Summary
Skills
Overview
Work History
Education
Timeline
Intern
Phil Leaphart

Phil Leaphart

Lexington,SC

Summary

Experienced and results-oriented professional with a diverse background in IT Sales, Business Development, and Channel Management. Demonstrated success in Structured Cabling, Data Center, Digital Buildings-IOT, AV, and Network Hardware. Proven ability to cultivate and maintain a robust customer base, emphasizing customer-centric solutions. A versatile and strategic business leader with well-defined business and technical acumen. Proficient in analyzing and managing pipeline activity, monitoring sales, and employing a solution sales approach tailored to customer needs and expectations.

Skills

  • IT Sales
  • Sales Channel Management
  • Sales Leadership
  • Customer Base Retention
  • New Account Development
  • Direct B2B Sales
  • Conflict Resolution
  • Business Development and Planning
  • Territory Management
  • Partnership Development
  • Product Knowledge
  • CRM Software
  • Profit and Loss Understanding
  • Presentation Abilities

Overview

26
26
years of professional experience

Work History

Regional Sales Manager

Prysmian Group NA/ General Cable
02.2019 - 02.2024
  • Sell and Manage Prysmian’s Multimedia Solutions (MMS) of copper and fiber optic cable products supporting a channel of partners in the Carolinas. Support a network of authorized distributors, certified contractors, consultants,and design engineers. Achieve business objectives and realize predictable and measurable results supporting the Panduit and General Cable (Pan-Gen) Partnership providing high-performance infrastructure solutions, guaranteed network performance and system reliability.
  • Increased regional sales by implementing strategic marketing plans and nurturing key client relationships.
  • Developed a successful sales team through rigorous coaching, performance management, and ongoing training.
  • Exceeded quarterly sales targets consistently by leveraging extensive product knowledge and effective selling techniques.
  • Expanded market share within the region by identifying growth opportunities and collaborating with cross-functional teams.

Sr Account Manager

Network Products Incorporated
01.2016 - 02.2019
  • Manufacturers Representative serving MD, DC, VA, NC & SC providing end-to-end physical layer infrastructure and emerging technology solutions for Data Centers, Enterprise, and Campus Environments.

    Manufacturers:
    - LEGRAND (Ortronics, Wiremold, Quiktron, Cablofil)
    - SUPERIOR ESSEX - (ISP and OSP Cabling)
    - MIDDLE ATLANTIC - Commercial AV Systems
    - TRIPP LITE - Single and Three Phase UPS, PDU, Power Strips,Cooling, Racks, USB/AC Charging
    - ERICO CADDY - J-Hook Pathways and Accessories
    - BROTHER PRINTERS- Handheld Labeling Printers
    - PLATFORMATICS - PoE Lighting Platform
  • Boosted client satisfaction by effectively managing and resolving account issues.
  • Increased revenue for the company through strategic upselling and cross-selling initiatives.
  • Developed long-lasting client relationships by providing exceptional customer service and support.
  • Streamlined account management processes, improving overall efficiency and productivity.
  • Expanded market share by identifying new business opportunities and securing high-value accounts.
  • Leveraged industry knowledge to provide expert guidance on pricing, promotions, and product offerings for clients'' specific needs.
  • Regularly updated sales forecasts based upon current pipeline status/anticipated deal closures, allowing for accurate resource allocation/planning within the organization.
  • Provided extensive support in sales, technical and business areas to key accounts.
  • Delivered sales presentations and pitches to clients, upper management and junior sales associates for demonstration.
  • Developed deep knowledge of customer businesses and relationship to company objectives.
  • Analyzed key competitors to respond to competitive threats.

Business Development Manager

Graybar Electric
10.2014 - 10.2015
  • Responsible for, Sales, Marketing and Vendor Relations in South Carolina.
    Drive new business development utilizing my extensive IT contacts for SC
    Sell values and concepts at the highest levels and represent the company tactfully.
  • Increased client base by identifying new business opportunities and cultivating strong relationships with key decisionmakers.
  • Developed and implemented strategic plans for business growth, resulting in increased market share and profitability.
  • Led cross-functional teams to successfully execute complex projects, ensuring timely delivery and client satisfaction.
  • Conducted comprehensive market research and analysis to identify emerging trends and potential areas of expansion.
  • Managed a diverse portfolio of accounts, consistently exceeding revenue targets through upselling strategies and exceptional customer service.
  • Launched new product lines by conducting extensive competitor analysis and identifying gaps in the existing market offerings.
  • Consistently met or exceeded monthly quotas through diligent prospecting efforts, relentless follow-up activities, and expert negotiation skills.
  • Collaborated with upper management to implement continuous improvements and exceed team goals.
  • Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
  • Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.

Territory Account Manager

Brocade Communications
03.2012 - 10.2014
  • Responsible for, Sales, Marketing and Partner Development for South Carolina.
    Accountable for selling Brocade’s Layer 2 – 7 LAN IP and Wireless Applications.
    Accounts include Enterprise, K-12, Higher Education, Health Care, Local/State Government.
    Sell products, values, and concepts at the highest levels and represent the company tactfully and professionally to customers and partners.
  • Expanded client base by identifying and targeting prospective customers within the assigned territory.
  • Achieved sales quotas consistently through strategic planning and effective customer relationship management.
  • Implemented account management strategies for increased customer satisfaction and loyalty.
  • Developed long-term relationships with key decision-makers in the assigned region, resulting in repeat business.
  • Analyzed competitors'' offerings and devised targeted marketing campaigns to attract potential customers.
  • Managed multiple accounts simultaneously while maintaining a high level of responsiveness to client inquiries and concerns.
  • Tracked sales performance metrics regularly, adjusting strategies as necessary to meet or exceed targets.
  • Monitored expenses and time usage to maximize effectiveness.
  • Communicated regularly with territory, regional, and strategic managers for daily support and strategic planning for accounts.
  • Achieved sales goals and service targets by cultivating and securing new customer relationships.
  • Attended trade shows and industry events to promote company products and services.
  • Set and achieved company defined sales goals.
  • Achieved or exceeded company-defined sales quotas.
  • Met existing customers to review current services and expand sales opportunities.
  • Recorded accurate and efficient records in customer database.

Channel Manager

Panduit Corp
09.1997 - 03.2012
  • Developed and executed Company’s sales strategy through existing and new channel partners.
    Drove partner sales planning, forecasting and develop strategies to drive growth with Partners.
    Delivered value added consultation focused sales on Partner business plan.
    Worked closely with district sales and regional management on execution of sales strategies.
    Ensure proper / channel-focused product collateral to promote new and existing solutions.
  • Enhanced channel partner relationships by consistently providing support, information, and guidance.
  • Developed and executed strategic plans for channel sales growth and expansion into new markets.
  • Increased revenue with effective partner recruitment, training, and management.
  • Managed key accounts to ensure customer satisfaction, retention, and ongoing business development opportunities.
  • Spearheaded initiatives aimed at improving product knowledge among channel partners through workshops, webinars, and other learning resources.
  • Hosted regional events as an opportunity for networking among existing channel members while also attracting prospective partners into the fold.
  • Identified gaps in product offerings or support structures within channels, implementing solutions that addressed these issues headon.
  • Maintained an up-to-date understanding of industry developments, ensuring that our channel strategy remained nimble and responsive to emerging market demands.
  • Drove and delivered sales leads to convert into new business.
  • Facilitated channel engagement to support territory sales goals.
  • Resolved problems with high-profile customers to maintain relationships and increase return customer base.
  • Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
  • Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
  • Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
  • Communicated product quality and market comparisons by creating sales presentations.
  • Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
  • Developed compelling presentation decks to gain approval for ideas and communicate results.

Data Com Sales Specialist

Panduit Corp
09.1997 - 03.2012
  • Responsible for sales of structured cabling, physical layer hardware, LAN/WAN systems, VOIP, and network design.
    Technical background in network planning, design and implementation
  • Enhanced team productivity by streamlining processes and implementing time-saving strategies.
  • Developed strong client relationships through consistent communication and attentive service.
  • Increased sales revenue with targeted marketing campaigns and strategic product positioning.
  • Reduced costs by identifying inefficiencies in operations and implementing cost-saving measures.
  • Led successful sales presentations to prospective clients, resulting in increased partnerships and collaboration opportunities.
  • Championed the adoption of new software tools that streamlined workflows across multiple departments.
  • Listened and responded to customer requests and forwarded necessary information to superiors.
  • Maintained current understanding of market conditions, compliance standards and best practices.
  • Helped meet changing demands by recommending improvements to business systems or procedures.

Education

Bachelor of Arts - Psychology - Business Admin Minor

University of South Carolina - Columbia
Columbia, SC

Timeline

Regional Sales Manager

Prysmian Group NA/ General Cable
02.2019 - 02.2024

Sr Account Manager

Network Products Incorporated
01.2016 - 02.2019

Business Development Manager

Graybar Electric
10.2014 - 10.2015

Territory Account Manager

Brocade Communications
03.2012 - 10.2014

Channel Manager

Panduit Corp
09.1997 - 03.2012

Data Com Sales Specialist

Panduit Corp
09.1997 - 03.2012

Bachelor of Arts - Psychology - Business Admin Minor

University of South Carolina - Columbia

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