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A client-centric and collaborative senior-level technology sales and new business development leader with extensive experience marketing consumer electronics, Pro Audio-Visual (AV) products, cinema,  software, gaming, and online security to major retailers. Recognized for outstanding sales achievement and consistently exceeding revenue goals. 

Communicates & interacts well with cross-functional teams and capable of developing commercial and distribution channel partners. Employs interpersonal skills, critical thinking, and analytical problem solving for handling multiple tasks simultaneously in fast-paced, ambiguous situations. 

Adaptable and flexible, willing to travel to national markets to meet with key decision-makers, executive teams, and stakeholders for global distributors. 

I am diligently seeking a full time sales professional position and live an active lifestyle for I am an avid skier and road cyclist. Basically, I am passionate about health, fitness and outdoor sports activities and feel that my valuable sales experience can bring a positive impact to any company.

Identified and evaluated sales opportunities and generated customized client solutions. Managed the whole sales process from lead generation, quotations, negotiations, contract closings, to post-sales.

-  Created sales pipelines and document progression by utilizing internal CRM tools to report weekly updates to superiors. Collaborated with end users, designers, contractors, facility managers, & Pro Audio-Visual integrators on the number of seats and strategic placement for maximum visibility.

-  Turned around an under-performing territory and generated $800K within a year.

-  Contributed significantly to increasing company trade growth 6% in a fiscal year that was projected to come in flat.

Territory Sales Director

Managed the screen display commercial sales distribution network that included Pro Audio-Visual dealers and manufacturing representatives. Oversaw all business and go-to-market functions for Stampede’s distribution for Cima line of projection screens. Educated and trained strategic partners & re-sellers within the AVIXA and CEDIA marketplace on Stewart’s product lines and projection technology.

- Developed new commercial business opportunities which included large screen displays and laminated interactive glass panels by aggressively prospecting and qualifying potential accounts. 

- Partnered with key decision makers at the corporations/enterprise, solutions integrators, universities, AV consultants, and architects for analyzing large screen designs and specifications. Reviewed architectural drawings to provide specific product recommendations for proper space allocation.

- Generated $2.5M in revenue and increased total sales 46%.

Western Regional Sales Manager

- Expanding brand awareness through research development. 

- Managing all phases of business strategies including presentation, negotiation and implementation. 

- Industry: Health, Wellness and Fitness; Consumer Electronics (Activity Tracker) 

Sales and Business Development

- Identified, developed and executed the retail 3D eyewear business plan and sales strategies.

- Created packaging for 4 licensed movie themed 3D eyewear as new retail product. 

- Improved and increased distribution to maximize sales by growing current product by 28%. 

- Collaborated, negotiated and managed all phases of communication between retail accounts, vendors and internal departments including legal, marketing, finance and operations.

National Account Sales Manager / Business Development – Retail

- Manage day-to-day sales and marketing of McAfee’s award winning Anti-Virus, Internet Security and Total Protection products to distributors, retailers and e-tailers. 

- Responsible for $13M to $15M in North American gross revenue.

- Consistently hit total sales plan for all accounts in the last 12 quarters. 

- Received National Account Manager Award for 2nd and 3rd Quarter 2010, President’s Club 2011 recipient. 

- Implement sales and marketing strategies within Amazon, Buy, Costco, Fry’s Electronics, Newegg and Target.

- Collaborate with marketing and retail sales group to design unique creative promotions and incentives to drive sales at retail within a highly competitive market.

- Manage all phases of communication between retail accounts and internal departments including brand, packaging, finance, operations, marketing and sales.

National Account Manager – Consumer Sales

- Directed and executed all new PC and video game releases and key priorities for over 70+ multimedia pubishers and Navarre software exclusives including Symantec, Adobe, Encore, McAfee, Roxio, Disney, Lucas Arts, THQ, and Square Enix to key retailers such as Costco Wholesale, Fry’s Electronics and Hollywood Video.
 
- Responsible for $70M to $80M in North American gross revenue in PC software and video games. 

- Consistently hit total sales budget for all three accounts in 12 out of 13 quarters. 

- Managed a $32M to $45M key PC warehouse club account; collaborated with the publishers to design unique and innovative offerings with this margin-constrictive account in a highly competitive category. 

- Grew a key video game warehouse club account by 21% in fiscal year 2006.   

- Progressively developed a key PC western electronic superstore account 12% to 16% in sales year over year by adding new product lines and aggressively executing marketing promotions with current publishers.

- Increased video game business by 12% three years straight for same key western electronic superstore.

National Account Manager

- Directed and executed all new PC and video game releases for over 5 brand groups with 62+ new title launches each year.

- Consistently surpassed management established sales goals for each quarter by +10% to +30%.

- Received National Account Manager Award for 2nd Quarter 2002.

- Responsible for $30M to $40M in North American gross revenue with key growth accounts including Costco Wholesale, Fry’s Electronics, Fred Meyer, Best Buy Canada, FutureShop, London Drugs, Rogers Video and Amazon.

- Led the negotiation and signing of Amazon as a new direct account which generated $2M.

- Created and organized the first Fry’s Electronics midnight release event for games on both WarCraft III & WarCraft III Expansion Pack.

Susan Wilhite is a Territory Sales Director at VIP CINEMA SEATING in Redondo Beach, CA.

Susan Wilhite

Susan Wilhite

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