1021 Briar Ridge Way East Greenville, PA 18041 215-518-3431 cell 215-679-5692

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Sales/Account Manager
Offers 15+ years of experience in solution selling, transforming prospects into
long-term customers and maintaining their business through insightful needs asse
ssment and strategic product positioning. Works well under pressure and fends o
ff challenges from competitors by applying well-researched business practices, c
onstantly updating competitive offerings, and demonstrating a commitment to meet
ing customer needs. Possesses proven talents in driving business development wi
th distribution networks. Seeking a territory in the Philadelphia metro area, e
ncompassing Pennsylvania, New Jersey, and Delaware. Areas of expertise include:
Technical Sales | Account Management/Retention | Sales/Territory Development
| Sales Forecasting | Expense Control
Proposal Preparation | Contract Negotiations | Product Development/Managemen
t | Inventory Control
CAREER TRACK
SELF EMPLOYED
Licensed Insurance/Annuity Representative, Pennsylvania & New Jersey 2010 to Pre
sent
Currently representing nine different carriers; holds responsibility for all asp
ects of product sales in the life insurance and fixed annuities markets. Sets a
ppointments, coordinates policy applications according to each customers needs,
writes business, and follows up to see the process to fruition. Participates in
training webinars to stay up-to-date with carriers offerings and marketplace ch
anges.
THE PITMAN COMPANY
Account Representative 2007 to 2010
Held responsibility for maintaining and expanding current business levels within
the existing customer base. Prospected and developed new business in non-exist
ing customers. Managed customers inventory requirements with internal purchasin
g agents. Coordinated new product offerings, customer demonstrations, manufactu
rer launches, seminars, and trial periods. Wrote proposals and quoted prices to
customers. Operated within a strict territory expense budget, despite the shri
nking market.
Effectively managed a two-state, $2.5M territory against such companies as DuPo
nt, Kodak, 3M, and Fuji.
Attained 100% of targeted accounts in the area of new market sales in 2009, clo
sing three large new accounts that produced more than $175K in annual revenue, t
hrough corporate purchasing of another vendor.
Became the only sales representative in the Mid-Atlantic to achieve an aggressi
ve base profitability target for a new market segment in 2008.
Designed new customer procedures to enhance product positioning and bolster com
petitiveness, including working with multiple departments on a two-year initiati
ve to establish onsite product procedures that used SPC to help customers improv
e efficiency and profitability, resulting in a Presidents Club Award.
Maintained a large account through product difficulties and intense competitor
pressure due to internal issues and manufacturer inconsistencies.
Orchestrated multi-departmental integration of digital workflow solutions follo
wing customer investments in technology and achieved 100% customer acceptance of
new technology.
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KENNETH MILEY kmf40f4e@westpost.net
215-518-3431 cell 215-679-5692 home
CAREER TRACK, CONTINUED
AGFA GRAPHICS
Sales Account Executive 2004 to 2006
Technical Manager 2000 to 2003
Sales Account Manager 1996 to 1999
Technical Sales Representative Prior to 1996
Drove efforts to maintain and expand the current customer base in addition to de
veloping new customers. Worked with the existing distribution model of selling
via multiple dealers. Forged partnerships with end users to control the process
and uphold business relationships. Spearheaded new product introductions, incl
uding coordinating launch meetings with supply chain partners and their sales fo
rce as well as managing product training, sales objectives, and customer targeti
ng to drive business growth. Controlled territory expenses.
Fueled territory growth by working with a local distributor to reverse a dramat
ic decline in sales, delivering a 400% increase in business over a two-year peri
od.
Earned Presidents Club Awards for ranking #3 of 72 representatives nationwide (
1996) and #1 of 12 technical sales teams (2001).
Prevented the loss of several customers by participating in a nine-month initia
tive to address faulty digital imaging technology that was causing missed deadli
nes, cost overruns, and project rejections.
Worked with regional technical team members at customer sites to design a criti
cal product fix and followed up to resolve issues and retrain all levels of staf
f and management on new SOPs; saved $3.5M in revenue, as the fix was adopted nat
ionwide and all accounts were retained with zero losses to the competition.
Negotiated a price increase/contract extension directive with the current clien
t basewith 100% compliancedespite extreme competitive pressure, which improved i
nventory control and the bottom line.
Transitioned the customer base to new products and SOPs, streamlining manufactu
ring to boost profitability.
EDUCATION
Fairleigh Dickinson University
Financial Management Studies (In Progress)
Lock Haven University
Bachelor of Arts in Psychology Emphasis on Interpersonal Relations
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