Senior Sales Manager

Eric Stephens

Flowery Branch, GA 770-***-**** ****.**********@*****.***

EXECUTIVE SUMMARY

Dynamic and results-driven sales leader with a proven track record of driving significant revenue growth and scaling high-performing sales teams across multiple industries, including Medical Device and Corporate Asset Recovery. Expertise in developing and implementing sales strategies, optimizing CRM systems, and fostering a competitive, data-driven team culture. Skilled in building and leading sales teams that consistently exceed quotas, with revenue increases of up to 208% over three years and 35% annual growth across multiple roles. Known for developing innovative sales processes, enhancing rep performance, and driving cross- functional collaboration. Strong negotiator and relationship builder with a focus on maximizing profitability through strategic partnerships and pricing optimization. Highly adept at leveraging technology to streamline operations, improve visibility, and drive accountability, leading to increased close rates, improved cash flow, and sustained market expansion. PROFESSIONAL EXPERIENCE

Marketsphere Inc. Dec. 2021 – Oct. 2024 Sales Xceleration Certified Sales Leader Senior Sales Manager, Marketsphere Inc. January 2023 – Oct. 2024 Led the rapid scaling of the Corporate Asset Recovery unit within one year by setting strategic direction, identifying new revenue- generating opportunities, and establishing best practices for growth. Leveraged data-driven leadership to optimize CRM usage and manage teams through enhanced reporting and visibility. Expanded the Recovery Sales team from 3 to 8 reps, achieving 35% revenue growth in the first year and 87% over two years. Additionally, built a Lead Generation/BDR team of 3 to drive warm opportunities across Compliance, Audit Defense, Advisory, and Reunification service lines.

● Increased sales by 208% over three years, with 48% sales growth in 2024 YTD; grew signed revenue from $1.4M to $3.1M in two years for the Corporate Asset Recovery service line.

● Boosted Corporate Asset Recovery Team’s margin by 13% in 2024 YTD and reduced deal denial rate from 28% to 22% over three years.

● Built and scaled teams, including a team of 8 Recovery Advisors and a Lead Generation team, driving 72 qualified meetings in year one and exceeding quota by 128%.

● Developed and streamlined sales processes, reducing sales cycle length, increasing close rates, and generating $120K in cross-sell signed revenue in 2024 YTD.

● Created new compensation plans aligned with company priorities, leading to a 35% revenue growth in year one and introduced a cross-sell plan that generated 32 new logo intro meetings.

● Optimized rep retention and performance, leading 2 underperforming reps to top performance and increasing rep success and advancement through a revamped pay structure and a Performance Improvement Plan.

● Enhanced team tech stack, integrating Salesforce, ZoomInfo, Engage, and Chorus to automate sales processes, improve data accuracy, and drive accountability.

● Improved cash flow and rep visibility through overhauled commission payout reporting and tracking systems, enhancing organizational financial health.

● Established a competitive team culture, based on clear data-driven accountability, that consistently drove rep success and maximized key performance indicators.

Sales Manager Dec. 2021 – Dec. 2022

Responsible for scaling the sales team in 2022, reporting directly to the VP and President/CEO. Led initiatives to double the team size, increase revenue by 35% in the first year, and implement new processes for driving rep accountability and productivity. Focused on optimizing CRM usage, setting strategic directives, and building a highly competitive and growth-oriented team culture.

● Doubled the sales team size in 2022 through effective recruitment and by managing relationships with recruiting firms to source top talent.

● Increased revenue by 35% in year one by driving new revenue streams and aligning team efforts with strategic directives.

● Developed and implemented KPIs, driving individual and team productivity based on sales activity, performance, and results.

● Created and optimized CRM (Salesforce) dashboards for both management and the team, improving pipeline visibility and identifying areas for improvement.

● Established a compensation plan aligned with company goals, driving results and rewarding performance in focus areas.

● Built a scalable sales structure by developing and documenting processes, including a comprehensive Sales Playbook, buyer personas, and defined sales strategies.

● Led implementation of pipeline management and forecasting systems, improving close rates and revenue forecasting.

● Conducted 1-on-1 meetings to address performance, opportunities, and personal development, promoting consistent growth.

● Implemented EOS practices and led L10 meetings focused on team engagement, KPI tracking, and solving department-level issues.

● Created and documented a detailed job description and 5-step hiring process, as well as the Ideal Candidate Profile to identify and recruit top-performing talent.

● Designed a comprehensive onboarding process, ensuring new hires were fully trained and productive within the first 30 days.

REMINGTON MEDICAL INC. MAY 2016 – DEC. 2021 CERTIFIED SALES LEADER Inside Sales Manager July 2018 – Dec. 2021

Led and developed the sales team, reporting directly to the President and CEO. Responsible for building and optimizing sales processes, developing KPIs, and enhancing reporting systems to drive consistent growth. Implemented EOS practices to streamline operations and ensure continuous improvements in sales methods.

● Exceeded sales quotas in multiple years: FY2021 by 115.5%, FY2020 by 102.61% with a 10.82% revenue growth, and FY2019 by generating $13M in sales while surpassing 100% of quota.

● Optimized CRM (NetSuite) by creating management dashboards, improving territory visibility, and implementing a pipeline management and forecasting system, enabling accurate close rate calculations.

● Developed and implemented a comprehensive Sales Playbook, defined buyer personas, and established new sales strategies to drive targeted performance.

● Built a new sales compensation plan and individualized sales plans, aligning team efforts with company goals and improving revenue growth and rep engagement.

● Managed key distribution channels and expanded revenue by 21.35% in distribution sales and 9.2% in direct sales, establishing new dealer channels and optimizing product allocation.

● Successfully transitioned to remote work during COVID-19, enhancing rep productivity and engagement through the use of new management tools.

● Expanded international sales opportunities by pursuing global inquiries, growing revenue by opening new markets and creating tailored marketing and product launch plans. Inside Sales Account Manager May 2016 – July 2018

● Generated $1.25M in territory revenue for FY2018, increasing revenue by 28% and recognized as the top revenue producer with the largest growth percentage on the sales team.

● Continuously developed and executed new sales strategies, while training team members on effective sales techniques, resulting in expanded market penetration.

● Built and strengthened relationships with Health System Executives, increasing sales through both existing and new accounts by cross-selling disposable products.

● Managed and grew Key Distribution Accounts (Cardinal, McKesson, Medline, Owens & Minor, Merit Concordance, Henry Schein), identifying and developing new sales channels to drive additional revenue.

● Negotiated and optimized pricing agreements based on volume and growth potential, significantly increasing account revenue across major health networks.

EVEREL AMERICA INC. DECEMBER 2014 – APRIL 2016

Area Sales Manager Dec 2014 – April 2016

● Grew revenues and consistently exceeded quotas for Everel America’s key accounts, contributing to the company’s continued success.

● Managed client relationships, working with buyers and internal teams to ensure timely product delivery, while communicating forecast updates to meet customer needs.

● Collaborated with engineers to identify and present electromechanical component solutions, negotiating pricing, stocking agreements, and delivery schedules.

● Gained valuable experience working with the CEO on logistics management, optimizing inbound/outbound shipments, reducing lead times, and minimizing transportation costs to meet customer requirements. PRISM TECHNOLOGIES APRIL 2013 - DECEMBER 2014

Business Development Manager April 2013 - Dec 2014

● Led the launch of a new vertical initiative, focusing on revenue growth and implementing direct sales strategies to enhance the museum attendee experience through interactive wayfinding, mobile apps, and proximity-based technology.

● Delivered live demonstrations and webinars on digital signage software, content creation services, custom kiosks, and mobile app development to client groups.

● Managed trade show planning, including campaign marketing, booth design, implementation, and follow-up for industry- specific events nationwide.

EDUCATION

UNIVERSITY OF GEORGIA - BACHELOR’S OF SCIENCE

2008

● Major in Environmental Economics & Management

● Minor in Environmental Law

GEORGIA SOUTHERN UNIVERSITY - BACHELOR’S OF BUSINESS ADMINISTRATION 2004

Lettered in Football/Basketball & Baseball all 4 years in high school leading to a partial scholarship to play for the Georgia Southern Eagles. Later transferred to UGA to pursue a business degree. Earned the Manning Award & Scholarship in 2003 as well as Region Player of the Year.

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