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Snehal Shah

Snehal Shah

Rainmaker | Sales | VP of Sales | Marketing Leader | Lead Generation Expert | Client Services

VP of Sales
Client Services
Marketing
Lead Generation & Prospecting
Executive Leadership
Employed Available
EXECUTIVE SUMMARY
Entrepreneurial Sales leader & Rainmaker with over 20 years of Sales, Business Development, Client Services, Lead Generation, and Marketing experience, managing global teams and multi-industry clients in North America, Asia, and EMEA ranging from $10M to the Fortune 500.

ACCOMPLISHMENTS
• Energetic and passionate global leader with extensive management experience & a proven track record selling consultative and strategic solutions to C-level and senior executives.
• Big Picture Leadership experience of 225-strong teams, comprising direct sales, marketing, client service, inside sales, customer service, channels, and management consulting.
• Hands On Sales Executive and market influencer winning four sales awards and a consistently high rating at various companies. Biggest wins through contract negotiation in the history of 2 different organizations - $140M and $123M.
• As a part of Executive Team at various companies, have managed KPIs & Sales Processes to successfully turn around 5 sales organizations (ranging from 23 to 228 individuals) with vastly differing skill levels (A, B & C), cultures, challenges, and routes-to-market channels.
• Ability to cold call CXOs and engage in strategic discussions reflected in winning $14M-140M+ outsourcing contracts; and account management, individually delivering $11M+ in annual revenues. Numerous $1-5M deals for a variety of managed services solutions.
• Led dispersed sales, client services, and marketing teams from scratch, stretching across multiple geographies, integrating them to drive sales efficiency & effectiveness programs, including sales plan design, territory/quota allocation, forecasting, sales metrics & cadence.
• Deployed multiple CRM programs, globally and regionally. Drove adoption of forecasting compensation for achieving specific goals, including revenue attainment, pricing, pipeline management, negotiations, account growth, complex deals and cross-functional teaming.
Experience

Senior Vice President, Sales & Marketing

Metasys Group of Companies
Since February 2018
Atlanta
United States - Georgia
  • Create Business strategy and provide Sales Management & Marketing leadership for all Metasys companies.
  • Own all sales plans, hiring, compensation, performance management, employee communications, reporting, and retention.
  • Manage monthly, quarterly, annual quotas and revenue with accurate forecasting.

Vice President, Sales and Client Services

Pitney Bowes
November 2016 to February 2018
Atlanta
United States - Georgia
  • Led Sales and Client Services (NFP customer experience scores over 90) with a tactical and strategic direction to drive aggressive profitable revenue growth for $800M book of business. Provided leadership to transform team towards customer relationship driven solution selling.
Detailed Description
  • Designed and executed competitive Integrated Sales & Marketing Strategies helping strategically enhance, and transform the team to sell different types of solutions & services at various organizational levels, resulting in 9% profit growth in the 2nd quarter itself.
  • With continuous improvement, research, and new-to-company strategies, changed a decade-long trend of declining sales performance and overcame reduced spending by Gen X and Boomer consumers, achieving 110% quarterly sales targets within the first 2 quarters.
  • Through new hiring and relationship building, maximized focus on margins and Cross-selling First Class, Direct (Standard Mail), Parcels and other innovative solutions like Mail Plus Mobile, Return Mail, and Informed Delivery, impacting a 10% increase in Quarter revenue.
  • Proactively lead clients from non-core commitments to market sensitive, intelligent, & transformation solutions and services, fostering more business and a broader strategic engagement; saved a key client $2.3 M per year without a significant impact on EBIT.
  • Coached & Mentored team with a Solution selling focus on new and innovative strategies around Ecommerce, SaaS, Software, Print, Presort, and Business Process Outsourcing.
Company website

Executive Vice President, Sales & Marketing

Neusoft America, Inc.
March 2011 to November 2016
Atlanta
United States - Georgia
  • Managed Direct Sales, Client Relationships, Global Marketing, and Sales Enablement teams. With strategic planning and day-to-day execution, created and integrated new business strategies (e.g., creative lead generation and inside sales) and programs (e.g., marketing automation) that maximized ROI and drove double-digit revenue growth.
Detailed Description
  • Grew annual profits 73% over 6 years and captured between 5% and 18% market share in varied segments through diversified services and product lines using best practices.
  • Through analytical and strategic thinking approach, delivered an accelerated initiative for new & visionary services and product development generating $65M revenue within 4 years.
  • With discipline & clear decision making, expanded, built & overhauled team, and consulting engagement process, enhancing market coverage, sales productivity tools, deal visibility, enabling talented sellers and consultants to deliver $175M on a targeted $110M for FY2015.
  • Grew gross margins by 54% through tighter and disciplined channel management. Drove performance improvements, creative messaging, branding, and event activities (clients and staff) to build new relationships, better partnerships, and service existing clients.
  • Individually contributed to driving and closing sales over $10M each year with various enterprise and mid-size organizations across North and South America.
  • Delivered a $123M outsourcing contract after being earlier viewed as a non-contender and led pursuit teams that extended a 5-year (up from 3-year) $58M contract.
  • Through sales force automation, pipeline management, forecasting, innovation, and a strategic sales process, drove a total transformation of the overall B2B sales strategy and business processes, broadening the appeal to achieve a 300% increase in NEW customers.
  • Successfully positioned the business to attract JV's (Phillips in North America and GE in Europe), 7 acquisitions, and multiple investments from Intel, Cisco, and BMW.
Company website

Vice President, National Strategic Sales

Manpower Group
January 2009 to March 2011
Atlanta
United States - Georgia
  • Managed a strong cost-effective strategic sales team across various divisions (Managed Services, IT solutions, Staffing, BPO, RPO, MSP, Auditing) and consistently exceeded 100% of aggressive sales goals servicing strategic enterprise customers in various industries nationally.
Detailed Description
  • Exceeded expectations and closed new business with various enterprise clients. Secured 14 new logos with over $150M spend for all lines of business. Additionally, was responsible for a 60% growth in through existing client management during the 2009 lean phase.
  • Increased and accelerated the sales funnel and growth by targeting, negotiating, and executing contracts with businesses; increased sales productivity by 30%, overall gross profit margins (GPM) by 7% & Gross Profit Dollars (GPD) by 4% within the first 12 months.
  • Optimized, developed and managed a strong and cost-effective sales team responsible for staffing and solution selling. Reduced cost by 13% y-o-y through team reallocation, sales strategies, training programs, strategic initiatives, account maintenance and M&A.
  • Designed, developed, and implemented strategies to achieve "stretch" yet achievable goals.
  • Boosted morale through regular team-building & one-on-one coaching. Coached & mentored sales teams to resolve customer issues and position themselves to sell high enough and early enough and strategically partner with clients to create value (CRM – salesforce.com).

Senior Vice President, Sales

WNS Global Services
February 2006 to January 2009
Atlanta
United States - Georgia
  • Drove sales for the business unit through a global sales and marketing team of 9 industry verticals. Achieved $126M in revenue, leading division through creative strategies winning various long-term, multi-million dollar IT, BPO, RPO, Analytics, and Contact Center deals.
Detailed Description
  • Grew team to successfully close 11 multi-year, multi-tiered contracts totaling $60M.
  • Generated deals within 9 months leading from 88% of plan for 2006 orders to 117% of plan.
  • Improved entry into new markets; exceeded plans with an average 37% Y-o-Y growth.
  • Produced individual contributions to close 7 new multi-year, multi-million dollar deals.
Company website
  • Grew sales 36% CAGR over 3 years without any breakthrough products or solutions, entering various new markets, adjusting sales roles, and achieving 21% EBIDTA growth.
Detailed Description
  • Grew sales 36% CAGR between 2003-2005 without any breakthrough products or solutions, entering various new markets, eliminating sales positions, & achieving 21% EBIDTA growth.
  • Worked closely with internal stakeholders to achieve a $62M revenue in 3 years, 4X the initial goal. Developed & managed a strategic deals team, increasing revenue by over 85%.
Company website

Director, Sales

IBM Global Services
February 1995 to March 2002
Atlanta
United States - Georgia
  • Exceeded over 100% of aggressive quota, leading a 6-member Sales team.
  • Managed key client account with a run rate of $11M per year.
Company website