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VP Sales

Location:
Cumming, Georgia, United States
Salary:
150,000
Posted:
August 13, 2019

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Resume:

Philip Head

*** **** ***** ***** *******, GA ****4

Phone: 216-***-**** ac92jq@r.postjobfree.com

Professional Summary

Results-driven Senior Sales, Strategic Partner Manager, and Sales Operations Executive, leveraging 20+ years of inside/outside BPO sales management success Organized, take-charge leader with exceptional follow through and attention to detail Experienced change agent, skilled at developing a challenging and productive sales environment Sales leadership authority who thrives in a high-expectation, high-stress environment Quota-breaker, consistently leading sales organizations in achieving and exceeding revenue targets Articulate communicator, building trust and rapport at all levels Enterprise change agent, creating “success-based” cultures

Core Competencies

P&L management B2B inside/outside sales Demonstrated success in driving corporate earnings and maximizing efficiency Leadership development Sales and support of advanced BPO technologies Strategic business analysis and pricing Forecasting Compensation design Leadership by example Benchmarking and performance metrics Committed to exceeding customer expectations Meticulous about quality control Exceptional technical acumen (programming/software) Vertical expertise includes retail, telecom, high-tech, government, and financial services Consistent record of achieving unprecedented results

Professional Experience

ClearGage, Inc. Virtual

A privately owned SaaS technology and services company, providing HIPPA and PCI compliant revenue cycle and healthcare payments to the healthcare industry/healthcare payments space. The company’s software streamlines the process of calculating and collecting patient payments.

VP, Sales – Jan/2016 – Present

Report to Company Owner. A sales management role, leading a team responsible for driving new logo and existing customer revenue. Focused on the chiropractic, medical, dental, and veterinary verticals. Responsible for business development, revenue generation, and cultivating long-term relationships with C-level decision-makers.

Grew annual revenues from $1.2MM to $10.8MM, and sales rep headcount from 3 to 7.

Residual business team performance against quotas:

2018 - achieved 840 new clients against 1,200 new clients quota, driving $7.2MM in revenue.

2017 - achieved 880 new clients against 800 new clients quota, generating $4.2MM in revenue.

2016 - achieved 400 new clients against 500 new clients quota, delivering $1.8MM in revenue.

TCV deal sizes ranged from $12K to $240K.

Added and managed new strategic partners.

Analyze market intelligence, capitalizing on market opportunities and positioning offerings appropriately.

Hired “high-close-rate” sales performers and new strategic partners, growing monthly new sales acquisitions from 25 to 100.

Bluefin Payment Systems Atlanta, GA

A $70MM cloud-based provider of secure, integrated payment technologies for independent software vendors, SaaS companies, and major U.S. and Canadian merchants. Bluefin’s proprietary platform powers feature-rich integrated payments, including QuickSwipe mobile POS, tokenization, PayConex, and transparent redirect.

VP, Inside Sales – Jul/2013 – Jul/2015

Reported to SVP, Independent Software Vendor Channel. Recruited by former EVP, Sales and Marketing, to build inside sales organization. Responsible for inbound/outbound sales of technology products/financial services technology to Fortune 500 companies and small-to-mid-sized businesses. Led all operational aspects, including staffing, training, and revenue generation.

$20MM P&L, growing sales headcount from 3 to 17.

Grew sales revenue by 20% year-over year with performance against team quota as follows:

2015 – drove $5MM in new logo revenue (85% against quota).

2014 – drove $15MM in annual revenue (90% of quota).

Grew client base (measured by merchant identification numbers) from 140 per month to 350+.

Designed and implemented new compensation program, increasing margins by 30%+ per new account.

Instituted new KPI policies and procedures, increasing C-Sat by 33%.

Developed employee onboarding program, reducing attrition from 40% to 15%, saving $5K+ annually.

Key driver in customizing Salesforce.com CRM system; developed productivity tracking/reporting, increasing productivity by 33%+ and improving close rates from 45% to 56%.

Launched conversion project to transition specified merchants to more lucrative platform, generating $1MM additional annual revenue.

Coordinated with 100 partner relationships monthly to calibrate sales efforts and drive lead opportunities through a seamless process of customer onboarding.

Intrix Technology, Inc. Denver, CO

A privately held registered Independent Sales Organization, delivering innovative payment processing solutions. Intrix ranked 85th in the U.S. Top 100 Acquirers in 2010. The company serves 2,500 merchants nationwide, processing more than $1B in 2011 annual sales volume.

SVP, Sales – Dec/2012 – Jul/2013

Reported to CEO. Served in a combination sales management/individual contributor role, managing a 7-member sales team, selling an integrated credit card processing model to all business verticals. Responsible for all operational aspects, including staffing, training, forecasting, and revenue generation.

Sales channel P&L responsibility for $1MM.

Managed 7 individual contributor sales professionals, continuously building out to 50+.

Increased sales from $600 monthly residuals to $7.5K in less than 5 months, tripling margin-per-deal monthly residuals from $50 to $150, with projected monthly residuals of $50K by year’s end.

Marquee clients included Sylvan Learning and CEDIA.

Implemented Salesforce.com, increasing productivity.

Created/delivered comprehensive onboarding sales training program for all new sales reps, achieving one in-classroom week of training before transitioning reps to active sales with continuous mentoring.

Instituted new sales comp incentive plan (from interchange plus to tiered-pricing structure), increasing new acquisitions from 4 to 50 monthly, and increasing profitability-per-account by 67%.

Implemented pricing strategies, generating $100K in additional new revenue.

Accelerated Payments Technologies Henderson, NV

A next-generation integrated payment processing company, providing secure payment solutions and relationship-based engagement through its unparalleled partner program. Accelerated offers a single integration point for payments, providing clients a robust and sophisticated front office solution.

Department Head, Merchant Sales – Jun/2010 – Dec/2012

Reported to EVP, Sales and Marketing. Recruited to transform an underperforming existing inbound/outbound merchant sales department. Responsible for revenue generation, selling POS solutions to small and mid-sized merchants.

$3MM budget, managing 10 direct-report channel partner managers and inside sales managers.

Marquee clients included Patterson Dental Software and DaySmart.

Exceeded annual team revenue goal of $1MM by 10%, representing $1B in new processing volume.

Established account retention department, saving 20+ accounts monthly ($2MM+ annual revenue).

Established cross-sell team to sell value-added services, adding 5% in bottom-line revenue.

Transformed inbound-focused order-taking operation into outbound cold-calling sales department.

Created/implemented “pay-for-performance” compensation program, growing headcount from 27 to 37.

Established onboarding training for new sales reps, reducing “go-live” time from 2 months to 3 weeks.

Increased monthly new sales from 550 to 800+ through hiring, training, and employee retention strategies.

Implemented new hardware, gift card, and check services strategies, increasing sales by 10%.

Streamlined hiring strategy, saving 30% in annual recruitment costs.

Implemented pricing strategy, increasing profitability-per-deal by 20%.

Established scorecard for evaluating sales rep’s conversations, improving close rate from 30% to 38%.

Key driver in redefining Canadian market, increasing market share from 10 new accounts monthly to 20.

First Funds/Ready Funds New York, NY/Vancouver, BC

A $175MM commercial cash advance and venture capital firm operating primarily in Canada and the U.S., chiefly assisting small-to-mid-sized businesses with fundraising through equity debt or other methods of investment. Ready Funds was a direct-selling office for First Funds.

VP, Sales/Director, Inside Sales – Mar/2006 – Nov/2008

Reported to Company Owner. Aggressively recruited to lead staff, developing and managing growth strategy for Vancouver sales office. $3.6MM P&L responsibility, managing all aspects of U.S. and Canada inbound/outbound call center business (HR, IT, CX, underwriting, and offshore lead-generation). Responsible for 10 lead-generation centers (150 FTE) in India and the Philippines. At owner’s request, returned to Corporate HQ to transition sales from direct to distributor-based model, revitalizing inside sales program and creating proactive corporate culture.

PRIOR POSITIONS HELD

Electronic Merchant Systems (EMS)

Call Center Director

Aug/2002 – Mar/2006

OfficeMax

Call Center Ops Department Manager

Feb/1999 – Mar/2002

Telesales Marketing Consulting

Consultant

Jul/1996 – Feb/1999

Nacscorp

Sales Manager

Apr/1994 – May/1996

Education

ST. AUGUSTINE’S COLLEGE, Raleigh, NC

Bachelor of Science, Business Management

CUYAHOGA COMMUNITY COLLEGE, Cleveland, OH

Coursework in Computer Sciences

Notables

Willing to consider domestic or international relocation; able to travel up to 50%.

U.S. citizen, willing to travel internationally, holding current passport.



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