Sincere passion for driving results while working in complex selling environments within diverse industries including consumer products, commercial real estate, food and beverage, government and hospitality. Excellent multi-tasker, with the ability to translate strategy to implementation through execution. Particularly effective in net account growth and portfolio development with major corporations including US Foods, Choice Hotels International, The
Sincere passion for driving results while working in complex selling environments within diverse industries including consumer products, commercial real estate, food and beverage, government and hospitality. Excellent multi-tasker, with the ability to translate strategy to implementation through execution. Particularly effective in net account growth and portfolio development with major corporations including US Foods, Choice Hotels International, The Coca-Cola Company, and Eastman Kodak. My strengths include the proven ability to develope, manage and close sales strategies that exceed customer needs while accomplishing corporate objectives.
Specialties: account management, b2b, business development, business solutions, change management, closing, coaching, competitive analysis, concept development, customer service, ebusiness, financial reporting, forecasting, government, market development, marketing, market strategy, market analysis, negotiations, positioning, real estate development, safety, sales, site selection, strategic planning, strategic partnerships.
National Account Manager @ Manage US Foods strategic direction in driving mutually beneficial long term business relationships with national and regional hospitals, healthcare and long term care facilities. Conduct business reviews and compliance analysis with key decision makers to ensure alignment with GPO volume goals and objectives. Develop alliance partnerships with customers, brokers, suppliers, and internal resources to increase net account growth and account penetration while engraining US Foods' value added technologies, foodservice products and supply chain processes, which offer relevant solutions to meet customer needs and anticipate industry trends. From March 2014 to Present (1 year 10 months) Manager @ Responsible for net account growth and account penetration of food and food related products within single, multi-unit, and regional restaurant concepts. Conducted customer business reviews, to ensure profitable volume growth across categories within accounts. Orchestrated customer solutions with brokers, suppliers, and marketing alliance partners to meet customer need. Developed sales strategies to address customer needs and anticipate industry trends. Leveraged proprietary technologies, ecommerce, logistics and marketing tools to exceed customer expectations while earning long term mutually beneficial business relationships with key decision makers. From December 2012 to March 2014 (1 year 4 months) Emerging Markets Director @ Expanded the company’s franchisee base by penetrating untapped customer segments and identifying new business development opportunities within non traditional client segments. Closed 33 Choice franchises with 31 non-hoteliers from 2007-20011. Participated in departmental strategies and achieving sales goals. Created strategic plan to develop hotels to support healthcare facility expansions.
Appointed to Diversity Advisory Council 2011.
= Presidents Club Award Recipient 2009.
Presidents Club Award Recipient 2008.
Named Salesperson of the Year Award in 2008. From October 2006 to December 2011 (5 years 3 months) Professional Mobility Consultant @ Sold durable medical equipment profitably to physicians, healthcare facilities and the mobility impaired;
while maintaining rigorous adherence to all applicable federal, state and payer regulations and guidelines.
Facilitated the distribution and training of $1,200,000.00 in medical equipment sales in (2005).
Developed long term business relationships with physician facilities resulting in 130%increase in online ordering activities.
Implemented creative marketing strategies resulting in 120% increase in sales. From January 2004 to October 2006 (2 years 10 months) Independent Contractor @ Executed procurement management processes relative to strategic business furniture solutions for the Federal Government. Negotiated Request for Proposals with Contracting Officers within restrictive governmental policies and procedures.
Established alliance partnerships with agencies which bundled furniture and supplies ordering.
Provided onsite move management during furniture installations to reduce client labor cost. From December 2003 to March 2006 (2 years 4 months) Account Representative @ Identified and closed essential office products and business furniture opportunities within commercial accounts. Negotiated contracts with economic buyers, and developed strategic action plans, to ensure profitable growth.
Achieved revenue, gross margin and sales goal via (100%) cold calling of new business.
Managed day to day relationship with existing customers.
Coordinated move management with contractors relative to installations and building access. From September 2001 to November 2003 (2 years 3 months) McDonalds Account Manager @ Developed strategic local store marketing initiatives. Generated profitable volume growth for Coca-Cola, while implementing national objectives with a local focus.
Analyzed existing sales analysis and developed a strategic plan for product growth of Minute Maid Orange Juice and Premium Nestea; resulting in regional volume increases of 22% and 9%, respectively.
Devised targeted advertising strategy, resulting in increased revenue of $500K.
Designed a partnership-marketing plan, to optimize Coca-Cola beverages, which increased sales by 5%.
Created consumer-purchasing incentives that increased sales by 35% in the first quarter.
Developed aggressive in-store merchandising strategies that increased market share by 15% in 1998. From September 1997 to July 2001 (3 years 11 months) Sales Development Manager @ Developed inventory control procedures for distribution centers, to promote efficient packaging, and prompt product delivery. Managed the advertising strategy with Arnold Communication, and McDonalds marketing executives to ensure that the programs supported franchisee objectives. Managed the marketing budget for the Northeast Region ($1MM).
Coordinated the strategic planning with food wholesalers to optimize distribution logistics.
Developed and managed the addition of four profitable beverage brands based on demographic preferences which increased sales volume by 8% percent in the first quarter. From September 1995 to September 1997 (2 years 1 month) Account Executive II @ Developed and implemented targeted volume driven programs for the local market.
Developed and managed “Total Beverage Program” which was adopted by the company.
Trained Territory Sales Managers to help increase market share.
Increased in market share from 12% to 18% in twelve months; a first for this territory.
Converted more than 250 beverage accounts from the leading competitor.
Exceeded sales volume quota in 1994 - 111%. From April 1994 to September 1995 (1 year 6 months) Senior Sales Representative @ Identified and developed new sales opportunities while expanding value-added services to existing publishers in the billion-dollar print and print-related service industry. Coordinated bid responses for commercial print production of an array of print media in the Mid-Atlantic Region of the United States.
Generated $2,500,000.00 while cold calling on commercial and governmental entities.
Sold three new commercial accounts in the Caribbean worth $2,000,000.00.
Increased territory sales from $1,300,000.00 to $5,200,000.00 in 1994. From October 1988 to March 1994 (5 years 6 months) Sales Account Executive @ Controlled the quality and cost management of budgets relative to buying, advertising, merchandising and promotional activities in major photography and department stores. Developed the merchandising action plan.
Increased volume of $10,000,000.00 territory average of 12% two consecutive years.
Recognized for improving customer satisfaction with two-million-dollar accounts.
Initiated and managed the merchandising program, From May 1986 to September 1988 (2 years 5 months)
Bachelor of Science (B.S.), Accounting @ Florida Agricultural and Mechanical University From 1979 to 1984 Charles A Gilbert is skilled in: Marketing Strategy, Competitive Analysis, New Business Development, Strategic Planning, Negotiation, Sales, Sales Operations, Strategy, Selling, Account Management, Contract Negotiation, Budgets, Customer Satisfaction, Program Management, Management
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