Kevin Williams

kevinwilliams929@comcast.net
SUMMARY
✓ Sales professional with more than 20 years of experience in Inside Sales management, sales
training and as an individual Inside Sales Account Manager.
✓ Consistent track record of meeting and exceeding quotas which increased each year.
✓ Process-oriented management style and certified in Prosci Change Management. Led the
rollout of an Export Compliance initiative requiring a change management communication
plan for all EMA employees.
✓ MBA in Management from the University of Massachusetts, Lowell.
INSIDE SALES MANAGEMENT PROFILE
 Currently managing a group of 10 Sales and Marketing Reps with varying degrees of
experience.
 Previously managed 40 sales people in 2 locations (Massachusetts & Arizona), including 4
managers, 4 leads and over 30 sales reps with mixed experience levels.
 Held P&L and budget accountability for sales centers.
 Successfully develop and implement initiatives to enhance sales, profitability and market
share.
 Facilitated several classroom trainings on systems and processes in both new hire environment
as well as train-the-trainer setting
 Achieved/exceeded national sales budget for 8 consecutive quarters, with sales exceeding
$170M annually.
 Manage all audits and ensure compliance with corporate policies and procedures.
RECENT SALES SUCCESS
Fiscal Year Area of Responsibility Year-on-Year
Growth
FY2016 Boston 11.2%
FY2015 Boston 22.6%
FY2014 Boston 14.7%
FY2013 Boston 9.9%
FY2012 Boston, Phoenix (6 months) 18.1%
FY2011 Boston, Phoenix 37.2%
FY2010 Boston, Phoenix 16.1%
FY2009 Boston (full year), Phoenix (3 months) -4.1%
EMPLOYMENT HISTOR Y
Avnet, Inc. May 2008 – Present
$25 billion global distributor of over 300,000 electronic components and computer products
Sales & Marketing Manager/Inside Sales Manager
May 2014 – Present
Responsible for driving sales/sales budget attainment of 12 Inside Sales Representatives in the
Electronics Marketing America (EMA) division of Avnet, the world’s largest distributor of
electronic components

Page 1 of 3
Kevin Williams
 ISR (inside sales representative) team account packages consist of 50-80 regional core
accounts critical to success of assigned regions.
 Facilitate communication and collaboration among SMR, Account Manager, Product, and
Supplier resources strategizing on growth opportunities throughout the sales cycle.
 Drive customer penetration through daily opportunity meetings which identify specific
product areas for targeting, and develop strategies to capture the business.
 Provide coaching, mentorship, training, corrective action, and guidance to team members to
assist in achieving their goals.

Director of Express/Inside Sales Director May 2008 – April 2014

Manage all aspects of Avnet Express Inside Sales centers, which service all 3rd and 4th tier Small
& Medium Business (SMB) accounts for Avnet’s Electronic Marketing America (EMA) division
 Lead department that provided sales and service to national account base.
 Accounts represented “growth engine” for division—assigned budgets include 25% increase
above previous performance.
 Lead the development of annual strategic and tactical plans, including goals, tactics and
metrics centered around Avnet’s 3 main pillars of achievement of organic growth, operational
excellence, and people development.
 Determine the best strategies to service customers optimizing multiple methods, including
phone, email and ecommerce.
 Achieved major goal of increasing gross profit from 21% to 25% within one fiscal year.
 Initiated and executed measures to ensure high levels of customer and employee satisfaction.
 Developed and implemented change management process & communication plan for
corporate warehouse software rollout.
 Worked closely with executive management on the selection and implementation of a new
corporate phone system.
 Spearheaded the identification and implementation of an email management system to
automate manual processes and provide metrics to determine our level of performance.
Gare, Inc., Haverhill, MA May 2005 – May 2008
Major supplier of ceramic bisque and glaze products to the paint-your-own-pottery (PYOP) industry
Sales Manager
Managed all sales to a customer base of 1000+ PYOP retail establishments as well as worldwide
distributors. My main responsibilities included:
 Built and sustained personal relationships with major customers, done both via phone and
personal sales trips (5-7/annually) to key locations containing clusters of current and potential
new accounts.
 Managed direct sales force of 2-4 sales reps as well as several distributors, both in the US and
abroad.
 Responsibility for budgeting and forecasting of monthly and annual sales projections, both of
overall and individual product lines.
 Provided accurate forecast for newly released items.
 Coordinated with shipping and manufacturing departments to prioritize orders/customers.
 Worked with finance to minimize risk and assist in collecting net terms funds.
 Instrumental in the selection and implementation of new software for sales and accounting

Page 2 of 3
Kevin Williams
 Developed and implemented a sales incentive bonus program.
 Worked with marketing in creation and distribution of email campaigns, special discounts
offerings, and new product focus.
Avnet, Inc. July 1992 - June 2005
Sales Manager September 1996 – June 2005
 Responsible for the direct supervision and development of 12-15 inside sales representatives
and 1 supervisor, including the implementation of employee reviews, corrective actions, and
processes.
 Responsible for generation, maintenance and growth of accounts to support annual budget.
 Daily activities included the management of customer/sales relationships, customer financing
and overall profitability of account base.
 Constant training and development of many new employees.
 Created and implemented a sales incentive program for non-exempt employees.
On-The-Job Trainer September 1994 - September 1996
Inside Sales Representative July 1992 - September 1996
EDUCATION & CERTIFICATIONS
University of Massachusetts-Lowell
MBA, Management 1996
Merrimack College, North Andover, Massachusetts
Bachelor’s Degree 1992

Page 3 of 3