Natalie Smith
Fishers
Summary
Results-oriented sales professional with 12+ years of consultative outside sales experience in driving territory growth and managing strategic customer relationships. Expertise in developing multimillion-dollar accounts and leading complex capital projects across healthcare, higher education, hospitality, and foodservice sectors. Committed to leveraging relationship-driven selling and territory management skills in pharmaceutical sales.
Overview
2027
2027
years of professional experience
Work History
Sales Representative – Equipment, Tabletop & Supplies
Edward Don / Sysco
01.2024 - Current
- Inherited a $1.1M territory and grew annual revenue to more than $3M during the first year through strategic prospecting, consultative selling, and account expansion.
- Managed statewide Indiana territory, serving universities, healthcare systems, restaurants, hotels, and country clubs to enhance client relationships.
- Delivered customized equipment and tabletop solutions, coordinating with manufacturers, designers, and project stakeholders to meet specific client needs.
- Directed $250K Indiana University dining hall china replacement project from evaluation through implementation, ensuring timely and effective delivery.
- Strengthened the IU relationship, leading to Edward Don's design team securing a $750K dining hall renovation project.
Sales Consultant-food
Sysco
01.2021 - 01.2024
- Ranked in Top 20% of sales representatives based on sales performance and customer satisfaction.
- Opened 10+ new customer accounts annually and expanded existing business, driving revenue growth.
- Managed high-volume territory through consultative selling and account retention, enhancing customer relationships.
- Conducted product demonstrations to showcase features and benefits effectively.
Wine Sales Representative
Johnson Brothers / Monarch Beverage
2014 - 2020
- Strategically increased territory growth by over 25% each year from 2016 to 2019 to strengthen market presence.
- Sustained territory and customer base during Monarch Beverage's acquisition by Johnson Brothers.
- Oversaw multi-county sales territory, driving revenue growth through consultative selling and relationship management.
- Collaborated with restaurants, retailers, and hospitality customers to expand market share and launch new products.
- Conducted product presentations and tastings to enhance customer engagement.
- Implemented strategic sales plans targeting specific demographics, resulting in higher market penetration rates.
Education
Bachelor of Science - Business & Marketing
University of Indianapolis
Indianapolis, INSkills
- Territory Management
- Business Development
- Consultative Selling
- Account Growth
- Strategic Prospecting
- Relationship Building
- Contract Negotiation
- Executive Presentations
- CRM
- Cross-Functional Collaboration
- Capital Equipment Sales
Timeline
Sales Representative – Equipment, Tabletop & Supplies
Edward Don / Sysco
01.2024 - Current
Sales Consultant-food
Sysco
01.2021 - 01.2024
Wine Sales Representative
Johnson Brothers / Monarch Beverage
2014 - 2020
Bachelor of Science - Business & Marketing
University of Indianapolis
CAREER HIGHLIGHTS
- Expanded Edward Don territory from $1.1M to more than $3M in annual sales during the first year.
- Top 20% Sysco Sales Representative.
- Managed a $250,000 Indiana University dining hall china replacement project.
- Developed the Indiana University partnership that led to Edward Don's selection for a $750,000 dining hall renovation project.
- 12+ years of consultative B2B outside sales and territory management experience.
- Earned incentive trip to Napa and Sonoma for meeting and exceeding sales growth goals at Monarch Beverage.