MARK GLIVA
Summary
Management | Business Development | Lead Generation | Account Management | Sales |Real-estate | Negotiations | | Excellent Communication Skills Written & Oral | Presentations
Overview
25
25
years of professional experience
Work History
Sales Representative
Midwest Division, Power Distributors LLC
05.2016 - 04.2018
- Effectively manage the Upper Midwest 7-state territory consisting of 500+ Briggs & Stratton accounts
- Served as an integral member of a team that delivered a single-year territory sales increase by 42% from 2016 to 2017 benchmarking year-end revenues of $2.52M
- Build strong sales relationships with key decision makers and match customers with the right solutions for their outdoor power equipment business needs
- Work in conjunction with six field sales representatives in a team setting in building and maintaining client relationships to maximize profits
- Outperformed new account sales targets achieving 172% to plan
- Successfully manage and overcome prospect objections using exceptional interpersonal and negotiation skills, as well as product knowledge
- Consistently led the department in quota performance and company revenue generated
- Kept current on all company products and services to effectively discuss client needs and appropriate options available and to provide post sales support and service if required.
Sales Representative/Liaison Midwest Division
05.2018 - Current
- Honeywell
- Safety & Productivity Solutions division
- Sensing & IoT
- Columbus, OH
- Responsible for driving sales targets for the Midwest Region attaining $1.5 million in new business annually, as well as maintain $27million in existing business
- Collaborated with business development, marketing, and product departments on the creation of competitive concept proposals
- Increased sales targets from existing accounts including recommending new product offerings
- Serve as a liaison between multiple distribution companies and internal departments located in various countries to facilitate sales, as well as prevent and resolve customer problems
- Analyze sales statistics and business needs to provide recommendations to customers and stakeholders
- Drive business growth by closing sales
- Improve systems, processes, or procedures to enhance efficiencies
- Share understanding of Honeywell sensing and electrical products, systems, and procedures to drive greater efficiency and increase team ability.
Product Sales Specialist
Ricart Automotive
07.2014 - 05.2016
- Consistently performed in the top 5% of sales representatives in both gross sales profits and sales volume
- Inspected and ensured quality of showroom display models and goods
- Maintained and enhanced current customer relationships
- Maintained relationships with prior customers to expand customer base
- Analyzed customer needs and requirements to determine credit qualifications
- Performed automobile demos with briefings on features and capabilities
- Took customers for test drives and explained services and warranties
- Handled customer objections and questions in a way to ensure sales closure.
Branch Operations Support Analyst
Morgan Stanley
07.2013 - 05.2014
- Assisted Branch Personnel how to apply Morgan Stanley policies and procedures
- Troubleshoot system errors and implement solutions to overcome them in a timely manner
- Apply strong investment banking procedural and legal/compliance knowledge base and analytical skills to recommend appropriate, immediate solutions for which there are no documented procedures
- Provide accurate and efficient telephone and email support to branch banking employees by answering questions, interpreting and resolving problems related to policy, procedures, legal and compliance
- Identified and escalated issues that may have widespread implications
- Kept current on all company products, policies, and services.
Real Estate Appraiser
Elmore Appraisal Services
02.2011 - 07.2013
- Inspected properties to evaluate construction, condition, special features, and functional design
- Researched county land values and sales information to establish property values
- Directed marketing efforts to include Family-law, Bankruptcy, and Probate attorneys.
Team Leader
Discover Financial Services
09.2008 - 01.2011
- Managed the day-to-day activities for a team of 15-20 employees in the Customer Assistance department
- Trained and evaluated 15-20 employees
- Surpassed company and department goals and initiatives through the implementation of directives, policies, procedures, and quality standards
- Recruited and interviewed staff for my team
- Performed consistently above average in monthly evaluations for department performance
- Developed and implemented strategies in order to enhance team performance.
Account Manager
Discover Financial Services
01.2001 - 09.2008
- Negotiated payment programs and settlements with past due and charged off customers in order to facilitate their long-term ability to re-pay their loans, while educating them about the importance of maintaining a current account
- Settled with charged off cardholders based on credit report analysis and their individual financial situations, while consistently performing in the top 10% of 90 employees in losses recovered.
Education
B.S - Agribusiness with Applied Economics, Communications
The Ohio State University
2007
Skills
- Pro Tools
- New Business Opportunities
- Prioritizing Workflows
- Complex Problem-Solving
- Prospecting Skills
- Negotiation Tactics
- Upselling Techniques
- Consultative Selling Techniques
- Product and Service Knowledge
- Interpersonal Communication Skills
- Social Perceptiveness
- Sales Expertise
- Buyer Seller Agreements
- B2B Sales
Timeline
Sales Representative/Liaison Midwest Division
05.2018 - Current
Sales Representative
Midwest Division, Power Distributors LLC
05.2016 - 04.2018
Product Sales Specialist
Ricart Automotive
07.2014 - 05.2016
Branch Operations Support Analyst
Morgan Stanley
07.2013 - 05.2014
Real Estate Appraiser
Elmore Appraisal Services
02.2011 - 07.2013
Team Leader
Discover Financial Services
09.2008 - 01.2011
Account Manager
Discover Financial Services
01.2001 - 09.2008
B.S - Agribusiness with Applied Economics, Communications
The Ohio State University
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