Nicholas Waldschmidt
Montgomery,TX
Summary
LINKEDIN.COM/IN/NICHOLAS-WALDSCHMIDT-780195AA Area Sales Manager Sales management professional demonstrating 14 years of B2B and B2C consultative and solution sales experience. Reshape company culture by increasing employee performance through empowerment, coaching, and expert feedback on sales behaviors. Identify opportunities to strengthen lifecycles and ensure strong results. Build and foster efficient sales and operations teams by igniting business development strategies that expand market share within assigned regions. Experience leading complex sales cycles with large organizations involving leadership and a diverse set of stakeholders.
Overview
18
18
years of professional experience
Work History
Branding Sales Specialist
BSN Sports / Waterboy Graphics
04.2022 - Current
- Educated customers about product features and benefits to aid in selecting best options for each individuals' needs.
- Provided first-rate service to all customers and potential customers.
- Built rapport with customers and assessed needs to make product recommendations and upsell.
- Followed up with customers after completed sales to assess satisfaction and resolve technical or service concerns.
- Demonstrated product features, answered questions and persuasively overcame objections.
- Created and implemented sales strategies to successfully meet company targets.
- Managed customer accounts to secure customer satisfaction and repeat business.
- Met with existing customers and prospects to discuss business needs and recommend optimal solutions.
- Utilized CRM software to manage customer accounts and track performance metrics.
- Negotiated contracts with clients and developed relationships with key personnel.
- Collaborated with cross-functional teams to identify and address customer needs.
- Generated new leads through networking and attending industry events.
AREA SALES MANAGER
Shutterfly, Inc
01.2019 - 01.2022
- Oversaw territory consisting of 1832 accounts accounting for gross sales of $21M
- Drove company sales initiatives through one on ones, sales meetings, and in-field ride-along training
- Established strong relationships with major accounts and key decision-makers to increase sales in designated territory.
- Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.
- Exceeded targets by building, directing, and motivating high-performing sales team.
- Hired, mentored and motivated sales professionals to service customer accounts and target metrics.
- Led targeted training programs to educate staff on product benefits and service capabilities.
- Forecasted sales and established processes to achieve sales objectives and related metrics.
- Directed sales support staff in administrative tasks to help sales reps close deals.
- Accompanied sales reps in field for ride-alongs to teach, observe and work one-on-one.
- Executed proven strategies to hit sales quota and help company achieve goals.
- Worked diligently to resolve unique and recurring complaints, promoting loyalty, and enhancing operations.
- Built lasting relationships with clients through outstanding customer service interactions.
- Helped team stay productive and focused on higher-value tasks to improve sales efficiency.
- Reported sales activity, generated sales quotations, and proposals and maintained customer contact database to achieve sales objectives and quota.
- Spearheaded technologies for coaching sales teams remotely in place of traditional models
- Conducted sessions to provide the sales team with updates on new and existing products, marketing programs, sales techniques, competitive landscapes, and market trends
- Fostered relationships with school Superintendents, Directors of Curriculum, School Boards, and Board members to ensure new and continued business practices
- Leveraged Salesforce CRM and Sandler sales methods to identify opportunities to strengthen sales and enforce improvement initiatives
- Collaborated with RFPs and bids
- Grew senior class business by 3 accounts and 1000 senior students by integrating underclass and senior class territory sales teams and leveraging relationships and contacts in overlapping accounts
- Secured 80% of accounts during the COVID19 pandemic by coaching sales team on safety and security protocols and developing plans to contact all accounts to investigate student attendance
AREA SALES MANAGER
Shutterfly, Inc
01.2017 - 01.2019
- Directed a sales team consisting of 8 sales professionals
- Monitored and reinforced sales behaviors via ride-along days, sales meetings, and performance evaluation sessions to drive results
- Recognized accomplishments and promoted teamwork and competition to grow sales
- Utilized sales data to construct area goals regarding new business and retention
- Provided public recognition of sales successes
- Ensured sales representative training to obtain meaningful test results
- Carried out leadership responsibilities including, but not limited to, supervising and coaching team, onboarding, training, and development, establishing goals, employee relations, and day-to-day staff management
- Added 37 new accounts in Y1, and 85 new accounts in Y2, by hiring 3 new sales professionals and reorganizing existing 5 sales representative to focus on sales increase
- Increased retention by 2.49% by utilizing Sandler Sales Training to develop and grow sales professionals
- Secured 2nd largest school district in Kansas by collaborating with purchasing director to discuss issues and overall performance, orchestrating meetings and pitch presentations with 7 deciding administrators to determine schools needs
- Signed 3-year contract with Springfield School District, consisting of 55 schools and 23,000 students, by cold calling school district leadership, building relationships with said leadership, and facilitating meetings with potential clients to gather requirements
- Executed proven strategies to hit sales quota and help company achieve goals.
- Worked diligently to resolve unique and recurring complaints, promoting loyalty, and enhancing operations.
- Helped team stay productive and focused on higher-value tasks to improve sales efficiency.
- Built lasting relationships with clients through outstanding customer service interactions.
- Reported sales activity, generated sales quotations, and proposals and maintained customer contact database to achieve sales objectives and quota.
- Hired, mentored and motivated sales professionals to service customer accounts and target metrics.
- Led targeted training programs to educate staff on product benefits and service capabilities.
- Forecasted sales and established processes to achieve sales objectives and related metrics.
- Directed sales support staff in administrative tasks to help sales reps close deals.
- Developed sales strategy based on research of consumer buying trends and market conditions.
- Accompanied sales reps in field for ride-alongs to teach, observe and work one-on-one.
- Modeled strong negotiation skills to help team members close tough deals with lucrative clients.
TERRITORY MANAGER
Lifetouch National School Studios
01.2013 - 01.2017
- Championed territory operations transition
- Oversaw a photo department that ran 42 underclass cameras, 6 sport/group cameras, 13 senior cameras., 80 photographers, 5 operations specialists, and 6 sales professionals
- Monitored territory and corresponding budget consisting of 645 accounts, producing annual gross sales of $6M
- Negotiated product and service contracts with clients
- Evaluated individual and team performance
- Employed techniques to build teamwork in support of business needs to drive results
- Safe-guarded all customer, employees, and company proprietary and personal information, ensuring customer and employee data is kept confidential
- Increased yearbook accounts to 220, receiving the Platinum Achievement Award for yearbook growth, by hiring dedicated yearbook only sales professional to put a focus on product lines and implementing strategy to leverage picture sales professional relationships
- Grew account base to 653 schools in 3 years, receiving the Gold Achievement Award in underclass growth, by integrating 2 photography, operations, and sales teams into one office and recalibrating merged staff based on executive strengths and weaknesses
- Established successful account relationships by building rapport and maintaining consistent communication.
- Analyzed sales data to identify areas for territory improvement and implemented strategies to maximize sales growth.
- Researched competitor activity and used findings to develop sales growth strategies.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.
- Spearheaded successful sales strategies for existing and new products across specified territory.
- Conducted regular market analysis to identify new opportunities for territory sales growth.
- Developed and monitored sales representative goals and performance to drive territory goals.
- Communicated regularly with territory, regional, and strategic managers for daily support and strategic planning for accounts.
- Trained and mentored sales representatives in sales techniques and strategies.
- Managed over [Number] accounts within [Location] territory.
- Planned and conducted weekly sales meetings to keep sales representatives up-to-date on new products and strategies.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
- Built relationships with customers and community to establish long-term business growth.
- Enhanced profitability by developing pipelines utilizing marketing and sales strategies.
- Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
- Implemented systems and procedures to increase sales.
- Compiled and analyzed data to determine approaches to improve sales and performance.
- Increased profit margins by effectively controlling budget and overhead and optimizing product turns.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement.
- Directed sales support staff in administrative tasks to help sales reps close deals.
- Maintained financial controls, planned business operations and control expenses while identifying and pursuing opportunities to grow business operations and boost profits.
TERRITORY MANAGER
Inter-State Studio & Publishing Co
01.2006 - 01.2013
- Coordinated scheduling for 206 existing accounts
- Facilitated fall picture dates, spring picture dates, sports and group photography, yearbook deadlines, planner deadlines, I.D
- Card delivery, and all other academic-related services
- Directed 10 photographers, 4 office staff, and 3 sales representatives to streamline efficiency
- Developed product pricing to meet territory budget forecasts
- Oversaw territory producing annual gross sales of $1.3M
- Analyzed competitive product offerings to provide detailed comparisons to prospective customers
- Spearheaded buyout of 52 accounts from an independent photographer, retaining 96% of accounts
- Exceeded territory goals and initiated several new marketing efforts to benefit existing clients
- Managed 213 accounts, with an average yearly retention rate of 95%, by reorganizing office staff to provide excelled customer service to clients, hiring specified professional assist in business growth, and dividing photography department into event focused teams
- Established successful account relationships by building rapport and maintaining consistent communication.
- Analyzed sales data to identify areas for territory improvement and implemented strategies to maximize sales growth.
- Cultivated relationships with key accounts in territory and provided support to drive customer satisfaction.
- Conducted regular market analysis to identify new opportunities for territory sales growth.
- Communicated regularly with territory, regional, and strategic managers for daily support and strategic planning for accounts.
- Managed over [Number] accounts within [Location] territory.
Information Technology Analyst
Caterpillar Inc
- Researched and adopted new technologies to add value to existing offerings.
- Installed system updates to address vulnerabilities and reduce security issues.
- Provided recommendations regarding new hardware and software to keep IT infrastructure up to date.
- Planned computer systems using information engineering, data modeling, and structured analysis.
- Investigated system issues and implemented resolutions to reduce downtime.
- Improved systems with addition of new features and infrastructure.
- Organized system operating procedures to strengthen controls.
- Reviewed technical work of consultants and third-party support providers.
- Communicated and explained business requirements to team members to understand and implement functional demands.
- Troubleshot incidents reported by end-users to schedule system changes and identify permanent solutions.
- Analyzed existing systems and databases and recommended enhancements to solve business needs
- Performed internal system acceptance to deliver well-tested enhancements and meet business requirements.
- Enhanced project management skills by defining and presenting system solutions and timelines for business needs or technical problems.
Education
Bachelor of Science - Computer Information Systems
St. Ambrose University
Skills
- Sales lifecycles, Performance management, Solution selling, Training, and development, Adaptable to multiple industries
- Competitive sales, Account negotiations, Territory management, Strategic execution, Technical service support
- Client relations acumen, Prospecting, Relationship building, Process improvement, New systems implementation, Complex Sales, Cross Functional Team Leadership, Critical Thinking, Consultative selling
- Strategic Planning
Additional Information
- PROFESSIONAL DEVELOPMENT , Six Sigma Green Belt Sandler Sales Management, AWARDS , Gold Achievement Award for underclass growth, 2016-2017 B.E.S.T. Territory Award, 2016-2017 Platinum Achievement Award for yearbook growth, 2016-2017 Runner up, new yearbook sales, Rising Star division of Inter-State Studios, 2008 Runner up, new group/sport sales, Rising Star division of Inter-State Studios, 2008
Timeline
Branding Sales Specialist
BSN Sports / Waterboy Graphics
04.2022 - Current
AREA SALES MANAGER
Shutterfly, Inc
01.2019 - 01.2022
AREA SALES MANAGER
Shutterfly, Inc
01.2017 - 01.2019
TERRITORY MANAGER
Lifetouch National School Studios
01.2013 - 01.2017
TERRITORY MANAGER
Inter-State Studio & Publishing Co
01.2006 - 01.2013
Information Technology Analyst
Caterpillar Inc
Bachelor of Science - Computer Information Systems
St. Ambrose University
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