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Business Development Manager -  Northern California, WA, OR

Accounting & Finance

A former specialty sports retail store owner with 20+ years of sales & sports marketing experience. Consistently a top sales performer, and in 2014-2015 turned around an under-performing territory resulting in 100%+ sales growth. Expertise in new business development and small and mid-market account management for sports manufacturers including performance food/beverage, soft goods, and hard goods. Experience in sports marketing includes field event marketing, sponsorships, sponsored athlete relationship management, and POS marketing, promotion, merchandising strategies. Successfully identified and executed field marketing events such as the LA Marathon and Sea Otter Classic, Escape from Alcatraz.   




Direct sales and account management of a $1.5 million territory with the intent to increased product sales hunt for new client services, solution processes, and training for product rollouts. Initiate project management on new client implementation and direct new sales initiatives.

•	Identified potential customers and developed relationships with small to large business clients. 
•	Generated customized sales quotes, recommended related products, ensured contract details were registered and approved and assisted with product configurations for approximately 500 clients in Northern California, Washington, Oregon.
•	Owned the territory's performance including profit and loss, benchmark loss ratios, commissions, and submission activity including any corrective refresh programs for underperforming health clubs.
•	Provided market feedback regarding competitive offerings, prospect needs, and generated product development ideas.
•	Evaluated customer blueprints and equipment needs to prepare customized sales quotes.
 


Turned around underperforming clubs resulting in sales revenue growth by more than 97%. Responsible for the coaching and development of 45 personal trainers and ensuring personal trainers achieve business growth by hitting sales (sessions) targets. Led recruiting, objective setting, education, and performance monitoring of the personal training staff.  

•	Designed and implemented a strategic business plan to increase Club revenue by improving client retention and growing new client acquisition. 
•	Train personal trainers in sales techniques enabling the team to achieve client growth hit sales targets and increase club revenue.
•	Lead the educational development of the personal training staff by creating training materials and facilitating the education of the latest industry fitness trends.
•	Lead recruiting and on-boarding of new trainers by teaching Equinox fitness assessment, program design, five-star member service, and ensuring the trainers have strong customer service skills.


Business Process Development Manager

Provided consultative sales and account management to existing and new B2B, Specialty Retail & Health Club accounts. Responsible for the training and development of a small sales and field marketing team. 

•	Identified specific sporting events and promotional opportunities in the territory to drive brand awareness, brand affinity, and new product adoption.
•	Helped create and organize an event of 30+ of the world's most prominent journalists and bloggers for a three-day cycling event in the Alps to build excitement for an upcoming launch of Polar’s new Cycling Computers. 
•	Organized and orchestrated a successful promotional campaign for Polar’s Ride How You Feel and The Comm-Utah Ride project through effective social media activation. 
•	Consistently the top sales performer in the organization, and successfully turned around underperforming territories. Awarded Top Sales Rep in 2014 for increasing annual sales volume by 154% within the sales territory in the electronics wearable space.
•	Achieved 84% revenue growth in the small to mid-major specialty retail space and achieved 20% revenue growth in the health club space in 2013. 
•	Effective prospecting resulted in closing an average of 52% of all new business.
•	Orchestrated successful promotional campaigns through effective sell-in merchandising programs to key retailers that increased brand penetration in the territory by 26%.


Territory Sales Manager, California, NV, AZ, HI

Keith McDonald is a Business Development Manager - Northern California, WA, OR at Technogym USA Corp in Sausalito, CA.

Keith McDonald

Keith McDonald

Keith McDonald

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University of Colorado

University of Florida