Wayne Kilgard
Cincinnati,OH
Summary
Results-oriented Sales Manager with a proven track record in strategic sales management and cross-functional collaboration. Spearheaded initiatives at Zetron and Panasonic, resulting in a 25% increase in the sales funnel and consistently exceeding a $100M+ quota. Recognized for expertise in performance management and client relationship building, leading teams to surpass targets while driving growth and organizational improvement. Aim to leverage these skills to further enhance market penetration and profitability.
Overview
16
16
years of professional experience
Work History
Senior Manager – Market Development and Channel
Zetron
Redmond, WA
01.2024 - Current
- Increased Zetron sales funnel by 25% through targeted sales and marketing campaigns, lead qualification, and service plan renewals
- With a team of 8 market development reps, achieved 120% of FY quota target
- Implemented distribution strategy that set company on a course to grow overall channel revenue by 300%
- Provided leadership, insight and mentoring to newly hired employees to supply knowledge of various company programs.
- Developed and implemented strategic business plans to drive growth and profitability.
Channel Manager - Western US
Zetron
Redmond, WA
01.2022 - Current
- Spearheaded the development and launch of a sales training program, empowering Zetron partners and driving increased engagement
- Achieved a remarkable 30% year-over-year increase in channel revenue within the Western US, despite a 70% reduction in channel partners, demonstrating strategic partner selection and onboarding
- Expanded Zetron's market presence in the Western region by strategically vetting and onboarding new channel partners in key geographic areas
- Conducted in-depth market analysis and competitive landscape assessments to optimize channel strategies and maximize revenue generation
- Played a pivotal role in the negotiation and go-to-market strategy for incorporating distribution into the Zetron channel partner program
- Awarded President's Club in 2023
Senior Channel Account Manager
Panasonic Systems Solution Company North America
01.2016 - 01.2022
- Cultivated and strengthened key partnerships with Panasonic mobility channel partners in the competitive Mobile Computing market
- Consistently exceeded a $100M+ quota for the Central US region
- Recognized as Channel Champion of the Year in 2019
- Achieved a 20% average year-over-year growth rate with target partners
- Earned Top Performer awards in 2018, 2019, and 2021
- Promoted to Senior Account Manager in 2021, reflecting exceptional performance and leadership
- Developed and executed sales strategies and plans to achieve sales targets for assigned channels across North America
- Identified and pursued new partnership and expansion opportunities within the Mobile Computing market
- Selected as one of eight members of the Panasonic North America Employee Council for Diversity, Equity, and Inclusion, driving positive organizational change
- Awarded President Sato Award in 2022
Inside Sales Manager
Top Gun Sales Performance
Mason, OH
01.2010 - 01.2016
- Drove a 75% increase in yearly inside sales revenue
- Managed relationships with strategic channel partner resellers and distributors
- Consistently exceeded personal and team quotas for four consecutive quarters, achieving the highest individual sales numbers among Panasonic inside sales representatives
- Developed pricing structures for major city and state government contracts
- Supervised inside sales representatives and the lead generation team, overseeing lead qualification and distribution to partner resellers
- Expanded Panasonic's public sector account base beyond public safety into major municipalities
Sales Representative
Honey Baked Ham Company/Robert Half International
Mason, OH
01.2009 - 01.2010
- Prospected new catering and corporate gifting accounts, while nurturing relationships with existing clients
- Led a new call center initiative focused on targeting catering sales
- Secured a significant number of new B2B customers through cold calling
Education
Bachelor of Arts - Psychology
University of Cincinnati
Cincinnati, OH01.2008
Skills
- Performance Management Expertise
- Database development
- Cross-Functional Collaboration
- Budget administration
- Strategic Development
- Organizational improvement
- Strategic Sales Management
- Client Relationship Management
Hobbies and Interests
Music is my passion. I regularly perform with a ten-piece funk band and produce music in my spare time.
Awards
- President's Club, Zetron, 01/2023
- President Sato Award, Panasonic, 01/2022
- Top Performer Award, Panasonic, 01/2021
- Channel Manager of the Year, Panasonic, 01/2019
Professional Development
- Executive Level Public Speaking Boot Camp, Jenni Stenk Voice and Speech Coaching, 08/2021 - 01/2022
- Channel 101-103, CompTIA, 01/2017 - 01/2019
Timeline
Senior Manager – Market Development and Channel
Zetron
01.2024 - Current
Channel Manager - Western US
Zetron
01.2022 - Current
Senior Channel Account Manager
Panasonic Systems Solution Company North America
01.2016 - 01.2022
Inside Sales Manager
Top Gun Sales Performance
01.2010 - 01.2016
Sales Representative
Honey Baked Ham Company/Robert Half International
01.2009 - 01.2010
Bachelor of Arts - Psychology
University of Cincinnati
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