Upper Quadrant, Reston, VA 2007 – Present
Links internal and external corporate marketing data sources to provide key analytics and metrics across finance, marketing, and sales using a cloud product that circumvents internal IT-approval processes.
National Accounts Manager – Hired as expert in technology, marketing, consultative sales process, closing, and lead generations. Rain-maker for revenue growth from $2.5M to $7M, personally securing 50%+ of sales.
• Increased major accounts from 4 to 26, closing such national accounts as AT&T, MetLife, Liberty Tax, Allstate, HCA, Henry Schein, Panera Bread, Planet Hollywood, Kaiser Permanente, Pfizer and SuperVALU.
• Devised go-to-market strategy that produced 20 fresh leads monthly (an 800% improvement) by integrating LinkedIn, webinars, Twitter, press releases, article marketing, and email marketing that boosted qualified traffic to site.
Triple A Quality, Inc., Springfield, VA | 2002 – 2007
Regional home-improvement company selling direct to consumers in Maryland, District of Columbia, and Virginia.
Vice President of Sales and Marketing – Challenged with building and developing a professional sales organization, serving the Washington, D.C. Metro area and aggressively delivering revenue growth. Took company from $2.5M to $22M in four years.
• Created sales program and materials, involving designing and implementing a canvassing and flyer distribution team, developing sales compensation plan, hiring and training in-home sales force for one-call close presentations, and securing telemarketing service to set up appointments.
• Expanded marketing channels to include Internet, DM, radio, print, and alternate media (e.g., Valpak, Free Pen DM Campaign, and event marketing). Created thriving for-pay-referral partner network of real estate agents.
• Designed and executed a callback program within a new wholly owned subsidiary that sold to prospects who rejected the high-end product. The company generated 23% of the holding company’s revenue.
The Sales Strategy Institute,, Herndon, VA | 2001 – 2002
Early-stage company offering go-to-market consulting to Fortune 500 companies on The Channel Advantage and SPIN Selling.
Vice President – Brought on board to expand sales for the company’s new service and consulting model. Far exceeded quota, attaining 800% of annual sales goal in first three months.
• Collaborated on sales strategy and tactics with internationally known authors Neil Rackham, Tim Furey, and Larry Friedman.
• Met with corporate CEOs and closed accounts with Citrix, Oracle, GE, MS Great Plains, and Hewlett-Packard.
Calnet, INC., Vienna, VA |1999 – 2001
Human-capital company providing telecommunications personnel to Fortune 1000 companies, including IBM, MCI, and Oracle.
Vice President, Sales & Marketing – Recruited to newly created position to drive revenue growth, secure new business, and establish the company’s marketing and telemarketing strategies. Developed and implemented outsourcing strategy that added $6M revenue growth (100% increase) in two years.
• Initiated and coordinated development of Internet strategy that attracted and placed consultants into client accounts.
• Enhanced business volume, requiring expansion of in-house staff from two to seven employees.
• Directed in-house web-development project that integrated CRM, workflow, and financial functions.
Synergetic Systems, INC., Fairfax, VA |1997 – 1999
Leading provider of law enforcement and public safety software.
Technical Sales Manager – Hired for new position and tasked with driving revenue growth and securing new business by collaborating with business development and technology teams. In two years, boosted revenue 100% from $4M to $8M.
• Partnered with SVP of Product Development on sales presentations and new product launches. Assisted technical teams with developing communication network solutions to meet client’s technical specifications.
• Served as technical subject matter expert and key point of contact for disaster recovery and system maintenance issues. Advised the FBI and 15 police agencies on cutting-edge technology, including global tracking for fugitives and terrorists.
Human Resource Strategies Group, INC., Wilmington, DE | 1994 – 1997
Multiservice firm providing human resource performance, management, and financial analytics consulting.
VP, Business Development – Recruited to launch new HR performance software tool that analyzed and improved performance of corporate sales organizations. In two years, generated $2.8M in revenue.
• Identified Fortune 500 companies employing outbound and inbound sales personnel, secured appointments with senior executives, and helped them in hiring and retaining top sales performers.
• Consulted with HR management in assessing employees’ sales performance and providing solutions for improving top- and bottom-line results.
• Added such key accounts as Toyota-Lexus and MCI. Saved MCI $40M in hiring and retention costs by reducing turnover and increasing sales production.