DOUG MAYS
15596 Ficus Street t Chino Hills, CA 91709 t  [Send email to request phone number] 71.7836

SUMMARY

Executive Sales Management professional with expertise in P&L / sales
management, customer service, major / national account marketing, startups and
turnarounds with success in developing sound sales production standards.
Particularly adept at leading sales organizations to new levels of performance,
and profitability growth through exceptional leadership and strategic execution.

PROFESSIONAL EXPERIENCE

REPUBLIC SERVICES, INC., Los Angeles, CA 2003 - 2010
Area Sales Manager 2006 - 2010
Managed staff of 41 including OSRs, ISRs, SMs, and Sales Managers in the greater
Los Angeles Area and $120M revenue budget. Led corporate wide quality improvement
initiatives which improved service delivery. Developed unique sales structure
that promoted longevity by creating a career path for sales and customer service
employees.
 * Improved sales production of new sales representatives by creating sales
structure that offered mentorship program from experienced representatives. Sales
goal attainment shortened from 6 to 3 months.
 * Awarded "Share Holder Award" three years in a row by improving revenue
quality and sustaining rate increase.
 * Exceeded operating income goals 3 years in a row by utilizing ROI pricing
tool.
 * Piloted national CRM program that led the nation in sales automation and
production representing over 35% of new business revenue for the Western Region.
Sales Manager 2003 - 2005
Managed customer service, inside sales, outside sales staff of 14, and a $45M
revenue budget.
 * Developed set of "Service Standards" that improved customer satisfaction
percentage from 65% to 90%.
 * Met and exceeded operating and revenue goals 3 years in row by exceeding
revenue budget and increased profitability of new accounts.
 * Awarded Western Region "Sales Team of the Year" 2 years in a row by exceeding
revenue budgets.
 * Improved closing ratios of existing representatives by leveraging successful
sales representative techniques, monitoring and tracking.

OTTO INDUSTRIES, Charlotte, NC 2002 - 2003
Southwest Area Manager
Responsible for sales growth in Arizona, Hawaii, and California. Hired to
rebuild unproductive territory in southwest. Responsible for distributor,
municipal, and regional client relationships selling injection molded products.
 * Successfully opened new molding plant in Arizona by securing local business.
 * Leveraged state recycling grant program to municipalities to help facilitate
purchases by local municipal clients.
 * Re-established relationships with previous customers no longer utilizing Otto
Industries.

WASTE MANAGEMENT INC., Houston, TX 1987 - 2002
Area Sales Manager, Los Angeles, CA 2000 - 2002
Directly responsible for major account marketing, customer service, inside
sales, and outside sales representatives in portions of the San Gabriel Valley,
Inland Empire, and Los Angeles.
 * Improved lost customer ratio from 14% to 8% in 3 months by implementing
extensive pro-active retention call and satisfaction program.
 * Helped implement "Service Machine" program to monitor service implementation
and delivery.
 * Increased inbound closing ratios 30% to 80% by redirecting potential new
customer inquires by call type.

DOUG MAYS PAGE TWO

WASTE MANAGEMENT INC. (continued)
Director, Sales and Marketing, Phoenix, AZ 1999-2000
Managed customer service, an inside sales / outside sales staff of 30, and a
$100M revenue budget through a difficult merger process.
 * Merged two previously competing sales teams resulting in improved
productivity.
 * Successfully implemented structures for customer service, outside sales, and
construction site sales.
 * Increased sales revenue by $500K while merging operations and billing
systems.
 * Developed successful sales mentorship program which expedited sales
productivity of new representatives.
Director, Sales and Marketing, Dallas, TX 1997-1999
Selected as Director for one of the top 4 major markets in the country after
re-organization. Responsible for a $250M budget in North Texas consisting of Area
Sales Management, Municipal Marketing Directors and Landfill sales personnel.
Vice President, Sales and Marketing, Denver, CO 1994-1997
Promoted to VP of Sales and Marketing covering Alberta, Canada, Montana, Utah,
Northern and Southern Colorado. Responsible for successfully implementing
corporate initiatives and supporting local sales teams.
Sales Manager, Salt Lake City, UT 1991-1994
Managed market area sales consisting of Utah, Wyoming, and Montana. Responsible
for successfully improving operating margins from 3% to 20% in 6 months through
use of scale systems and pricing improvements. Implemented successful CRM
program.
Sales Rep / Sales Manager, Irvine, CA 1987-1991
Fast tracked to a sales manager position after demonstrating excellent sales
aptitude in field sales.

ADDITIONAL RELATED EXPERIENCE

ARAMARK, Santa Ana, CA
Sales Representative

EDUCATION

Pierce College, Woodland Hills, CA
CSUN, Northridge, CA