Sales Customer Service

Byron Scott Dorton

Griffin, Georgia *****

404-***-**** *****.******@*****.***

Profile

I am a Senior Executive who has a demonstrated history of increasing a company’s market share while increasing revenues and profits. I’m a leader that has extensive B2B experience, conducting business analysis (SWOT), building successful sales and operations teams, designing new products, and streamlining processes in all facets of a business. My success comes from the analytical approach I take in all aspects of the business. I am looking for a company where my skills can be used to help grow teams, products, revenue, and profit.

Selected Achievements

Developed and deployed two SaaS platforms in ten months with the first-year revenue of $1M+ (900% profit).

Expanded Best Pick Reports to nine major metros (MSA >4M) and grew customer base by 800%+ and revenues by 600%+.

Expanded Metro Directories from one market into ten markets and revenues by 1100%+ before being acquired by the largest Yellow Page Publisher in the world.

Professional Experience

BEST PICK REPORTS, LLC (a division of EBSCO Industries), Atlanta, GA 2009 – 2018

Vice President of New Product Development (2017 – 2018)

Managed a multidepartment development team to deliver and deployed two new web-based (SaaS) platforms, on time and on budget, creating adding $1M+ in revenue (900% profit) from existing customer base and new prospects in year one.

Created Go-to-Market plan (including pricing) and all Sales/Marketing materials for each platform.

Developed a training curriculum for new products and established KPI’s to manage adoption and success.

oPlatform 1: A customer portal platform to display current and historical results for services offered including data analysis for various metrics measured, as well as a communications platform to the company.

oPlatform 2: A call tracking platform to assist SMB companies in documenting ROI for various advertising mediums and allowing management the ability to assess their customer service efforts by documenting interactions with office personnel and their customers.

Vice President of Sales (2012 – 2017)

Expanded company’s footprint to three additional metros and increased customer base by 200%+ and revenues by 300%+ (Boston, Philadelphia, and South Florida).

Reduced sales rep turnover by 40% using a statistically based assessment platform evaluating new hires against top performing reps on Thinking Style and Behavioral Traits.

Refined the B2B sales process and created a new training curriculum to include a more consultative approach while adopting a more efficiently designed Salesforce.com platform to use in the field.

Increased sales performance of the bottom half of the team by 20% using a video-based Sales Training program to assist in managing remotes team members as well as document various skill levels with an archivable history.

Reduced new customer onboarding time more than 50% by working with all internal departments to streamline the process from beginning to end providing an exceptional customer experience.

Slashed sales cost 30% by negotiating vendor agreements while ensuring the full continuation of services.

Exceeded renewal rates of 90% each year.

Regional Sales Manager (2009 – 2012)

Expanded company’s footprint to six additional metros and increased customer base by 450%+ and revenues more than 350%+ (Chicago, Dallas, North Virginia, Houston, DC/Maryland, and Birmingham).

Implemented a CRM platform (Salesforce.com) for Sales to track and communicate KPI’s on a daily basis with all departments within the organization increasing operation efficiency by 25%.

Developed a new B2B sales process and training curriculum for expansion into new markets.

Hired and trained a new team of hunters to grow our market share quickly.

Conducted all training sessions with new hires and bi-annually training for the entire sales team in the Spring and Fall.

Created go-to-market plans for each new territory and all Sales/Marketing materials.

METRO DIRECTORIES, Atlanta, GA 2002 – 2009

Director of Internet Marketing and Development (2005 – 2009)

Increased revenues 20% by developing an online “Local” search platform including SEO & SEM packages for existing and new customers.

Implemented a campaign tracking technology to help customers lower their online marketing spend by 25% and receive a better Return on Investment (ROI) from click packages (i.e., sponsor links on all major search engines).

Attended The Kelsey Group conferences to stay up-to-date on new technologies and trends for the “Local” market in online search.

Developed a new B2B training curriculum and trained sales staff on benefits of MDP’s new products and established KPI’s to measure the sales teams adoption.

Regional Vice President Sales (2004 – 2009)

Grew customer base over 600% while maintaining a renewal rate over 75%.

Increased salesforce by 300% and kept a churn rate of less than 30%.

Refined B2B sales training curriculum and conducted training sessions for all new hires.

Developed canvas strategies, goals, and evaluations programs for sales staff in 10 Metro Atlanta markets.

Did market expansion and market restructuring analysis to grow MDP’s footprint by 500%.

Implemented an online Customer Relationship Management (CRM) program to manage sales KPI’s.

Work closely with our production and finance departments to resolve any issues for customers that fell outside of our standard operating procedure to maintain a customer satisfaction rating higher than 90%.

Worked with community leaders, civic organizations, and local Chambers of Commerce to build brand awareness of MDP and their benefits to local business owners.

Sales Manager (2002 – 2004)

Increase customer base 250% while managing 15 major accounts.

Increased rep performance 20% using an in-the-field coaching performance report during ride alongs.

Participated in a minimum of 3 Networking Opportunities each week.

Recruited and trained new sales on consultative sales techniques.

Account Executive (2002)

Set sales record of most new accounts sold in one week (14 new sales -achieved three times).

Set sales records in MDP for most new accounts sold in a new market (76 new sales).

Maintained anew prospect sales pipeline of 50 potential customers at all times, rotating the bottom half weekly.

Prospected new business advertisers through cold calling door-to-door.

OGLETHORPE POWER CORPORATION, Atlanta GA 1998-2002

Power Generation Specialists

Responsible for observing Georgia Power’s operating procedures to ensure they were following the operating agreement between Oglethorpe Power Corporation and Southern Company for assets exceeding 1 billion dollars.

Was a member of Electric Power Research Institute (EPRI) and did collaborative works on Flow Accelerated Corrosion (FAC) in feedwater heaters and piping.

Monitored steam turbine performance and assisted with chemical cleaning analysis that gained a gross 10% increase in output.

Worked closely with Oglethorpe’s Power Generation Center for load forecasting during the peak times in the summers.

Did research on EPA and EPD new fossil fuel emission guidelines

Monitored Heat Rate Loss Due to Thermal Losses on Electro Static Precipitators and Boiler Exhaust Ductwork

Developed an Access bases real-time program to monitor Heat Rate, Emissions, Boiler Pressure, Energy demand via unit cycling to determine how load and operating procedures affect unit efficiency and Nitrous and Sulfur Oxide emissions

Monitored various aspects of Siemens Westinghouse's construction agreement building two V84.2 Gas Turbines at Smarr Energy Facility.

Awarded certificates in Gas Turbine Control, Gas Turbine Fundamentals, and Evaluating and Improving Steam Turbine Performance.

Education

BSE, Mechanical Engineering, Mercer University, Macon, GA (2002)

Certificates

EIT020995 Georgia (Passed 2002)

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