Steve Cotton
Oakley,CA
Summary
Focused Sales Manager committed to motivating others and offering extensive knowledge penetrating new territories and promoting product lines. Highly effective mentor driven to assess individual and group performance to implement improvements and set goals. Determined individual with background in establishing and nurturing lucrative partnerships.
Overview
30
30
years of professional experience
Work History
Sales Manager II
AT&T
01.2016 - Current
- Work cross-functionally throughout organization to cultivate relationships between business channels to grow sales
- Ensure consistent utilization of CRM (Salesforce) to assist direct reports in being efficient in their daily productivity, opportunity creation, funnel management and forecasting
- Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures.
- Coached and counseled sales personnel, assisting with individual selling efforts and helping sales representatives reach quota targets..
- Established and cultivated solid business relationships with new and existing customers.
- Maintained ethical and positive working environment to reduce turnover and promote high retention rates.
- Evaluated performance against goals and implemented appropriate development plans.
Senior Sales Executive
AT&T
04.2014 - 12.2015
- Generate new revenue from customers in on-Net buildings where AT&T pre-deploys network assets such as fiber and Ethernet multiplexing
- Developed relationships with high-profile clientele by successfully employing consultative sales techniques.
- Consistently exceeded assigned monthly quota.
- Employed effective problem-solving techniques, increasing client satisfaction ratings.
- Sold AT&T Enterprise IP and Data Services to new and established customers.
Manager of Market Development
Comcast
01.2009 - 01.2014
- Establish performance standards for CA Region Market Development Team of 10 direct reports
- Evaluate Market Development Representatives to ascertain training and development requirements
- Work cross functionally throughout organization to cultivate relationships between business channels
- Negotiation interface between Comcast Corporate Legal Team and client’s legal counsel.
Market Development Representative
Comcast
01.2006 - 01.2009
- Responsible for establishing and maintaining relationships with Developers, Property Management Companies and Property owners
- Identify opportunities and develop business cases to extend network to multi-unit business locations
- Monitor and drive existing projects to completion in conjunction with area sales and construction teams.
Business Account Executive
Comcast
01.2003 - 01.2006
- Responsible for business-to-business sales of High-Speed Internet data and voice services
- Maintain and demonstrate knowledge of data services suite of products
- Achieve assigned sales objectives, drive revenue and maintain a targeted account list.
Account Manager
Future Electronics
01.2001 - 01.2002
- Manage existing client base while cultivating new business using advanced customer service skills
- Prepare sales forecast and apply strategy to achieve sales goals
- Work with solutions architects and engineers to assess technology solutions for clients
- Identify client concerns; investigate and resolve problems, respond timely to client inquiries
- Prepare proposals; negotiate terms of sale.
Account Manager
Avnet Electronics Marketing Group
01.1994 - 01.2000
- Manage existing client base while cultivating new business using advanced customer service skills
- Prepare sales forecast and apply strategy to achieve sales goals
- Work with solutions architects and engineers to assess technology solutions for clients
- Identify client concerns; investigate and resolve problems, respond timely to client inquiries
- Prepare proposals; negotiate terms of sale.
Education
San Jose City College
1984
Skills
- CRM (Salesforce)
- Employee Performance Evaluations
- Compelling Leadership Skills
- Microsoft Office
- Sales Strategy Development
- Coaching and Mentoring
- Verbal and Written Communication
- Performance Goals
- Persuasive Negotiations
- Consultative Selling
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Quote
Some people want it to happen, some wish it would happen, others make it happen.
Michael Jordan
Timeline
Sales Manager II
AT&T
01.2016 - Current
Senior Sales Executive
AT&T
04.2014 - 12.2015
Manager of Market Development
Comcast
01.2009 - 01.2014
Market Development Representative
Comcast
01.2006 - 01.2009
Business Account Executive
Comcast
01.2003 - 01.2006
Account Manager
Future Electronics
01.2001 - 01.2002
Account Manager
Avnet Electronics Marketing Group
01.1994 - 01.2000
San Jose City College
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