Mark Estavillo
Sacramento,CA
Summary
Dynamic Business Development Specialist with a proven track record at Airgas, excelling in client acquisition and relationship management. Skilled in CRM management and competitive analysis, I successfully increased client satisfaction and retention through tailored solutions and strategic upselling initiatives. Recognized for fostering strong partnerships and driving revenue growth in diverse markets.
Overview
24
24
years of professional experience
1
1
Certification
Work History
Business Development Specialist
Red-D-Arc Welderentals - An Airgas Company
04.2022 - 05.2025
- Assisted in identifying new business opportunities through market research and analysis.
- Supported 96 Account Managers with 3 product line sales initiatives.
- Supported proposal development by gathering relevant data and coordinating team efforts.
- Engaged with potential clients to understand their needs and present tailored solutions.
- Maintained database of leads and tracked outreach efforts using CRM systems.
- Participated in networking events to promote company services and build relationships.
- Contributed to the development of marketing materials for business development initiatives.
Account Manager
Airgas, an Air Liquide
01.2021 - 04.2022
- Managed client relationships to ensure satisfaction and retention.
- Supported 96 Account Managers with 3 product line sales initiatives
- Developed tailored solutions to meet diverse customer needs and requirements.
- Collaborated with cross-functional teams to streamline operations and improve service delivery.
- Analyzed client feedback to identify areas for service enhancement and strategic growth.
- Increased client satisfaction by building strong relationships and addressing their needs promptly.
- Successfully resolved escalated issues, preventing potential loss of valuable clients while maintaining positive relationships with all parties involved.
- Negotiated contract terms with clients, securing favorable agreements for both parties.
- Actively participated in networking events within the industry, expanding professional connections and generating leads.
- Implemented strategies to increase revenue from existing accounts through upselling and cross-selling initiatives.
Account Manager
Airgas, an Air Liquide
07.2014 - 09.2019
- Coordinated account reviews, presenting insights and recommendations to stakeholders.
- Supported 96 Account Managers with 3 product line sales initiatives
- Supported 96 Account Managers with 3 product line sales initiatives
- Implemented process improvements to increase efficiency in account management workflows.
- Monitored industry trends to inform strategy and maintain competitive advantage.
- Maintained high client retention rate by providing exceptional customer service and anticipating client needs.
- Conducted regular account reviews to identify areas for improvement and ensure continued success.
- Collaborated with sales team to identify potential upsell opportunities and expand client base.
- Established clear communication channels between clients and internal teams, ensuring seamless project execution.
- Cultivated long-term relationships with key stakeholders in assigned accounts, fostering trust and loyalty among clients.
- Streamlined internal processes for better efficiency in account management tasks.
- Improved overall team productivity by implementing best practices in organization and time management.
- Fostered detailed understanding of product offerings, enabling effective communication of features and benefits to clients.
- Identified at-risk accounts through diligent monitoring and analysis, implementing retention strategies to prevent churn.
- Negotiated contracts with focus on maximizing profit and ensuring client satisfaction.
- Achieved recognition for outstanding client service, contributing to team's reputation for excellence.
- Leveraged CRM tools to maintain accurate records of client interactions and transactions.
Branch Manager
Airgas -NCN
05.2006 - 07.2014
- Oversaw daily branch operations, ensuring compliance with safety and regulatory standards.
- Led team to achieve operational excellence through effective training and performance management.
- Implemented process improvements that enhanced service delivery and customer satisfaction.
- Managed inventory levels to optimize stock availability and reduce costs effectively.
- Developed and executed strategic sales initiatives to drive revenue growth in the region.
- Fostered strong relationships with clients, enhancing retention rates through personalized service approaches.
- Mentored junior staff, cultivating skills and knowledge to elevate overall team performance.
- Continuously monitored branch performance against key performance indicators, taking corrective actions as needed to ensure objectives were met or exceeded.
- Oversaw daily operations for streamlined efficiency, ensuring timely execution of tasks and optimal resource allocation.
- Improved customer satisfaction ratings by enhancing service quality and resolving client issues promptly.
- Strengthened relationships with key clients, securing long-term partnerships and driving revenue growth.
- Evaluated employee performance regularly through appraisals and feedback sessions to facilitate continuous development of skills and knowledge base within the team.
- Managed branch financials including budgeting, forecasting, and expense tracking for accurate reporting and decision-making support.
Account Manager
Airgas - CNE
07.2012 - 07.2014
- Managed a diverse portfolio of accounts, ensuring timely communication and effective problem resolution.
- Developed customized account plans for clients to help them achieve their business goals.
- Cultivated portfolio of high-value clients by leveraging industry knowledge and strategic networking.
- Optimized account allocation among team members to ensure balanced workload and focus on high-priority clients.
- Monitored market trends to advise clients on potential impacts to their business, positioning as trusted advisor.
- Enhanced client engagement through regular newsletters and updates on product developments and industry news.
- Conducted quarterly business reviews with major accounts to assess satisfaction and identify areas for improvement.
- Increased upsell opportunities with strategic account reviews, identifying and addressing client needs.
- Facilitated client meetings to gather feedback and adjust strategies accordingly, ensuring alignment with client objectives.
- Built relationships with customers and community to promote long term business growth.
- Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.
- Met with customers to discuss and ascertain needs, tailor solutions and close deals.
- Performed effectively in self-directed work environment, managing day-to-day operations and decisions.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- Fielded customer complaints and facilitated negotiations, resolving issues and reaching mutual conclusions.
- Maintained current knowledge of evolving changes in marketplace.
Customer Solutions Associate
Airgas - NCN
08.2005 - 05.2006
- Maintained friendly and professional customer interactions.
- Managed high call volume while maintaining professionalism and empathy in all interactions.
- Collaborated with team members to enhance process efficiency and streamline operations.
- Documented customer feedback to identify trends and improve service delivery.
- Trained new staff on company policies, procedures, and customer service best practices.
- Implemented solutions for recurring issues, enhancing customer satisfaction and loyalty rates.
- Resolved customer complaints with empathy, resulting in increased loyalty and repeat business.
- Responded to customer requests for products, services, and company information.
- Enhanced customer satisfaction by promptly addressing concerns and providing accurate information.
- Developed rapport with customers through active listening skills, leading to higher retention rates and positive feedback from clients.
- Assisted customers in navigating company website and placing online orders, improving overall user experience.
- Contributed to sales growth by upselling products and services based on individual customer requirements.
- Collaborated with team members to develop best practices for consistent customer service delivery.
Check Point Screening Manager/ Aviation Security
US Dept of Homeland Security -Transportation Security Administration
03.2003 - 06.2005
- Oversee daily operations ensuring compliance with security regulations and protocols.
- Develop and implement training programs to enhance staff proficiency in security procedures.
- Analyze operational workflows to identify inefficiencies and recommend process improvements.
- Coordinate incident response efforts, collaborating with law enforcement and emergency services.
- Monitor performance metrics to ensure adherence to safety standards and operational goals.
- Evaluate new technologies for potential integration into existing security systems to enhance effectiveness.
- Managed and motivated employees to be productive and engaged in work.
- Accomplished multiple tasks within established timeframes.
- Resolved staff member conflicts, actively listening to concerns and finding appropriate middle ground.
- Maximized performance by monitoring daily activities and mentoring team members.
- Achieved departmental goals by developing and executing strategic plans and performance metrics.
- Streamlined workflows by identifying bottlenecks in existing systems and implementing appropriate solutions.
Airport Federalization Team
US Dept of Transportation-Transportation Security Administration
11.2001 - 10.2003
- Self-motivated, with a strong sense of personal responsibility.
- Worked effectively in fast-paced environments.
- Skilled at working independently and collaboratively in a team environment.
- Proven ability to learn quickly and adapt to new situations.
- Assisted with day-to-day operations, working efficiently and productively with all team members.
- Organized and detail-oriented with a strong work ethic.
- Used critical thinking to break down problems, evaluate solutions and make decisions.
- Strengthened communication skills through regular interactions with others.
- Learned and adapted quickly to new technology and software applications.
- Demonstrated strong organizational and time management skills while managing multiple projects.
- Travelled to Category X airport throughout the USA to implementing Federalization of Airports in accordance to the laws and regulations as set forth by Congress/Senate; post 9/11.
Education
Distant Learning
Central Texas College
Killeen, TXCriminal Law
University of Maryland
MDHigh School Diploma - General Education
Luther Burbank H.S.
Sacramento, CA06.1990
Skills
- Key account management
- Business analysis
- Social media marketing
- New business opportunities
- CRM management
- Competitive analysis
- Client acquisition
- Relationship management
- Pricing strategy
- Cold calling
- Account management
- B2C experience
- Lead development
- Sales proposal creation
- Consultative sales
- Account reconciliation
Accomplishments
2007 Airgas Regional Branch of the year
2008 Airgas Regional Branch of the year
2009 Airgas Regional Branch of the year
2009 Airgas National Branch of the year
Compressed Gas Association Safety Excellence Award with “0” accidents 2006 through 2012
Airgas Regional Sales Excellence award.
Affiliations
Veteran- United States Marine Corps
Certification
Certificate- Marine Corps Communications Electronics School
Timeline
Business Development Specialist
Red-D-Arc Welderentals - An Airgas Company
04.2022 - 05.2025
Account Manager
Airgas, an Air Liquide
01.2021 - 04.2022
Account Manager
Airgas, an Air Liquide
07.2014 - 09.2019
Account Manager
Airgas - CNE
07.2012 - 07.2014
Branch Manager
Airgas -NCN
05.2006 - 07.2014
Customer Solutions Associate
Airgas - NCN
08.2005 - 05.2006
Check Point Screening Manager/ Aviation Security
US Dept of Homeland Security -Transportation Security Administration
03.2003 - 06.2005
Airport Federalization Team
US Dept of Transportation-Transportation Security Administration
11.2001 - 10.2003
Distant Learning
Central Texas College
Criminal Law
University of Maryland
High School Diploma - General Education
Luther Burbank H.S.
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