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tracy.j.lewis1@gmail.com
Sales Manager
Special expertise in global technology
Hires, trains, and directs global teams with solid product knowledge, sales, and customer service skills. Department achieved
optimal performance and revenue goals through setting clear expectations and fostering a team approach. Department
exceeded monthly/quarterly/yearly objectives. Recruited, developed and motivated sales staff to expand of a new customer
base. Developed and maintained consistent forecasting accuracy. Managed key performance indicators for team through
meeting with TSR’s to review forecast, KPI’s and key account progress at least once per week. Developed and executed
coherent business strategy through proper training and continual development of sales staff.
• Department Infrastructure: Established team coverage for three domestic territories in North America (including
Federal Government), South America, and Australia.
• Department Growth: Built and transformed department from 11 to 24 Business Executives. Made initial
assessments of individual performance, mentored & hired new sales associates with improved hiring standards.
Collaborated with senior executives on creating more effective compensation program.
• Target Quota: The growth from 2005 to 2008 was significant, my team expanded from 11-TSR’s to 24-TSR’s. With
the growth came an increase in call volume, face-to-face meetings; proposals, and revenue dollars. An increase by
36% for quarterly calls, taking the team from 45 daily calls to 65. 11% increase in 3-5min and over calls, where there
was a minimal of 1-2 per day to 5 daily. Proposals went from 1 per week to 5 per week. Due to this growth my
team’s revenue went from an average of 600k to 3million per quarter.
• Management Liaison Weekly Global Sales Meetings: Direct report to CFO/COO and CEO. Prepared and analyzed
regular reporting on all Sales activities prior to quoting new business (Face-to-Face meeting/Meeting notes,
Proposals, Demos & Forecasting). Worked at the company’s UK office when needed.
• Process Improvements: Established and documented all processes, performance metrics, reporting, and
scheduling of 4 shifts for global TSR coverage. Established guidelines to balance team workload.
• Training: Conducted Sales Management System database training, product knowledge, sales, customer service,
time management, organizational skills, and industry trends. Coordinated day-long workshops, seminars, and hands-
on demonstrations.
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• Contract Negotiations / Pricing: Negotiated multi-year, multi-million dollar contracts, setting prices with purchasing
departments and engineering.
• Revenue: Exceeded quota by 10% to bring in $4M+ revenue during the first 12 months of hire date. Established
processes and reporting to capture additional revenue sources by consistently pursuing upgrades and up sells of
existing and expired contracts.
• Employee of the Quarter Award as top revenue producer.
• Accounting: Prepared pre-expiration invoices to obtain purchase orders, coordinating with legal department for any
billing discrepancies.
• Cross-Functional Relations: Provided support and information on customer trends and feedback to UK and North
American Sales Teams, Support, Solutions Consultants, Finance, Legal, Licensing, and Order Processing.