Dawn Speranza

About Dawn Speranza

Highly accomplished Sales Professional that consistently breaks records in lead generation and revenue attainment; Successful track record of identifying, qualifying, and closing new customers and expanding business from existing accounts. Effective at establishing and developing rapport and communication with management, vendors, customers and employees on all levels. Gain trust and confidence through integrity, customer service, and outstanding performance. Highlights:Customer Relations / Business to Business: Instrumental in promoting increased customer service and satisfaction by instituting a friendly, supportive and product-based approach to meeting needs. Listen and analyze customer feedback in order to formulate effective solutions to customer situations/problems.Sales Experience: Highly energetic Inside Sales Representative who consistently exceeds revenue goals. Exceptional interpersonal communication and leadership skills. Diligently follow-up with all leads to drive new business.Technical / Product Knowledge: Proven ability to retain technical information, product knowledge, and to translate this information into product application and customer benefit. Quota-surpassing sales representative: History of exceeding employer expectations across diverse industries. Enjoy talking to people and establishing a longer-term, loyal customer base. Double digit percentage growth for bookings over the last 10 years consistently. Consistently achieved targeted gross margin on all orders

Experience

1. Regional Sales Manager

   Trojan Technologies

   Mar 2023 — Present

   Responsible for growth and expansion of direct sales and profit margins within assigned accounts and/or territory/region on products or services. Establishes professional relationships with key personnel in customer accounts. Meets assigned targets for profitable sales volume and margin dollars.Pricing and Commercial Terms• Responsible for determining price levels and commission for all projects in territory.• Main point of contact for Customers, Consultant Engineers, Regulatory Agencies, Contractors and Representatives.• Responsible for all Purchase Orders and sales targets.• Responsible for negotiation of Terms & Conditions.• Negotiate resolution to contract and/or payment issues.Business Planning• Accountable for development and achieving in forecasting quarterly, annual & long-term territory, and PO. • Develop sales goals into an annual comprehensive territory execution plan for each Representative firm.• Identify any trends or issues that could affect the market place.• Identify any potential sales opportunities and provide required information for business cases to be developed.Channel Partner Relationships• Establishes & maintains effective day to day operational relationships with channel partners, agents, OEM’s within the assigned territory. • Responsible for the hiring and termination of, and daily management of, Representatives withinassigned territory.• Leads by example and works with Representatives to ensure quarterly and annual sales targets are understood, constantly in view and met (if not exceeded) for the assigned territory.• Ensures daily management of Representative performance on a project-by-project basis by using the Project Funnel.• Reviews performance with Representatives when shortfalls in activities or outputs emerge. • Utilizes effective management processes, performance management & coaching approaches to improve Representative performance.• Conducts annual Performance Assessments of assigned Reps.

Education

• Tompkins Cortland Community College

  Associate of Arts and Sciences (AAS), Business Administration and Management, General

  2004 — 2008

Skills

• Key Account Management
• Recruiting
• Water Treatment
• Contract Negotiation
• Selling
• Business Planning
• Business Development
• Human Resources
• Communication
• Work Well Independently
• Direct Sales
• Product Development
• Cross-Functional Team Leadership
• Forecasting
• Contract Management
• Filtration
• Product Management
• Sales Management
• Market Development
• Negotiation
• Sales
• Proficient Communicator
• Account Management
• Sales Operations
• Manufacturing
• Customer Service
• Customer Satisfaction
• Training
• Engineering
• New Business Development
• International Sales
• Computer Proficiency