Phil Zucker

• Consistently rank as Top-3 Salesperson annually, in Volume
• Exceeded monthly quotas by an average of 50%
• Highest Gross Per Vehicle, nearly 35% higher than 2nd Top Sales Rep
• Ranked 2nd in Total Annual Gross in dealership (approx. $1 million in front-end gross in 2024, approx. $45k less than Top Gross Rep), while selling 30% less vehicles than Top Ranked Volume Sales Rep.
• 3rd in Total Volume Sales, 2nd in Total Gross, 1st in Gross Per Vehicle.
• Build a massive book of business, of loyal clientele
• Established key client relationships, increasing retention and satisfaction through personalized service.
• Employed effective problem-solving techniques, increasing client satisfaction.

Generated revenue utilizing a consultative selling approach in the sale of Waste Management and Waste Management Recycle America services to assigned accounts. Additionally responsible for prospecting and closing to achieve budgeted sales goals by developing and implementing sound selling strategies that ensure revenue growth by selling to new customers.

• Remote/ Field / B2B (30% Travel within 5 state territory AZ, TX, NV, UT, NM)
• Established and maintained a high level of customer satisfaction; resolved unique customer issues; ensuring sales goals meet or exceeded.
• Effectively managed prospects by developing sound marketing plans.
• Matched company services with customer needs by demonstrating knowledge of customers, pricing and competition; effectively communicated pricing and service strategies; proactively engaged other Waste Management business opportunities.
• Used in-depth industry and company knowledge, prepared complex proposals and made recommendations on equipment optimization.
• Proposed customer solutions that are compliant with local, state and federal regulations.
• Built Relationships, Communicated with Impact, Demonstrated Adaptability, Integrity and Professionalism; Negotiated, Managed Work/Time Plan and Used Ethical Practices

In charge of business development for this (5) state west coast remote outside sales territory. Worked in partnership with Corporate Sales Leaders to put together an aggressive growth plan to ensure clients understand the capabilities of our Digital & Print recruitment advertising solutions which included extensive partnerships with social media platforms and search engines. Ensuring overall long -term growth strategy. Examined market with a focus on clients with a consistent large-scale hiring need.

• Remote/ Field / B2B (40% travel within my 5-state territory - AZ, TX, NV, CA, NM)
• Scheduled weekly meeting with current and clients via online conferences and onsite visits; via outreach via phone, email and blind site visits.
• Potential client visits consisted of a true consultative approach to sales process in which I uncovered areas of concern/current shortcomings by each client’s current partners; inevitably setting the table for clients to give us the opportunity to work with them.
• Handled contracts from pricing negotiation to close
• Educated customers on product features based on their business's needs.
• Negotiated prices and terms of service; Prepare contracts and submit orders.
• Meet or exceeded established monthly, quarterly, annual sales goals.

Exhibited a hunter-type mentality to uncover new business by deep discovery and engaging with clients. Displayed thorough knowledge of services offered and competitor products; ability to present competitive advantages. Built strong rapport by utilizing relating skills and asking clarifying questions to anticipating client needs.

• Remote / Field / B2B.
• Finished 1st in sales for all USA Sales reps in 2016 (150+reps) Finished as the #1 rep in sales for Western Region in 2016 (50+reps); Finished 1st Quarter of 2016 at 315% of quota.
• Prospected for new partners, identifies new sales opportunities and creates a business pipeline.
• Contacted new and existing customers to discuss their needs, answer questions, and identify solutions offered by our products and services.
• Educated customers on product features based on their business's needs..
• Negotiated prices and terms of service.
• Prepared contracts and submit orders.
• Meet or exceed established monthly, quarterly, annual sales goals.

Internal Promotion from sister company IQWARE TECHNOLOGIES

Collaborate with Senior Executive Team to design customized customer solutions that generate a positive ROI for the customer and company; Ensuring overall long-term growth strategy. Analyze market data/competitive landscape; analyze and assess customer knowledge against strategic capabilities of our company and communicate value proposition to customer. Drive new business and recommend business opportunities to CEO based on project attractiveness and risks.

• Field Sales / B2B /SaaS (25% travel nationwide)
• Motivate & Mentor Account Managers.
• Develop and make business case presentations to clients.
• Refine and manage the proposal development process.
• Lead contracts to closure and facilitated the transition of a client relationship to implementation team.
• Oversaw implementation of product, program transition strategies & proposal development activities.
• Lead select initiatives as directed by CEO.
• Conducted management reviews of the status of select programs.

Assisted in Sales Department budgets; reviewed operational records to project sales and determine profitability. Established effective client relationships; encouraged feedback to improve existing operations and increase profitability. Lead Product demonstrations and contract negotiations. Supported Sales Team in writing proposals & closing contracts.

• Field Sales / B2B /SaaS (25% travel nationwide)
• Dealt directly with C-Level top-level decision makers via phone, web-x & site visits; (CEO, CIO, COO, etc.) within medium and large sized companies.

• Company Overview: #1 Mercedes-Benz Dealer in the Region
• Utilized relentless work ethic and drive to maintain a leading sales volume. Built extensive book of repeat loyal clientele; ensuring long-term business development. Negotiated client contracts to ensure proper cost in order to maximize both revenue and sales growth. Maintained knowledge of current sales and promotions.
• Inside Sales / B2C
• Achieved Co-Salesman of the Year (2009 & 2010), top 2 producer both yrs.
• #1 Producer 5 of 12 months, 10 of 12 months was Top 3 Producer in company. (2009-10) amongst 35+ salesmen.
• Set monthly Company Sales Records which had previously stood for 10+yrs prior.
• Grew sales from $12.6 million to $14.2 million in 2010.
• Exceeded Regional Annual Sales targets by 25%+ 2008-2011.
• Increased personal Sales Revenue by 20% in 2008-2009.

Redesigned menu, property layout and renegotiated terms with vendors. Responsible for all staff hiring, training, performance evaluations, ordering and overseeing all day-to-day operations. Established a strong, local client base of repeat clientele; ensuring lasting business growth. Fused front & back-of-the-house staff to create an organized supportive team committed to superior guest service.

• Increased bottom line 17% in 1st year by initiating joint forecasting with distributors to reduce inventory, renegotiated all vendor contracts and purchases to insure proper buying margins and profitability.
• Established additional revenue channels generating a six-figure profit increase in first year directly from coordinating and managing the successful execution of all special events, weddings and weekly upscale dinner parties.
• Directly managed staff of 50+ employees within restaurant/lounge.
• Developed and implemented strategies to increase sales through various marketing channels to maximize profitability.
• Decreased labor costs by nearly 15% by training employees on multi-tasking and encouraging Store Managers to become hands-on, ready to perform any task when needed.