Hi, I’m
Tracy Gilliland
Crawfordsville,IN
Summary
Customer-oriented, strategic-thinking Sales Professional with over twenty five years of experience in building relationships, cultivating partnerships, retaining top accounts and growing profit channels. Multi-tasking, self-motivated leadership professional with expertise on, building customer relationships and sales development. A team builder and strategic planner seeking to leverage background into a Sales Representative or National Account Management role with a progressive organization.
Overview
17
years of professional experience
Work History
Radiac AbrasivesOswego, IL
Channel Account Manager
01.2023 - 07.2023
Job overview
- Identify, develop and manage Key National Accounts, as determined by revenue growth, margin and relationship potential within the industry sector
- Define and set pricing, service, inventory, contracts, discounts/rebate strategies consistent with overall revenue plan
- Maintain a sales funnel that identifies future potential revenue through relationship building with new and existing National Accounts
- Work with Engineering and Product Market Managers to define and communicate new product developments and or product transfers while analyzing market trends and new opportunities within assigned market
- Collaborate cross-functionally within the commercial organization to share and build an understanding of account strategy and future growth
- Utilize CRM to maximize opportunities, customer relationships and follow up
- Seek areas to up sell through new product releases, trials, samples, customer visits with Application Engineers, and contract negotiation
- Analyze sales trends throughout the year to effectively budget, plan and present individual sales goals for the following year.
Radiac AbrasivesOswego, IL
Account Manager
08.2021 - 01.2023
Job overview
- Prioritize expansive customer list to maximize sales through relationship building with new and existing customers
- Provide prompt and accurate responses to technical application-related questions
- Work with Engineering and Product Planning to further product knowledge and go-to-market approach (technical sales, catalog sales, etc.)
- Field quality-related issues
- Monitor and track progress through system and with customer
- Process price quotes in a timely manner with input from Marketing; follow through to order placement
- Review sales history to help determine prioritized activities and product recommendations
- Seek areas to up sell; utilize a follow-up process for quotes and samples with customers
- Negotiate pricing to maximize margin potential
- Process customer orders, complaints, and credits/debits in an efficient, accurate and timely manner
- Troubleshoot customer order issues for positive resolution
- Provide timely, proactive updates on customer issues to commercial/operations teams and direct manager
- Utilize CRM System to manage opportunities, customer relationship, etc.
Reco-A Division of WescoIndianapolis, IN
Senior Inside Sales Representative
10.2017 - 08.2021
Job overview
- Drive profitable growth, develop and maintain strong business relationships by growing new and existing accounts
- Meet/exceed performance metrics based on volume, budgets, and profitability
- Market products and offer value-added services
- Source/procure specialty products outside the normal scope of product line
- Own, qualify and develop opportunities passed on from outside sales
- Report competitive pricing and customer feedback to management
- Identify ways for continuous improvement of processes
- Identify buying influences and provide quotations directly or in conjunction with sales engineers
- Maintain open lines of communication with manufacturers/suppliers/vendors to ensure timely delivery, set up and facilitate deliveries of customer orders, request expedites when needed.
Arconic/AlcoaLafayette, IN
Account Manager
02.2015 - 05.2017
Job overview
- Managed the day to day activities of several customer accounts, 2 being in excess of $10 million dollars a year in sales
- Provided accurate, timely quotes and order entry while meeting response time objectives
- Presented data and made recommendations to the commercial, marketing and technical teams to gain market share and provide competitive pricing
- Prepared customer purchasing contracts following established contract review procedures
- Strong focus on capturing business and providing feedback as to what the situation was and why the business was not gained
- Strong communication with each plant pulling orders in, pushing orders out, expediting procedures, providing RMA's, and owning the order from start to finish
- Processed claims, negotiated settlements and managed unadjusted items as well as meeting established objectives
- Handled cold calls and set up new customer accounts.
Ferrell GasCrawfordsville, IN
Customer Service/Office Manager
07.2013 - 02.2015
Job overview
- Handled customer service inbound and outbound telephone calls, meeting daily performance metric requirements, including talk time, average handle time, login adherence and quality guidelines for all calls
- Works with customers on a daily basis to sustain and improve business relationships, while customer growth by asking for the business with every inbound call
- Assists Service Center General Manager with managing customer retention activities by serving as liaison between customer and Service Center to ensure customer needs are being met with each delivery
- Assisted in the delivery and service process by scheduling and correcting routing exceptions, scheduling service work and escalating problems that arise when necessary
- Responsible for posting payments to customer accounts, making accounting adjustments to customer accounts when needed, maintain sales center cash drawer and making daily bank deposits.
- Developed and implemented customer service policies and procedures in line with organizational objectives.
HD SupplyColumbus, GA
VMI Account Manager
12.2010 - 09.2011
Job overview
- Direct involvement with the development and implementation of new material bids including price negotiation and delivery terms of customer MRO products
- Managed customer replenishments independently and in partnership with managers and production leaders
- Developed and managed systematic methods of monitoring customer's inventory daily, weekly and monthly while reducing fulfillment costs and lead times
- Ensured that all customer requirements, lead time, fill rate, transit time, and turnover are fully defined and measured
- Worked with purchasing/production managers on stock out or potential stock out issues, by help in the resolution of potential stock outs by advising the customer of the approximate amount of time required to correct the problem
- Sourced specialty/new products to facilitate sales growth through building and maintaining strong vendor relationships
- Worked remotely and independently on customer site with no direct supervision.
GE Supply/GexproIndianapolis, IN
Inside Sales/Account Management
09.2006 - 12.2010
Job overview
- Analyzed customer requirements and secured market level competitive pricing to determine points of differentiation and fulfill requests from key suppliers
- Acted as an extension of the outside sales force to proactively grow electrical product sales through up-selling opportunities and managing key strategic accounts such as Starbucks and L.A. Fitness.
- Expedited backorders to maximize fill rates and exceed the highest level of customer satisfaction
- Accessed customer needs and expectations by maintaining strong relationships and exceeding expectations
- Assisted in developing and executing account plans to meet customer needs.
- Secured market level pricing feedback from the customer and provide quotations and or proposals.
Education
Harrison College
Associates Degree from Business Management
Skills
- Relationship Building
- Account Management
- Contract Negotiation
- Business Development
- Lead Prospecting
- Client Relationship Management
- Sales Development
- Lead Generation
- Order Management
- Strategic Planning
- National Account Management
- New Business Development
- Direct Sales
- Price Quoting
Timeline
Channel Account Manager
Radiac Abrasives
01.2023 - 07.2023
Account Manager
Radiac Abrasives
08.2021 - 01.2023
Senior Inside Sales Representative
Reco-A Division of Wesco
10.2017 - 08.2021
Account Manager
Arconic/Alcoa
02.2015 - 05.2017
Customer Service/Office Manager
Ferrell Gas
07.2013 - 02.2015
VMI Account Manager
HD Supply
12.2010 - 09.2011
Inside Sales/Account Management
GE Supply/Gexpro
09.2006 - 12.2010
Harrison College
Associates Degree from Business Management
Similar Profiles
Spencer PrevettSpencer Prevett
Production Scheduler at Radiac Abrasives Inc.Production Scheduler at Radiac Abrasives Inc.
Joseph RexJoseph Rex
Vice President of Sales at Radiac Abrasives, a Tyrolit CompanyVice President of Sales at Radiac Abrasives, a Tyrolit Company
London BookhoutLondon Bookhout
Factory Worker - Shipping at Radiac AbrasivesFactory Worker - Shipping at Radiac Abrasives
Michael WhiteMichael White
Store Manager at Family DollarStore Manager at Family Dollar
James BakerJames Baker
Package Handler at Gxo LogisticsPackage Handler at Gxo Logistics