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.
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.
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.