WORD
ROBB WORD
Long Beach, CA 90815
Phone: ------------ | Email: ------------
~ REGIONAL SALES MANAGEMENT ~
Solutions-focused sales manager possessing a wealth of experience in large-scale business development, national/regional sales management, product representation, new business development, account management, and team oversight. Experienced in managing high-impact sales and marketing strategies that drive growth and maximize profits via the development and launch of strategic sales objectives and goals, account strategies, and solutions designed to enhance competitiveness, spearhead market growth, increase sales revenue, and achieve net profit yields. Ability to lead outside sales processes and negotiations, while managing the performance of sales teams, communicating brand identity, overcoming business challenges, and making high stakes decisions.
? Sales Strategy Management ? Account Management
? Contract Negotiations
? Relationship Management
Cutter & Buck
? Territory Management
? Profit & Revenue Growth
? New Business Development
? Product & Market Positioning
PROFESSIONAL EXPERIENCE
Seattle, WA
? Team Building & Development ? Strategic Planning
? Process Improvement
? Market & Account Penetration
5/2018 – 5/2019
Established in 1990. Extensive line of men’s and women’s sportswear and outerwear in Canada and the USA.
DESTINATION SALES REPRESENTATIVE
Covered the entire state of California. Brand new start up division of Cutter & Buck that started in March of 2018. Focused on retail shops and/or consumer catalogs/websites that were specific to resorts and locations to where an experience was sold. Amusement parks, State and National Parks, museums, zoos, wineries, cruise lines, casinos, marinas and yacht clubs. Position was all cold calling trying to open new accounts for our division. Introduction, setting up new accounts in our system, procuring credit applications. Managed all aspects of sales development, business plans and sales strategies focused on the tactical attainment of new business.
? Opened over two dozen new accounts in first year while maintaining current account business.
? Headed up three major trade shows in first year; Surf Show in Orlando, FL., The Gathering Trade Show in
Orlando, FL. and the Las Vegas Souvenir Show in Las Vegas, NV. Building and structure of trade show
booths, arranged logistics for delivering and setting up booths at locations.
? Developed and excelled with second line of Cutter & Buck called Clique. 70% of sales revenue was
generated here.
Partnered with art department director in the design of new artwork and logos for many account orders.
Fastsigns Long Beach, CA 6/2017 – 4/2018
The largest sign/visual communications company in North America with over 675 independently owned centers in 9 countries.
ACCOUNT EXECUTIVE
Manage all aspects of daily sales and account management processes for a portfolio of products and services from lead generation through the project management process. Develop and implement sales plans that meet business goals of expanding customer base, while driving the achievement of customer satisfaction and revenue generation in line with company vision.
? Set consultative appointments; assess client needs and make recommendations to meet business needs.
? Identify sales prospects; develop and maintain a database of qualified leads through referrals, cold calling
direct mail, email and networking.
Robb Word Page 1 of 2
K. Noah Los Angeles, CA 10/2016 - 2/2017
Leading American manufacturer of custom football jerseys, football pants and spirit wear in Europe and the USA.
US NATIONAL SALES MANAGER
Managed all aspects of sales and marketing processes from the ground up, to include the development of business plans and sales strategies focused on the tactical attainment of new business, sales plan development, forecasting, business development, and the procuring of agreements with vendors and independent sales reps. Oversaw the activities of a sales representative.
? Led the implementation of pricing structure, profit margins and overall brand budget.
? Drove all trade show bookings, strategic planning direction and overall sales to introduce the brand to the
market, while devising strategies to increate market, corporate and product awareness.
? Worked with Glazer Clinics regarding shows in Kansas City, Cincinnati, Las Vegas and Los Angeles.
? Partnered with marketing director in the design, building and structure of trade show booths, custom
brochures and marketing collateral; arranged logistics for delivering and setting up booths at locations.
BSN Sports/LIDS Team Sports Farmers Branch, TX 4/2013 - 10/2016
Nation's leading marketer and distributor of sporting goods equipment and apparel for major brands that include Nike, Under Armour, Badger, Champion and Alleson.
SALES REPRESENTATIVE, BSN (4/2013-11/2014 & 4/2016-10/2016) & LIDS (12/2014-4/2016)
Managed the promotion and sale of best-in-class sports apparel and equipment to high schools in assigned territory, to include cold calling, strategic planning, goal setting, accounts receivable, product and company marketing strategy, and the closure of sales, while acting as a consultant to key decision makers such as coaches, athletic directors, and principals.
? Successfully generate revenue increases and met all sales targets; averaged 65% sales in BSN proprietary/direct goods verses a company average of 20%.
? Developed and qualified leads to drive additional sales opportunities through cold-calling and lead generation campaigns; increased sales in existing accounts by selling to all sports at all levels.
? Cultivated relationships with coaches, administrators, athletic directors and support staff at each account.
? LIDS Team Sports was purchased by BSN Sports in January 2016 and final transfer of all business and
training was complete by April 2016.
Neff Company Greenville, OH 5/1998 - 4/2013
America’s leading provider of custom varsity jackets, chenille varsity letters and school patches, school awards and custom team apparel.
SALES REPRESENTATIVE
Managed and led all aspects of daily sales and marketing processes in the building of sales volume for 400 colleges, high schools and middle schools in Los Angeles and Ventura counties, to include the development and execution of annual sales strategies focused on the tactical attainment of new business, sales plan development, forecasting, and ongoing account management.
? Oversaw a portfolio consisting of a 50/50 mix of existing accounts and potential accounts; built territory from $160K to over $500K in sales annually.
? Cultivated key relationships with principals, coaches, athletic and activities directors.
? Consulted with varied stakeholders in assessing customer product needs; conducted regular business
reviews with accounts to identify additional opportunities.
? Provide creative input and design direction for key sales techniques and products, while driving all aspects
of territory direction, planning and management.
? Built and maintained an advanced pipeline of opportunities, created forecasts, and drove performance.
? Named Neff Rookie of the Year in 1998.
EDUCATION
BACHELOR OF ARTS ~ COMMUNICATIONS
California State University-Fullerton
ROBB WORD
Long Beach, CA 90815
Phone: ------------ | Email: ------------
~ REGIONAL SALES MANAGEMENT ~
Solutions-focused sales manager possessing a wealth of experience in large-scale business development, national/regional sales management, product representation, new business development, account management, and team oversight. Experienced in managing high-impact sales and marketing strategies that drive growth and maximize profits via the development and launch of strategic sales objectives and goals, account strategies, and solutions designed to enhance competitiveness, spearhead market growth, increase sales revenue, and achieve net profit yields. Ability to lead outside sales processes and negotiations, while managing the performance of sales teams, communicating brand identity, overcoming business challenges, and making high stakes decisions.
? Sales Strategy Management ? Account Management
? Contract Negotiations
? Relationship Management
Cutter & Buck
? Territory Management
? Profit & Revenue Growth
? New Business Development
? Product & Market Positioning
PROFESSIONAL EXPERIENCE
Seattle, WA
? Team Building & Development ? Strategic Planning
? Process Improvement
? Market & Account Penetration
5/2018 – 5/2019
Established in 1990. Extensive line of men’s and women’s sportswear and outerwear in Canada and the USA.
DESTINATION SALES REPRESENTATIVE
Covered the entire state of California. Brand new start up division of Cutter & Buck that started in March of 2018. Focused on retail shops and/or consumer catalogs/websites that were specific to resorts and locations to where an experience was sold. Amusement parks, State and National Parks, museums, zoos, wineries, cruise lines, casinos, marinas and yacht clubs. Position was all cold calling trying to open new accounts for our division. Introduction, setting up new accounts in our system, procuring credit applications. Managed all aspects of sales development, business plans and sales strategies focused on the tactical attainment of new business.
? Opened over two dozen new accounts in first year while maintaining current account business.
? Headed up three major trade shows in first year; Surf Show in Orlando, FL., The Gathering Trade Show in
Orlando, FL. and the Las Vegas Souvenir Show in Las Vegas, NV. Building and structure of trade show
booths, arranged logistics for delivering and setting up booths at locations.
? Developed and excelled with second line of Cutter & Buck called Clique. 70% of sales revenue was
generated here.
Partnered with art department director in the design of new artwork and logos for many account orders.
Fastsigns Long Beach, CA 6/2017 – 4/2018
The largest sign/visual communications company in North America with over 675 independently owned centers in 9 countries.
ACCOUNT EXECUTIVE
Manage all aspects of daily sales and account management processes for a portfolio of products and services from lead generation through the project management process. Develop and implement sales plans that meet business goals of expanding customer base, while driving the achievement of customer satisfaction and revenue generation in line with company vision.
? Set consultative appointments; assess client needs and make recommendations to meet business needs.
? Identify sales prospects; develop and maintain a database of qualified leads through referrals, cold calling
direct mail, email and networking.
Robb Word Page 1 of 2
K. Noah Los Angeles, CA 10/2016 - 2/2017
Leading American manufacturer of custom football jerseys, football pants and spirit wear in Europe and the USA.
US NATIONAL SALES MANAGER
Managed all aspects of sales and marketing processes from the ground up, to include the development of business plans and sales strategies focused on the tactical attainment of new business, sales plan development, forecasting, business development, and the procuring of agreements with vendors and independent sales reps. Oversaw the activities of a sales representative.
? Led the implementation of pricing structure, profit margins and overall brand budget.
? Drove all trade show bookings, strategic planning direction and overall sales to introduce the brand to the
market, while devising strategies to increate market, corporate and product awareness.
? Worked with Glazer Clinics regarding shows in Kansas City, Cincinnati, Las Vegas and Los Angeles.
? Partnered with marketing director in the design, building and structure of trade show booths, custom
brochures and marketing collateral; arranged logistics for delivering and setting up booths at locations.
BSN Sports/LIDS Team Sports Farmers Branch, TX 4/2013 - 10/2016
Nation's leading marketer and distributor of sporting goods equipment and apparel for major brands that include Nike, Under Armour, Badger, Champion and Alleson.
SALES REPRESENTATIVE, BSN (4/2013-11/2014 & 4/2016-10/2016) & LIDS (12/2014-4/2016)
Managed the promotion and sale of best-in-class sports apparel and equipment to high schools in assigned territory, to include cold calling, strategic planning, goal setting, accounts receivable, product and company marketing strategy, and the closure of sales, while acting as a consultant to key decision makers such as coaches, athletic directors, and principals.
? Successfully generate revenue increases and met all sales targets; averaged 65% sales in BSN proprietary/direct goods verses a company average of 20%.
? Developed and qualified leads to drive additional sales opportunities through cold-calling and lead generation campaigns; increased sales in existing accounts by selling to all sports at all levels.
? Cultivated relationships with coaches, administrators, athletic directors and support staff at each account.
? LIDS Team Sports was purchased by BSN Sports in January 2016 and final transfer of all business and
training was complete by April 2016.
Neff Company Greenville, OH 5/1998 - 4/2013
America’s leading provider of custom varsity jackets, chenille varsity letters and school patches, school awards and custom team apparel.
SALES REPRESENTATIVE
Managed and led all aspects of daily sales and marketing processes in the building of sales volume for 400 colleges, high schools and middle schools in Los Angeles and Ventura counties, to include the development and execution of annual sales strategies focused on the tactical attainment of new business, sales plan development, forecasting, and ongoing account management.
? Oversaw a portfolio consisting of a 50/50 mix of existing accounts and potential accounts; built territory from $160K to over $500K in sales annually.
? Cultivated key relationships with principals, coaches, athletic and activities directors.
? Consulted with varied stakeholders in assessing customer product needs; conducted regular business
reviews with accounts to identify additional opportunities.
? Provide creative input and design direction for key sales techniques and products, while driving all aspects
of territory direction, planning and management.
? Built and maintained an advanced pipeline of opportunities, created forecasts, and drove performance.
? Named Neff Rookie of the Year in 1998.
EDUCATION
BACHELOR OF ARTS ~ COMMUNICATIONS
California State University-Fullerton