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.
• 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.
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.
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).