Sales Director
Resume:
JUSTIN BERKENSTOCK
Plano, TX *****
***************@*****.***
PROFESSIONAL SUMMARY
Experienced business development professional with a demonstrated history of leading teams, creating solutions to difficult problems, and generating results. Over the last 14 years I’ve refined my skills in sales, sales leadership, sales operations, account management, communication, leadership, operational planning, operations effectiveness and team building. As a strong and energetic enterprise sales and account management professional, I leverage my Marine Corps Infantry Veteran experience of proven leadership, adaptability and dedication to achieving success and infuse the valuable lessons learned into the business setting.
EDUCATION
San Jose State University, San Jose, CA 2012 - 2014
B.S. in Business Management
Las Positas College, Livermore, CA 2010 – 2012
A.A. in Business Administration
PROFESSIONAL SKILLS SUMMARY
Ability to manage and maintain several concurrent projects
Utilize a mix of classic and modern sales methodologies and processes to drive business
Versed in MEDDIC/MEDDPIC, Challenger, CustomerCentric and SPIN sales methods
Utilization of SaaS sales model and collaboration with other departments to guide the customer through the buyer’s journey
Focused and tailored leadership style based on individual contributor strengths and weaknesses across many roles
Ability to improvise, adapt and overcome in challenging situations where sound judgement and quick thinking is vital
Proven expectation management, relationship building and relationship management skills with business unit leaders and C-suite executives
Ongoing account management of signed accounts
Conducting customer onboarding, project management, and implementations
Ability to thrive working autonomously and in team environments
Strong communication skills with various audiences
Effective in thinking both strategically and tactically to align current state with company goals
Strong ability to gain industry and market insights and communicate them to leadership for development of future state goals
Proficient with MS Office Suite, Salesforce, Pardot, NetSuite, HubSpot, SugarCRM and Bullhorn
PROFESSIONAL EXPERIENCE
Unified Power, Terrell, TX 12/2019-04/2020 (COVID-19 Lay-Off eliminated department)
Director of Business Development
Created the framework and G2M strategy and process for a completely new sales effort
Successfully implemented the new lead development program and strategy in less than 30 days, built around a SaaS sales model and successfully converted to the industry
Lead the daily effort of our Business Development Reps, generating over $2MM in new business opportunity in less than 3 months
Provided daily coaching and feedback to our BDR team
Conducted bi-weekly and monthly 1-on-1 professional development meetings with BDR team, resulting in 4x increase in productivity and a 75% higher conversion rate
Managed the lead development efforts and lead distribution channels
Integrated a new service offering into our processes and procedures, and established the appropriate lead development and sales effort adjustments in less than 2 weeks
Drove outbound prospecting efforts to enterprise and mid-market companies, and manage contact cadence to prospects via multiple contact methods
Revamped the reporting process and data to deliver actionable sales cycle data for the first time in organizational history
Managed several concurrent projects to implement new sales processes and avenues while collaborating with necessary departments
Completed and delivered reporting to management on current prospect pipeline, lead efforts, opportunity status, proposal status, and sales activity on a weekly basis
Refined processes and ideology to correct current sales approach, resulting in a 3x month over month opportunity improvement
Collaborated with EVP of Sales on team efforts in conjunction with the outside sales team
Developed strategies and methodology for future initiatives
Created the sales process roadmap from lead inception to opportunity close
Worked with internal stakeholders to help open proposals through the sales cycle and help them to overcome bottlenecks or barriers
Measured key results and objectives, and advise leadership on challenges and opportunities
Collaborated with IT to implement system improvements and enhancements
Regularly communicated with Director of Marketing to provide market intelligence and insights
Collaborated with Marketing to develop content and new initiatives, including a field technician lead development program
NuCompass Mobility Services, Inc., Pleasanton, CA 09/2016 – 12/2019
Director, Business Development / Enterprise Account Executive
Managed the full B2B sales cycle and an Enterprise/Outside Sales Representative from prospecting, engaging, presentations and proposals, contract negotiation, closing and onboarding, and continued relationship management
Assisted and collaborated with prospects to conduct a needs analysis for their program, and create a functional program that aligns with their objectives and company culture
Implemented and worked under a SaaS sales model for our software offering
Achieved approximately a 200% increase in won business compared to company history over the previous 5 years
Guided and lead the team that develops proposal responses and presentations to include service offerings attached to our software (Transportation and Logistics, Real Estate, Temp. Housing, Expense Reimbursement, Immigration, Tax, etc.)
Created engaging proposals in alignment with RFP criteria and customer needs analysis, resulting in 30% increase in company appearances in a final selection process
Developed presentations in collaboration with Marketing for prospects both in RFP and alternative selection engagements
Assembled and lead the sales team to be utilized for a specific targeted enterprise engagement
Provided ongoing guidance of team members and other support staff in the sales process
Lead presentation teams during onsite client presentations/demonstrations with executive leadership and program managers
Lead prospective clients through demonstrations of our technology and assist them in understanding how the systems would be utilized given their needs
Project managed new client onboarding and partnered with new clients through the implementation process
Sought new opportunities with well-known industry prospects along with potential emerging companies that we can help to scale their relocation programs as they grow
Often tapped as a SME on our technology and it’s capabilities, and asked to train others on our systems
Developed and network in strategic target markets
Represented the organization at industry and non-industry events as an ambassador of our brand and industry
Aligned activities with company growth goals and targets
Maintained an active pipeline to ensure ongoing growth
Documented all activities in CRM and utilize reporting for presentations to leadership
Was the leader of an experimental business project to develop a Middle-Market/Emerging Organization sales program that was successfully implemented and grown 5x using a SaaS sales model
Trained others in above mentioned program
Hicks Professional Group, Walnut Creek, CA 03/2015 – 09/2016
Veteran Program Account Manager / Enterprise Account Executive
Sold to and managed small, mid-sized, and enterprise level accounts as an outside sales rep
Prospected, identified and qualified new leads with a consultative and value-add approach
Developed qualified leads and business opportunities
Responsible for closing prospective clients and securing contracts
Project managed the onboarding of new clients and conducted their implementation within our system
Built and maintained rapport and an open line of communication with existing and prospective clients
Provided market data, educate on industry trends and standards, and provide consultative information to existing and prospective clients
Determined viability of business opportunities based off client needs and internal company standards
Tracked all account, client and candidate information in CRM database (Bullhorn or Salesforce)
Continually developed and refined our ideal client profile based off industry trends and prior client interactions
Promoted the company during networking, recruiting and military hiring events
Worked closely with senior management and recruiting team to drive business development and close open job orders
Took and qualified job orders from hiring managers, HR teams, corporate recruiters and business owners
Acted as a liaison between clients and candidates throughout the entire recruitment process
Developed sales goals and strategies with senior management
Achieved a 100% margin on revenue dollars which was consistently above projected target
Responsible for full-cycle recruiting process and full-cycle sales process
Cycle Gear Inc., Pleasanton, CA 04/2012 – 03/2015
Key Holder/Shift Lead
Supervised store operations in the absence of a manager
Maintained a running sales total that exceeded 100% of goal for over 2 years
Achieved over 120% of sales goals over a prolonged reporting period and was awarded a higher commission scale
Conducted training of 9 new employees
Conducted sales both in store and over the phone with B2C and B2B customers
Received recognition from store and district management for exceeding expectation
Collected, consolidated and reported daily sales numbers
Responsible for opening and closing the store
Addressed customer service needs that require specific industry knowledge
Maintained a position as a subject matter expert on high end products
City of Stockton Police Department, Stockton, CA 06/2007 – 07/2009
Police Officer
Placed in a special assignment as a community specific police officer, CPO within 3 months
Acted as a proactive unit to target problematic areas within the 3 Southern districts of the city
Responsible for analyzing crime statistic data to formulate strategic plans for intervention in specific high crime areas
Directed teams of up to 4 officers during targeted suspect apprehensions
Leading arrest rate, including 28 felony arrests in a single month
Supervised a 2 car, 4 officer, CPO unit in the absence of a senior officer or Sergeant
Graduated 3rd in class from the Police Officer Standards and Training Academy
Conducted complex investigations
United States Marine Corps, Camp Pendleton, CA 03/2003 - 03/2007
Infantry Sergeant
Achieved the rank of Sergeant in less than 4 years, where 6 or more was standard
Maintained accountability of all personnel, weapons, gear and equipment for myself and up to 30 Marines under my direct supervision
Appointed to lead a team of up to 12 Marines during training and combat operations, normally done by a Marine of one or two ranks higher
Collaborated with Senior Enlisted Marines and Officers in the planning, conducting, leading, and completion of countless combat operations in Iraq
Conducted briefings and reporting up and down the chain of command
Conducted cross training classes for other units based on my occupational specialty for which I received a certificate of commendation
Supervised teams of 12 to 30+ Marines during State Side training and operations
Graduated in the top 5% of my class in Military Occupational Specialty School, Machine Gunner Specific
Awarded a Purple Heart along with several other awards related to two tours in Iraq
ADDITIONAL INFORMATION
Appointed to North Texas Relocation Professionals Board of Directors 2019
Volunteer work with Veterans of Foreign Wars and American Legion 2010 – Present
Student Veteran Organization Officer, Las Positas College 2011
Deans Honor Roll, Las Positas College 2011-2012
Purple Heart 2005
Letter of Appreciation, for instruction of training classes 2005
Certificate of Appreciation, for instruction of training classes 2005
Good Conduct Medal 2006
Combat Action Ribbon (2 Tours) 2004
Sea Service Deployment with 1 Star 2004, 2005
Iraq Campaign Medal 2005
Global War on Terrorism Service Medal 2004
Global War on Terrorism Expeditionary Medal 2004
National Defense Service Medal 2003
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