Sales Manager

Andrew McDaniel

***** ********* *****

Haymarket, VA 20169

*************@*****.***

Phone: 571-***-****

Professional Experience

RainKing Software – Bethesda, MD 5/2015–Present

Director of Business & Professional Development 1/2016 – 6/1/2017

Business Development - Managed Business Development department (BDRs) including two Leads and 10+ reps responsible for lead management and opportunity creation.

Monitored outbound lead creation, developed quotas, and established a strategic plan to consistently surpass targets.

Created and executed customized blitzes based on sales priorities of Commercial and Enterprise teams.

Tracked inbound lead sources and conversion rates towards optimal engagement and increased revenue opportunity.

Analyzed team activities and coach to optimal performance towards desired performance measurements.

Improved YOY team call productivity 20% and increased total sales opportunities created 61%.

Professional Development - Responsible for development and execution of all group and individual trainings for sales department including new hires, promotion based trainings, and continuing education classes.

Developed QA scoring leading to clearer standards and coaching processes.

Commercial Sales Executives who completed 2016 new hire training increased initial 4-month ramping quota performance by 25% YOY and increased total ramping revenue by 47% YOY.

Develops professional skills, sales process expertise, and platform/CRM proficiency of BD Reps in preparation for promotion into Commercial Sales Team.

Promoted BDR’s ramping quota performance rose 105% YOY and ramping revenue per rep by 79% YOY.

Director of Sales 5/2015 – 1/2016

Responsible for all managerial and administrative duties including interviewing, hiring, training, and overall performance of new team of 8 account executives selling solutions into IT staffing companies.

Developed a strategic plan to ensure attainment of team sales goals.

Conducted weekly 1:1 reviews with each reps to discuss pipelines, develop closing strategies, uncover training needs, and coach towards improved sales and activity performance.

Maintained accurate records of pricing, sales, and activity reports. Reported progress weekly to senior leadership.

Assisted reps in preparation of demo presentations, proposal development, negotiations, and closing.

Increased team sales 400% from Q3-2015 to Q4-2015.

Accepted Director of Business & Professional Development role to assist in post-acquisition growth strategy.

Executive Mosaic – Tysons Corner, VA 7/2014 – 5/2015

Business Development Manager

Successfully developed and executed a strategy to surpass individual and team revenue goals by selling executive memberships, marketing packages, and event sponsorships to prospects and current accounts in the government contracting space.

Exceeded annual sales quota of primary product in first 6 months with company.Identified prospects through self-generated leads and referrals. Formulated and initiated customer contact strategy including face-to-face meetings, conference calls, and webinar presentations.Cultivated strong relationships with senior level executives within small to enterprise sized companies through strategic interaction and cultivation of value-based solutions.

Contributed to development, promotion, and event day coordination of 100+ events.

Resigned from role when recruited by RainKing to lead new team focused on staffing specific SaaS platform.

Vocus Marketing (now Cision) – Reston, VA 2/2013 – 9/2013

Sales Director

Recruited, trained, and managed an inside sales team of up to 12 sales professionals towards monthly, quarterly, and annual quota achievement of new sales targeting small to mid-sized businesses.

Provided coaching and training to sales reps on product knowledge, sales process, time management, platform usage, and skills directly related to consultative selling.

Led reps through full sales cycle initiated through numerous lead sources including cold calls, inbound leads, and handoffs from lead generation team.

Established clear standards to manage successful engagement of sales leads, follow-up activities, and opportunities focused on increasing close rates.

Conducted weekly 1:1 reviews with each reps to discuss pipelines, develop closing strategies, uncover training needs, and coach towards improved sales and activity performance. Reported to senior leadership on weekly basis.

Analyzed KPIs (lead-to-opportunity conversion, ASP, individual productivity, quota achievement) towards optimal performance.

Led project team responsible for re-development of new hire training focusing on Vocus pricing and packaging.

K12 Inc – Herndon, VA 2/2010 – 2/2013

Private Sales Floor Manager 4/2011 - 2/2013

Managed enrollment team responsible for the purchase of multiple educational programs and private school options. Oversaw the day to day operations, hiring, training, quality evaluation, coaching, escalation management, and development of quarterly goals and commissions. Developed metrics driven analytics for individual, team, and executive viewing of sales and productivity.

As part of management team, led growth of team from 12 to 51 enrollment consultants, the expansion of offerings from 2 to 6 product lines, and the implementation of multiple ordering and CRM systems. Served as direct manager for 18 Enrollment Consultants focusing primarily on operations, sales tracking, pipeline management, and coaching.

Coordinated with internal departments and external school administrators towards the effective training, enrollment, and transition of students into educational options. Led training, project management, and enrollment efforts in conjunction with George Washington Univ. leadership team to successful launch of first school year of GWUOHS.

Team achieved $19M in sales versus a $17M goal and achieved a 45% increase in YOY revenue of primary school option from FY 2011 to FY 2012. During primary quarter of FY-2011 year, sold $7.2M in sales and achieved 108% of sales goal.

Enrollment Consultant 2/2010 - 3/2011

Effectively developed client base towards purchase and renewal of educational programs through leads and referrals.

Responsible for full sales cycle including qualifying, solution presentation, needs assessments, testing, course selection, closing of sale, orientation, and serving as point of contact throughout term of enrollment

Consistently succeeded in surpassing individual goals and contributing to achieving team goals in quarterly sales parameters and standards of effective productivity throughout term of employment.

Aided in training of Enrollment Consultants though quality assurance review and development of educational resources on presentation and product knowledge. Supported team through tracking of individual and team sales and productivity throughout business quarters for management. Further assisted team with lead analysis to increase maximum output of outbound calling and lead optimization.

Promoted to Sales Manager to lead aggressive growth and sales efforts in K12’s private school division.

Virginia Imports, LTD – Springfield, VA 3/2008 – 2/2010

Regional Sales Manager

Managed accounts, developed new business, and expanded territory in for wine and beer distributorship.

Assisted in consulting, marketing, training, and sales of wines and other products to over 120 clients.

Expanded total client base by 20% over two year period.

Consistently surpassed monthly sales quotas and quarterly priorities.

Continuously grew and developed within established clients as well as created new business.

Responsible for initiation, marketing, and oversight of special events to promote and educate employees and public on specific product priorities.

Extensive collaboration with national supplier representatives to develop new clients, expand product sales, and build knowledge of the company within the business community.

Education

B.S., Political Science, Virginia Polytechnic Institute & State University

Contact this candidate