C.

STEWART SMITH
Palm Springs, CA 92264
stewartsmith@dc.rr.com
Home: 760-778-9949
Cell: 760-898-1544
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SENIOR EXECUTIVE: SALES & SALES MANAGEMENT
Proven ability to ignite team performance and build strong account
relationships, exceeding all sales, margin, and customer satisfaction
objectives and driving companies to market leadership position
Key Account Management ... Strategic Planning ... Business
Development ... Sales Force Development ... Distribution Channel
Development Customer Relationship Management ... Sales Organization
Restructuring ... Organizational Start-ups ... Quota & Incentive
Programs ... Product Line & Merchandising Strategy ... Cost Reduction
& Margin Improvement ... Bid & Proposal Development Processes
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Versatile, innovative sales and sales management executive with 20+
years of success applying business acumen and solutions orientation
to deliver dramatic sales increases and surpass personal and team
quotas in diverse telecom, office technology, and
residential/commercial real estate industry settings.
Built and developed sales organizations with staffs of up to 340,
managed P&L for revenues up to $297 million, and personally achieved
many millions of dollars in sales. Able to identify and recruit high-
caliber talent, establish and effectively communicate vision and
strategy, and maximize profits through business process improvement.
Drive customer satisfaction and loyalty through customer-focused,
consultative sales and responsive service.
* Ranked in top 2% for personal sales performance out of field of
more than 4,500 agents in severe market downturn.
* Conceived, built, and grew home renovation and re-sale business
that generated 7-figure bottom line.
* Pioneered and took wireless service provider's retail distribution
channel to $160 million within 4 years.
* Spearheaded strategies that yielded huge customer base increase of
255,000 while reducing costs by $10 million.
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PROFESSIONAL EXPERIENCE
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WINDERMERE REAL ESTATE | PATRICK*STEWART PROPERTIES
Palm Springs, CA
2004 - Present
EXECUTIVE PREMIER DIRECTOR
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Joined $1 billion international firm as independent contracted
agent, and co-established Patrick-Stewart Properties marketing brand.
Manage all aspects of marketing/advertising (including website),
prospecting, sales, client management, planning and goal-setting, and
cost management for residential/commercial real estate activities.
* Delivered outstanding sales performance despite depressed real
estate market, ranking currently in top 2% out of 4,500 agents in
Desert Area MLS, with track record of sales production as follows:
-- 2007: $10,472,276
-- 2008: $5,595,000 (during market crash)
-- 2009: $13,511,000
-- YTD 2010: $8,397,000 ($10 million+ additional currently in escrow
* Created highly branded, well respected realty firm focused on high-
end ($1 million+) segment in Palm Springs real estate market and
known for marketing/advertising expertise, professionalism, and
highest standards of service.
* Ensured top-of-mind presence by developing distinctive and
informative website (www.patrickstewartproperties.com) and
establishing/managing content-rich Real Estate News Blog with timely
articles and real estate market information.
* Established strong foothold in commercial real estate market,
winning exclusive representation for Solar Millennium in purchase of
7K+ acres to be used as mitigation land for what will be world's
largest solar power plant.
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HOME RENOVATION AND RESALE
Los Angeles and Palm Springs, CA
2001 - 2004
PRINCIPAL
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Leveraged sales ability and business skills to enter real estate
market, identifying, investing in, improving, and flipping single
family homes. Personally performed all design work, and managed teams
of up to 10 in construction activities.
* Purchased, redesigned, remodeled, and sold 5 homes, generating
$1,039,000 in profits.
* Eliminated 3% listing agent commission through personal sale of
all properties, and effectively managed $3,325,000 in capital and
project budgets of up to $750,000 to maximize bottom line.
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VERIZON WIRELESS (formerly Vodafone-AirTouch)
1989 - 2000
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Established outstanding record of promotion and achievement over 10-
year sales career with the world's largest wireless service provider.
Separated from Verizon in 2000 to take one-year sabbatical and
achieve lifelong dream of extensive European travel.
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DIRECTOR OF SALES - STATE OF WASHINGTON
1999 - 2000
ACTING VICE PRESIDENT OF SALES - WASHINGTON, OREGON, NORTHERN IDAHO
1999
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Charged to apply retail store strategy pioneered in California to
Washington and mounted aggressive cost reduction initiative, while
managing all sales activities for the state including indirect sales,
major accounts, national accounts, business accounts, retail stores,
and resellers. Personally handled key national accounts including
Boeing, Microsoft, and Amazon.com. Managed $66 million operating and
$2 million capital budgets, and supervised staff of 10 direct/150
indirect reports.
Increased customer base by nearly 13%, adding over 255,000 new
customers, drove revenues to $296.4 million, and delivered ~$10
million in savings by improving service, opening new sales channels,
and decreasing customer acquisition costs:
* Rescued $12 million expiring Boeing Corporate and Employee
Contract from price-undercutting competition by negotiating
competitive rates for employees and custom-tailoring programs that
produced incremental revenue.
* Worked at highest corporate levels and brought technical experts
from Microsoft and Verizon together to facilitate trial of wireless
data, providing equipment at no charge and paving way toward
$Millions in potential revenues.
* Renegotiated agent contracts for a 40% reduction on commissions
versus previous year, implementing staged approach with equal
treatment across-the-board and increased communications that
minimized loss of highest producers.
* Restructured Major Accounts organization, freeing 60% of time
previously devoted to low-end customers to sales/service of high-end
customers by moving low margin customer acquisition and maintenance
to Customer Care.
* Opened company's first 5 retail stores in State of Washington.
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DIRECTOR, RETAIL SALES - SOUTHERN CALIFORNIA
1994 - 1998
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In recognition of success opening direct sales office in San
Fernando Valley, accepted challenge to develop retail strategy for
entire Southern California region. Managed all sales operations
including development of value-added selling strategies, product mix
and merchandising, sales incentives, competitive analysis,
goals/budgets and sales quotas, and high level HR issues. Controlled
$28 million operating/$8 million capital budgets, and oversaw work
force of 8 direct/340 indirect reports.
Multiplied customer acquisition rate from 20,000 new customers in
1994 to 140,000 in final year, yielding 1998 customer base of
300,000, and built retail operation from none to 38 stores and zero
to $160 million in revenues in 4 years:
* Conducted intensive analysis of market dynamics and profit
potential, and developed/presented business plan to Board of
Directors, gaining approval to launch 22 versus specified 3 stores,
and leading to nationwide implementation.
* Added $3.1 million in incremental revenue and reduced selling cost
by $8 per customer by removing bill payments from stores, an activity
that had previously tied up 62% of sales associates' time.
* Achieved churn rate 81 basis points below regional average and
highest overall customer satisfaction of all sales channels, through
measures including "Welcome Call," in-store customer education
checklists for associates, and "Getting Started" video that played in
all stores and was provided with all units sold.
* Developed/implemented commission-based compensation program for
previously salaried employees, increasing gross adds per labor hour
by 10%.
* Limited inventory shrinkage to below .75 by implementing detailed
guidelines and operational procedures.
* Introduced seasonal "Mall Kiosk" concept that generated 2,000+
additional customers each holiday season.
* Dramatically improved customer service by implementing "average
wait time" goals for each store manager.
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PREVIOUS CAREER TRACK HIGHLIGHTS WITH VERIZON
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As Regional Manager, Direct Sales - San Fernando Valley: Established
50-person office from ground up in two months, pioneered first-ever
retail sales location, developed high-caliber team that exceeded plan
every year at up to 128%, and created new revenue stream on
accessories sales.
As Manager, Direct Sales: Led team to 123% of plan and rank as top-
performing team for L.A.; achieved President's Club.
As Direct Sales Representative: Top Sales Representative of Month, 3
of first 7 months; Top Sales Representative of Year.
Previously as Sales Representative for Harris/3M, met or exceeded
all quotas and delivered company's largest sale to date.
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EDUCATION
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Bachelor of Science Business Administration, Marketing
University of Arizona, College of Business
California Real Estate License