Summary
Overview
Work History
Education
Skills
Websites
Accomplishments
Certification
Timeline
Generic

Scott Shay

Elmsford,NY

Summary

Presidents Club Leader | Revenue Growth | Sales Coach

Overview

14
14
years of professional experience
1
1
Certification

Work History

District Sales Manager

Johnson Controls
01.2022 - 02.2024
  • Led team of 7 sales professionals to achieve base revenue of over $9M by strategically selling commercial security products
  • Collaborated with engineers to design and implement complex building systems
  • Implemented training programs resulting in 100% increase in sales team performance, consistently surpassing quotas
  • Facilitated cross-functional collaboration to optimize business operations and resolve conflicts.
  • Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
  • Established territory boundaries and distribution routes to maximize service quality.
  • Developed sales strategy based on research of consumer buying trends and market conditions.
  • Managed change effectively during organizational restructuring or product launches, minimizing disruption to team''s performance.
  • Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
  • Achieved established KPI for company, regional team, and individual performance through teamwork and focus on customers.
  • Resolved problems with high-profile customers to maintain relationships and increase return customer base.
  • Communicated product quality and market comparisons by creating sales presentations.
  • Championed customer-first approach with team, ensuring all representatives understood their impact on overall customer satisfaction and retention.

Regional Sales Manager

Stanley
01.2020 - 01.2022
  • Directed sales operations across NY and NJ, driving an increase in annual revenue for a $24M sales office
  • Proactively re-established relationships with existing customers, generating repeat business opportunities
  • Achieved exceptional year-over-year growth, with territory revenue increasing by 395.5% in RMR and 405.1% in Installation Revenue
  • Implemented a comprehensive hiring and training program, leading to increased consultant productivity
  • Fostered collaboration with operations teams, leading to increased customer satisfaction and retention rates.

General Manager

ADT
01.2019 - 01.2020
  • Managed $49M office, exceeding P&L targets and achieving a 25% year-over-year growth
  • Elevated office rankings to top 2 quartile within 9 months through enhanced engagement and recognition programs
  • Optimized resources, achieving top-quartile performance in recurring monthly revenue and reducing operational costs by 15%.

Area Sales Manager

ADT
01.2017 - 01.2019
  • Directed team of 28 district sales managers and 140+ sales representatives, achieving 1.25 units per rep increase in white space sales per representative
  • Mentored sales managers and representatives to drive productivity and consistency
  • Implemented competitive activities to boost sales and recommended proactive solutions to increase net sales production
  • Improved customer satisfaction and retention through team activities with sales and operations.

Mass Market Sales Manager

ADT
01.2010 - 01.2017
  • Achieved Presidents Club Manager status and consistently coached Presidents Club representatives for 6 consecutive years
  • Surpassed sales targets through effective strategies and team development
  • Built partnerships and conducted sales and training meetings to enhance performance and expand market share.
  • Streamlined sales processes, resulting in improved efficiency and productivity.
  • Developed comprehensive account plans for key customers, resulting in increased wallet share.
  • Built robust pipeline of prospective clients by leveraging industry contacts, networking events, and trade shows.
  • Instituted customized sales presentations to address specific client needs, leading to higher conversion rates.
  • Collaborated with cross-functional teams to develop and execute successful product launches.
  • Recruited, interviewed, and hired employees and implemented mentoring program to promote positive feedback and engagement.
  • Managed high-performing sales team, consistently achieving or surpassing team quotas.
  • Aligned company goals with customer outcomes and increased satisfaction by automating contact management systems.
  • Exceeded sales targets through effective territory management and relationship building.
  • Achieved established KPI for company, regional team, and individual performance through teamwork and focus on customers.
  • Conducted regular sales training sessions to enhance team skills and overall performance.
  • Facilitated business by implementing practical networking techniques.

Education

BACHELOR OF SCIENCE - Management and Finance

Brooklyn College
Brooklyn, NY
05.1991

Skills

  • Leadership
  • Sales Management
  • Channel Management
  • Coaching and Mentoring
  • Forecasting
  • Pipeline Management
  • Relationship Building
  • Presentation Skills
  • Adaptability
  • MEDDIC
  • Goals and performance
  • Lead Generation
  • Staff Training and Development
  • Time Management
  • Sales Projections
  • Networking Events
  • Direct Sales
  • Sales Presentations
  • SPIN Selling
  • GROW Model
  • Situational Coaching
  • AWS Cloud
  • Access Control
  • VMS
  • Intrusion
  • BA
  • Sales Team Leadership
  • Bid Request Management
  • Staff Management
  • Order Management
  • Customer Complaint Resolution
  • New Business Development
  • Goal Setting
  • Sales Quota Management
  • Customer Portfolio Management
  • B to B sales
  • Sales Leadership
  • Territory Management

Accomplishments

. Recognized for President's Club sales leader status and coaching Presidents Club representatives.

Experienced sales leader with a proven track record of consistently exceeding sales targets by over 105% year-over-year in the security industry

Certification

  • CAT1 2020
  • CFAT2 2020
  • SPIN Selling

Timeline

District Sales Manager

Johnson Controls
01.2022 - 02.2024

Regional Sales Manager

Stanley
01.2020 - 01.2022

General Manager

ADT
01.2019 - 01.2020

Area Sales Manager

ADT
01.2017 - 01.2019

Mass Market Sales Manager

ADT
01.2010 - 01.2017

BACHELOR OF SCIENCE - Management and Finance

Brooklyn College

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