Open To Work
Toby Patterson
Boca Raton
Work Preference
Summary
Dynamic sales consultant with extensive experience in managing the full sales cycle and client engagement. Skilled in identifying customer needs, driving innovative solutions, and consistently achieving revenue targets through consultative selling and strategic market analysis.
Overview
39
39
years of professional experience
Work History
Regional Sales Manager
PRINT BASICS
Deerfield Beach
01.2020 - Current
- Achieved consistent year-over-year increases in sales revenues and client base, including during the 2020 pandemic.
- Established and managed multiple client accounts across diverse industries, including mid-sized, multi-state, and national B2C and B2B.
- Established new and long-term sales relations with large businesses and startups.
- Pioneered sales of shrink sleeves, pouches, and unique label applications, creating a new revenue category.
- Introduced a short run package solution presenting startup companies with a better go-to-market strategy.
- Scaled sales in a fluctuating market for a growing print house.
- Specialized in developing packaging and label designs to meet client needs. and sourcing of custom promotional solutions. Cross-trained in digital vs. Flexo printing. Consultative opportunities in the label, folding, carton & flexible packaging applications. Knowledge in digital short run and dry toner vs. ink jet applications.
- Assisted in development of prototype products for sales and marketing.
Sales Consultant
Fencing South Florida
Palm Beach
01.2016 - Current
- Generated sales across complete sales cycle process from prospecting through contract negotiations and closings.
- Developed and maintained relationships with clients to increase sales revenue.
- Increased profitability and revenue by identifying customer needs and determining appropriate offerings.
- Analyzed customer needs and identified solutions to meet their requirements.
- Consulted with customers to understand fencing needs and preferences.
- Demonstrated various fencing products to enhance customer engagement.
- Provided detailed product information to customers, including features, prices, and availability.
- Monitored competitor activity and pricing strategies to adjust accordingly.
- Developed key customer relationships to increase sales.
- Participated in training sessions to stay updated on new fencing technologies.
- Identified areas of improvement within existing processes and procedures.
Regional Manager
JAEGER CORPORATION
01.2004 - 03.2012
- Recruited by CEO/Owner to orchestrate a revitalization of the South Florida marketplace to grow sales, profitability and corporate position in Grades K-20 market.
- Led marketing, sales strategy, and vendor relations with manufacturers to enhance market presence.
- Partnered with manufacturers to enter emerging markets and develop double digit gains, despite intense price-based competition.
- Customized educational solutions to increase student success in programs including STEM, Allied Health, Alternative Energy and Intervention. Educators reported marked improvement in over 90% of installations of our company's state-of-the-art curriculum and custom-engineered education environments.
- Developed a middle school STEM program that was rolled out into Miami Dade Schools amounting to $3.5m in revenue over a 3-year period.
- Consulted with Broward County Schools to set our furniture solution as the standard in all high school engineering labs.
- Sold the first true hands-on Biotech laboratory in the state.
- Planned, budgeted, and managed industry trade shows, networking events, and educational conferences to drive business development.
- Evaluated new product lines to determine risk, profitability, demand and long-term sustainability.
- Consulted with architects, school boards, and project managers to design furnishings and technology that maximized classroom effectiveness.
- Recognized by vendors for achieving high sales consistently throughout the year.
Corporate Sales Specialist
KI
Greenbay
01.2001 - 01.2004
- Specialized in office furniture sales for emerging high-tech fast growth companies throughout South Florida, providing innovative solutions to meet and exceed customers' objectives.
- Collaborated with architects, designers, furniture dealers, and end users to create innovative solutions that transformed project outcomes.
- Designed customized office furniture solutions that addressed the unique needs of high-tech companies in South Florida.
- Consistently exceeded quotas to grow revenues by an average of 119% over the three years.
- Established first traveling showroom to showcase new items to hospitals across Florida, enhancing product visibility and client engagement.
Regional Sales Manager
LEFORT GROUP, INC.
South Florida
01.1998 - 01.2001
- Increased regional sales by an average of 148% over the three years.
- Led sales and marketing initiatives while developing networking opportunities and driving new business growth in southern region.
- Created cost-saving, custom interior environments across all categories of industry including medical, corporate, technology and education; while helping control capital expenditures.
- Consulted clients on availability and implementation of remanufactured and pre-owned corporate furniture, aligning solutions with specific client needs.
Regional Sales
WRIGHTLINE
Southeast - Southwest
01.1996 - 01.1998
- Exceeded quota, growing territory revenues by 110% over previous fiscal year.
- First to sell our new medical laboratory solution to a large pharmaceutical company.
- Implemented complete sales cycle from prospecting and customer relations to client management, project design, and project management, driving client satisfaction and project success.
- Served large corporations, including many Fortune 500 companies, by providing tailored services.
- Developed sales strategies and provided design consulting for corporate, technology, and medical environments.
- Created organized environments that enhanced efficiency and comfort for professionals utilizing advanced technology.
- Opened up Motorola as an account and maintained their business throughout my tenure.
Category Sales Manager
REYNOLDS & REYNOLDS
01.1989 - 01.1996
- Exceeded quota every year ranging from 118% to 258%, while increasing gross profit levels by over 70%.
- Achieved Presidents Club membership in 1990 and 1992, and 300 Club membership in 1991, 1993, and 1994, reflecting high performance in a 100% commission role.
- Developed and maintained sales of business forms, labels, and specialty printing in South Florida, emphasizing healthcare market growth.
- Focused on forms and label management in hospitals, driving new account development.
Sales Representative
BEECHAM LABORATORIES
01.1988 - 01.1989
- Consistently surpassed quarterly sales quotas through strategic planning and client engagement.
- Executed pharmaceutical sales and drove business development across northern Georgia.
- Trained extensively on the latest pharmaceutical products and medical techniques with an emphasis on the antibiotic market.
- Conducted training seminars at hospitals to educate doctors and medical staff on pharmaceutical products and medical techniques.
Education
Bachelor of Science - Sports Management
Florida Southern College
Lakeland, FLSkills
- Consultative sales
- Sales forecasting
- Funnel management
- Business Development
- Client Consulting
- Market analysis
- Negotiation skills
- Project management
- Strategic Planning
- Salesforce
- CRM Applications
- Microsoft 365
- G Suite
- Funnel management
Training
- Microsoft 360
- G-Suite
- Salesforce & CRM Applications
Timeline
Regional Sales Manager
PRINT BASICS
01.2020 - Current
Sales Consultant
Fencing South Florida
01.2016 - Current
Regional Manager
JAEGER CORPORATION
01.2004 - 03.2012
Corporate Sales Specialist
KI
01.2001 - 01.2004
Regional Sales Manager
LEFORT GROUP, INC.
01.1998 - 01.2001
Regional Sales
WRIGHTLINE
01.1996 - 01.1998
Category Sales Manager
REYNOLDS & REYNOLDS
01.1989 - 01.1996
Sales Representative
BEECHAM LABORATORIES
01.1988 - 01.1989
Bachelor of Science - Sports Management
Florida Southern College