Nancy Dickerson Resume 2015 November
Published on: Mar 3, 2016
Transcripts - Nancy Dickerson Resume 2015 November
Indianapolis, IN 46237
firstname.lastname@example.org Cell 317-628-0816https://www.linkedin.com/in/nancydickerson
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
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
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.
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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
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.
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
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 ConsultingParadigm 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