VP Sales

ANDREW M. POSTELL

678-***-**** • *********@*****.***

https://www.linkedin.com/in/ampostell

Driving Maximum Value with Outstanding Revenue Generation & Relationship Building

A strong, verifiable record of success in developing new business and directing high-performing sales teams in support of stringent business growth objectives.

Key areas of expertise include:

• SaaS Technology and Data Analytics Specialty • Client and Customer Service Focused

• Abilty to recruit and develop new talent • Sales Cycle Management and Forecasting

• Start-up & Turnaround Management • Vertical and New Market Penetration

• Sales Management and Company Executive • Executive-Level Negotiations & Deal Closing

• Territory & Account Management • Tactical and Strategic Planning

• High Impact Presentations & Closing Skills • Revenue Generation

Education and Training

Georgetown College, Georgetown, KY: BACHELOR OF SCIENCE IN MARKETING AND FINANCE (DUAL MAJOR); COMMUNICATIONS (MINOR)

Strategic Selling, SPIN Selling, Consultative Selling, Face-to-Face Selling, Managing Major Accounts, Management for Professionals, CASRO Sales Training

Word, Excel, PowerPoint, Outlook, MAC, Visio; SEO marketing

Professional Experience

CareerBuilder (ECONOMIC MODELING SPECIALISTS INTERNATIONAL), Moscow, ID Oct 2010 - Present

Provides labor market data and economic analysis via web/SaaS tools and custom reports to workforce, higher ed, and government industries.

VICE PRESIDENT of SALES ($16.5M New Revenue Territory – North America; $750,000 Individual)

• Enhanced and redesigned legacy sales structure and culture producing a 94% increase in sales or $8.5 million in new SaaS revenue. Implemented and designed comp plans, new sales structure, hired and mentored sales team, created comprehensive tactical and strategic sales plans yielding a 27% increase in the Economic Development marketshare.

• Achieved a 97% renewal rate for SaaS products.

• Managed and directed sales team activity in North America and for the expansion into the Canadian Higher Education market yielding a renewable revenue stream of $600,000+ annually.

• Redesigned legacy sales territories resulting in deeper account penetration (higher cross selling) and growing company market share from 21% to 37% in the higher education market.

• Identified and redesigned underperforming established territories to become top producing territories exceeding quotas by 233%.

• Personally achieved 130% of individual sales quota for assigned vertical in 2014.

CLEARVOICE SURVEYS, Atlanta, GA Feb 2009 – Oct 2010

Provider of online market research data and reporting with $6M in sales and 38 employees.

INTERIM DIRECTOR OF SALES ($2M Territory)

• Grew client base by 88% (100+ clients) and achieved 160% of quota; a company record.

• Signed on national accounts such as: Polk Audio, IPSOS, and Duke University.

• Worked with clients during active projects to keep them engaged and informed about project progress.

• Implemented new product offerings to client base and created single largest margin product of 60%.

• Introduced opportunities to management and added additional revenue streams (programming and hosting).

• Revised sample partner program & standardized pricing leading to substantial time savings and error reduction.

GREENFIELD ONLINE, INC., Atlanta, GA Oct 2005 – Jan 2009

A leader in online market research data & field services with $100M+ in revenue and 600 employees.

DIRECTOR CLIENT DEVELOPMENT AND PROMOTED TO SALES MANAGER (2005 – 2009) – $2.6M Territory

• Prepared revenue forecasting and sales activity to management.

• Created sales presentations wrote proposals and provided bids to clients.

• Added 31 new clients in first year and generated $1.2M of new client revenue, a >70% increase.

• Led launch of "Fast Pass" wholesale program to panel providers that leveraged spending of $2M.

• Grew Southeast Territory by 212% or $650K in first year.

• Signed on national accounts such as: 3M, Hanes Brands, Dow Chemical, eHarmony, eBay, and more.

CHOICEPOINT PUBLIC RECORDS GROUP, Atlanta, GA Jan 2003 – Oct 2005

Provider of risk management data (public records) and online decision solutions, now owned by LexisNexis in a $3.6B cash purchase in 2008.

DIRECTOR, BANKRUPTCY SERVICE

• Developed strategic marketing plan for vertical supported by business analysis and industry knowledge.

• Grew collection revenue over $2.7M through sales team and refined the batch data processing.

• Identified alliance and partnership opportunities and programs.

• Added seven of the top 25 collection agencies as clients representing $1.5M in new revenue.

• Maintained extensive knowledge bankruptcy laws and regulations and became a subject matter expert on the industry.

FAIR ISAAC CORPORATION (FICO), Atlanta, GA Feb 2000 – Dec 2002

Analytics and decision making services provider, best known for credit scoring, helping financial services companies make complex decisions.

NORTHEAST TERRITORY MANAGER

• Managed top two clients (CitiBank and American Express) representing $5M in revenue.

• Achieved highest territory percentage growth (32%) of consulting services revenue.

• Demonstrated technical knowledge of product offerings to support and build credibility in the account.

• Collaborate with System Engineers to evaluate potential solutions.

• Performed outbound cold calls, responded to RFP’s and oversaw client onboarding.

PREVIOUS POSITIONS (more information upon request):

EXPERIAN INFORMATION SOLUTIONS, Atlanta, GA June 1998 – Feb 2000

NATIONAL ACCOUNT MANAGER

SOUTHERN COMPANY, Atlanta, GA May 1997– June 1998

REGIONAL SALES MANAGER

DUN & BRADSTREET, INC, Greensboro, Charlotte, NC and Atlanta, GA Feb 1991 – May 1997

ACCOUNT EXECUTIVE

References are provided upon request.

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