Business Development Cold Calling

JAY YOUNG

213-***-**** **********@*****.*** LinkedIn Decatur, GA

BUSINESS DEVELOPMENT ACCOUNT MANAGEMENT B2B RELATIONSHIP MANAGEMENT PROFESSIONAL SUMMARY

Client-centric business development leader offering a track record of revenue, customer acquisition and accelerated growth in the US professional services marketplace. Nurtured productive relationships with B2B clients ranging from high-growth start-ups to law firms and large corporates to foster rapport, assess needs, and present bespoke solutions. Worked alongside senior management teams to devise and operationalize multi-million-dollar sales and go-to-market strategies in existing and new markets. Led cross-functional teams in complex project delivery, resulting in best-in-class customer satisfaction and retention metrics. Communicated distinct value propositions and guided long sales cycles to successful conversion. Strong history of cold calling and winning meetings with key decision-makers including CEOs, Presidents, Comptrollers and business owners.

KEY SKILLS

Sales Strategy Planning – Salesforce Leadership – Account Planning – Client Relationship Management – Customer Retention – Project Management – Contract Negotiation – Sales Cycle Management – Lead Generation – Prospecting – Sales Pipeline Development – Upselling/Cross-selling – Customer Service Excellence – Cold Calling/Cold Emails RELEVANT PROFESSIONAL EXPERIENCE

Corporate Tax Incentives, LLC. (CTI) 2016 – 2023

Sales Consultant Remote

CTI specializes in helping businesses take full advantage of the tax credits and incentives they are entitled to receive.

• Collaborated with VP-level leaders to define strategic sales plans, prioritize new markets and customer segments, and identify ideal customer profiles (ICPs) with a focus on customer acquisition, branding and long-term retention

• Established and maintained trusted relationships with CFOs, Treasurers and Controllers to conduct detailed financial needs assessments via a consultative approach, evaluate existing tax operations, and create bespoke proposals

• Developed RFP responses, customer presentations, and other marketing materials to illustrate the merits of various service packages, and curate distinct value propositions to drive new logo acquisition

• Led annual account management activities to anticipate client requirements, identify upsell or cross-sell opportunities, and build targeted account plans that contributed to contract renewal rates of 85%+ in each year

• Maintained and updated customer records in the Salesforce CRM database, and extracted reports on sales trends and performance to harvest data-driven insights by customer group and market

• Served as the primary point of client contact through all phases of the relationship to proactively identify any issues, offer troubleshooting capabilities, and eliminate barriers to retention for a frictionless end-to-end experience

• Highlights:

Grew revenues by a 7-year revenue CAGR of 17% and formed cold-calling scripts for sales representatives and consultants that improved conversion rates by 12% within 6 months

Secured client contracts with up to $30k+ in annual commercial value, and was personally responsible for prospecting, pitching, and closing 5 of the company’s top 10 accounts

Conducted outreach with 1000+ law firms across the country to generate a pipeline of qualified prospects and win advisory engagements that delivered $5M in cumulative tax credits Tax Law Solutions 2015 – 2016

Sales Representative Remote

• Cultivated long-term relationships with SMB clients including general contractors, plumbers and HVAC personnel to write proposals and quotations, and evangelize potential financial benefits to bottom-line client profitability

• Managed outreach, pitch and meeting scheduling with Financial Advisors across the country to drive the recruitment of new partners and structure alliances that expanded Tax Law Solutions’ market footprint

• Implemented new internal sales processes, tools and visual assets to accelerate the quality and velocity of leads in the

pipeline, and ensure messaging consistency across all sales and marketing collateral

• Synthesized market research, competitive intelligence and product-market fit to identify potential customers, evaluate emerging trends and risks, and advise customers accordingly as a thought partner

• Highlights:

Attained 110% of the annual quota, and managed key accounts to nurture existing relationships and drive higher customer satisfaction (CSat) scores, repeat business, and upsell opportunities

Stewarded full sales cycles from prospecting and lead generation to pitch, contract negotiation and close to secure contracts with up to $25k in Annual Recurring Revenue (ARR) Corporate Tax Incentives, LLC. (CTI) 2005 – 2015

Sales Representative Remote

• Partnered with the Account Executive to create prospecting and outreach strategies across both online and offline channels, and drive top-of-the-funnel lead generation efforts to source and qualify prospects

• Cultivated leads via cold-calling, cold emails and networking and researched pipeline prospects to update and enrich information on active accounts and opportunities, and schedule discovery meetings

• Pre-qualified opportunities based on sales criteria, articulate a clear ideal customer profile (ICP), and help develop tailored cold call scripts and e-mail messaging sequences that resulted in 25%+ response rates

• Consolidated and analyzed qualitative and quantitative information on prospects to provide actionable insights, talking points and narratives to Account Executive teams, and ensure a comprehensive understanding of the customer

• Highlights: Supported the acquisition of contracts generating ~$25k in annual commercial value OTHER

Technical: MS Office Suite (Word, Excel, PowerPoint, Outlook) – Salesforce CRM Interests: Reading biographies, philosophy, and self-help books – Traveling – Long walks in nature

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