Hi, I’m
PEDRO GLORIA, MBA
Orlando,FL
Summary
Hardworking and driven sales management professional with over 25 years experience equipped to revitalize sales operations and align procedures to maximize profits and client acquisition. Proven track record of exceeding sales targets and fostering growth. Successful at improving sales procedures to streamline and strengthen processes. Multifaceted leader with analytical and diligent approach to building and leading strong teams. Expertise in regional sales, sales team management, operations management, inventory management, vendor relations, and data analysis. Exemplary communicator with exceptional leadership abilities.
Overview
25
years of professional experience
Work History
Pella Windows and Doors
Sales Manager – Trade
2023.06 - Current (1 year & 3 months)
Job overview
- Lead 10 successful sales team members providing oversight, motivational coaching and continuous performance input and management
- Handle customer relations issues, enabling quick resolution to drive engagement & retention
- Hold one-on-one meetings with sales team members to identify selling hurdles and offer insight into best remedy
- Address sales team capacity and capability gaps; assist in the recruitment & training of new team members to enhance team development
- Assess key sales data and metrics via CRM and other sources to maximize sales team effectiveness, profitability and overall market growth
- Organize regular sales meetings to review progress, share best practices, and set achievable targets for continued success
- Exceeded team sales revenue goal by 11% in FY 2023: $11.7M on a plan of $10.5M
- Increased customer retention from 32% to 43% during FY 2023 through team engagement in customer care initiatives
- Spearheaded sales team growth in quote execution from $15M in Q1 FY 2023 to $23M in Q1 FY 2024 through effective strategic planning
Empire-Today LLC
National Sales Manager, B2B Corporate Operations
2021.11 - 2023.04 (1 year & 5 months)
Job overview
- Managed B2B sales/operations for Empire Today's National Accounts.
- Used D365 to identify and onboard existing installers for Empire-Today's National accounts
- Coordinated meetings with potential B2B clients and served as a trusted advisor to their needs and concerns.
- Remained responsive to changing targets by preparing monthly, quarterly and annual sales reports and forecasts.
- Monitored installer workload, usage, KPI and business development via Tableau and Salesforce.
- Achieved $1.5M in savings in 2022 through re-negotiation of rates with installers across 42 markets.
- Secured new business from prospecting customers through a relationship-based approach.
- Executed engagement with and provided best practice methods to industry specific SaaS providers to capture maximum operational efficiencies.
- Assessed project completion timelines and data using analytics such as pivot tables and Gantt charts.
Ace Hardware Corporation
Regional Sales Manager
2013.02 - 2021.10 (8 years & 8 months)
Job overview
- Oversaw and managed sales & operations for 12 retail stores in South Florida
- Provided day-to-day operational support to store managers
- Collaborated with store managers to develop and execute effective marketing and promotional campaigns
- Developed strategies to drive sales, increase store profitability and improve store performance
- Managed and allocated resources effectively to maximize productivity and minimize costs
- Monitored and analyzed store performance data to identify areas for improvement
- Conducted regular store visits to assess store conditions, provided feedback and addressed any issues or concerns
- Communicated regularly with senior management regarding store performance, challenges and opportunities
- Reported monthly and quarterly regional sales results to senior management
- Achieved regional sales objectives by developing successful strategies, and servicing accounts to strengthen business relationships
- Achieved an 18% increase in sales targets at the end of FY 2020 by analyzing inventory sales, monitoring promotional activities, emphasizing the use of customer loyalty programs and providing suggestions on store layout modifications
- Increased regional market share by 6% and consistently met or exceeded sales goals YOY
- Cultivated strong partnerships with distributors and retailers to increase product visibility and drive sales volume
- Awarded Field Sales Leadership rookie of the year.
OHL
Sales Manager
2011.01 - 2013.01 (2 years)
Job overview
- Achieved maximum sales volume and profit objectives through effective sales leadership
- Scheduled, supervised and managed 3 Sales Executives with 100% retention
- Secured new business through relationship building
- Worked closely with operations to solidify customer retention efforts
- Maintained an active channel of communication between customers, agents, and vendors
- Utilized CRM tracking and management system daily to oversee sales representative activities
- Kept a full business pipeline of prospective clients
- Planned and executed departmental OKRs
- Negotiated contracts with vendors and suppliers, ensuring the best pricing and terms for company profitability
UTI Worldwide
Account Executive
1999.03 - 2010.12 (11 years & 9 months)
Job overview
- Awarded national accounts such as Wrigley Chewing Gum, Dow Corning, Hanesbrands, Fisher Price and Hewlett Packard
- Prospected new business through cold calls, canvassing and lead referrals
- Qualified leads and followed sales cycle through to completion
- Participated on behalf of company in exhibitions and trade conferences
- Collaborated with operations on sales strategies for new prospects and existing accounts
- Served as key communicator and facilitator for national accounts
- Managed multiple accounts simultaneously while maintaining organization and prioritizing tasks efficiently
- Provided exceptional customer service, addressing client concerns promptly and effectively to ensure long-term loyalty
- Optimized sales pipeline management, ensuring steady flow of opportunities through careful planning and follow-up activities
- Attended monthly sales meetings and quarterly sales trainings
Education
Florida International University , Miami, FL
Master of Business Administration from International Business/Operations Management
05.2018
Skills
- Microsoft Office (Outlook, Word, Excel, Power Point)
- Salesforce
- ZoomInfo
- Teams
- Panjiva
- Monday.com
- Microsoft D365
- Tableau
- Zoho
- SAP
- Relationship Building
- Sales team training
- Staff Management
- Goals and performance
- Sales Presentations
- Sales expertise
- Client Relationship Management
- Sales operation
- Sales Planning
- Sales process
- Account Management
- Rapport and relationship building
- Analytical problem solver
Languages
English
Native or Bilingual
Spanish
Native or Bilingual
Timeline
Sales Manager – Trade
Pella Windows and Doors
2023.06 - Current (1 year & 3 months)
National Sales Manager, B2B Corporate Operations
Empire-Today LLC
2021.11 - 2023.04 (1 year & 5 months)
Regional Sales Manager
Ace Hardware Corporation
2013.02 - 2021.10 (8 years & 8 months)
Sales Manager
OHL
2011.01 - 2013.01 (2 years)
Account Executive
UTI Worldwide
1999.03 - 2010.12 (11 years & 9 months)
Florida International University
Master of Business Administration from International Business/Operations Management
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