Philip Head

Sales Management Executive

https://www.linkedin.com/in/philip-head-50781310/

Suwanee, GA 30024 216-***-**** ad3v3l@r.postjobfree.com

Influential Partner Manager and Sales Operations Executive with notable success in accelerating profitable growth and exceeding revenue quotas through inside/outside sales management across retail, telecom, high-tech, government, and financial services.

Enterprise change agent with a solid background in managing sales lifecycle, encompassing prospect identification, qualified pipeline development, and deal closure via Salesforce. Track record of establishing, coaching, and leading cross-functional teams in curating best-in-class service experiences to boost client acquisition, satisfaction, and retention for repeated businesses. Established recognition as a trusted advisor for interpreting needs of Fortune 500 companies and small-to-mid-sized businesses into SaaS products/services. Instrumental in expediting business development, expanding market share, and penetrating untapped regions by interpreting brand vision into innovative sales processes. Proven capability to orchestrate constructive training sessions to nurture individual capabilities.

Areas of Expertise

•B2B Inside & Outside Sales Management

•Strategic Business Analysis & Pricing

•Key Account & Project Management

•Cross-functional Leadership

•Corporate Business Development

•Forecasting, P&L Management

•Brand Recognition & Awareness

•Quality Assurance & Control

•Client Acquisition & Satisfaction

•Strategic Partnerships & Alliances

•Performance Improvement

•Leadership Development

Career Experience

Director of Growth, Oak Street Health 2/2022 – 10/2022

Steer growth for nine clinics in two states, encompassing Georgia and Alabama. Manage direct reports, comprising eight outreach managers and 45 outreach executives to service 52 new patients monthly per clinic.

Key Contributions:

●Increased the number of outreach Community Partnerships by 30% and number of qualified outreach events by 25%.

●Achieved over 80% of the target, while minimizing turnover at 20% below the company average through new talent hiring and development.

●Transitioned the business from four managers and seven clinics to eight managers and nine clinics, from 50 to 80% of target.

Consultant, Fusion BPO Services / Blue Gecko Printing / Agape Love Behavioral Health Center 2020 - Present

Assisted the development of credit collections side of the business, as well as the rollout of the healthcare collections business. Established links to market whitepaper collections articles, generating inbound lead opportunities for the team. Facilitated the further development of a new hire training program.

Developed a go to market strategy to increase sales, established an onboarding/training program for new hires, and implemented a daily dashboard as a sales tracking measure for Blue Gecko Printing. Updated job descriptions and collaborated with Sales VP to implement scalable processes with the team.

Instituted measures to track the performance of the clinical staff, devised an impactful onboarding/training program, and designed a Sales playbook to help Agape Love Behavioral Health Center in achieving outreach goals.

Director, Healthcare Sales, IVITA Financial, Atlanta GA 2019 – 2020

Contributed to SaaS non-recourse patient financing solutions selling to hospitals and health systems. Oversaw core business aspects, including pipeline development, deal acquisition, and sales cycle management from prospect to close. Prepared prospect list by conducting initial market research and competitive analysis. Leveraged Salesforce.com for client contact, scheduling, and pipeline management opportunities. Facilitated the development of scripting, email templates, and sales department structure. Forged strong relationships at all levels with key potential customers.

Key Contributions:

●Penetrated the greenfield market by devising and executing a tactical plan.

●Generated over 28 new opportunities within the assigned pipeline with a gross value of over $35M.

●Positioned seven new hospitals for potential closure in less than six months.

●Built a qualified sales pipeline from a standing start to $10MM+ in projected revenue.

●Achieved tangible outcomes by identifying target accounts, networking with account contacts, and formulating action plans.

VP, Sales, CLEARGAGE, INC, Virtual 2016 - 2018

Steered a team to drive a new logo and existing customer revenue, while reporting to Company Owner and focusing on the chiropractic, medical, dental, and veterinary verticals. Expedited business development, maximized revenue generation, and cultivated long-term relationships with decision-makers. Capitalized on potential opportunities and positioned offerings by analyzing market intelligence.

Key Contributions:

●Grew annual SaaS revenues from $1.2MM to $10.8MM, and sales rep headcount from three to seven.

●Delivered exceptional residual business team performance against quotas:

oAchieved 840 new clients against set target of 1.2K, driving $7.2MM in revenue for 2018.

oAchieved 880 new clients against set target of 800, generating $4.2MM in revenue for 2017.

oAchieved 400 new clients against set target of 500, producing $1.8MM in revenue for 2016.

●Orchestrated TCV deals ranging from $12K to $240K and added/managed new strategic partners.

●Increased new sales acquisitions from 25 to 100 by recruiting high-close-rate sales performers and new strategic partners.

VP, Inside Sales, Bluefin Payment Systems, Atlanta, GA 2013 - 2015

Built an inside sales organization after selection by former EVP, Sales and Marketing. Drove inbound/outbound sales of technology products/financial services to Fortune 500 companies and small-to-mid-sized businesses. Led all operational aspects, including staffing, training, and revenue generation to elevate overall performance.

Key Contributions:

●Grew sales headcount from 3 to 17, while managing P&L valuing $20MM.

●Increased sales revenue by 20% year-over-year with performance against team quota as follows:

oDrove $5MM in new logo revenue, 85% against quota in 2014.

oAchieved $15MM in annual revenue, 90% of quota in 2015.

●Expanded client base from 140 per month to 350+ as measured by merchant identification numbers.

●Elevated 30%+ margins per new account by designing and implementing a new compensation program.

●Boosted CSAT by 335 through new KPI policies and procedures execution

●Reduced attrition from 40% to 15% by developing an employee onboarding program, leading to savings worth $5K+ annually.

●Improved productivity by 33% and close rates from 45% to 56% through key role in customizing Salesforce.com CRM system and productivity tracking/reporting.

●Generated $1MM additional yearly revenue by launching a conversion project for transitioning specified merchants to a highly lucrative platform.

●Calibrated sales efforts and maximized lead opportunities through a seamless customer onboarding process by coordinating with 100 partner relationships monthly.

Additional Experience

SVP, Sales, Intrix Technology, INC., Denver, CO

Department Head, Merchant Sales, Accelerated Payments Technologies, Henderson, NV

VP, Sales/Director, Inside Sales, First Funds/Ready Funds

Call Center Director, Electronic Merchant Systems (EMS)

Educational Background

Bachelor of Science, Business Management, St. Augustine’s College, Raleigh, NC

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