Nancy Dickerson
Indianapolis, IN 46237  Cell 317-628-0816
Nancy Dickerson Page 2
 Mentored, coached and developed newly hired sales professionals. One typical example was an insid...
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Nancy Dickerson Resume 2015 November

Published on: Mar 3, 2016

Transcripts - Nancy Dickerson Resume 2015 November

  • 1. Nancy Dickerson Indianapolis, IN 46237  Cell 317-628-0816 Training & Development Strategic leader in training and development with proven track record of consistently achieving corporate objectives. Known for quickly recognizing business opportunities for development and implementation of innovative, creative and relevant solutions. Ensures design and delivery of tailored training initiatives that generate immediate return on investment. Builds trust and partnerships within organizations to ensure all leaders and associates work together to achieve common goals. Highest accolades for energetic and engaging facilitation of instruction. Areas of expertise include: Leadership Sales Management Adult Learning Strategies Process Improvement Sales Training Instructional Design Project Management Coaching Facilitation Techniques e-commerce Selling Techniques Employee Development Professional Experience ADVANCE AUTO PARTS, Roanoke, VA 2009 – Sep. 2015 Director/Manager, Commercial Sales Training & Development Led sales training strategy and development for $9B commercial sales organization. Responsibilities included working with senior leaders to develop sales training strategy. Responsible for designing and developing training programs, as well as facilitating training for entire commercial sales organization. Most recently responsible for helping retail organization transition to a commercial selling culture.  Saved over $1M in external vendor training costs by creating internal sales process. Tailored to the automotive aftermarket industry, the process has increased selling skills adoption and increased revenues for the commercial sales organization. Resulting in over 10% growth for 13 straight quarters.  Created an interpersonal development program to create more effective engagement between departments resulting in 30% of leadership in pilot program winning annual President Circle award and 109% of sales target for the region.  Co-created a 30, 60, 90 day new hire on-boarding process which prepares them for their role resulting in new hires increasing sales effectiveness within 90 days of start date.  Created sales management coaching process to effectively create, coach, and manage high performance sales teams which resulted in higher retention of talent.  Led training efforts for Operations Team Members who are responsible for the retail store teams. Started as a grass roots campaign that has grown to an official training program for the entire organization. CORPORATE EXPRESS, Indianapolis, IN 2000 – 2008 Region Development Manager, 2004 – 2008 Managed training program for 11 Midwest markets for global office products distributor with $8B in revenue. Responsibilities included training core selling techniques, coaching and leadership strategies, prospecting methodologies, strategic business partnership, communication skills, and presentation skills.  Saved $500K in projected cost of outsourcing customized curriculum by designing and developing in house applications unique to company and industry job requirements. This resulted in accelerated performance levels and increased revenues.  Significantly contributed to tenured sales professionals achieving quotas in targeted areas including product line penetration, margin growth and customer retention, by designing and developing new curriculum, which involved customer simulations. Sales professionals were filmed to give immediate application feedback, coaching opportunities and reinforcement of curriculum.  Achieved goal set forth by CEO to have all 2,200 sales professionals proficient in core selling skills within three calendar quarters. Created on-line testing to economically determine competency levels and then created appropriate training modules to enhance areas identified for development.
  • 2. Nancy Dickerson Page 2  Mentored, coached and developed newly hired sales professionals. One typical example was an inside sales representative seeking promotion to outside sales within accelerated timeframe. Provided training, on-going coaching and directed reinforcement activities which led to outside sales promotion within first year and ranking of #5 out of 160 in 2nd year. Region eBusiness Manager, 2001 – 2004 Managed e-commerce team of 14 specialists for global office products distributor with $8B in revenue. Responsibilities included core selling techniques, strategic partnership development, and technical training.  Increased e-commerce sales from 35% to 75% by training non-sales personnel on core selling skills and led team in selling benefits rather than technical aspects of e-commerce solutions.  Achieved 88% retention rate of e-commerce customers vs. 25% of non e-commerce customers. Spearheaded e-commerce training for sales professionals focusing on discovering customer needs rather than demonstrating technical features.  Partnered with corporate developers to upgrade e-commerce solutions based on customer and sales personnel feedback which were recognized with awards from several technical magazines.  Managed e-commerce projects generating $700MM in sales from Fortune 1000 customers in 11 U.S. markets. eBusiness Liaison, 2000 – 2001 Led sales and client education of eBusiness solutions and advised corporate developers on field eBusiness needs while concurrently serving as Sales Manager.  Saved business relationship with $6MM dissatisfied customer by rapidly assessing failed technical relationship and taking lead role on critical integration project while simultaneously learning technical skills and requirements. Partnered with corporate and customer’s technical staff to ensure both systems worked flawlessly.  Created and launched training for sales professionals to understand and sell integration services. Achieved 30% increase in customer e-commerce integrations within 18 months.  Designed customer friendly e-commerce training and delivered instruction to over 2,000 customers on our e-commerce site which resulted in company’s highest level customer satisfaction survey. Education, Certifications, and Awards Indiana University Purdue University of Indianapolis Bob Pike Facilitation  Langevin Instructional Design  DDI AchieveGlobal  SOAR Selling System  DiSC Peter Block Flawless ConsultingParadigm Business Acumen Landmark Forum  Ken Blanchard Sales Leadership Top of the Class Award: Training and Development Magazine July 2014 2015 Learning Elite: Chief Learning Officer Magazine Learning Top 100: eLearning Magazine June 2015

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