Blair Shanks Sales Management Resume
Blair Shank 414 Sequoia Ln Boca Raton FL 33487 ------------ B------------
Extensive Inside Sales Management with a solid history of Inside Sales success and Marketing Leader. Proven ability to
develop sales potential in new market areas. Strong analytical and planning skills, combined with the ability to coordinate
the efforts of many to meet organizational goals. Detail oriented with an ability to quickly learn new products and identify
how they bring value to the customer.
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ACHIEVEMENTS
? Club 3 out of 4 years (PartsBase)
? Open satellite location for The Insurance Specialist making it completely turnkey
? Compensation Devolvement (Coast to Coast)
? Have been in the position as an Inside Sales Manager for over 10 years. Managed inside sales teams of various sizes,
from a team of seven to a sales force of 50 plus.
? Top Sales Rep (Inside) for “New Business” and Retention’s Money in Money out two years in a row (PartsBase)
? Implemented a digital marketing platform (Coast to Coast)
? Grew Company Sales Revenues from $200k annually to $2.5M (Coast to Coast)
? Expand the Inside Sales Team by managing the Recruiting & Hiring process (Coast to Coast/PartsBase)
? Promoted from Inside Sales Manager to Director of Sales and Marketing
? Promoted from Inside Sales Representative to Inside Sales Manager
? Obtained MBA in 2006, Graduated Magna Cum Laude
? Currently writing a sales book on: Perception, Voice Inflection and Confidence
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EMPLOYMENT
Sales Consultant, Outside Sales (July 2017 -present)
TriNet Corp Palm Beach Gardens, FL (Technology Platform (SaaS), HR & Benefit Consultant)
? Sales tools: SalesForce, Office 365, ZoomInfo
? Lead Generation (Cold Calls, Email Campaigns, Trade Shows, Networking Events and Pop-Ins)
? C-Level prospect engagement only
? Daily and Weekly team meetings
? Monthly and Annual quotas along with weekly pipeline reviews
? Prepare ROI’s & Proposals
? Sales cycle management from the First Meeting through to Close
Sales Manager (Jan 2017 – July 2017)
The Insurance Specialist Boynton Beach, FL (Healthcare Sales and Consulting Firm) (Permanently closed)
? Built new team of Inside Sales Executives to advise and sell Health Insurance to individuals and Families
? Provided extensive sales training including Solution Selling principles and demonstration/presentation techniques
? Mentored new Inside Sales Reps
? Managed the Recruting & Hiring process
Director of Sales (Inside & Outside Sales, depended on where the client was located and also the size of the contract.)
(January 2008 – Oct. 2016)
Coast to Coast Publishing Group LLC Delray Beach, FL (Multi-Media Advertising and Publishing Firm)
? Recruited, coached, mentored and motivated Sales, Marketing and Customer Service teams
? Grew the Inside Sales Force from seven to 39 (Three teams: One Team Lead and 12 reps per team)
? Developed new channels of business and lasting relationships
? Constant training of new products. Mentoring, One on Ones, Role Playing
? Developed new scripts
? Critiqued and made sure the Inside Sales reps were exceeding their quotas
? Created new Territories and Verticals
? Implemented a Digital Marketing Platform
? Created compensation plan which was constantly changing with market and new products
Manager of Renewal Team (Feb 2004 – Dec. 2007)
PartsBase, Inc. Boca Raton, FL Online Parts Locator Software Service for Aviation, Aerospace and Defense Industries
? Launched new marketing initiatives for growing SaaS company including SEO, SEM, press releases and strategic
advertising
? Trained and mentored team of 6-8 Inside Sales Representatives
? Trained team on product knowledge, sales processes, and closing strategies
? Achieved both new business quota and renewal quotas as performing manager
? Responsible for 1.5 million of the company’s revenue
? National and International trade show attendance including Singapore and Hong Kong.
? Responsible for maintaining 500+ domestic and 250+ foreign paid customers.
Account Executive (Feb 2004 – Oct. 2005)
PartsBase, Inc. Boca Raton, FL
? Prospected and cold called Aviation/Aerospace/Defense organizations throughout the world
? Assisted in closing deals and prospecting leads
? Achieved new business quota
? Conducted detailed online product demonstrations
? Finished in the Top three of nearly 50 sales reps during the first year of employment
? Closed new business accounts while maintaining 80%+ renewal rate on existing clients
_______________________________________________________________________________________________________
EDUCATION
Lynn University, Boca Raton, FL
2006 - Major: Business Management
2009 - MBA: International Business, , 3.8 GPA, Graduated Magna Cum Laude
_______________________________________________________________________________________________________
TECHNOLOGY SKILLS
Office 365, Word, Excel, Outlook, Power Point, SalesForce, Automated Dialing Technology, Internet Savvy, lead generation
and online database research tools, Social Media
SALES SKILLS
Consultative, enterprise, solution, outside, inside, international, government and contract sales, time management,
product knowledge and application, motivation, leadership, problem solving, trade show sales.
Specialties
B2B Sales, Business Development, Sales Leadership, Traditional Marketing, Online Marketing, Sales Training
Vendor Negotiations/Purchasing, Staffing & Recruiting, Sales Force Structuring, Compensation Development, SaaS
REFERENCES
Chris Sorrenti, Sr Sales Consultant
Trinet Corp.
Shawn Silbor, Regional Sales Executive
e-Builder, Inc.
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Blair Shank 414 Sequoia Ln Boca Raton FL 33487 ------------ B------------
Extensive Inside Sales Management with a solid history of Inside Sales success and Marketing Leader. Proven ability to
develop sales potential in new market areas. Strong analytical and planning skills, combined with the ability to coordinate
the efforts of many to meet organizational goals. Detail oriented with an ability to quickly learn new products and identify
how they bring value to the customer.
_______________________________________________________________________________________________________
ACHIEVEMENTS
? Club 3 out of 4 years (PartsBase)
? Open satellite location for The Insurance Specialist making it completely turnkey
? Compensation Devolvement (Coast to Coast)
? Have been in the position as an Inside Sales Manager for over 10 years. Managed inside sales teams of various sizes,
from a team of seven to a sales force of 50 plus.
? Top Sales Rep (Inside) for “New Business” and Retention’s Money in Money out two years in a row (PartsBase)
? Implemented a digital marketing platform (Coast to Coast)
? Grew Company Sales Revenues from $200k annually to $2.5M (Coast to Coast)
? Expand the Inside Sales Team by managing the Recruiting & Hiring process (Coast to Coast/PartsBase)
? Promoted from Inside Sales Manager to Director of Sales and Marketing
? Promoted from Inside Sales Representative to Inside Sales Manager
? Obtained MBA in 2006, Graduated Magna Cum Laude
? Currently writing a sales book on: Perception, Voice Inflection and Confidence
_______________________________________________________________________________________________________
EMPLOYMENT
Sales Consultant, Outside Sales (July 2017 -present)
TriNet Corp Palm Beach Gardens, FL (Technology Platform (SaaS), HR & Benefit Consultant)
? Sales tools: SalesForce, Office 365, ZoomInfo
? Lead Generation (Cold Calls, Email Campaigns, Trade Shows, Networking Events and Pop-Ins)
? C-Level prospect engagement only
? Daily and Weekly team meetings
? Monthly and Annual quotas along with weekly pipeline reviews
? Prepare ROI’s & Proposals
? Sales cycle management from the First Meeting through to Close
Sales Manager (Jan 2017 – July 2017)
The Insurance Specialist Boynton Beach, FL (Healthcare Sales and Consulting Firm) (Permanently closed)
? Built new team of Inside Sales Executives to advise and sell Health Insurance to individuals and Families
? Provided extensive sales training including Solution Selling principles and demonstration/presentation techniques
? Mentored new Inside Sales Reps
? Managed the Recruting & Hiring process
Director of Sales (Inside & Outside Sales, depended on where the client was located and also the size of the contract.)
(January 2008 – Oct. 2016)
Coast to Coast Publishing Group LLC Delray Beach, FL (Multi-Media Advertising and Publishing Firm)
? Recruited, coached, mentored and motivated Sales, Marketing and Customer Service teams
? Grew the Inside Sales Force from seven to 39 (Three teams: One Team Lead and 12 reps per team)
? Developed new channels of business and lasting relationships
? Constant training of new products. Mentoring, One on Ones, Role Playing
? Developed new scripts
? Critiqued and made sure the Inside Sales reps were exceeding their quotas
? Created new Territories and Verticals
? Implemented a Digital Marketing Platform
? Created compensation plan which was constantly changing with market and new products
Manager of Renewal Team (Feb 2004 – Dec. 2007)
PartsBase, Inc. Boca Raton, FL Online Parts Locator Software Service for Aviation, Aerospace and Defense Industries
? Launched new marketing initiatives for growing SaaS company including SEO, SEM, press releases and strategic
advertising
? Trained and mentored team of 6-8 Inside Sales Representatives
? Trained team on product knowledge, sales processes, and closing strategies
? Achieved both new business quota and renewal quotas as performing manager
? Responsible for 1.5 million of the company’s revenue
? National and International trade show attendance including Singapore and Hong Kong.
? Responsible for maintaining 500+ domestic and 250+ foreign paid customers.
Account Executive (Feb 2004 – Oct. 2005)
PartsBase, Inc. Boca Raton, FL
? Prospected and cold called Aviation/Aerospace/Defense organizations throughout the world
? Assisted in closing deals and prospecting leads
? Achieved new business quota
? Conducted detailed online product demonstrations
? Finished in the Top three of nearly 50 sales reps during the first year of employment
? Closed new business accounts while maintaining 80%+ renewal rate on existing clients
_______________________________________________________________________________________________________
EDUCATION
Lynn University, Boca Raton, FL
2006 - Major: Business Management
2009 - MBA: International Business, , 3.8 GPA, Graduated Magna Cum Laude
_______________________________________________________________________________________________________
TECHNOLOGY SKILLS
Office 365, Word, Excel, Outlook, Power Point, SalesForce, Automated Dialing Technology, Internet Savvy, lead generation
and online database research tools, Social Media
SALES SKILLS
Consultative, enterprise, solution, outside, inside, international, government and contract sales, time management,
product knowledge and application, motivation, leadership, problem solving, trade show sales.
Specialties
B2B Sales, Business Development, Sales Leadership, Traditional Marketing, Online Marketing, Sales Training
Vendor Negotiations/Purchasing, Staffing & Recruiting, Sales Force Structuring, Compensation Development, SaaS
REFERENCES
Chris Sorrenti, Sr Sales Consultant
Trinet Corp.
Shawn Silbor, Regional Sales Executive
e-Builder, Inc.
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