Please find enclosed my resume, submitted in response to a recent advertisement detailing your need for an accomplished management professional. My qualifications include more than ten years of success overseeing sales, operations, and training functions. In addition, I am bilingual (English/Spanish) and have traveled throughout the US, South and Central America, Mexico, and the Caribbean.
Throughout my career, I have excelled in identifying talent, developing the skills of direct reports, encouraging advancement, and maintaining low turnover rates. Furthermore, my ability to simplify complex concepts/tasks enabled me to make training and follow-up more effective as well as complete projects within strict time and budget constraints. Specific examples of my accomplishments include the following:
â–º Streamlined sales/design processes, shortened the sales cycle, elevated voice of the customer scores, designed and facilitated training programs, and launched and staffed multiple services programs for Home Depot Expo Design Centers.
â–º Led the South Florida branch of Home Depot Installation Services to improve its ranking from 24th in the company to 5th, guided ten sales consultants to achieve $1 million in sales and two sales consultants to achieve $2 million in sales, and maintained turnover at less than 25% in an all-commission sales force.
â–º Closed sales in all but two weeks of 19-month tenure at Great Western Business Services and generated referral business from a majority of customers.
► Doubled the size of Compupay Inc.’s sales team, reduced turnover from 85% to 28% while fueling a 114% increase in sales, and created a six-month training program for sales consultants.
â–º Opened 14 new offices in two years for Labor Ready, personally developed accounts for the US Virgin Islands that were staffed from Puerto Rico, and expanded business into government accounts with higher margins.
Upon your review of my resume, please contact me so we may discuss how my expertise in forecasting, client relations, territory development, coaching/mentoring, and process improvement could be of immediate value to your management team. I look forward to your response and thank you for your consideration.
Sincerely,
Jose R. Santana
Jose R. Santana
900 NW 15 Street * Miami, FL 33030 * 800-863-9098
Sales / Operations / Training Manager
Equipped with more than ten years of experience in rapidly progressive roles, overseeing sales, operations, and training functions for companies in the financial, business services, construction, and retail industries. Excels in developing the skills of direct reports, encouraging advancement, and maintaining low turnover rates. Leverages an ability to simplify complex concepts/tasks to make training and follow-up more effective. Possesses a track record of completing projects within strict time and budget constraints. Bilingual: English/Spanish; has traveled throughout the US, South and Central America, Mexico, and the Caribbean. Is proficient with all Microsoft Office programs and various Internet applications. Areas of expertise include:
* Spearheaded efforts to streamline sales/design processes and shorten the sales cycle for Home Depot Expo Design Centers. Integrated the services team into the retail management team, which created synergies and increased awareness of service offerings. Substantially lessened customer dissatisfaction payouts and elevated voice of the customer scores by increasing quality and expediting response times. Designed and facilitated training programs for sales, negotiation, installation standards, and motivation.
* Led the South Florida branch of Home Depot Installation Services to improve its ranking from 24th in the company to 5th and be selected as the testing ground for new products. Guided ten sales consultants to achieve $1 million in sales and two sales consultants to achieve $2 million in sales. Maintained turnover at less than 25% in an all-commission sales force.
* Closed sales in all but two weeks of 19-month tenure at Great Western Business Services.
* Doubled the size of Compupay Inc.’s sales team, expanding from 50 to 100 representatives in five regional offices throughout the US. Reduced turnover from 85% to 28% while fueling a 114% increase in sales.
* Opened 14 new offices in two years for Labor Ready, including identifying prospective locations, negotiating contracts, implementing advertising strategies, and coordinating staffing; maintained very low turnover rates.
Career Track
HOME DEPOT
District Manager, Expo Design Centers – Services/Southern Division 2007-Present
Was recruited to foster a sales culture for selling services rather than just retail products. Holds P&L responsibility for a $330-million division. Hires, trains, and motivates staff for ten services markets across the southeastern US. Travels throughout the market, including Dallas, Nashville, Atlanta, Charlotte, Orlando, Naples, and southeast Florida, to meet, train, and manage a pool of 2,000+ service providers. Negotiates with service providers to boost margins and works through the district services management team to increase service sales in each market. Sponsors bi-annual training meetings for DSMs and service providers, covering such topics as lead generation, sales, negotiations, closing, compliance, and service excellence.
* Orchestrated the opening of the Home Depot Design Concept (HDDC) store in Charlotte, NC.
* Launched and staffed new initiatives on time and on budget, including the following services programs:
* Sell, Furnish, and Install (SF&I) (rolled out Home Depot turnkey programs into the Expo division).
* Expo Granite Program (provided Expo/HDDC customers expanded choices of granite and marble at the same retail price points as the HD program, but at better margins).
* Expo Stand-Alone Appliance Deliver Program (enabled stores to capture revenue from delivery and installation projects).
* Expo Millworks Program (provided setup, delivery, and installation of special order windows and doors).
* Flooring Spec Conversion (converted all flooring programs to a new pricing system in all markets and became the first Expo division to completely and correctly execute the conversion).
* GC Points System (implemented a new pricing system that leveled retail project pricing).
* Mastered the SORD, SORT, Special Services, and IBMAS400 systems’ market services management functions.
Branch Sales Manager, Home Depot Installation Services – South Florida 2003-2007
Initially hired as a commission sales consultant; promoted in two months to recruit and train a sales force and installation team for windows, storm shutters, roofing, fencing, insulation, and gutters for 48 Home Depot stores from Vero Beach, FL to Key West, FL. Held branch P&L responsibility. Administered the entire sales cycle, from lead entry to completion of installation. Conducted weekly training for all levels. Oversaw the installation of jobs sold through project managers. Recruited installers to increase installation capacity. Spearheaded the launch of new products.
* Developed a lead generation system that leveraged store associates and in-home sales consultants to ensure a constant flow of appointments.
* Ranked among the top five sales managers each month. Earned the Top Manager award in 2006.
GREAT WESTERN BUSINESS SERVICES
District Sales Manager – Dallas, Texas 2001-2003
Directed the sales of businesses and business valuation services for the state of Florida, traveling 3-5 days per week throughout the state to present offerings to potential buyers. Conducted onsite business valuations by analyzing business, market trends, assets, and P&Ls. Worked with the corporate team to advertising and source buyers for prospect companies. Utilized both provided and self-generated B2B sales leads.
* Successfully closed on the first call 45% of the time.
* Generated referral business from a majority of customers.
COMPUPAY INC.
Business Development Manager – Miami, Florida 2000-2001
Hired to enlarge the sales force, boost sales, and decrease turnover. Recruited salespeople with little experience and trained them to work in a B2B environment. Trained sales consultants in the classroom and in the field. Authored training curriculum as well as a training guide for managers. Partnered with IT to develop a website and online payroll product. Collaborated with marketing to design campaigns for online and traditional programs. Staffed and attended tradeshows to promote the company.
* Created a six-month training program for sales consultants, beginning with one week of classroom instruction on product, sales, and prospecting, followed by a field training program for field managers.
LABOR READY
District Manager – South Florida and Caribbean 1998-2000
Managed all aspects of operations and sales for South Florida, Puerto Rico, and the US Virgin Islands. Recruited and trained a sales force of managers to run branches and execute B2B sales of temporary labor. Negotiated rates and created national accounts. Designed marketing campaigns to recruit workers to meet increased order volume. Developed a sales and prospecting training course for managers and outside sales representatives; conducted weekly training meetings.
* Earned a company sales award by personally developing accounts for the US Virgin Islands that were staffed from Puerto Rico and by expanding business into government accounts with higher margins.
Education
Sales and Prospecting Training, Tom Hopkins Academy of Champions
Sales, Training, and Public Speaking Courses, Dale Carnegie
Economics and Liberal Arts, University of New Orleans
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