Thomas Richards
San Diego,California
Summary
Accomplished Enterprise Account Executive excels in fast-paced, demanding sales environments. Focused on meeting client enterprise technology needs with best product selection while leveraging account expansion opportunities and new business development.
Overview
16
16
years of professional experience
Work History
Partner and Chief Operating Officer
Miners Supply Co. LLC
08.2022 - Current
- Spearhead strategic partnerships with government and military entities to fulfill mission-critical supply needs, ensuring seamless coordination and timely delivery of essential products.
- Managed key client relationships with prominent entities including the Federal Aviation Administration (FAA), United States Navy, United States Army, United States Air Force, and the Virginia House of Delegates, facilitating consistent and high-volume order fulfillment.
- Serve as primary liaison between Miners Supply Co. and government/military buyers, fostering strong relationships built on trust and reliability.
- Implement rigorous quality control measures to ensure all deliverables meet or exceed client expectations, consistently upholding the highest standards of excellence.
- Strategically analyze market trends, government regulations, and client feedback to drive continuous improvement initiatives and optimize service delivery processes.
- Uphold strict compliance with all relevant laws, regulations, and industry standards, safeguarding the integrity and reputation of Miners Supply Co. within the government and military procurement landscape.
- Optimized supply chain management strategies; reducing lead times while maintaining product quality standards for increased customer satisfaction rates.
- Collaborated closely with sales representatives to impart comprehensive industry knowledge and best practices, equipping them with the expertise needed to navigate complex procurement landscapes effectively.
- With only a few part time employees we were able to accomplish over $1.1 Million in Revenues in our first year.
Enterprise Account Executive 2
Frontier Communications
07.2020 - 08.2022
- Maintained an avg of 127% to quota since day 1
- Manage assigned Enterprise accounts to maintain revenues, while also building relationships to secure future growth
- Prospect and network to close new logos every month
- Work with C-Suite of large enterprise and government accounts to review current and future needs for network, SaaS and IT solutions
- Utilize Salesforce to track sales cycles and relationship management
- Maintain robust funnel of consistent upcoming deals and review weekly with leadership team.
- Managed at least 50 prospect calls per day while managing existing accounts and ensuring conversions to new technologies are implemented properly
Sr. National Account Manager
Cogent
12.2017 - 07.2020
- Hit 108% of quota in first month and maintained an avg of 113% to quota till my last month
- Prospect and build relationships with C level executives
- Hunter' of Enterprise accounts with North American Headquarters as well as growing existing accounts
- Specialize in DIA, VPLS, Colocation, SD-WAN, Point to Point and Utility Computing
- Utilize Salesforce to track sales cycle and relationship management
- Use consultative and relationship building selling techniques to identify current and future connectivity solutions.
Client Solutions Executive 2
AT&T
07.2008 - 12.2017
- Closed the largest deal on my team in all of 2017 which exceeded $1.2M
- The solution ranged from dedicated fiber with redundancies, VPN, Cybersecurity, managed WAPs, SaaS, Collaboration tools, phone system, CCTV, active shooter lockdown, cabling for the entire building etc
- As the Client Solutions Executive, I was the single point of contact for all communication including meetings, proposals etc
- My first meeting with this client started off with their interest in comparing dedicated fiber costs amongst competitors
- By utilizing consultative selling, I was able to uncover and identify new opportunities and introduce solutions they didn’t even realize we offered
- Establish and maintain, productive, long-term networks and relationships with customers
- Partner with clients to understand business needs, concerns, strategies and goals to deliver value added-business solutions
- Present solutions, proposals and negotiate business terms with C-Suite Executives
- Vendor Management – Delivered over $2k per month in new Recurring Monthly billed revenues delivered from vendor partners
- This required training the vendors, holding weekly meetings, providing leads and following up on development
- (This was on top of my own personal quota)
- Project Management
- Account Management
- Worked with enterprise accounts which included sales, account management, support etc
- Penetrated assigned territory through cold calling, prospecting, social media engagement, leads etc
- Recommend value added solutions which consisted of AT&T Collaborate Solutions, wireless services, IOT, Workforce Management, Phone and Phone Equipment Solutions, Hosted VOIP Solutions, Internet, Dedicated Fiber internet, SaaS, VPN, MPLS, Managed Cyber Security, Website solutions, Redundancies etc
- Including over 1500 types of business solutions
- Assisted Healthcare, Local Government, Financial institutions and PCI businesses meet required network security framework
- Manage and maintain a 30-60-90 day funnel which is reviewed bi-weekly with regional leadership
- Provide support for complex solutions from proposal to implementation, and beyond
- Built a network of phone and IT vendors to generate leads which was mutually beneficial
- Asked several times by leadership team to help/train under performing employees
- Won multiple sales awards in this role from local and regional, to national recognition and won AT&T Summit as well.
Education
Business Administration And Management
Florida Gateway College
Lake City, FLSkills
Fast Learner
Communication Skills
Leadership
Ability to Work Under Pressure
Problem Solving
Pipeline Development
Strategic Initiatives
Objection handling
Strong relationships
CRM software proficiency
Key Account Management
Sales Lifecycle Management
Cross-selling opportunities
Written and verbal communication
Solution selling
Contract Negotiation
Details
Experienced and self-motivated sales leader with long proven track record of success. Strong ability to establish and maintain meaningful relationships with clients. Dedicated to going above and beyond to deliver real results to clients and employers. Known for an infectiously positive attitude, personal accountability, high level of dedication and a genuine care for others. My success is driven by 3 components: My Personal Determination to do well and create an impeccable reputation. My dedication to integrity and accountability. My ability to quickly build strong relationships by utilizing my natural EQ.
Profile
Thomas Richards, ENTERPRISE ACCOUNT EXECUTIVE
References
References available upon request
Timeline
Partner and Chief Operating Officer
Miners Supply Co. LLC
08.2022 - Current
Enterprise Account Executive 2
Frontier Communications
07.2020 - 08.2022
Sr. National Account Manager
Cogent
12.2017 - 07.2020
Client Solutions Executive 2
AT&T
07.2008 - 12.2017
Business Administration And Management
Florida Gateway College