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Sales Management

Location:
Lumberton, New Jersey, United States
Posted:
November 28, 2017

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Bryan D. Miller

ac3ihs@r.postjobfree.com (856) *** ****

** ******* ****, *********, ** 08048

Senior Head of Sales

Sales Leadership Thought Leadership Strategic Planning

Highly-accomplished, award-winning and forward-thinking Senior Sales and Practice leader with 19+ years’ achievement at the helm of regional, national, and global sales and consulting teams generating tens of millions of dollars in revenues. Uniquely adept at account analysis and developing sales strategy using data and market insights to grow sales performance and revenues under the strictest market constraints. Rich history of promotions and increasing responsibilities throughout career, including success in both individual sales positions and in senior sales leadership roles over sales professionals distributed regionally and internationally. Diligent strategist with a keen ability to penetrate corporate structures to access and influence key decision makers at the most senior levels of client organizations.

Areas of expertise:

Regional & Division Management

Team Leadership & Development

International Business Leadership

Data/Insight-Driven Sales

Regional & National Oversight

Sales Strategy

Business Planning

Strategic Account Management

Challenger Selling

New Logo Acquisition

Talent Development and Planning

SaaS Solutions

Sales Technology

Coaching

SaaS Start-Ups

Negotiating

Sales & Learning Agility

Professional Experience

Caliper - Princeton, NJ 2017 to Present

Senior Vice President of Sales – (May 2017 - Present)

Working closely with the CEO and executive team, this role is primarily responsible for driving the transformation of an underperforming sales organization by contributing to the strategic and tactical success of the business and in doing so, returning the company to profitable growth. This included improving sales growth by developing and executing an effective strategic sales plan for growing the business while leading a team of 15 sales professionals and working closely with Calipers marketing and product teams by providing input to continually improve and expand the existing product set. Key responsibilities for this role include:

Managing and developing the company’s sales organization while assuming responsibility for yearly, quarterly and monthly sales projections and revenue goals within the sales organization

Taking ownership for defining and enhancing sales metrics and benchmarks for measuring progress and maintaining focus

Employing outstanding leadership and team building skills, while coaching and mentoring sellers in best practices for prospecting, qualifying, navigating and selling/closing business.

Remaining actively engaged in the day-to-day activities of the sales team, and proactively addressing obstacles that potentially impede the team's tactical and strategic success

Building a sales culture of accountability, commitment and excellence across the sales team

Planning for the capabilities and talent needed to support accelerated growth targets including recruiting, developing and retaining top performers.

Establishing quotas and commission plans that align to the organizations goals; continually managing and monitoring performance.

Working collaboratively across all departments to ensure that the rapidly expanding needs of the sales organization are met.

Defining and instituting a new sales process and create greater levels of collaboration between marketing, sales, client services and operations.

Achieving a formulaic sales approach with the ability to forecast and measure performance from lead generation through to close.

Focusing on market data, understanding key accounts, developing relationships in advance of opportunities, and pursuing the opportunities best suited to win.

StartMonday - New York, NY/Amsterdam, Netherlands 2016 to Present

Sales & Marketing Advisory Board Member (March 2017 – Present)

Appointed to the StartMonday Sales & Marketing Advisory board to bring sales expertise and advise the organization on sales strategy and management of the company. This role is responsible for providing guidance and relevant insights to support the organizations growth initiatives. Serves as a sounding board and resource to the management team offering overviews of major trends or discontinuities in the competitive market.

Chief Sales Officer – (September 2016 – May 2017)

As CSO of this publicly traded company, this role has full responsibility for launching and leading all revenue generating activities with a focus on developing and implementing new processes to acquire new customers and optimize revenue growth. Key responsibilities for this role include:

Executive Management – As key member of C-suite leadership team, participating in strategic planning sessions, product design/feature discussions, and served as the voice of sales in company planning activities. Participated in investor calls representing sales.

Establishing revenue targets, sales compensation plan design, and revenue forecasting (quarterly and annual)

Organizational structure – organizational design to include territory coverage requirements, defining talent capabilities/requirements and hiring selection criteria, etc.

Sales Strategy – Created sales growth strategy emphasizing “new logo” acquisition in key verticals including hospitality, dining and leisure, retail, financial services (consumer banking), travel, technology and transportation.

Sales Process Design – designed customer centric sales model and processes based on ideal customer profiles (ICP’s) and buying personas.

Talent Acquisition and Development – Actively recruited, hired and on boarded new Client Solutions Directors in Europe and US. Created on boarding plan and provided on-going sales coaching and development including running the first ever global “sales week” meeting in Amsterdam

Sales Technology – Scoped key technology requirements for sales team. Researched and implemented CRM as both a sales coaching tool and management reporting tool, established usage guidelines for recording sales activity, reporting requirements, and implemented pipeline stages within CRM to support and mirror customer buying journey

Korn Ferry International Haygroup - New York, NY 2012 to 2016

Leadership and Talent Consulting Practice

Leader, Global Sales Talent Practice – (January 2013 – September 2016)

Responsible for launching and leading Korn Ferry’s Global Sales Talent (GST) practice to expand the firms’ ability to serve clients talent management needs. As the practice leader, this role has full responsibility for developing a blueprint to substantially increase market share, brand, and client awareness of Sales Talent Practice services. Key responsibilities for this role include:

Recruiting, leading and mentoring a team of global sales talent consultants

Identifying and monetizing a sustainable pipeline of service offerings and solutions

Supporting the publication strategy and thought-leadership for the practice area

Participating in opportunity development at customer sites, architecting solutions and supporting business development efforts as needed

Working collaboratively with other Korn Ferry practices and geographic regions to support business development efforts and evangelize the practice area within the firm

Participating directly on consulting assignments, helping to direct the engagement and interacting with clients as the senior member of the consultant team

Director of Client Solutions – Leadership & Talent Consulting (May 2012 - January 2013)

Responsible for supporting clients’ talent and leadership agenda by serving as a strategic advisor to C-suite and senior level leaders, advising on a range of talent management issues including leadership development, succession management, performance assessment and learning and development. Role required an in-depth knowledge of the full suite of LTC talent solutions including competency frameworks and assessments, leadership development and enterprise learning solutions, executive coaching, and talent acquisition services. Primary industries served include Financial Services, Consumer and Retail, Media and Entertainment, Technology and Industrial markets. Key responsibilities and accomplishments for this role include:

Organizing and leading cross-functional pursuit teams including oversight of all aspects of the proposal development process (content design, setting pricing strategy, and proposal delivery)

Selected to be one of six global sales team members responsible for launching and selling new SaaS solutions to talent acquisition leaders, generating a pipeline of over $425K in 8 months

Mobilizing and managing engagement delivery teams

Successfully achieved first year revenue goal, generating over $500K in first 9 months

Achieved quota in second full year, representing 21% YoY growth

Built a pipeline of over $1.5M of active opportunities in first 12 months with firm (current pipeline is $2.3M)

Talent development – developed and implemented phase 2 of “Cold Calling School” for the New York office training 9 sales colleagues in consultative prospecting techniques

Designed and delivered consultative prospecting training to the Global Financial Markets (GFM) practice and Global Products Group (GPG) team

New Logo Acquisition – opened up 18 new accounts since joining the firm with over 41% of current clients purchasing two or more solutions

Business development - delivered incremental revenue growth of over $1M+ annually

BayGroup International (Larkspur, CA) 1999 to 2012

Senior Vice President & Managing Director, EMEA (December 2009 - May 2012)

Promoted to manage the firms EMEA region sales team and operations including sales and delivery consultants, following the conclusion of an expat assignment in London, UK. Maintained responsibility for an existing portfolio of domestic and international clients totaling $2M+ annually in revenue. Client base was comprised of Fortune 200 companies, primarily within the Industrial, Financial Services, CPG and Professional Services industries. Resumed responsibilities for on-going new client development domestically which included creating and executing a sales strategy for each new client account and delivering large, enterprise-wide client engagements with average deal size of $100K+.

Oversaw continued expansion and growth in EMEA, driving 20% of the firms total global revenue

Joint responsibility for consultant delivery and business development activities in EMEA

Achieved record personal revenue production during the worst economy in 40 years

Exceed quota by a minimum of 30% each year while taking on added management responsibilities

Maintained status as firms top producer globally while setting new revenue records

Added 13 new clients, with average revenue exceeding $125,000 per deal and grew existing client revenue by an average of 28% per client

Managing Director, EMEA (SEPTEMBER 2006 - November 2009)

Assigned to a three year expatriate role based in London, UK that was responsible for launching and building the firms EMEA region business. Responsible for setting sales strategy, recruiting talent and providing strategic leadership around business development as well as tracking monthly and annual sales objectives. Facilitated and enhanced relationships with current high-profile customers as well as executive new business development activities to expand existing base of European clients.

Staffed EMEA sales organization and within 18 months, established the region as the second highest revenue generating territory for the firm

Established several new UK/EMEA based clients for the firm, delivering over $500K+ in revenue

Continued to achieve incremental personal revenue growth with existing clients (US based) while working abroad

Applied strong interpersonal and leadership skills to facilitate growth and development for new team members numbering among the firms most productive

Senior Vice President (December 2004 – August 2006)

Promoted to turn-around and lead the Southeast regional sales team within the firm. Recruited, on-boarded and developed new sales consultants responsible for new business development and managing a portfolio of existing clients. Provided leadership and direction to regional sales team members through extensive training, KPI tracking and analysis, personal development plans, and general day-to-day sales support. Coached and mentored sales team members boosting productivity and profitability. Continued to manage and develop an existing base of clients while focusing on new client acquisition in the Northeast region.

Manage and direct the activities of sales force members to achieve revenue and profit goals

Successfully recruited, on-boarded and trained two new business developers

Turned around a team of underperforming sellers and within 12 months all team members achieved quota

Continued to add an average of 6-8 new revenue generating accounts each year

Maintained status as #1 sales producer globally while adding management responsibilities to position

Sales Vice President, Mid-Atlantic Region (June 1999 – December 2004)

Devised and implemented complex and aggressive sales target campaigns for key Fortune 500 accounts within the Mid-Atlantic region. Responsible for attainment of revenue targets ranging from $1.2M-$1.8M annually in a “green field” territory. Initial focus of this role was on new client development but included account management as client relationships matured. Utilized a sales approach which included research (via investor relations sites), consultative prospecting to gain access to C-level decision makers, “challenger-style” selling, presentation and negotiation skills to close large, profitable deals.

Achieved and maintained position at the #1 producer from 2002-2004

Closed first six figure deal ($380K) within 6 months of hire

Surpassed first year target by 52%

Added 9 “new logo’s” within first year of employment

Dale Carnegie Training 1995 to 1999

Corporate Solutions Team

Senior Training Consultant

Responsible for consulting and selling corporate training services within the Southern NJ market. Sales efforts included new client development, client servicing, penetration and retention of existing clients and assessment of client needs. Clients included companies within the healthcare, retail, utility gaming and IT industries.

Finished #3 out of 893 training consultants globally during third year of the firm

Tapped to help redefine and launch the firms “Sales Advantage” program

Keynote speaker and workshop presenter at two global company conferences

Raymond Karsan Associates (Now Kenexa) 1993 to 1995

Senior Consultant

Initially hired as an associate level recruiter and promoted after first year to senior consultant. Responsible for new client acquisition, servicing of existing client needs and oversight of search assignments including negotiation of search fees and candidate offers. Clients were primarily in the managed-care/insurance and pharmaceutical industries. Typical search assignments included Medical Directors, Actuaries, Underwriters, and Finance Professionals at the Director to Vice President level.

Selected as one of two associates company-wide to participate in partner development program

Set company record for the most completed searches as an associate

Achieved status as top 12 producer out of 200 search consultants within 7 months of employment

Tapped to take an expatriate assignment in Moscow and open up the firms first office in Russia

Education

Doctor of Medical Dentistry (DMD) Program – West Virginia University School of Dentistry (1990-1992)

Animal & Veterinary Science Program– West Virginia University (1987-1990)

Certifications, Training & Specialized Skills

Situational Sales Negotiation I & II Dale Carnegie – High Impact Presentations

Cross-Cultural Negotiation Leadership Training for Managers (Dale Carnegie)

Executive Profitable Growth (BGI) The Dale Carnegie Course

Korn Ferry Leadership Architect

Technical/IT Skills

Salesforce.com (CRM) Microsoft Navision (ERP)

ACT! (CRM) Goldmine (CRM)

MS Office Suite 2010-2014 Adobe Suite of Products



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