TESSA KEMP

The Enterprise Business Development Executive works to improve MSC’s market position and achieve financial growth in large manufacturing customers ($5M+). The Enterprise Business Development Executive aligns with MSC’s long-term strategic goals, builds key customer relationships, identifies business opportunities, negotiates and closes business deals and maintains extensive knowledge of current market conditions. The Enterprise Business Development Executive will collaborate with the internal team, marketing staff, and other managers to increase sales opportunities and thereby maximize revenue. To achieve this, they need to contract new solutions to large manufacturing customers in their early customer life-cycle. They call on prospects, often being required to make presentations on solutions and services that meet or predict their prospects’ future needs. Strategic planning for future development is a key part of the Enterprise Business Development Executive to ensure they can continuously develop a pipeline of new business coming in to the company. In order to be successful, the Enterprise Business Development Executive will need to develop thorough knowledge of the marketplace and MSC’s competitors.

• Company Overview: OFFICE DEPOT'S TOP SALES DIRECTOR OF BUSINESS DEVELOPMENT POSITION
• Overall customer solution creator of cost saving, sustainable programs that drives new profitable business for my organization
• Leads all major account presentations and contract negotiations; point person in discussions to influence decision making and win client confidence to unlock potential opportunities
• Developed short and long-term sales strategies to gain market share/penetration with VP of Enterprise, Regional Sales Directors & Global Acct Managers to uncover new sales opportunities and increase revenue
• Opened new business at rate of 200%+ of goal on an annual basis 10+ years
• Generated over $12M in 2018, and $8M new business in 2019 thus far
• Championed and negotiated all legal agreements with clients to resolve any barriers to expedite legal approval process, driving sustainable revenue quickly
• Highly successful in implementing RFP response while creating unique and difficult processes
• Many with very long sales cycles
• Consistently manages relationships with C-Level executives
• Works through the Marketing/IT/Supply Chain/Inventory Planning/Pricing/ & Account Implementation Teams to roll out the full scope of Office Depot products & services to Fortune 1000 companies and leading international corporations
• Included in the product portfolio are office supplies, Facility Management-cleaning and breakroom, technology supplies & solutions (computer hardware, software & networking applications, vending), document management services, Print and Promotional goods, furniture and lighting
• Currently covers 9 states in the Midwest and Western U.S
• OFFICE DEPOT'S TOP SALES DIRECTOR OF BUSINESS DEVELOPMENT POSITION

• Performed vetting process of new unique opportunities and sales channels for retail/business divisions of Office Depot
• Sales Manager of New Business Development Resale accounts and Major Acct Managers managing those accounts
• Legal contract creation, contract compliance and business negotiations
• Project team lead to take an idea, create the financial viability (through customer profitability models), merchandising and IT needs, alternate supply chain distribution models and forecasting, collaborated with field sales team, trained and implemented national rollout programs

• Managed a 5-person sales team for some of the U.S.'s largest MRO distributors, Grainger Industrial Supply and Fastenal
• Position included new product launch activities, marketing plans, P&L budgets/expenses, visual merchandising and product placement, management of sales quotas, margin and growth
• Established innovative vendor-direct quotations process which removed pricing barriers and was adopted as a division standard for handling large corporate contracts
• Led sales, management and marketing teams and coordinated interaction with client personnel at all levels, including executives in Product Management, Category Management, Product Team Catalog (Plan-O-Grams) and Marketing Communications
• Managed price differentials, GP, ROI, and special price quotes for national account dealers/distributors and customers
• Achieved an average of 32% GP for company

• Led the company's sales & safety products division, oversaw marketing campaigns and national accounts management activities
• Received Occupational Health and Safety Certification to be able to conduct OSHA required training to customers and to teach internal sales team
• Managed this sales team of 10 and worked directly with the VP of Sales to increase overall sales by 22% in the 1st year

• Managed large corporate accounts valued at $15M+ annually
• Also served as Territory Manager and Sales Representative prior to promotions
• Met with national clients and coordinated activities with customer support personnel, inside sales representatives and manufacturers
• Conducted sales training to demonstrate new products and tracked sales activities
• Provided reports to regional sales management team
• Increased key national account value from $42K to $12.4M