Summary
Overview
Work History
Education
Skills
Accomplishments
Languages
Timeline
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ELIZABETH ESPANTA

Pico Rivera

Summary

Dynamic Business Development & Sales Manager with a proven track record at OMI Specialty Products, excelling in team leadership and client relationship building. Achieved consistent sales targets through strategic negotiations and effective training programs, driving revenue growth and enhancing customer satisfaction. Skilled in data analytics and forecasting to identify new business opportunities.

Overview

26
26
years of professional experience

Work History

Business Development & Sales Manager

OMI SPECIALTY PRODUCTS
11.2019 - Current
  • Mentored junior sales team members, providing guidance and support to help them achieve their individual goals and contribute to the overall success of the team.
  • Conducted win-loss analyses after each major sales campaign to identify areas for improvement and implement necessary changes moving forward.
  • Maximized profitability by conducting detailed competitor analysis and adjusting pricing structures accordingly.
  • Leveraged data analytics tools for insightful market research to identify emerging trends and capitalize on new opportunities.
  • Organized successful trade show participation, generating valuable leads for the company''s products or services offerings.
  • Optimized product offerings for key customer segments based on thorough market research and customer feedback analysis.
  • Collaborated across departments to ensure seamless integration of product launches into existing portfolios and maximize cross-selling potential.
  • Enhanced client satisfaction levels through attentive account management and consistent follow-up on project status updates.
  • Built a high-performing sales team by recruiting top talent, providing ongoing training, and fostering a collaborative work environment.
  • Negotiated favorable contracts with vendors to minimize costs while ensuring quality products or services were delivered on time.
  • Implemented a performance-based incentive program that motivated sales team members to exceed targets and increased overall company revenue.
  • Achieved sales targets consistently by setting clear objectives, monitoring progress, and implementing corrective actions when needed.
  • Increased revenue growth by identifying new business opportunities and establishing strategic partnerships.
  • Developed comprehensive sales training materials, empowering team members with the tools they need for success in their roles.
  • Generated new business with marketing initiatives and strategic plans.
  • Negotiated and closed long-term agreements with new clients in assigned territory.
  • Reached out to potential customers via telephone, email, and in-person inquiries.
  • Established relationships with key decision-makers within customer's organization to promote growth and retention.
  • Represented company and promoted products at conferences and industry events.
  • Monitored market trends and competitor activities to identify areas of potential opportunity.
  • Performed client research and identified opportunities for account growth, account penetration, and market expansion.
  • Kept meticulous client notes and updated account information in company databases.
  • Achieved sales goals and service targets by cultivating and securing new customer relationships.
  • Collaborated with upper management to implement continuous improvements and exceed team goals.
  • Resolved problems with high-profile customers to maintain relationships and increase return customer base.
  • Managed accounts to retain existing relationships and grow share of business.
  • Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
  • Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement.
  • Implemented systems and procedures to increase sales.
  • Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
  • Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
  • Compiled and analyzed data to determine approaches to improve sales and performance.
  • Collaborated with advertising group to create uniformity between advertising messages and retail incentives.

Sales Manager

BLUE SKY INDUSTRIES, INC.
04.1999 - 09.2019
  • Define and lead the inside sales team activities. Ensure system for prompt and accurate entry of orders and reliable feedback to customers and partners.
  • Maintain regular contact with key customers, outside sales force, and support organization.
  • Oversee, train and mentor sales team and provide the tools and processes to generate quotes, offers and business proposals which meet the company guidelines and schedule of approvals.
  • Develop demand plan and orders/sales forecasts
  • Maintain and apply a strong understanding of the requirements of the Sales and Customer Programs purchasing requirements
  • Review incoming requisitions for accuracy and completeness; resolve any problems on the requisitions with the appropriate department
  • Contact department or initiator to clarify or complete information and resolve any problems on the requisitions
  • Determine method to process requisition based on value, timeliness required, existing open contracts, and/or competitive bidding
  • Contact suppliers to obtain competitive price, determine availability, terms, and delivery schedule regarding specific requisitions; evaluate quotes from various sources and recommend awards
  • Develop and prepare purchase orders, agreements, bids and contracts; process all paperwork related to purchases including purchase order revisions
  • Quotations (verbal and in writing) for stock and non-stock items (will source and spreadsheet if need be with Purchasing), for contract, quote entry and follow-up of quoted items with the customer.
  • Pro-actively monitor open order book, identify potential issues, and work cross-functionally to take necessary actions that ensure delivery performance
  • Maintain a professional yet personalized relationship with assigned customers. Grow existing customers by ensuring excellence in service and on-time responses.
  • Negotiates price, freight, terms, etc.
  • Drive revenue and profit through both inbound and outbound calls by utilizing persuasive sales techniques
  • Performs other duties and responsibilities as assigned or required
  • Assist in the training of less experienced as required
  • Attend departmental and/or company-sponsored meetings or training, as required
  • I understand the Aerospace Fastener world fairly well on; Airframe Screws and Bolts: including NAS, MS, NASM, AN, as well as OEM part numbers (BACB, ABS, GAB, ETC), MS14181 Series of Spline Bolts. HI-LOKS, HI-LITES, HI-TIGUES, BLIND RIVETS & BLIND BOLTS, BUSHING on BACB28 and NAS, solid rivets to mention a few
  • I worked with accounts that were anywhere from MRO, LTA, AOG, and day to day inquiries
  • I also know how to work ILS, Partsbase, Quantum / component control and AeroXchange


Education

Business Administration And Management

Buena Vista Community College
Storm Lake, IA
01-1996

Skills

  • Effective Sales / Purchasing Manager
  • Team leadership
  • Verbal and written communication
  • Decision-making
  • Client relationship building
  • Negotiations
  • Training and mentoring
  • Goals and performance
  • Team building
  • Cost management
  • New business development
  • Forecasting
  • Cold calling

Accomplishments

  • Created with IT auto pricing program, resulting in moving inventory and offering customer support 24/7
  • Created along with management and IT the dashboard
  • Got Olympic now OMI to save a lot of money by becoming more digital vs. printing
  • Got Olympic to move to a new ERP resulting in speed and accuracy
  • Developed a new team "hardware" bringing our customers and 45 million dollars from Nov 2019 - present with little to no stock

Languages

Spanish
Native or Bilingual

Timeline

Business Development & Sales Manager

OMI SPECIALTY PRODUCTS
11.2019 - Current

Sales Manager

BLUE SKY INDUSTRIES, INC.
04.1999 - 09.2019

Business Administration And Management

Buena Vista Community College

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ELIZABETH ESPANTA