Business Development Customer Experience
Resume:
ROXANNA DOWNING
**************@***.***
SUMMARY
Sales and Operations Leader with achievements in driving change and improvements through strategy, vision, and execution. Record of success in building and mentoring top performing teams by driving cultural improvements, company growth, and support employee growth and development. Success in re-defining operational processes, resulting in high impact, results in customer experience. Demonstrating regional and national growth in SaaS, medical, print, marketing, and consulting industries in Financial, Gas & Oil, Retail, Utilities, Education, Legal, Medical, Pharma and Manufacturing. Change leader with strengths in building buy-in amongst all levels of organization, utilizing communication skills and demonstrating leadership to earn trust, driving collaboration throughout all business units. SKILLS
• Leadership
• Revenue Management
• B2B and B2B2C Sales
• New Business Development
• Brand Champion, Marketing and Growth Focus
• Systems, Processes and Business Optimization
• Effective Negotiator, Interpersonal Skills, Closer
• Training, Development and Mentoring
• Continuous Improvements, Change Agent
• Project Planning/ Project Management
• Sales Forecast, pipeline management and
Budgeting
• Personnel/ Sales Performance Management
• Government Contracting and Procurement
• Communication Skills
• Strategic Partnerships, Vendor, and Channel Sales
• P & L Forecast, Budget, Reporting and Management
• Presentations and Public Speaking
• Networking and Relationship Building
• Strategic Business Development, Key Accounts
• Organizational Development
• Municipal, State, Federal Contracting/ Procurement
• Exceptional Work Ethic, Integrity, Goal, and Target Oriented
• Cross Functional Team Leadership
• Customer Relationship Management (CRM) Admin
EXPERIENCE
Sales Executive/ Business Development- 12/2023- current ROBERTS Print and Mail-Commercial Printer, Direct Mail
• Prospecting and Sales growth.
• Product management, OMNI Channel product
• Develop and leverage CRM and prospecting tools to align with company direction.
• RFP responses, negotiations, and management of contracts. VP Sales, Sales Operations 3/2022-10/2023
CMS Marketing-Commercial Printer, Enterprise Marketing SaaS Platform, Services
• Develop and nurture national client relationships, suppliers, and industry associations
• CRM management, processes, verticals, and best practices for growth.
• Participate in the annual planning, development and communication of sales and operational goals
• Planning, pipeline management, focus and measurement for both short term and long-term forecast.
• Collaborate with teams for new client acquisition, onboarding, production workflow and service offerings.
• Mentor team, personal and professional development plans, measurements, aligning with company direction, strategic goals.
• RFP response, negotiation, and contract management. DOC2 E-FILE, INC. 10/2019-08/2021
2019-2021Sales Director, Sales, and Marketing Operations- Enterprise SaaS, Services and Data Hosting
• Recruit, hire, mentor, develop, and motivated high-performing sales teams, aligning for professional and personal growth.
• Establish sales processes for customer acquisition, engagement, growth, and measurements.
• Event planning, execution, and management (trade shows, lunch/learns, trade and partner network opportunities)
• Cultivated relationships with key organizations, channel sales and trade associations.
• Collaboration as contributing member of leadership team for service offerings, products, onboarding, support and account management.
• Revenue strategies and partnerships to increase service offerings.
• Implemented CRM strategy to automate leads management, track performance, pipeline management and capture client rich data.
STRATEGIC BUSINESS DEVELOPMENT MANAGER- 01/2019-10/2019 RR DONNELLEY-COMMERCIAL PRINTER, PACKAGING, POP, OMNI CHANNEL
• Identify and build national accounts, leveraging channel marketing solutions.
• Develop, mentor, and execute prospecting campaigns.
• Successfully championed CRM Salesforce beta testing, rollout, and implementation in multi-state locations.
• Collaborated with leadership in sales operations (training, forecasting, budgeting, EBITDA, P&L management, compensation, account planning, etc.)
• Respond to complex RFP, contract negotiations and oversight on SLA.
• Provided leadership and mentoring, subject matter expert across company-wide programs and multiple locations.
• Pricing strategy for regional and national accounts across enterprise locations and capabilities.
• Mentor associate and tenured sales team, business planning, forecasting, benchmarks, lead generation, pipeline development and budgets.
• Exceed sales goals by 26% in 2016, 37% in 2017 and 39%+ in 2018 through new net business.
• Executed strategy for lost business resulting in 100% recapture and growth exceeding 250%
• Negotiation with vendors and suppliers
• Oversaw management and implementation of new revenue strategies, sales initiatives, and customer engagement tactics for increased market share.
ADDITIONAL WORK EXPERIENCE:
RD Consulting- Founder / President – Brand Development, Consulting, Print, Packaging and GTM Strategy Stratus Dental- Onboarding Sales and Operations Manager- Consulting, Operations and Growth Strategy Hemlock Printers- Regional Sales Operations Manager, Sr. Sales Executive- Printing, Packaging and POP Image Pressworks- Senior Sales Executive- Printing, Packaging, POP Irwin Hodson- Sales and Marketing Manager- Print, Packaging, POP VCA- Hospital Administrator, Regional Northwest Operations Manager-Veterinary Operations Columbia Ultimate- Vice President/GM, Enterprise Software, Services SWW- Sales Director, Packaging, Commercial Print
EDUCATION AND TRAINING
Portland Community College, Portland, Oregon
Commercial and Graphic Arts/ Marketing program
Oregon State Journeyman, Commercial Printing Arts
PROFESSIONAL TRAINING
• Leadership Bootcamp Training
• Stephen Covey Training
• Sales Leadership Team Training- Colleen Francis
• John Maxwell Mentoring and Training
• Sales Leader Training, RRD, Anthony Iannarino
Software: DocuWare, HubSpot, Microsoft Teams, Gold Mine, Dynamics 365, Sugar, Salesforce, GreenRope, LinkedIn Navigator, ZoomInfo, Seamless, Teams, Crystal Reports, Insite, Pace, Seamless, Midnight, Microsoft Office, Excel, PowerPoint, Word, Outlook, Notes, Access, Adobe Creative Suite, Illustrator, Photoshop, InDesign, CorelDraw, EFI, PSI, VSI, Cornerstone, SAP.
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