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Khesa Pinkard Driven Visionary Sales Operations Professional
Khesa Pinkard's Bio:
Khesa Pinkard's Experience:
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Regional Sales Manager (Sales Operations) at Masco Contractor Services
March 2013 - Present | Seattle, WAOversaw Sales Strategy and Execution of Region that consisted of over 45 Sales Professionals located in the Pacific Northwest Region Managed a $60 Million annual budget that grew 25% in 2years. Developed a comprehensive training program for new sales consultants. Reviewed operational records and reports to project sales and determine profitability. Developed and executed Commercial Sales Strategy that grew commercial sales 65% in 2014 Directly advanced relationship with National Home Builder accounts including DR Horton, Pulte, and Lennar Developed Regional pricing policies, including volume discounts high-profile customers and channel partners. ---Analyzed and evaluated the effectiveness of sales, methods, costs, and results Regular report out to President and Senior Executive Leadership on sales and profitability results, market trends, and Regional Sales Strategy Led company wide Sales Compensation Optimization Project Developed quarterly and annual sales budgets
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Regional Manager Customer Service: Strategic Business at Hilti North America
February 2008 - July 2011o Managed Customer Service Team (15 Direct Reports) responsible for handling Hilti's Top Potential Accounts. o Formulated a Strategy to penetrate accounts and grow Customer Service utilization o Created and Implemented a Government Bid Boards Pilot which netted the company more than $250K in new Government Business within a 6 month period o Drove Key Initiatives within Team and consistently outperformed in all Key metrics o Actively Developed and promoted my direct reports within the organization o Consistently drove the growth of Customer Service channel utilization in key markets even during downturn years
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Government Business Specialist East at Hilti North America
February 2006 - February 2008o Set up and developed high potential Government Specialty Contractors & partners for government market segments o Directly implemented training program to develop specific competencies within field sales personnel to attain sustainable, profitable growth in Government sales market o Utilized all opportunities (i.e. Regional Meetings) to perform presentations for new opportunities and update on local market conditions and team performance o Performed seminars within the government community to develop market awareness and effective job-site inspection techniques o Indentified and took actions required for meeting specific market opportunities for increased penetration with existing products and/or new products or services o Gathered, analyzed and reported on market trends, competitive strategies/actions, innovations and other business conditions, which would impact Hilti in the government market
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Government Account Representative at Wright Line
August 2004 - February 2006o Sold Technical Furniture and Systems to Federal, State and Local Government Customers o Worked as a direct manufacturer's representative to government customers. o Functioned as a liaison between the factory and the end user to determine which product configuration best fits their specific need o Managed the installation of products and providing warranty service to existing installations o Acted as the single point of contact for all inquiries regarding our manufactured Products within my geographic territory o Quoted and closed projects utilizing the GSA schedule and various other state and local contracts o Acted as a resource to local dealers and resellers by providing assistance to them and aided them in closing deals utilizing our manufactured Products o Provided detailed forecast reports to aid our manufacturing plant in planning production schedules and coverage
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Outside Sales Representative at Spacesaver Systems Inc
October 2000 - August 2004o Designed and sold Information Management Solutions to High Tech, o Commercial and Government customers o Actively marketed to the architectural and design community o 100% New Account Development o Sold and oversaw installation of records management software and storage products o Actively marketed through Professional Trade Organizations o Created and maintained Professional Networking opportunities o Produced over 1 million dollars of new sales business within first year of hire o 1st Sales Call was a cold call that resulted in an $80K order o Top sales performer
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Showroom Sales Associate at Ferguson Enterprises
January 1999 - October 2000o Sold bath and kitchen products to Architects, Designers, Builders, Plumbers and End Users o Aggressively found new ways to increase sales revenue o Trained Sales Consultants o Made Showroom Display Decisions o Was the #1 Top Producing Sales Consultant in Branch o Set Branch Record of being the first Showroom Consultant to sell $100K+ in product within the first three months o Completed Kohler training program o Consistently produced $100K+ in sales each month o Sold Kohler and Kallista Products o Winner of Kallista Sales Promotion o Winner of various cash bonuses from Kohler Company for sales made during the year 2000 o Winner of various sales awards and bonuses
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Regional Sales Manager at Hilti
July 2011o Managing a Team of 10 Outside Sales Account Managers in the states of Washington, Alaska, and Oregon o Regularly coaching team members on performance and toward achieving outstanding results o Setting local trade pricing and pricing agreements with key customers o Delivering over proportionate growth the to organization. Region was at 70% of plan when I took over. Team finished at 109% of plan under my leadership in 2011. o Increasing overall Gross Margin throughout the Region 2.7% o Achieving an Overall Regional Sales Growth of 23% in 2011. Currently on pace with 20% growth in 2012 o Driving Key Initiatives with Team and consistently outperforming in all Key metrics o Leading an engaged, focused, and motivated sales team o Actively developing and promoting my direct reports within the organization and within their current role
Khesa Pinkard's Education:
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University of Maryland University College
2007 – 2009MBA -
Hampton University
1993 – 1998BAConcentration: Sociology