Description
Paradigm, Chicago, IL 2016-2017 Vice President of Sales As a player/coach member of the Executive Leadership Team, I was accountable for the reorganization and profitable achievement of revenue, gross profit, and general management of the entire sales organization for a midsize IT recruiting firm. By merging research and technology with networking and relationship building, my sales team and I uncovered business opportunities and collaborated with our recruiting team to deliver solutions to companies of all sizes and industries. * Created, executed and supported the sales function and operations * Established sales strategy and methodology Optimized sales processes, effectiveness, and rigor that resulted in improved sales team performance and accurate reporting * Developed and implemented a comprehensive go-to-market strategy for the Account Management team to increase profits by scaling existing business * Recruited, hired, coached and developed a team of Account Executives to target and cultivate new customers * Improved meeting preparations and presentation practices, customer-centric solutions, proposal development and negotiations * Lead accurate and timely forecasting and pipeline management * Used appropriate strategies and techniques to engage clients at all stages of the pipeline and identified and addressed weaknesses in the strategy * Actively managed the measurement and performance of all team members to achieve organizational objectives against KPI's conducted reviews of performance against targets * Coordinated the involvement of sales support personnel to ensure customers' expectations were met LinkedIn, Chicago, IL 2014-2016 Head of SMB Account Executive Team, Central Region Built a high performing team of Account Executives who were responsible for generating and closing new business with small and medium sized Search & Staffing firms across the US. My team provided clients with the knowledge to leverage LinkedIn to exceed their recruiting, business development, and branding expectations. By developing strong partnerships with cross-functional leaders in the company, I removed friction and ensured efficiency in the sales process. I also acted as the liaison for the North America SMB Search & Staffing segment to streamline processes and share best practices. * Hired, coached and developed a team of Account Executives (hunters), with an annual quota of $4.5 million in new business * Consistently exceeded revenue goals * >98% forecast accuracy * Promoted 50% of my team in 2016 * My team added 530 logos to our book of business in 2015 * Developed reference guide for Pilot program, resulting in 40% larger deal size * Converted 80% of pilots into annual contracts * Finished top SMB AE team in Staffing segment * Qualified for "Billion Dollar Region" sales contest (my team was one of seven, of 60 total teams, to qualify) * Finished 2015 with highest average sale price in segment LinkedIn, Chicago, IL 2012-2014 National Sales Manager Managed a world-class team of Enterprise Relationship Managers who supported some of our largest and most strategic Search and Staffing customers in North America. Our objective was to take a consultative approach to identify our customer's talent acquisition objectives and partner to provide excellent strategies in recruitment. We worked with contingent, retained and RPO customers. * In charge of day to day management of $25 million division * Consistently exceeded annual revenue goals * 137% quota attainment in Q4 2014 * Collaborated with internal partners in Marketing, Customer Support, Sales Operations, Revenue, Accounting, and Product to ensure the success of our customers and the development of my team * Worked closely with my team on high level contract negotiations, with an average sale price of $150K Digital Staffing, Chicago, IL 1997 - 2012 Regional Director Built and developed this boutique IT staffing business in the Chicago market. Our approach was to understand our client's specific staffing needs and to design a sales strategy with those objectives in mind. * Grew company from 0 to 15 employees and $8 million in revenue in three years * Hired, trained, coached, and developed a high-performing team of sales, recruiting, and management professionals in three branch offices * Created and implemented company policies, sales guidelines & metrics, and operations playbook Select Staffing, Chicago, IL 1995 - 1997 Account Executive / Sales Manager * Established and managed a multi-million dollar book of business
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