ROBERT E.

RIVERS
3819 Greenhill Drive
Atlanta, GA 30341
(770) 234-0741 Home (404) 663-0485 Cell rr
623272@westpost.net

Sales Professional
High-performing sales professional with 14 years of success in generating revenu
e and securing clients. Proven ability to lead business development efforts, ex
pand customer base, and increase revenue potential within organizations. Utilize
s consultative approach to assess client needs and provide solutions that meet c
lients' strategic goals. Skilled in improving customer retention levels within h
ighly competitive markets. Consistently exceeds objectives and increases bottom-
line profits for employers. Recipient of numerous sales awards for repeatedly ex
ceeding sales goals and forecasts, and creating win-win client solutions. Quick
learner and excellent communicator with an ability to perform well in a multi-ta
sking environment.

AREAS OF EXPERTISE

Cold Calling * Client Relations * Territory Development & Management

Strategic Planning * Proposal Development * Sales Promotions *
Team Leadership * Training & Development

EXPERIENCE
GORDON DOCUMENT PRODUCTS, Atlanta, GA 2005-Present
Document management solutions firm.
Sales Manager
Report directly to company President. Interface with sales representatives and c
ustomers, spending majority of time in the field. Drive revenue growth through
managing, coaching, and motivating sales team. Establish overall sales objective
s as well as those for product line sales and net sale profit goals. Produce acc
urate and timely sales forecasts and activity reports for senior management. Tra
in sales representatives on product knowledge, selling skills, customer needs an
alyses, and sales cycle. Implement and enforce policies, procedures, and process
es to support corporate objectives. Facilitate the generation of $2.2 million i
n solutions sales that in turn generate $4 million in service revenue. Manage te
am of six to eight sales representatives.
Achievements:
* Implemented an innovative activity-based point system to capitalize on and rei
nforce sales-generating activities. Resulted in 1% growth in revenue and 27% gro
wth in profit for FY2009.
* Established regular schedule of 'ride alongs' with sales reps to increase acce
ss to management, and facilitate hands-on training and closer observation of sal
es activities. Resulted in more accurate analysis of customer requirements and t
he uncovering of various hidden costs, contributing directly to the profit incre
ase of 27%.
* Achieved nationally-recognized Certified Document Imaging Architect (CDIA+) ce
rtification acknowledging competency and professionalism in the document imaging
industry.
* Exceeded 125% of team quota on multiple occasions; received Sales Manager of t
he Month award in recognition for May 2006, April 2007, September 2007, fourth Q
uarter 2007, February 2008, August 2008, October 2008, May 2009, June 2009, and
September 2009.
Account Manager 2003-2005
Reported to Director of Sales. Tasked with growing sales in downtown Atlanta sa
les territory. Quota was $25K in equipment sales that brought in four times that
in related service revenue. Conducted product and sales training for entire sal
es force, mentoring new sales representatives to instill proper work ethic and s
alesmanship skills.
Achievements:
* Achieved 126% of plan in 2005 to win Top Account Manager award.
* Increased territory sales by over 100% in 2004 and 2005, growing region from o
ne of lowest commercial territories in sales revenue to one of the largest.
* Acquired Fourth Floor Certification from Lanier Worldwide.
* Recognized as one of the top three national producers for Konica Minolta in th
e territory of Georgia, and one of the top 300 nationwide.
* Attained over 300% of plan five times to win Sales Representative of the Month
award.
* Awarded Sales Representative of the Year in 2005 after winning Sales Represent
ative of the Quarter for four consecutive quarters.

ROBERT E. RIVERS PAGE TWO

LITIGATION DOCUMENT SERVICES, Atlanta, GA

2002-2003
Document management firm providing legal and business copying services.
Account Manager
Reported directly to Managing Partner. Developed new accounts and managed existi
ng accounts by cultivating relationships with and promoting services to lawyers
and paralegals. Team of 10 employees produced annual sales of $1.2M.
Achievements:
* Boosted territory's monthly revenue generation from $5K to $20K within six mon
ths.
* Doubled existing territory within nine months by expanding client base and inc
reasing revenue generation from existing accounts.
* Brought on five new accounts within three months of taking over territory; gre
w territory by an additional 120% in 2003.
* Attained higher sales numbers by increasing customer awareness of color docume
nt duplication services, capitalizing on a 600% service markup in that area.
* Organized and developed content for corporate website, increasing industry pre
sence.

PIEDMONT NATIONAL CORPORATION, Atlanta, GA

1997-2001
Distributor of innovative packaging solutions and commercial packaging supplies.
Sales Representative-Automated Packaging Systems
Reported to Vice President. Called on companies within the printing, product man
ufacturing, e-commerce, distribution, and food sectors. Tasked with developing a
zero-based territory. Built up and grew own territory in the Atlanta area to $6
00K within four years.
Achievements:
* Built new client base to 45+ accounts by exceeding customer expectations with
exceptional service, resulting directly in the highest number of referrals for n
ew business within the organization.
* Continuously expanded client base consisting of 70% new sales and 30% recurrin
g sales.
* Consistently achieved annual quotas, exceeding quota in third year by 50%.
* Received four individual awards for having exceeded sales goals and forecasts.

INDCHEM INC., Augusta, GA

1996-1997
Chemicals distribution firm
Sales Representative-Bulk Chemicals
Directly managed over 100 accounts within product sectors such as fabric, metals
, water, food, wood, and specialty products. Sales region produced annual sales
of $1.2M.
Achievements:
* Built and maintained quality customer service levels, establishing at least tw
o new accounts per month.
* Honed communications skills to develop strong client relationships and forge s
olid working partnerships with professionals at all levels, ranging from purchas
ing agents to corporate presidents.
* Conducted account evaluations to regularly assess each account's manufacturing
needs.
* Researched and compiled information on potential new clients within the region
, developing and executing action plans for increased market share and profitabi
lity.

EDUCATION
Bachelor of Science-Economics; University of Georgia, Athens, GA