Randy O'Donnell
Buckeye,AZ
Summary
Accomplished National Account Sales Manager promoted several times with 7 years of global and national experience (not including regional or local experience also) improving sales numbers with transportation, logistics and subscription service companies. Persistent at achieving individual and team goals, improving performance and capitalizing on upsell opportunities. Successful history of exceeding sales objectives.
Overview
34
34
years of professional experience
Work History
National / Enterprise / Sr. Account Exec.
CORT (a Berkshire Hathaway Global Company)
05.2014 - Current
- Promoted several times, nationally met with senior executives, principals, C-level teams to achieve desired sales goals.
- Responsible for uncovering new opportunities through various techniques while exceeding customer expectations
- Managed B2B in-person and virtual sales calls for gathering information to analyze needs and propose value-add solutions, build relationships with key stakeholders and generate revenue opportunities across all product lines.
- Pre-sale duties include preparing action plans, customized presentations, performing pre-call research and analysis while also explaining legal contracts and terms
- Post-sale duties include pricing verification, appropriate follow-up with internal team members to ensure long-term revenue profitability and Salesforce usage for sales reporting and performance.
- Collaborated with cross-functional teams to ensure cohesive financial management across departments.
- Maintained high level of industry knowledge through ongoing research, attending conferences, and networking with industry professionals.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
Global Sales Manager (North America)
FedEx
09.2011 - 03.2014
- Managed asset account with over $100 million in business.
- Developed strategic partnerships with senior management decision makers globally, identified opportunities for account growth while offering valued added solutions.
- Developed strategic account strategies globally and execution of that strategy with senior officer involvement.
- Sales Force (CRM) which documented daily records and reports of activities and account information on industry and competition.
- Vast ability working with diverse and cultural teams.
- Demonstrated products to show potential customers benefits and advantages and encourage purchases.
- Raised market awareness of company's offerings through comprehensive marketing campaigns.
- Developed compelling PowerPoint presentation decks to gain C-Level approval for ideas and communicate results.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Boosted marketing, reviewed pricing strategies and expanded distribution channels to increase sales revenue.
- Created customized proposals tailored specifically towards client needs and objectives resulting in higher conversion rates.
- Developed compelling presentation decks to gain approval for ideas and communicate results with consultative approach.
- Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
- Enhanced profitability by developing pipelines utilizing marketing and sales strategies.
Senior International Sales Executive
FedEx
02.1995 - 09.2011
- Responsible for educating both internal and external teams to exceed all district, regional and corporate goals
- Sales lead (Quarterback) for multiple territories where development of revenue strategies and coached Account Executives through lateral alignments on best practices.
- Responsible for sales international education requirements and used creative skills such as customer workshops and forums to introduce new services and information exchange facilitating incremental revenue growth.
- Led cross-functional teams to execute successful marketing campaigns tailored to regional preferences, driving brand awareness globally.
- Stayed current on company offerings and industry trends.
- Developed strategic sales plans to target and penetrate emerging markets, increasing global revenue streams.
- Expanded international market presence by identifying and establishing new partnerships with distributors.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- Coordinator with cross-functional teams to execute successful marketing campaigns tailored to regional preferences, driving brand awareness globally.
- Developed compelling presentation decks to gain approval for ideas and communicate results.
- Gained customer trust and confidence by demonstrating compelling, persuasive and composed professional demeanor.
- Consulted with businesses to supply accurate product and service information.
- Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing.
- Trained and mentored junior sales executives, resulting in higher team performance and increased individual contribution rates.
- Improved sales techniques and made sales pitches to more than 5,000 clients in overall territory CRM.
- Brought in more than 30 new clients per month resulting in increased revenue and improved customer satisfaction scores.
Senior Account Executive
FedEx
08.1990 - 02.1995
- Efficiently serviced territory base of more than 2,000 accounts analyzing company data for revenue generation while utilizing technology to inform and persuade decision making,
- Consulted with customers on improved logistics, positioned new services to gain non-traditional express shipments.
- Collaborated closely with product development teams, providing valuable feedback and insights from clients to inform future product enhancements.
- Obtained pricing deals, negotiated contracts, and solidified beneficial agreements.
- Promoted conversion of casual shoppers into customers through product knowledge and product solutions to meet customer needs.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- Negotiated contracts that maximized profit margins while maintaining competitive pricing for clients.
Education
Bachelor of Science - Business Management
Arkansas State University
Jonesboro05.1989
Skills
- Microsoft Office Suite (PowerPoint, Word, Excel
- Excellent Verbal, Written, Communication and Organizational Skills
- Leading & Coaching
- Customer Service Expertise
- Business Travel and Expense Reporting
- 55 WPM Typing
- High Integrity
- Detail-Oriented
Strengths Recognitions
- FedEx Chairman 5-Star Award
- Strong Decision Making
- Project Management
- President’s Club (top 5%)
- Active Listener, Critical Thinking
- Analytical & Communication Skills
- Ambassador’s Club (top 10%)
- Microsoft Office Suite
- Legal & Research Experience
Timeline
National / Enterprise / Sr. Account Exec.
CORT (a Berkshire Hathaway Global Company)
05.2014 - Current
Global Sales Manager (North America)
FedEx
09.2011 - 03.2014
Senior International Sales Executive
FedEx
02.1995 - 09.2011
Senior Account Executive
FedEx
08.1990 - 02.1995
Bachelor of Science - Business Management
Arkansas State University
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