Sales Manager
Resume:
Pauline H. Brannigan
** ****** ***** ****, *** Milford, CT 06776
********@*******.*** ~ 860-***-**** home ~ 203-***-**** cell & text ~@pbrannigan
_________ ___________
New Business Development Sales Manager Sr. Account Executive
Summary of Qualifications
• •
Corporate Social Networking Expert Constantly 100-300% of Sales Goals
• •
Consultative Relationship Sales Professional 15 Years of proven success selling to Senior
• Level Marketing, HR, IT and Customer Care
Mentor and leader in sales talent development
professionals
• Experienced SaaS sales professional
• Organized driven goal oriented individual
• Develop territory management with an
• Energized by learning and exploring new
entrepreneurial approach
technology
• Creative Problem Solver
• Experience developing social networking
programs for employees, alumni, customers,
and partners
Professional Experience
SelectMinds, Inc. - September 2008 – May 2009
Regional Sales Manager, New York, NY
• Consult with large enterprises to establish private corporate social networking sites to connect employees,
former employees (alumni) to increase their business development, branding, and reduce recruiting costs
• Target Senior Human Resources, Communications & Marketing Executives in Fortune 500 Companies
• Leverage my extensive industry knowledge of recruiting and social networking success in a consulting selling
process.
• Provide support to marketing department by moderating web seminars on new products
• Established company use of social networking tools such as Twitter and secured speaking opportunities for
our CEO
• Developed robust pipeline in by heavy prospecting and cold calling activity
• Account Management for new business development on the East Coast for a SaaS based enterprise grade
software
• Conduct in person presentations, WebEx meetings, and conference calls to build a pipeline
• Work remotely from a home office and at the New York City office
Mzinga, Inc. (Formerly, Shared Insights & DCI) - August 2004 – September 2008
Sr. Community Advisor / Sr. Account Executive – July 2007 – September 2008 - Burlington, MA
• Worked directly with Enterprise level companies selling learning management applications & business social
networking (Web 2.0) software and strategy
• Diligently cold called “C” level individuals at Fortune 1000 companies to begin discussions around a new
frontier in customer communication with online communities or corporate social networks
• Experience with selling a SaaS model software to Ciena, LRN, Pension Governance, and Gathering 2.0
• Use consultative selling to position my company and self as a thought leader in the industry
• Originated a pipeline without Marketing support or tools
• Consistently tracked towards exceeding annual goal of 1.4 million and average deal size over 100K
• Leveraged a standard sales process and self motivation during a period of corporate transition
• Train new Account Executives to the service/software and value proposition
• Only Shared Insights Account Executive retained in merger
• Contributed as a thought leader to the “We Are Smarter Than Me” best selling business book
• Maintained focus during two mergers and corporate restructures in a twelve month period
• Sales completed through phone calls, on-site presentations, email campaigns, and WebEx demonstrations
Pauline Brannigan
Sr. Account Executive - August 2004 – July 2007 – Woburn, MA (Shared Insights became Mzinga, July 2007)
• Responsible for the vendor sales and membership sales for the Customer Care and Service Forum (CCSF).
CCSF is a paid community of Director Level and higher Customer Care Executives of Fortune 1000
companies
• Clients were CMO, VP of Marketing, and VP of Customer Care
• Exceeded revenue and sales goals being the top revenue producing Account Executive
o 2007 = 85% of EOY sales goal by June 30th
o 2006 = 162% of sales goal
o 2005 = 160% of sales goal
• Grew Revenue by 36% by selling out sponsorships for three years and developed new revenue in existing
accounts.
• Responsible for establishing a process to increase customer retention rates Results were improved
retention from 50% to 80% in 6 months
• Launched the Community 2.0 Conference. Customers: Jive Software, Deloitte, Leverage Software, &
LivePerson.
• Created new territory and product line with social networking and Web 2.0 products and events
• Launched the Customer Self Service Conference. Customers: Oracle, Microsoft, KANA & RightNow
Technologies
• Worked with the Marketing & Client Services Teams to ensure the sponsor & member interests were being
upheld
• Successfully managed territory and professional relationships for three years working remotely
• Sales completed through outbound sales calls, WebEx demonstrations, client visits and competitive event
travel.
• NetSuite Super User and responsible for training new employees on the sales team on system use
Randstad - October 2002 – August 2004
Branch Manager - January 2004 – August 2004 – Alpharetta, GA
• Improved the following metrics from Quarter 1 – Quarter 2:
o Increased Office Gross Margin Dollars by 17.32%
o Sales Growth of 8.7%
o Increased working temporaries 7.5%
• Performed duties of a Branch Manager in addition sales and recruiting responsibilities
• Managed a staff of 2-3 agents which were responsible for sales and recruiting
• Partnered with Human Resources Executives and Business owners to achieve their staffing objectives
• Manage DSO and Accounts Receivable issues to ensure Profitability and responsible for the Branch Office P
& L.
• Turned an agent on plan around to be one of the most successful agents still with Randstad in Metro Atlanta
Agent - October 2002 – December 2003 –Kennesaw, GA ** Rejoined Randstad when relocated to GA
• Secure positions for candidates with businesses. Positions are obtained through in person cold-calling;
telephone calls, integrated direct marketing and networking through local business associations
• Maintain a 27% Gross Profit Percentage. Excel in new account development
• Interview Candidates for temporary, temporary to hire and direct hire
• Appointed to the North Metro Technical College Advisory Board
Mzinga/DCI, Inc. January 2000 – January 2002 (sold to Shared Insights, August 2004 – now Mzinga)
Team Leader–New Business Development - Andover, MA
• Promoted to Team Leader of the New Business Development Sales team of seven sales professionals
• Beat company sales goals by 300%. Annual revenue of 3 million
• Establishing Call Incentive programs for quantity/quality of calls resulting in an increase of call volume of team
by 20%
• Maintained the top sales call, email, revenue and contacts in department
• Conducted weekly sales meetings including role-plays, best call of the week and challenge call of the week.
Pauline Brannigan
• Assisted Vice President in setting goals, annual budgets, and trained new sales hires
• Managed calls via Onyx Software reporting system
• Gave Sales Training classes to New Business Team and CRM Sales Team
• Successfully launched cutting edge events through sales calls, visits, and email. Conferences included:
Wireless Computing, Help Desk, eCustomer Service, Online Financial Services, Human Capital
Management, and Web Security
Randstad, NA (formerly, Office Specialists)
October 1995–December 1999 – Account Manager – Bedford, NH
• Grew a territory of businesses’ temporary staffing needs from generating annually 260K to 2M over 4
years
• Coached clients with their Human Resources issues
• Sales achieved by outbound sales calls and visits to client sites both scheduled presentations and cold
calling.
• Responsible for the training of new sales and management trainees
• Speaking Engagement: Connections’ 99 “Employee Retention in a Tight Labor Market
EDUCATION
Higher Education
• Southern New Hampshire University – MBA program – 4 courses remaining.
• New England College – Bachelor of Arts Major: International Administration
Semester: St. Clare’s College Oxford, UK
Professional Education
• Sander Sales Institute Sales Boot Camp
• Dale Carnegie’s Sales Advantage Course
• Semco’s Technology Terms & Skills Training
COMPUTER SKILLS
• •
Microsoft Excel PowerPoint, Outlook, Twitter
•
Exchange Caldwell–Spartan (AIM)
• •
WebEX Onyx Software
• •
People Soft (Prism) Salesforce.com
• •
LinkedIn NetSuite
COMMUNITY SERVICE
New Milford Dog Park Association, Town Committee Person, National Brittany Rescue Association Volunteer,
New Milford Library Board, & New England College Alumni active member
Pauline Brannigan
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