Stephanie Sapien
Covina,CA
Summary
Seasoned Territory Manager and exceptional sales professional. Decisive team leader and business manager with excellent attention to detail and persuasive communication style. Offering 10 years of experience in sales. Articulate professional with proven record of retaining customers, motivating team members and opening floodgates to exponential sales and revenue growth. Well-versed in anticipating customer needs and assisting with problem solving. Proficient with SAP, BADGER Maps, Commerce and Concur.
Overview
12
12
years of professional experience
Work History
OUTSIDE SALES TERRITORY MANAGER LOS ANGELES SO CA
VITA North America
Los Angeles, CA
05.2018 - Current
- Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
- Established successful account relationships by building rapport and maintaining consistent communication.
- Evaluated production levels, quality standards and maintenance actions to identify and address operational problems and maintain targets.
- Communicated regularly with territory, regional and strategic managers for daily support and strategic planning for accounts.
- Prospected at least 25 in person visits per week and pursued opportunities to lock in paying customers off potential connections.
- Transformed Los Angeles territory revenue by leveraging strategic business development plan, moving region up in company rankings by 7%.
- Tracked changing product lines to effectively meet dynamic market demands CAD/CAD, Digital Dentures, Analog set ups, Milling and Printing.
- Created and implemented new business opportunities by utilizing strategic networking strategies with Dealer Partners such as Pearson Supply, Patterson Supply, Henry Schein and local suppliers.
- Marketed to Lab and Clinical targeted audiences at trade shows and events also marketed to pre-register attendees for future courses.
- Trained new Inside and Outside sales representatives on sales strategies and processes to reduce process gaps.
- Developed and executed sales presentations as well as both internal and external product training workshops.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Encouraged cross-selling of additional products and services through relationship-building and acquired understanding of customer business needs.
- Sold products by developing relationships with network of Dental Lab Professionals and Clinical Professionals.
- Boosted marketing, reviewed pricing strategies and expanded distribution channels to increase sales revenue.
- Grew retail sales volume in assigned territory 7% through strategic budgeting and product promotion.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Built deep relationships with store managers, business owners and distribution partner sales teams by employing industry expertise and knowledge, retail strategies and sales tactics.
- Maintained up-to-date knowledge of competitor products and pricing in market served.
- Prepared sales presentations for clients showing success and credibility of dental products.
- Liaised with sales, marketing and management teams to develop solutions and accomplish shared objectives.
- Built relationships with customers and community to establish long-term business growth.
- Established relationships with key customers, vendors, and distributors in the area.
- Planned travel schedule for visiting stores within assigned territory on a regular basis.
- Conducted market research to determine customer needs and preferences within the region.
- Implemented processes that ensured timely delivery of products ordered by customers.
- Met or exceeded established targets for revenue growth month over month.
- Developed and implemented strategies to increase sales in assigned territory.
- Analyzed sales data to identify trends and areas for improvement.
- Analyzed sales data to identify trends and opportunities for growth.
- Negotiated contracts with new clients while maintaining existing business relationships.
- Provided training and support to team members on product knowledge, sales techniques, and customer service best practices.
- Coordinated trade shows and other promotional events to raise brand awareness in the territory.
- Collaborated with cross-functional teams such as marketing and finance to achieve organizational goals.
- Monitored competitor activities in the region to ensure competitive advantage.
- Developed targeted marketing campaigns designed to reach specific audiences in the territory.
- Created presentations for potential customers highlighting products' features and benefits.
- Collaborated with marketing team to develop promotional materials suitable for the territory.
- Conducted cold calls to offer services to potential customers.
- Maintained all sales records and complied with expense budgets.
HYBRID INSIDE/OUTSIDE TERRITORY ACCOUNT MANAGER
VITA North America
NORTH WEST, MOUNTAIN AND SOUTH WEST
07.2015 - 05.2018
- Hit Monthly Expectation of Goal consistently
- Provide training and assisting for new ISR with product as well as systems such as Opportunity Pipeline and Commerce
- Participation in Product Education courses on Veneering Materials, Denture Teeth and Dental Equipment for Large Labs and Small labs
- Placed outbound calls to existing customers in the amount of 50 per day and exceeded the amount of calls required
- Created marketing flyers per month and quarter to customers for new business as well as email blast on educational materials
- Assisted Director of Sales in conducting monthly sales meetings and trainings
- Assisted with interviewing process for the Director of Sales
- Research new and potential customers on my own to acquire new business, solicit new accounts, build rapport, providing technical information on products and explanations
- Also provided quotes to customers for products they showed interest in
- Schedules in lab visits with outside sales partner
- Responsible for sales and customer maintenance in Northern California, Oregon, Washington, Nevada, Utah, Colorado, Idaho and Montana
- Assist with Government contracts and solicitation packets
- Responsible for travel to all states to provide bench side training as well as denturist conventions and educational courses
- Responsible for filling all educational courses with appropriate attendees and collect tuition fees for each CDT (Certified Dental Technician)
- Responsible for providing ACD (call reports and details) to CSR and ISR teams as well as to report data to VP of Sales
- Received award for Top Sales Rep 2016 for achieving YTD and MTD sales out of 12 other representatives.
- Exceeded targets by building, directing and motivating high-performing sales team.
- Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
- Documented time, calls and results, and submitted reports.
- Monitored expenses and time usage to maximize effectiveness.
- Assisted customers in resolving product or service issues quickly and efficiently.
- Monitored inventory levels at all times to ensure adequate stock availability for customers.
- Analyzed sales data to determine customer needs and preferences.
CUSTOMER SERVICE/ INSIDE SALES SUPERVISOR
VITA North America
01.2013 - 07.2015
- Lead to 5 CSR representatives, 2 ISR's
- Responsible for scheduling CSR/ ISR reps start and end times
- Responsible for running reports and tracking of quarterly promotional offers to increase revenue for inside sales, as well as putting scripts to the CSR/ISR to use for up selling purposes
- Responsible for distributing and inputting all EDI (Electronic Delivery Invoices) orders that come through for Henry Schein & Patterson, Canada and US branches and send weekly reports of sales data.
- Main contact for all Henry Schein Canada and US orders to assist with changes to orders accounts and new fright terms.
- Maintain Government contracts through the VA and ECAT System for government order processing.
- Implemented strategies to maximize sales efficiency by utilizing CRM systems.
- Monitored customer feedback and implemented changes accordingly to improve customer experience.
- Analyzed daily, weekly, monthly reports to track performance metrics such as revenue, conversion rate, call volume.
- Participated in industry events and trade shows to increase brand awareness and generate leads.
- Resolved escalated customer complaints in a timely manner while maintaining high levels of professionalism.
- Negotiated contracts with vendors for better pricing on products or services needed by the company.
- Provided training and mentoring for new hires on product knowledge, account management and customer service skills.
- Identified opportunities for improvement in the sales process through analyzing data trends.
CUSTOMER SERVICE REPRESENTATIVE
SERVICE REP NORTHERN COUNTY | Pregis Corporation
05.2012 - 01.2013
- For up North distributors for packaging supplies
- Responsible for processing orders for Unisource through IBM Sterling Web Forms electronically and transferring back order info through AVS system
- Wrote up quotes for current distributors and their End- Users or potential clients with quantity’s, breaks account manager level pricing for requested products custom items or our in to stock items for Bubble wrap, Bubble out Bags, Airspeed Films and papers, Foam items and Foam pouches as well as Intellipak and Chamber Pak items
- Worked one on one with Account Manager for deviated cost and products as well as providing past history sales and deviated pricing
- Also worked with Machine specialist for Air Speed Film and paper machines and shipping departments as well as converter leads to ensure on time delivery and loads.
Education
High School Diploma -
Arcadia High School
Arcadia 06.2004
Skills
- Sales Quota Management
- Problem Solving
- Advertising Campaigns
- Bid Request Management
- Verbal and Written Communication
- Closing Techniques
- Lead Generation
- Customer Portfolio Management
- Cold Calling
- Price Schedules
- Presentations and Public Speaking
- Budgeting and Expenditures
- Relationship Building
- Networking Events
- Customer Service
- Decision Making
- Product and Service Promotion
- Maintain Government Contrats
Accomplishments
- Used Microsoft Excel to develop inventory tracking spreadsheets.
- Resolved product issue through consumer testing.
- Acheived Sales Goals for 2015, 2016 and 2021.
Additional Information
- AWARDS , Top Sales Rep 2015, 2016. Achieved Sales goal for 2021 out of 12 other representatives.
- TECHNOLOGY Proficient in: Sales Opportunity Pipeline, Commerce, SAP, Mass 360, and Microsoft Office,Excell
Timeline
OUTSIDE SALES TERRITORY MANAGER LOS ANGELES SO CA
VITA North America
05.2018 - Current
HYBRID INSIDE/OUTSIDE TERRITORY ACCOUNT MANAGER
VITA North America
07.2015 - 05.2018
CUSTOMER SERVICE/ INSIDE SALES SUPERVISOR
VITA North America
01.2013 - 07.2015
CUSTOMER SERVICE REPRESENTATIVE
SERVICE REP NORTHERN COUNTY | Pregis Corporation
05.2012 - 01.2013
High School Diploma -
Arcadia High School
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