Steven H. Fox

Orange County, CA 949-***-**** ad3dx6@r.postjobfree.com linkedin.com/in/stevenhfox

Relationship Builder and Data-Driven B2B Inside Sales (BDR / SDR) Operations Leader Utilizing Salesforce.com or Hubspot.com CRM Lead Generation Marketing Using E-Mail

Inside Sales (BDR / SDR) Leader with 15+ years of management experience growing inside sales teams using pipeline management. A proven track record in B2B environments, implementing sales processes and CRM optimization, including Salesforce.com and Hubspot.com. A deep understanding of inbound and outbound prospecting (cold and warm calling) of existing relationships, new logo customer acquisition, marketing lead qualification, and KPI analysis. New Business Development, Cold Calling, Direct Sales, and Solution Selling.

Skills

• Salesforce.com • Hubspot.com CRM • Lead Generation Marketing • Inside Sales Operations Leadership • Consultative Solution Selling and Processes • Sales Trainer • Compensation Program Development • Active Listener • Mentor • Increasing Phone Time by Reducing Administrative Tasks • Building a Repeatable Sales Process • CRM Dashboards and Pipeline Management • Successful Telephone Scripts • Performance Evaluations and Development • KPI/ROI Analysis & Reporting • Sales Funnel Management • Lead Generation Qualification • Customer Retention • Budget Creation & Monitoring • New Business Development • Cold Calling • Direct Sales • Microsoft Office Suite • SAAS • Customer Service

Work Experience

B2B Senior Manager Sales Operations B2B Inside Sales Manager HubSpot.com CRM Administrator

Monoprice Inc. – Brea, CA 02/2021 to 11/2023

A multi-national e-commerce company specializing in IT and AV products.

Directed the growth and operations of an Inside Sales / Account Management team of 18, enhancing collaboration with multiple departments to streamline the sales process and Hubspot CRM Utilization.

Drove business expansion by establishing an inside sales presence, resulting in a revenue increase from zero to $2 million monthly through customer re-engagement and new account (logo) acquisition.

Led the execution of B2B Sales Operations, managing customer contracts and proposals, and effectively processing 25,000 RFQs annually.

Fostered team stability and skill enhancement by developing comprehensive training materials and reducing team turnover to 10%, significantly below the industry average.

Streamlined the new lead process by instantly connecting leads with the team, and cut response times in half, resulting in higher customer satisfaction and improved team efficiency.

Pioneered the development of an Inside Sales training manual, providing a clear roadmap for success for both onboarding and ongoing skill development

Boosted lead generation and customer engagement by crafting over 100 impactful email templates, driving new business, and nurturing existing relationships.

B2B Inside Sales Manager

Transit Air Cargo – Santa Ana, CA 06/2018 to 02/2021

A transportation company specializing in trade show shipping.

Managed a team of 12 Inside Sales / Account Management representatives, focused on expanding client relationships and streamlining sales operations, resulting in enhanced sales productivity and customer engagement.

Directed the transition to an updated Salesforce.com CRM system, improving data integrity and enabling more effective marketing and sales strategies. Cleaned up over 1.5M unnecessary records.

Initiated and executed strategic marketing initiatives, including hundreds of email campaigns, which significantly improved communication metrics and lead-generation efforts. Open rates grew by 25%

Empowered every salesperson to maximize their day with an easy-to-follow time-blocking sales process, leading to a 25% surge in sales activities.

B2B Inside Sales Manager

CT Corporation part of Wolters Kluwer – Irvine, CA 07/2015 to 01/2018

A multi-national company specializing in registered agent services and business licenses.

Led the development and growth of a start-up inside sales team of 7, increasing monthly revenues to $1.5 million through strategic sales initiatives and effective team management.

Developed a comprehensive training manual, ensuring consistent onboarding and education of new team members on products, services, and technologies.

Collaborated with the marketing department to develop and enact lead-generation campaigns, and enhanced CRM effectiveness by cleansing over 100,000 Salesforce.com records for improved tracking and pipeline management.

Transformed CRM efficiency by leveraging Salesforce.com to manage data entry, tracking, and pipeline management while cleaning 100,000 records, resulting in streamlined workflow and enhanced visibility.

B2B Director of Inside Sales Operations

DOCMAGIC – Torrance, CA 03/2013 to 01/2015

A SAAS company specializing in document preparation for the financial services industry.

Increased total revenue by 29% through effective management of the inside sales team, focusing on new business acquisition and client upselling.

Collaborated with the marketing department to establish and execute lead-generation initiatives, enhancing the support for sales operations.

Streamlined lead acquisition by integrating Salesforce.com with a new landing page mechanism, and increased sales process efficiency by removing 25,000 duplicate records from the database.

Pioneered the first sales webinar, generating 600+ qualified reservations for a new revenue stream, using Eloqua automation to optimize performance.

B2B B2C Marketing and Inside Sales Director

ADVISYS – Newport Beach, CA 09/2010 to 09/2012

A SAAS company specializing in visual presentations for financial advisors.

Directed the expansion of the inside sales team, ensuring comprehensive training and management to enhance team performance.

Increased new business sales threefold in six months by optimizing lead-generation strategies and effective CRM utilization.

Developed and launched a sales training webinar series, achieving an average of 750 monthly participants, and expanded the prospecting database significantly.

Additional Relevant Work Experience

B2B Inside Sales and Marketing In-House Consultant - Generational Equity, Dallas, TX - A Mergers and Acquisitions company for privately held businesses. (1+ year)

B2B B2C COO, VP Operations, B2B Inside Sales Director - Wowtools.Com DBA the Mortgage Coach, Irvine, CA - A SAAS company specializing in loan officer presentations. (4+ years)

B2B Inside Sales and Marketing Services, EVP, SVP, VP, Director, Manager - The Geneva Companies a Citigroup Subsidiary, Irvine, CA - A Mergers and Acquisitions company for privately held businesses. (13+ years)

Education

Fairleigh Dickinson University - Bachelor of Science in Accounting

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