Career Headline

Accomplished, goal-oriented, and performance-focused director of sales professional, offering broad-based leadership experience in all aspects of commercial sales.

Areas of Expertise

Sales Operational Leadership

Strategic Planning and Implementation

Process Optimization

Talent Recruitment

Business Development

Compensation Design Administration

Sales Training Program Improvement

Revenue Growth

Professional Experience

C.H. Robinson, Chicago, IL

Director, Sales Jan 2012–Present

Directly report to the vice president to manage the development and implementation of strategic sales program for a $1.4B division of the company, as well as to communicate alignment of plans and goals

Analyze return on investment (ROI) for projects in support of the division’s sales strategy, while handling approval and refusal of projects to be reported to senior leadership

Set standard goals and sales expectations for seven separate P&L

Establish the following to help attain career advancement for sales executives:

—Sales effectiveness score to measure their performance;

—Sales enablement position and process to eliminate non-value-added time from them; and

—Sales manager position to facilitate development disciplines

Provide direction to successful sales managers that drive continuous double digit new business growth within each P&L

Render support to Sales Team as an overlay - business development resource for clients with over $200M in sales

Assist with the creation of learning and development curriculum for commercial sales employees regarding the total cost of ownership training and consultative selling approach

Notable Accomplishments:

Played a pivotal role in increasing the average sales executive minimum revenue achievement by 300% following the introduction of the sales management disciplines

Implemented a key sales support role, resulting in an increase in selling time by 37% per engagement

Succeeded in generating annual net revenues of $3M while serving as an overlay – business development resource

Improved new business acquisition by 130% by enhancing incentive plans and competencies within core service offerings; as well as market share through financial performance management

Drove efforts in conceptualizing and applying sales strategies, thereby growing annual new business sales over 15%

Made significant contributions in time savings, accuracy, and efficiency through creation and oversight of sales budgeting process

Corporate Shared Services - C.H. Robinson Division, Chicago, IL

Director, Business Development Jan 2008–Dec 2011

Steered efforts in integrating innovative solutions, while establishing a global Strategy Deal Team

Exemplified expertise in sales processes and tactics as an overlay sales support resource

Rendered direction and guidance on enterprise initiatives to guarantee alignment with overall strategic agenda

Drafted proposals and executed presentations to ensure adherence of message to the needs of each unique customer

Built and maintained strong business relationships with prospective clients and business partners at the executive level

Notable Accomplishments:

Substantially achieved over $12M in net revenue, cross-selling and growing customer share of wallet

Consistently outperformed sales expectations for four years in a row, surpassing quota and generating annual net revenues of $3M

Boosted complex sales capabilities of the sales force by 200%

Managed Services (TMC) - C.H. Robinson Division, Chicago, IL

Manager, Business Development Jan 2005–Dec 2008

Worked with Senior leadership to develop marketing and sales strategy for new division and service line

Accomplished Cloud TMS business development resource

Successfully acquired and expanded the relationships for several anchor clients for start-up division

Cultivated and maintained strong internal partnerships with the Corporate, Global, and Vertical Sales teams, as well as Global Account Centers in contributing to and supporting sales activities

Displayed organizational skills in navigating ambiguity and balancing challenging priorities

Created custom proposals in line with the needs of various customer audiences such as typical large groups of executive leaders representing functional areas of the customer’s business

Spearheaded creation of global deal teams by utilizing product subject matter experts and executive sponsorship as needed

Notable Accomplishments:

Served as driving force behind successful generation of approximately $10M in new business every year with large multinational companies

Collaborated with Six Sigma Project Team to evolve the sales process, decreasing the sales cycle by 33%

Effectively conducted product training for about 500 North American based employees

Earlier Career

C.H. Robinson, Chicago, IL –

Sales Executive Strategic Account Manager Jun 2001–Jun 2002 Jul 2002–Dec 2005

Marcus Evans, Chicago, IL - Sales Executive Jul 2000–May 2001

Plymouth Raiders Basketball Club, Plymouth, ENG, UK – Professional Athlete Sep 1998–May 2000

Education

Bachelor of Science in Sport Management, Sep 1994–May 1998

Southern New Hampshire University, Hooksett, NH

Certification

Six Sigma Green Belt, 2008

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