Sales Manager
Resume:
SUMMARY A National Director of Sales with extensive experience aligning IT portfolio to business goals. Leader in portfolio and team development to accelerate performance in accordance with client objectives. Trusted advisor with excellent communication skillset. Ability to work with C-Level to Line-Level personnel. Ability to translate vision into a tangible solution covering business, application, and technology. Outstanding leadership, communication, and interpersonal skills to effectively manage teams through large programs. Account / Portfolio Management Proposal Development CRM & BI Implementation C-Level Friendly New Business Development Value Based Delivery Territory Sales Management Recruitment & Training Relationship Management Competitive Intelligence Process Improvement Technology Savvy
SKILLS Sales Management Team Leadership
Salesforce.com Sales Operations
Sales Business Strategy
Strategy Account Management
CRM Business Development
Management Customer Service
New Business Development Leadership
Direct Sales Strategic Planning
Public Speaking Start-ups
Marketing Strategy Team Building
Lead Generation Local Government
Fundraising Contract Negotiation
Social Media Marketing
Operations Management Microsoft Word
Training Inside Sales
Customer Relations Consultative Selling
Negotiation Mentoring
Market Research Sales Support
Program Management Process Improvement
Marketing Communications Competitive Analysis
Microsoft Office Social Media Marketing
Contract Negotiations Public Relations
Relationship Management Consultative Sales Management Government Procurement Pipeline Development
Sales Presentations Sales Proposals
EXPERIENCE Opus Group, LLC 01 / 2015 - Present
National Sales Manager
Serve as Proposal Manager and Team Lead for a 12-person unit with remit of developing Bill McKenna
http://education.oracle.com/pls/web_prod-plq-dad/db_pages.getpage? page_id=3&p_org_id=1001&lang=US
http://judyandjoemckenna.bbnow.org/
Not Another Podcast Productions, LLC 06 / 2014 - Present
- 1998 - Present
Deltek 03 / 2014 - 12 / 2014
marketing strategy to expand federal and civilian reach in addition to formulating proposals and risk analysis.
Deliver Client Relationship Management (CRM), Business Intelligence (BI), and Predictive Analytic solutions in a consultative approach including Federal, State & Local as well as commercial clients Responsible for Project Portfolio consisting of over 10 projects including City of Atlanta 311 & Department of Homeland Security Risk & Fraud Support Services Work Hand-in-hand with C-Level Executives and Area Directors to Ensure highest value returns through alignment of IT projects to business vision Develop strategic delivery plans focused on ROI using persistent and consistent execution and agile delivery methods Understanding of Platform as a Service (PaaS), Software as a Service (Saas) Knowledgeable of Waterfall, Agile and hybrid methodologies Thought leader in CRM, BI, Predictive Analytics and 311 implementations President
Not Another Podcast? Productions, LLC comprises of two separate business units: 1) Entertainment: The Actual Podcast called Not Another Podcast? 2) Consulting Services Which includes the information below
Expert in New Media. Thought leader in DC Metro area in regards to set up, marketing and monetizing podcasts. Highlights include: Speaking Engagements on fundamentals of Podcast which include:
1) Equipment to purchase 2) Importance of social media 3) How to use Twitter to book celebrity guests, 4) How to use Search Engine Optimization (SEO Search) to expand your audience 5) How to monetize your show and make money 6) The importance of an LLC to podcasting 7) How to get review on iTunes 8) How to transition from traditional media to new media and maintain loyalty 9) How do I make my show available on other platforms? Send me a note if you have any questions or interest in any of these topics or if you are just starting out podcasting, or you have been at it and not capturing the listeners you thought you would.
About my Podcast: What started as a hobby on my dining room table in June 2014 has expanded into a multi-platform podcast available on iTunes, TuneIn, Stitcher & iHeartRadio to name a few. Since the podcast began it has seen a growth 533% (as of September 30, 2015) and month by month growth of over 17% since March of this year. Companies that have partnered with me include Google and Amazon for revenue sharing. The tagline to my podcast is: "Weekly podcast devoted to the spirit of the spoken word. Stories, famous guests and yes even mediocre entertainment HIGHLIGHTED ACCOMPLISHMENTS
Developed Processes for Sales and IT teams to implement which led to success including developing CRM, BI and Predictive Analytic Strategies. Highlights of success include - Increased sales from 17% to 100% - Oracle - Generated $259K in roll-over assets and $3M in insurance sales - Northwestern Mutual - Increased revenue by 300% - T. Rowe Price - Met personal sales goal by 120% - ING - #1 in overall sales goals ($220M) and #2 in overall sales objective (110%) - Internal Wholesaler - Helped improve sales from $129M to $254M in 1 year, with $40M in personal sales - AFBA
Sales Development Representative
Oracle 2011 - 2014
Northwestern Mutual 2010 - 2011
American United Life 2009 - 2010
T. Rowe Price 2007 - 2009
Influenced gatekeepers to gain access to key decision makers relating to products and services. Spearheaded development of sales pipelines to exceed targets through active marketing and researching prospects. Liaised with sales management and utilized market knowledge to establish strategic business development plans. Nurtured relationships with client representatives, resolves client concerns, and maintained Customer Relationship Management databases.
Federal Account Executive
*Increased sales from 17% to 100% and fostered customer relationships to accelerate sales of products and services. *Executed negotiations relating to margins, terms, and conditions to exceed company objectives. *Managed existing accounts and acquired new accounts while performing competitor analysis. *Collaborated with sales divisions to cross-sell product offerings and stimulate further revenue growth. *First in sales division to adopt Oracle Sales Cloud variant of CRM removing Siebel Legacy system so multiple departments could view activity and see where organic opportunities exist with clients Financial Representative
Responsible for generating $259K in roll-over assets and $3M in insurance sales. Developed innovative solutions to meeting client’s financial goals and objectives. Performed market research and demographic profiling to identify territory trends and growth opportunities. Implemented quarterly sales strategies and initiated business driven adjustments relating to performance versus forecasted projections. Senior Business Development Specialist / Account Executive / Sales Desk Manager Developed competitive intelligence on retirement contribution providers and acted as a key resource on expense comprehension for advisors and clients. #1 in Third Party Administration leverage ($15M) through working with administrators to develop unbundled product offerings.
Evaluated business development performance by analyzing Key Performance Indicators
(KPIs), i.e. client interactions, appointments, proposal presentations, and account retention to establish lead generation and prospecting procedures in support of sales objectives. Flew 2 times a month to Headquarters in Indianapolis to train and lead sales team on CRM and BI initiatives and how to use them efficiently. Call volumes increased 23% in 3 months expanding revenue another 13% in a down market.
Sales Consultant - Sales Desk Manager
Co-developed “My Unique Place” marketing modules specific to advisors working in the Defined Contribution marketplace. Co-developed the “Market Volatility” marketing module, which was the first comprehensive piece addressing the 2008 financial crisis. Supported clients with materials, sales ideas, etc. to optimize both T. Rowe Price and client value. Identified points of leverage and sales opportunities to influence investment decisions through one on one meeting’s, group presentations and networking events. As Sales Desk Manager, Led charge to change our CRM legacy system to cloud based system saving on site hosting costs and more important, integrate multiple business lines to ING Nederland 2001 - 2007
AFBA 2003 - 2005
Borough of Dunellen 1998 - 2002
collaborate in organic growth within the organization. This coupled with my client service with Lincoln Financial won be Associate of the Quarter in 2009. Director of Internal Wholesaling Mid Atlantic Region / Account Executive Ran Mid Atlantic Sales Desk and consistently outperformed goals brought from Headquarters including expected 10% annual growth in sales. I left the organization for 18 months but was asked to come back to bring process and structure back to the Sales Desk I once managed.
Served as a member of Defined Contribution Product Development and Internal Sales committees. Co-authored the Internal Wholesaling training manual used for 401(k) sales, and ranked #1 in new production sources, #1 in client reactivation, and #1 in client contacts.
Maintained knowledge of products and services by attending company sponsored training and educational workshops, reviewing professional publications, and growing personal networks. Recommended changes in products, services, and policies by evaluating results. Developed competitive intelligence on Mutual fund competition which became the standard for final sales presentations. Ranked #1 in overall sales goals ($220M), #1 in new production sources (83), and #2 in sales objectives (110%) while working for the top 401(k) producer.
Was part of IT development panel which pushed to modernize CRM and develop Business Intelligence as a tool. efficiencies were optimized and ING experienced consistent double digit growth in the years I was in charge
National Director of Internal Wholesaling / Account Executive Developed the internal sales team and implemented call out and email campaigns for the team. Helped to develop R shares for the organization, and assisted with the getting Small Cap fund on recommended lists (Raymond James, Morgan Keegan). Became early adopter of Salesforce.com CRM strategy. Was asked to be on a panel looking at CRM solutions and based on budget, scale and scope, Salesforce.com made most sense. Also worked with IT department to show integrated dashboards across multiple business lines, improving understanding of business process at the highest levels of the organization. Councilman (Elected) / Chief Financial & Operating Officer Served as the youngest elected official in New Jersey (age 23), appointed to League of Municipalities, and acted as the Finance Chair with responsibility for an $8M plus budget. Oversaw the borough’s day-to-day operations, including making personnel decisions. Updated all software used in borough including Accounting, CRM and CAD systems to accelerate results for borough residents looking for answers. EDUCATION West Virginia Wesleyan College 1992 - 1996 Dunellen High School 1988 - 1992
BA, Government
HONORS NJ Person of the Month - Cablevision July 2001 INTERESTS Podcasting Wine Tasting Sporting Events Travel Investments Politics ASSOCIATIONS Virginia Commonwealth University Massey Cancer Center Ronald McDonald House Volunteer - Baltimore Washington Wine Academy Washington D.C. Society of Young Professionals
LANGUAGES English ( Native or bilingual proficiency ) PUBLICATIONS My Plan Design Tool Set 01 / 2009
Not Another Podcast? 06 / 2014
T. Rowe Price Authors: Bill McKenna, Jean Dunn
My Plan Design is part of a Suite of Tools developed my T. Rowe Price in the award winning My Unique Place series utilized by financial advisers doing business in the Defined Contribution marketplace. My Plan Design is a tool to help advisers understand the language and rules governing Defined Contribution Plans according to IRS regulations. Website / Online Authors: Bill McKenna http://www.notanotherpodcastusa.com/ Weekly Podcast that is just a hobby of mine.
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