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Sales Director

Location:
Plano, TX
Posted:
April 30, 2020

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Resume:

JUSTIN BERKENSTOCK

Plano, TX *****

adc06z@r.postjobfree.com

925-***-****

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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