Sales Project Manager
Resume:
Cason Vaughan
Email: *********@********.***
Address: **** ********** ****
City: Austin
State: TX
Zip: 78738
Country: USA
Phone: 512-***-****
Skill Level: Management
Salary Range: $150,000
Primary Skills/Experience:
See Resume
Educational Background:
See Resume
Job History / Details:
Successful Business Development/Sales Management Professional with more than 16 years of developing innovative sales, marketing and SaaS strategies in b2b business services sector. Strategic planner with a deep understanding of market forces and able to integrate product capabilities with customer needs. An innovative problem solver and leader often called upon to lead new or to turnaround under-performing projects, products or organizations. Proven record of sales success and accomplishment in building effective sales teams, building revenue-generating pipelines, managing P&L, developing and implementing operational strategies, train and inspire sales teams to build long-term profitable customer relationships.
Additional Strengths and Competencies
* New Business Development
* Product Development/ Business Strategy
* Program Management/Project Management
* Strategic Sales/Marketing
* Sales Management/Team Building
* Business Analysis/ Change Management
* CRM Program Management
* Sales Compensation/ Structure Design
* Call Center Operations/Customer Retention
* Strategic Partnerships
* Cross-functional Team Leadership
* Talent Acquisition/Performance Development
CAREER HISTORY
Intuit -- 2002 to 2012
Senior Leader Sales: Operations Team 01/2011 to 08/2012
Responsibilities:
* Lead the sales support team for Intuit Small Business Payroll Services division call center supporting ~75 Front-line Sales agents, Sales Managers and Chat Teams.
* Manage and run all operational mechanisms to review and analyze results, recommend adjustments or insights to front line managers including pipeline efficiency and agent effectiveness. Report to and advise senior leadership on results and recommend solutions and opportunities to overall sales plan.
* Build and implement Annual Sales Plan partnering with Marketing and Finance to arrive at Sales Plan and Goals.
* Create, recommend and implement national lead generation programs that include process design, agent tools and management plans targeting specific profiles and producing triple digit conversion rates.
* Manage Compensation and budget for sales organization of 70 direct reports -- sales, managers and chat agents.
* Represent the Sales Channel input for marketing, Product Development and finance partners
Achievements :
* Built and executed the sales plan for Intuit Payroll Division Call Center Sales and on-boarding teams, successfully deployed 2013 Compensation Plan for the sales organization.
* Recommended and executed significant revenue Gap Closing programs for third and fourth Qtr that propelled results 12% above sales plan for fiscal year.
* Designed and executed a -customer insight program- that delivered key customer insights for marketing and sale teams facilitating adoption and product developmental data points that expedited getting to market faster and improved messaging for current products.
* Implement Agent Level Scorecard for front-line managers enabling better agent feedback and coaching that improved CR by 10% YOY.
* Successfully executed CRM (Siebel) upgrade in Business unit in 2012
Business Development: New Product Channel Manager 08/2009 to 08/2012
Responsibilities:
* Responsible for developing and executing strategies for four new attach services for the core payroll services in the Intuit portfolio from concept to service; including product in small business insurance liability & workers compensation, retirement and health and payment programs.
* Deliver rapid growth and adoption using lean startup principles across multiple sales and service work groups and business units.
Achievements :
* Surpassed lead goals for each product line from 5-26% in first year using both Intuits sales and service organizations. Exceeded Quota/Plan goals each quarter for two consecutive years.
* Designed implemented automated lead pass with partners--improved CR 10% to 33% in year one.
* Created/designed: Get Started Right/Loyalty outbound call programs focused on new customers early in adoption, while driving significant NPS score improvements using -Lean Start Up- principles
* Nominated and graduated from Intuit`s Fastpath I and II Leadership Development program.
CAREER HISTORY
Intuit (Continued)
Business Development: Alliance Program 08/2007 to 08/2009
Responsibilities:
* Alliance manager charged with uncovering, developing and launching growth programs/alliances to capture from one to many business development opportunities through vendor/partner services.
* Guide partner program team and assembled direct talent acquisition, on-boarding, performance management and development activities.
Achievements :
* Developed and launched Intuit franchise market program signing more than 100 New Franchisors in the first year, r exceeding targets by 150%
* Worked with Marketing team to release customized, scalable Micro web sites as new channels for franchisees.
* Created Vertical Market Channel Strategies for Intuit Payroll including: Contractors and Contractor Bundle Services, Nonprofits and Small Banks programs that led to > $15M in revenue in the first year.
* Developed business plans that promote joint solutions with strategic alliance partners producing $2.1M in additional revenue.
Senior Project Manager: Sales Operations 12/2004 to 08/2007
Responsibilities:
* Analysis, design and process improvement for Sales Organizations CRM (Siebel).
* Compensation System Design and implementation (Callidus).
* Develop and manage national lead generation programs that include process design, agent tools and management plans that target specific profiles producing triple digit conversion rates.
Achievements :
* Delivered key insights, product design and positioning by creating a testing team concept discussed in Ries's -Lean Start Up" techniques reducing by half the time to market with significantly improved conversion.
* Created new tools that allowed critical customer qualitative data in real time to Product Development Team and Marketing Teams
Project Manager: Sales Operations 02/2002 to 12/2004
Strategic Responsibilities & Achievements :
* Designed and implemented scalable infrastructure for Intuit`s newly acquired Field Sales organization and call center sales force, including change management to a SaaS environment.
* Specialized in developing marketing and CRM programs that enabled double-digit sales improvement across channels.
* Developed and implemented field sales and automating Call Center Commission programs (Collides) using that solved for both quantitative and qualitative metrics and results.
CBS Payroll -- 03/1995 to 02/2002
Payroll Major Account Manager/Field Sales Manager
Strategic Responsibilities & Achievements :
* Developed and managed business relationship and partnerships across organization.
* Responsible for signing and developing 10 major accounts that tripled sales revenue for CBS Payroll from major national banks to large national wholesale chains.
Payroll Field Sales Manager
Strategic Responsibilities & Achievements :
* Built and Lead 12 Person sales team in Central Texas 5 Yrs of >100% of Sales Goals.
* Developed five agents who later became productive leaders in company delivering high revenue quotas month in and month out.
* Designed customer contact strategies used throughout the company.
EDUCATION/PROFESSIONAL DEVELOPMENT
Bachelor of Art, Business Management
North Carolina State University
College of Management Entrepreneurial and Small Business Operations
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