David Barbour
365 Sunrise Drive • Flushing, MI 48433
• (810) 659-1179 h • (810) 691-9096 c
Senior Sales Professional
Marketing & Sales Strategies / Revenue Growth / New Business Development
C-level Relationships / Territory & Account Management / Consultative Solutions Selling
Success-driven sales executive with accomplished history of achievement in leading business and territory development, sales and marketing initiatives, and market expansion for insurance and Fortune 300 industry leaders. Effectively combine interpersonal strengths, needs assessment ability, and solution selling expertise to rapidly identify trends and opportunities to grow market share. Persuasive communicator, skilled in building strategic C-level relationships, with high-performance record of producing revenue-enhancing solutions to drive sales. Dynamic, self-motivated leader with excellent time management abilities and dedication to world-class service. Proficient with Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook).
Sales and Management Strengths
· Strategic Marketing Initiatives· Lead Generation / Prospecting / Networking
· Client Relationships / Retention
· Customer Satisfaction / Service
· Market Penetration & Expansion / · Needs Assessment Consultations
· ROI & Cost Justification
· Executive-Level Presentations
· Contract Development / Negotiations
· Team Leadership & Training
Professional Experience
Saginaw Bay Underwriters – Saginaw, MI
Commercial Lines Producer (2010 to 2012)
Apply consultative approach to successfully promote sales of commercial insurance to senior-level executives and business owners for thriving agency with $80MM in annual premiums.
Aggressively prospect via phone, email, direct mail, drip marketing, and field networking to generate/convert leads and establish strong referral base. Collaborate with insurance sales experts on proposal preparation and presentation. Plan and deliver engaging educational seminars for prospective and existing clients. Cultivate solid relationships with insurance carriers.
♦ Rapidly produced results after receiving one-on-one training and guidance from expert mentor.
Pitney Bowes – Flushing, MI
Senior Sales Executive (2003 to 2009)
Directed territory business development and account management for Fortune 300 software and hardware manufacturer and provider of mailstream services with $6.3B in annual revenues.
Oversaw and managed more than 400 existing account relationships, up-selling and cross-selling to meet sales objectives. Maintained up-to-the-minute expertise in market trends; successfully devised and executed marketing strategies to penetrate and expand market share. Cultivated and maintained relations across all hierarchies, including C-level, consulting on and solving mailstream problems. Conducted 10 face-to-face meetings per day, assessing and determining client needs, customizing solutions and closing sales. Prepared and delivered cost-justified proposals, presentations, and product demonstrations. Trained and coached associates in effective sales techniques and company procedures.
♦ Garnered numerous awards for consistent attainment of monthly sales goals.
♦ Gained reputation for tenaciously persisting throughout multiple long-term sales cycles to complete sales of high-end products..
♦ Achieved high-performance track record in client retention through delivery of outstanding service.
♦ Fortified leadership knowledge and sales skills through attendance at several sales seminars.
George S. May International Co. – Park Ridge, IL
Special Representative (2002 to 2003)
Led sales efforts for world's foremost full service management consulting firm addressing the needs of small and mid-sized businesses.
Prospected to generate new business leads and followed up on company provided appointments to promote services. Met with clients to gain understanding of business operations, requirements, and objectives. Formulated needs assessment and analysis, designed and presented solutions. Managed accounts and coordinated resources to deliver successful projects. Regularly reported to senior management.
♦ Maintained excellent relations with clients and provided outstanding customer service ensuring customer retention.
Cellular Plus Systems Inc. – Flint, MI
Outside Sales Agent (2000 to 2001)
Advanced sales of cellular and Internet communication solutions for wireless communication provider.
Networked and prospected to penetrate undeveloped markets, and consulted with existing clients on new offerings to expand sales. Developed and deployed marketing initiatives. Utilized comprehensive product knowledge and consultative solutions selling to educate clients on new technologies and communicate product value. Prepared and presented proposals and negotiated pricing to maximize margins and close sales. Tracked and reported sales performance and resolved accounts payable issues.
♦ Represented all major cellular providers, including Ameritech (Cingular), AT&T, Nextel, Sprint, Verizon, Voicestream, and Dish Network.
T.I.C. Enterprises – Flint, MI
Outside Sales Representative (1996 to 2000)
Coordinated all phases of sales cycle to promote Lucent Technologies, Nextel Communications, McLeod USA, and MLDI, Inc. services.
Drove new and aftermarket sales to provide full range of telecommunications products and services to small and mid-sized businesses. Created and executed aggressive sales and targeted marketing strategies. Persistently networked, and prospected to initiate contacts and develop and expand markets. Built relationships and promoted new product offerings. Utilized competitive industry knowledge, combined with consultative solutions selling and needs assessment to educate clients, convey product value, and consistently close sales.
♦ Prepared and presented proposals, conducting persuasive contract negotiations to maximize margins and close sales.
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Additional success as Sales Representative for Knight Golf corporation and as
Securities Broker for F.D. Roberts / Thomas James Associates.
Education and Credentials
Bachelor of Arts, Business Administration · Michigan State University – East Lansing, MI
Certifications & Professional Development
Commercial Property and Casualty Insurance License (2010) – State of Michigan
Producer Development Training in Prospecting and Needs Analysis (2010) – Sitkins International
Producer Training Seminar in Prospecting and Risk Management (2010) – Marsh/Berry Seminars
Certified Postal Consultant – Pitney Bowes, 2004