Sales Management

THOMAS A. GRAY

**** ******** **** **** *****, TX 76244

817-***-**** • *********@*****.***

SALES MANAGER

Analysis & Trending ~ Performance Management ~ Telemarketing ~ Inbound and Outbound Sales~ Vendor Management

Accomplished Management Executive with 20 years’ experience in training, development and project management, including 15 years call center management developing and executing high volume sales and marketing strategies consistent with identified business objectives. Proven ability to manage, cultivate, and motivate sales and customer service professionals. Excellent at maintaining positive ROI by effectively managing budgets and analyzing, tracking, and evaluating all relevant metrics to determine overall performance is in line with organizational goals.

Core Competencies

Strategic Planning • Business Development • Lead Generation • Database Marketing

• Budget Management • International Sourcing • Forecasting

Capacity Planning • Recruitment & Staffing • Motivation & Coaching • Information Analysis

Quality Assurance • Vendor Negotiations • Regulatory Compliance • Relationship Management Exceptional Leadership Abilities • Telemarketing• Inbound and Outbound Sales

Best Practices Implementation • Business to Business Marketing• Direct Mail• CRM

PROFESSIONAL EXPERIENCE

Active Network, Dallas, Texas • May 2014 to December 2015

MDR/MRR Sales Manager

Managed a team of 40 inbound and outbound sales associates. Responsible for 72 million dollars in new pipeline annually. Responsible for performance management to ensure attainment of company sales goals. Responsible for individual action plans based on accounts and territory.

Specific Accomplishments:

•Achieved 130% of sales quota

•Average time to first contact on new leads less than 5 minutes

•30% of all new pipeline transacted in new business within 90 days

•Developed current team from 6 members to 40 members with proven solution selling methodology

TG MARKETING, Grapevine, Texas • September 2011- May 2014

Owner/General Manager

Successfully manage a team of 12 outbound lead generation specialists who strategically partner with Licensed Insurance Agents to drive sales of specified insurance products across markets

Specific Accomplishments:

•Successfully motivate a team of 12 outbound sales professionals to produce a trendsetting achievement of 500+ health insurance leads per month for licensed- health insurance agents

•Increased close ratio of Licensed Health Insurance Agents from 1 in 14 to 1 in 6 through rep development and quality assurance efforts related to lead generation activity

•Effectively developed an employee recognition program significantly improving staff morale

•Conceptualized and implemented formal performance measurement tracking and reporting processes increasing overall employee performance by over 22%

•Maintained excellent P&L ratios by expertly managing all aspects of planning and budget related activities

THOMSON REUTERS, Fort Worth, Texas • 2007-2011

Sr. Sales Manager

Managed a team of 42 inbound and outbound sales associates and three sales managers, responsible for 4 million dollar annual goal. Responsible for performance management to ensure attainment of company sales goals. Provided leadership towards the achievement of maximum profitability and growth in line with company vision and values. Responsible for the performance and development of Sales Associates. Developed business plans and sales strategies for the market to ensure goals were consistently met. Responsible for the development of telesales plans to achieve marketing strategy and company objectives.

Specific Accomplishments:

•Achieved President’s Club Status 2008 for Top Sales

•Averaged 108% of sales goal consecutively for three years

•Increased paid rate from 80% to 92%

•Developed new call strategies based on customer needs and new product offerings

•Developed and carried out new incentive programs that increased sales 25%

HEALTHMARKETS, North Richland Hills, Texas • 2000-2007

Marketing Operations Director (2006-2007)

Drove fulfillment of lead orders through oversight of 200+ telesales professionals and managers in 1 domestic and 3 offshore call centers. Managed operating budgets, maintained calling lists, and continuously monitored B2B production. Defined metrics for use in tracking and reporting ROI. Forecasted demand and organized centers to meet targets with maximum efficiency. Ensured compliance with regulatory requirements for all campaigns and calling scripts. Negotiated relationships with external vendors and list brokers. Applied best practices in managing 300 projects including application, marketing, and operations related engagements. Consistently communicated with field agents to ensure quality control. Proven expertise in developing and managing marketing initiatives including product launches. Oversaw hiring processes to ensure staffing at appropriate levels.

Specific Accomplishments:

•Responsible for preparation on business plans for marketing efforts.

•Achieved 90%+ success rate in lead order fulfillment through expert development of staffing models and execution of recruitment initiatives.

•Slashed costs by transferring 80% of lead production activities to overseas labor market.

•Profitably developed new internet follow-up lead category.

•Elevated quality and boosted production through design and implementation of tailored incentive plans for representatives and managers.

•Managed schedules, budgets and change management processes. Identified and tracked issues and risks. Developed action plans and concurrently led multiple projects.

Call Center Director (2000-2006)

Directed and managed daily operational functions for 150- blended seat Noble dialer. Collected and analyzed data; developed forecasts and created and implemented calling strategies for the calling lists. Managed staff of up 120 associates, 6 supervisors, and 2 dialer technicians. Oversaw daily operations and evaluated staff to achieve maximum productivity. Identified and proactively resolved problems; developed and presented reports. Managed inbound direct mail call response planning to ensure appropriate service levels were achieved.

Specific Accomplishments:

•Propelled 25% production increase and grew lead volume from 3.2 to more than 4 per hour.

•Strengthened attendance, production, and quality by rolling out new incentive plans monthly.

•Set new company record by generating 3,007 leads in 1 day.

•Increased overall quality scores from 90% to 97% over 6 months.

YOUNG AMERICA, Oklahoma City, Oklahoma • 1997-2000

Call Center Supervisor

Led group of 200 inbound call representatives and 5 managers providing service to clients including Sprint, Verizon, Lexmark, Compaq, RJ Reynolds, and Phillip Morris. Spearheaded telesales initiatives for Wells Fargo and Multimedia Cable. Liaised with customers to define requirements and review project performance metrics. Captained Mosaics predictive dialing system. Responsible for presenting performance reviews to clients.

Specific Accomplishments:

•Delivered 5% service level increase (from 85% to 90%) by developing employee incentive plans to compel attendance and adherence to schedules.

•Progressive initiatives adopted company wide based on departmental success.

•Consistently produced service levels of 80/20 for center processing 10,000 inbound calls daily.

•Responsible for overall client relationship management.

EDUCATION

Bachelor of Arts, History

University of Central Oklahoma, Edmond, Oklahoma

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