Robert Poll
El Paso,TX
Summary
Business Development Manager skilled in growing sales and improving stakeholder relations in the consumer product good industry. Strategically-minded in capturing new business and leveraging dynamic market opportunities. Accomplished in exceeding targets with results-driven approach. Exceptional communication and people skills with a strong ability to build an open culture that promotes information exchange based on trust and driving collaboration.
Overview
23
23
years of professional experience
Work History
Business Development Manager
Enthalpy/McKinney Specialty Labs
2023.08 - Current
- Directed sales team to fully understand laboratory advantages versus competition, closing opportunities on capability, quality, and results versus selling on price.
- Mentored junior reports in effective sales techniques and oversaw client matrix mapping, quote delivery overhaul, and client follow up.
- Performed client research and identified opportunities for account growth, account penetration and market expansion.
- Established key performance indicators to track and analyze business progress and adjust strategies accordingly.
- Implemented principles to ensure sales team understands why to sell specific assays. Profitability and expertise placed at forefront for value.
- Collaborated with lab personnel to understand capacity availability and ability to sell services based on open capacity.
- Initiated aggressive outreach and marketing campaign to focus on industry-leading strengths.
- Closed $1.8 million in net new proposals in 4th quarter 2023, exceeding metric expectations by 360%.
- Self-engaged and educated self on chemistry and toxicological assays necessary to drive FDA PMTA activity.
- Attended and secured new client opportunities at TSRC and FDA meetings.
Account Manager
RJ Reynolds
2001.07 - 2023.06
- Effectively utilized data analysis, storytelling, and collaboration to drive profitability and brand growth across multiple geographies
- Managed 3 Regional Key Accounts (CircleK, Delek, and Murphy USA- 172 total outlets)
- Oversaw category programs, strategies, and business building relations with mid-level Regional/Area Account management
- Acting as trusted advisor, developed customized account plans for clients to help them achieve their business goals and align with growth and financial initiatives.
- Increased overall SOM by over 22% YOY in key segments
- Conducted monthly stakeholder sales meetings centered on product consultations, category profitability, key strategic growth initiatives, focus on areas of opportunity, and brand education
- Implemented value and margin improvements with business partners, including growing share of space, improving planograms based on metrics to facilitate sales growth, generated competition and rewards with both customer and organization having skin in the game, and increased marketing penetration
- Grew wholesale/distributor relations by executing orders in timely manner, payment based on performance metrics, and working with sales staff to increase promotional sales based on KSIs
- Advanced in business climate that is fast paced and ever changing with successful completion of multiple company KSI’s in abbreviated deadlines
- Integrated with direct manager and managed peers to drive product launches during past year, resulting in 30% increase in volume
- Instituted acceleration initiatives at both chain accounts and independent operators (sold additional $600k of product above metrics in ’21)
- Exceeded 100% of target goals for volume selling initiatives for Q3 & Q4 2021, increasing volume by 40% Year over Year on key metric
- Created and benchmarked Sales Area Wide collaboration with key customer of 280 outlets, driving 60% increase in sales metric
- Developed high performing diverse culture with focus around data analytics, leadership capabilities, and personal development to stay up to date with CPG industry
- Led Regional customer/consumer engagement skill certifications with emphasis on Critical Selling Skills, Strategic Storytelling, and Identifying Marketplace Opportunities
- Collaboration with manager to drive personal development and focus on areas of self-growth and opportunity with focus on emotional intelligence
- Supported talent development of four area Territory Managers to build their personal skill sets along with their local business
- All have been promoted to Territory Manager level 2 or Senior Territory managers
- Managed 3rd party vendors, including budgeting, ordering, developing planograms, statement of work, and driving expectations
- Identified and sold in 100% of goal aggressive new contract with direct result centering on artful negotiation of agreements.
Education
MBA -
Keller Graduate School of Business
Naperville, IL01.2006
B.A. -
Northern Illinois University
DeKalb, IL01.1999
Skills
- Category Management
- Inventory Management
- Account/Territory Management
- Strategic Planning
- Brand Development
- Sales Program Coordination
- Vendor Management
- 3rd Party Planning
- Analytics
- Salesforce
- B2B Sales
- Cross Functional- Collaboration
Recognition
- Trade Marketing Excellence Award Winner 2021 (Top 1%)
- Consistently received "Above the Bar" year-end ratings for high performance
Training
- Critical Selling skills
- Account management excellence
- Situational coaching
- Emotional intelligence
- Microstrategy sales analyst
Languages
Polish
Native or Bilingual
Spanish
Professional Working
Timeline
Business Development Manager
Enthalpy/McKinney Specialty Labs
2023.08 - Current
Account Manager
RJ Reynolds
2001.07 - 2023.06
MBA -
Keller Graduate School of Business
B.A. -
Northern Illinois University
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