researching.
- Set up and hosted shows and conferences.
- Collections assisted collecting money past due 5 years.
- Developed and maintained strong relationships with existing clients, serving as their primary point of contact for all account-related matters.
- Increased sales revenue by 75% through effective upselling and cross-selling strategies.
- Identified new business opportunities within assigned accounts, resulting in 25% growth in customer base.
- Conducted regular meetings and presentations to update clients on product offerings, industry trends, and market insights.
- Demonstrated expertise in industrial products and services, providing technical guidance to clients when needed.
- Monitored market conditions, competitor activities, and industry developments to identify potential risks or opportunities for the company.
- Served as a trusted advisor to clients, offering strategic recommendations based on their specific goals and objectives.
- Collaborated with the marketing team to develop targeted campaigns that effectively promoted products/services to industrial customers.
- Maintained accurate records of sales activities, account information, and customer interactions using CRM software.
- Leveraged data analytics tools to analyze sales performance metrics and identify areas for improvement or optimization.
- Provided regular reports on account status, sales forecasts, pipeline updates, and other relevant KPIs.
- Developed and delivered product training sessions to clients, enabling them to make informed purchasing decisions.
- Managed pricing negotiations with clients while balancing profitability targets and maintaining competitive market positioning.
- Closely monitored accounts receivable status, working closely with finance department to ensure timely payment collection.
- Leveraged social media platforms (e.g., LinkedIn) to expand professional network within the industrial sector and generate leads.
- Demonstrated strong problem-solving skills by addressing complex client challenges through innovative solutions.
- Conducted regular business reviews with clients to assess their satisfaction levels, address concerns or issues proactively, and identify opportunities for growth.
Outside Sales Account Manager
Fleetpride
Houston, TX
04.2016 - 10.2023
- Managed a portfolio of XX key B2B accounts, consistently meeting or exceeding sales targets.
- Developed and maintained strong relationships with clients, serving as their primary point of contact for all account-related inquiries and issues.
- Identified upselling and cross-selling opportunities within existing accounts, resulting in an increase in revenue by XX%.
- Collaborated with the sales team to generate new business leads and convert them into successful client partnerships.
- Provided regular updates on market trends, competitor activities, and industry insights to clients to support their strategic decision-making process.
- Created customized proposals and presentations tailored to each client's specific needs and objectives.
- Negotiated contract terms, pricing agreements, and service level agreements with clients to ensure mutual satisfaction.
- Monitored customer satisfaction levels through regular check-ins and surveys, addressing any concerns or issues promptly.
- Worked closely with internal teams such as product development, marketing, and operations to ensure seamless delivery of products/services to clients.
- Managed the entire sales cycle from prospecting to closing deals while maintaining accurate records in CRM systems.
- Implemented a proactive account management strategy that resulted in a XX% increase in customer retention rate.
- Analyzed data on customer buying patterns and preferences to identify opportunities for product/service enhancements or new offerings.
- Increased average order value by XX% through effective negotiation tactics during contract renewals.
- Trained new account managers on best practices for relationship building and account growth strategies.
- Resolved escalated customer complaints or issues promptly while ensuring high levels of professionalism.
- Collaborated with marketing teams to develop targeted campaigns and promotional materials for key accounts.
- Developed strategic account plans to align client objectives with company offerings and maximize revenue potential.
- Managed a pipeline of sales opportunities, ensuring timely follow-up and accurate forecasting of revenue projections.
- Cultivated strong relationships with key decision-makers at client organizations through regular communication and face-to-face meetings.
- Leveraged CRM data analytics to identify trends, patterns, and insights that informed strategic decision-making processes.
- Drove XX% increase in overall sales revenue from existing accounts year-over-year through effective account management techniques.
- Created detailed reports on sales activities, revenue forecasts, market trends etc. for senior leadership team.
- Participated in industry conferences/events as a representative of the company to network with potential clients.
Service advisor & Shop Coordinator
Rush Enterprises
Houston, TX
01.2016 - 04.2016
- Created detailed project plans and timelines to track progress and meet deadlines.
- Maintained accurate records of expenses, invoices, contracts, and other relevant documentation.
- Provided administrative support by managing calendars, scheduling appointments, and preparing meeting agendas.
- Sent drivers when not in compliance with JJ Keller said they needed before driving.
- Executed daily operations of Bank Deposits and Reconciled found discrepancies Daily for parts and Service.
- Key holder opened and closed dealership and secured it by alarm and locking gates.
- Checked TSB /recalls /warranty claims. Advised customer to get authorization and sent in for repairs.
- Notified customer when oil was dirty or low, tires were worn, hoses and fan belts were defective and evidence indicated battery defects.
- Promoted sale of products and services, such as wet pms, batteries and DPF Cleaning but not limited to.
- Wrote up customers ROs, bagged and tagged the unit. Parked unit and handed off to the best technician for the job.
- Worked closely with technicians to ensure prompt and efficient service before calling customer for pick up.
- Ordered, received and inventoried from parts to coffee whatever the customer, mechanics or the shop needed I'd order as shop coordinator. As service advisor I researched parts, special orders osp (outside purchase) from vendors that have not been set up.
Account manager / Outside Sales Representative
Fleet Pride Heavy Duty Parts
Houston, TX
01.2015 - 01.2016
- Managed over 100 Accounts a month.
- Opened New Accounts.
- Produced Growth with Current and New accounts.
- Exceeded 200 % to plan but no less than 120% to plan.
- Ability to Double a territory in less than a year.
- Cold Calls and Sales calls Accounts are currently still open.
- Ordered parts.
- Pulled and delivered parts.
- Pre call planning.
- On leadership committee.
- On values committee.
- Helped assist my TSM with onboarding new hires set up worked and took down our booth @ conventions, hotel bookings for salesmen and anything she needed.
- Team player Inside and Outside Sales.
- Worked well with all vendors and utilized them with ride alongs and training classes.
Automobile Service Station Manager / State Inspector
D&E Auto Repair
Houston, TX
01.2006 - 01.2015
- Managed automobile service station.
- Executed daily operations of Bank Deposits and Reconciliation, opened and closed shop, customer follow ups and service writing.
- Implemented policies for operating station, such as hours of operation, workers required, duties, scope of operations and prices for products and services.
- Hired workers, prepared work schedules and assigned workers to specific duties, such as customer service, service writers, and automotive technicians.
- Participated in performing customer service activities, such as customer pick up and drop off, assured repairs are done properly, promptly and at the estimated cost closest to my ability.
- Trained Sales rep, customer service cashiers and service writers.
- Supervised employees, scheduled work hours, resolved conflicts, and determined salaries.
- Notified customer when oil was dirty or low, tires were worn, hoses and fan belts were defective and evidence indicated battery defects.
- Promoted sale of products and services, such as oil change and lubrication, tires, batteries and other automotive accessories but not limited to.
- Ordered, received and inventoried gasoline, oil, automotive accessories and parts.
- Successfully handled sales tax monthly report; payroll deposits quarterly reports, (state and federal) profit and loss reports, balance sheet standard reports w2s and weekly payroll.
- Reviewed production reports and resolved operational, manufacturing and maintenance problems to ensure minimum costs and prevent operational delays.
- Opened disengaged alarm, locked and secured store.
Assistant Store Manager
Family Dollar
Houston, TX
01.2003 - 01.2004
- Managed retail store and supervised employees.
- Executed daily operations of balancing registers.
- Coordinated sales promotion activities.
- Trained and managed employees and new hires achieve significant improvements in their productivity.
- Prepared and directed workers preparing merchandise displays and advertising copy.
- Supervised employees engaged in sales work, taking of inventories, reconciling cash with sales receipts, keeping operating records and preparing daily record of transactions.
- Ordered merchandise and prepared requisitions to replenish merchandise on hand.
- Successfully handled store schematics and door to shelf policies.
- Opened disengaged alarm, locked and secured store.
Automobile Service Station Manager
LMJ Automotive
Houston, TX
01.1999 - 01.2003
- Managed automobile service station.
- Executed daily operations of Bank Deposits and Reconciliation, opened and closed shop, customer follow ups and service writing.
- Implemented policies for operating station, such as hours of operation, workers required, duties, scope of operations and prices for products and services.
- Hired workers, prepared work schedules and assigned workers to specific duties, such as customer service, service writers and automotive technicians.
- Participated in performing customer service activities, such as customer pick up and drop off, assured repairs are done properly, promptly and at the estimated cost closest to my ability.
- Trained Sales rep, customer service cashiers and service writers.
- Supervised employees, scheduled work hours, resolved conflicts, and determined salaries.
- Notified customer when oil was dirty or low, tires were worn, hoses and fan belts were defective and evidence indicated battery defects.
- Promoted sale of products and services, such as oil change and lubrication, tires, batteries and other automotive accessories but not limited to.
- Ordered, received and inventoried gasoline, oil, automotive accessories and parts.
- Successfully handled sales tax monthly report; payroll deposits quarterly reports, (state and federal) profit and loss reports, balance sheet standard reports, w2s and weekly payroll.
- Reviewed production reports and resolved operational, manufacturing and maintenance problems to ensure minimum costs and prevent operational delays.
- Opened disengaged alarm, locked and secured store.
Education
High School Diploma -
Parkway Christian School
01.2001
Skills
- Cold Calling
- Profit & Loss
- Powerpoint
- Sales Management
- Sales
- Quickbooks
- MS Office
- Automotive Repair
- Outside Sales
- Salesforce
- B2B Sales
- Purchasing
- CRM Software
- Business Development
- Receptionist
- Inside Sales
- Management
- Data Entry
- Account Management
- Inventory Management
Certification
- State Inspector (DPS), Present, Inspect motorized vehicles
- Twic Card, Present, Ability to go in and out of ports after passed extensive background check and fingerprint
Personal Information
- Willing To Relocate: Anywhere
- Authorized To Work: US for any employer
Timeline
Account Manager - Heavy-Duty Truck Parts - Outside Sales
TruckPro
10.2024 - Current
Outside Sales Account Manager
Utility Truck & Trailer SE Texas
10.2023 - 12.2024
Outside Sales Account Manager
Fleetpride
04.2016 - 10.2023
Service advisor & Shop Coordinator
Rush Enterprises
01.2016 - 04.2016
Account manager / Outside Sales Representative
Fleet Pride Heavy Duty Parts
01.2015 - 01.2016
Automobile Service Station Manager / State Inspector
D&E Auto Repair
01.2006 - 01.2015
Assistant Store Manager
Family Dollar
01.2003 - 01.2004
Automobile Service Station Manager
LMJ Automotive
01.1999 - 01.2003
High School Diploma -
Parkway Christian School