Sales Leader and Policy Advisor
Accomplished professional with extensive experience in both public and private sectors
Well-educated advocate and policy leader with impressive technical skills in sales, advocacy, business development, recruitment, outreach, and project and program management. Exceptional communicator and public speaker, able to converse and connect easily with people from diverse backgrounds and deliver outstanding presentations and outreach campaigns, including via social media. Organized professional with significant experience in client cultivation, correspondence, event planning, logistics coordination, and contract management. Technologically adept, proficient in Microsoft Office (Word, PowerPoint), Concur and Workday.
Sales Territory Planning
Communications and Messaging
Fogg Inc May 2019 – August 2019
Reorganized and refocused National Sales Staff and International Manufacturing Sales Representatives. Coached Account Executives in a variety of sales techniques to properly position high priced filling solutions in a commodity market.
Closed $12 million in new Capitol Sales closing a 50% gap in annual quota attainment ensuring the team met their annual sales goal.
Developed internal policies and sales calendars to ensure future performance goals would be met.
Pushed pipeline development and established a uniform process for qualifying projects in the pipeline.
Aligned salaries and sales bonus payouts to be more competitive with Industry averages.
Impact Strategic Solutions, LLC, Holland, MI January 2011 - Present
Advocate for education and energy policy as well as data management, engaging in government relations to research and implement best practices. Collaborate with clients across a range of sectors, providing guidance and coordination to accomplish organizational goals. Assist clients in strategic planning and messaging for public policy changes. Educate clients in the State’s legislative and procurement processes. Oversee all aspects of a small business, including client cultivation, financial operations, marketing, and service delivery. Directly supervise projects, creating scheduling and coordinating work assignments. Create regular marketing promotions and interface with clients to accomplish common business development goals. Review trends and forecast needs. Negotiate contracts.
Successfully protected electric choice for MI rate payers.
Protected the expansion of the Charter School movement in Michigan.
SAS Institute, Holland, MI June 2011 - June 2018
Regional Sales Manager, January 2015 to June 2018
Supervised the sales activities of Account Executives and Lobby Teams in a five-state region. Coached Account Executives in a variety of sales techniques to maximize their potential. Identified challenges with State Government and Software solutions to resolve those challenges.
Transformed underperforming territory into one of the fastest growing territories in our government vertical.
Opened procurement paths by identifying champions in State Government to move solutions forward.
Positioned sales territory to achieve quota attainment of over $12.5 million.
Closed new, three-year contract with State Department of Education of $2.5 million annually.
Account Executive, June 2011 to December 2014
Spearheaded SAS brand recognition through strategic planning. Identified and resolved pain point in State data usage.
Initiated government procurement strategies and opportunities.
Secured $15 million in State contracts.
Achieved Presidents Club in 2012, 2013, and 2014.
Michigan Senate, Lansing, MI January 2003 - December 2010
Represented more than 260,000 constituents while serving two, four-year terms in the Michigan State Senate. Coordinated strategic planning activities among state government departments, administrators, executive staff, and a variety of other stakeholders. Identified stakeholder organization training needs and created programming designed to eliminate skills gaps. Developed expertise in various issue areas as a member of the Senate Commerce and Labor; Reforms and Restructuring; Energy Policy and Public Utilities; Government Operations and Reforms; Transportation; and Administrative Rules Committees. Created effective constituent relations program. Cultivated essential and strong relationships with Print, Radio, and TV media. Led strategy development and created messaging on legislative initiatives and issues of concern to constituents.
Chaired two major standing policy committees, including the Senate Judiciary Committee and the Senate Education Committee.
Spearheaded passage of 39 policy initiatives into law, including several keystone education and government reforms.
Selected to negotiate on behalf of the Senate Republican Caucus on key initiatives.
Designed and implemented effective constituent relations program.
Cultivated key relationships with Print, Radio, and TV media to successfully convey messaging on key legislative initiatives.
Michigan House of Representatives, Lansing, MI January 1999 - December 2002
Advocated for 90,000+ constituents during two terms in the Michigan House of Representatives. Directed education-related policy initiatives as Chair of the House Education Committee. Built expertise in Senior Health, Security and Retirement, Employment Relations, Training and Safety, Oversight and Operations, Energy and Technology, and Regulatory Reform.
Guided 16 policy initiatives through the legislative process to be signed into law.
Spearheaded comprehensive constituent relations and communications program. Additional Experience
Hollandia Gardens, Vice President of Operations, Holland, MI
EDUCATION & CREDENTIALS
Master in Business Management Aquinas College, Grand Rapids, MI (1995)
Bachelor of Arts, Special Education Calvin College, Grand Rapids, MI (1983)
Training & Development
Bowhay Institute for Legislative Leadership Development, 2000
Michigan Political Leadership Program, 1993
Leadership Holland, Holland Chamber of Commerce