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Sales Manager

Location:
Fairfield, Connecticut, United States
Salary:
325000
Posted:
April 27, 2019

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Resume:

Edward C. Mason

** ********** **., *********, ** 06824

203-***-**** / ac88a6@r.postjobfree.com

Linkedin.com/in/edwardcmason/

Executive Summary: experienced & successful Chief Sales Officer/Head of Sales/Chief Revenue Officer, as well as Salesperson (Individual Contributor) - Skills/Accomplishments include:

Have been Head of Sales for three of the ten largest consulting/advisory firms: Deloitte (#1), BDO (#5), and CohnReznick (#10)

As Head of Sales, 100% track record of delivering Sales Growth:

oBDO – 62% growth – ($4.5 million to $7.3 million)

oCohnReznick – 123% growth – ($3.5 million - $7.8 million)

oDeloitte – 20% growth – ($53 million to $63.8 million)

Evaluated and successfully re-built 2 of the 3 sales organizations led: BDO & CohnReznick. These two had negative ROI prior to my hire. Positive ROI delivered for all:

oBDO - 88% ROI

oCohnReznick – 125% ROI

oDeloitte – 220% ROI

As an Individual Contributor, have sold over $100 million in professional services fees

100% Quota Attainment as both an Individual Contributor, and as Head of Sales

Individual and Head of Sales Services/Industries addressed include: Financial Services; eDiscovery; Cyber Security; Corporate Taxation; Tax SaaS Automation; Information Governance; Cyber Incident Response; Legal; Healthcare; Pharmaceuticals; Restaurants; Manufacturing & Wholesale Distribution

Independent Consultancy - Chief Sales Officer 7/2017 – Present

Serve as Interim Chief Sales Officer/Head of Sales/Chief Revenue Officer for my clients

Consult/Advise multiple businesses in matters of:

Building their own in-house Sales Teams // Sales Performance Improvement

Sales Operations // Sales Methodologies // Incentive Compensation Plans

CRM // Risk Weighting Pipeline // Hiring & on-boarding

Training these organizations’ SMEs in “How to work Effectively with a Salesperson”

BDO Consulting – Managing Director, Head of Sales 2015 – 2017

Mission: evaluate, cull, and then re-build incumbent sales team (under-performing/negative ROI)

Baseline sales were $4.5 million / negative ROI.

Delivered at 62.2% increase in sales in one year. ($4.5 million grown to $7.3 million)

Delivered 125% ROI (Sales Increase and ROI turn-around achieved with a smaller & 50% new-hire sales team)

Developed a Proven Successful, Repeatable Sales Methodology reflecting SWOT position

Trained Salespeople and SMEs in QDSP as part of achieving pricing integrity

Developed/Created a customized approach to risk-weighting pipeline within Salesforce.com. Prior approach was highly subjective. Created an empirical approach that proved to be +/- 2% accurate

Assumed a Player-Coach role on all major pursuits uncovered by my sales team

Trained, Coached & Mentored Sales Team continuously. Trained SMEs to work effectively with BD people

Additional responsibilities included: Sales Operations, Hiring, Performance Appraisals, Budget & Compliance

Cohn Reznick – Principal & Head of Sales 2013 – 2015

Mission: evaluate, cull, and then re-build incumbent sales team (under-performing/negative ROI)

Baseline sales were $3.5 million / negative ROI.

Delivered at 60% increase in sales in first year. ($3.5 million grown to $5.6 million)

Delivered 39 % growth in year two – 123% overall growth ($3.5 million to $7.8 million)

Delivered 125% ROI (Sales Increase and ROI turn-around achieved with a smaller & 30% new-hire sales team)

Re-wrote the sales incentive compensation plan to fair market norms

Created the firm’s curriculum for sales training for use at the Partner Academy and similar environments

Created a pipeline tracking and sales forecasting tool absent a modern CRM system

Assumed a Player-Coach role on all major pursuits uncovered by my sales team

Individually Sold multiple engagements absent a personal sales goal

Additional responsibilities included: Sales Operations, Hiring, Performance Appraisals, Budget & Compliance

Deloitte – Managing Director & Head of Sales – Tax 2001 – 2013

Hired as a Business Development Manager (Individual Contributor) - Total Sales over my tenure were: $77 million

Promoted to Managing Director (non-eq. partner) as soon as eligible in recognition of sales excellence

Promoted to Head of Sales for Tax which position also put me on the firm’s Executive Committee for Clients & Markets (firm-wide)

As Head of Sales grew Total Sales by 20% ($53 million to $63.8 million)

Driven by this growth, Sales Team expanded from 26 to 31 Salespeople

Delivered 220% ROI to the firm on their investment in the Sales Team

Trained as a Sales Performance Improvement Instructor by Miller-Heiman, Sandler Training, The Complex Sale Group, and the Learning Outsource Group. Additional training experience with both the “Challenger Method” & “Predictable Revenue”

Additional responsibilities included: Sales Operations, Hiring, Performance Appraisals, Budget & Compliance

Ernst & Young – Senior Manager & Business Development Lead 1997 – 2001

Practitioner & Practice Leader for NYC Tri-State & New England regions for the firm.

In addition to client service obligations, served as the practice’s Salesperson/Business Developer responsible for keeping my team of 8 practitioners utilized

Over 4 years, delivered 800% revenue growth ($400 thousand to $3.2 million)

Education - Franklin & Marshall College, Lancaster, PA – BA – Economics – 1983 – Dean’s List – Chi Phi Fraternity

Affiliations – Union League Club of NYC; DeBruce Fly Fishing Club, NYS; Greens Farms Congregational Church

Personal - Married 33 yrs. – 3 grown children - open to relocation for the right opportunity



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