Larry Schwimmer San Francisco 415-***-**** add5g0@r.postjobfree.com

SALES ENABLEMENT MANAGER (Remote-based)

· Productivity Tools · Training · Coaching · B2B Medical/Healthcare Sales Pro

~ Responsible for sales education, training & coaching of an INT’L sales force consisting of: 6 Territories/Verticals, 28 Sales Managers, 163 Sales Reps ~

Objective: Having been a Sales Enablement & Training Manager for the past 12 years, ready to take on an increased leadership role where I use my experience, knowledge & skills to transform a sales organization and increase their sales productivity & market share through innovation & execution.

Career Highlights

Medical/Healthcare Sales Enablement/Training Experience—Provided sales training programs and coaching to all levels of salespeople (Territory VPs, Sales Managers, Sales Reps and BDRs) from companies such as: Aetna, Anthem, Cardinal Health, CVS Health, Humana, Kaiser Permanente, OneMedical, United Health Group,

Medical/Healthcare Sales Experience. As a business development manager called on 150 healthcare service providers throughout USA selling them $42 million in consulting services

Sales Enablement Programs/Training/Closing Deals/Increasing Sales Productivity (Current). Established field training & education programs for the Americas to aggressively win accounts, expand business within existing accounts and prevent erosion from competition; Results: $35 mil in new business.

Sales Enablement & Training Results (Hyster-Yale)—Implemented company-wide rep training programs and sales management coaching that increased sales rep conversion rates by 22%; resulting in 12 of 15 Territories showing market share improvements of 12%. Results: $200 mil in new business.

Training & Development—Designed and presented workshops such as: 7 Essential Steps to Selling & Closing More Customers; and Leadership: Managing People & Conflicts for Results—to 12,000 business and salespeople throughout North America.

Team Building Expertise. My 8-Step process for turning a group of employees into a cohesive team: Goal-setting, Defining roles, Experimenting, Embracing diversity, Sharing ideas/experiences, Being Accountability, Always communicating and Encouraging strong leadership.

Learning & Development/Adult Education—Instructor at Northwestern; and instructor at Stanford University, teaching sales training in their adult education continuing studies program.

Coaching Performance Expertise—Designed and implemented coaching programs for S-M-L sales forces resulting in 19% higher quota attainment with just 3 hours of coaching per rep/per month.

Sales Experience—“Met Quota!” As a business development “hunter,” operating throughout major metro markets in the USA, Canada and Mexico; consulted with 6,200 CEOs of small/middle market companies in 30 different industries; Sold $115 million in consulting services exceeding quota 134%.

Cross Functional Team Leadership Experience—Responsible for project management of client engagements from “cradle to grave,” by managing all business units involved in transaction: sales, marketing, financial, IT, operations and production; “Teamwork—makes the Dream work.”

Sales Certification Program Experience—Took 150 rep sales force through a program that included OnBoarding, Sales Automation, New Product Training, Messaging and Healthy Pipeline Management; Results: In one year sales performance increased 32%.

OnBoarding Expertise—integrated and trained 150 salespeople, providing them with sales tools, e-learning library of sales conversation, and coaching to ramp up faster to attain their quota.

Sales Velocity Expertise—Increased sales velocity +48% by increasing # of leads + average deal value + win rate by 10% — while decreasing length of the sales cycle by 10%.

Experienced in Sales Metrics Analysis to Measure Sales Force Performance—Established 10 performance metrics that matter most to enable sales management to make correct data driven decisions.

Sales Methodology Design & Training—Created methodologies and processes for “how” to sell—for 3 sales forces, based on their market, vertical, products and industry position; Combined the best features of selling methodologies such as the Challenger Sale, Force Management, SPIN Selling, Conceptual Selling, and Solution Selling, to create a sales process to close customers.

Sales Playbooks—Created sales playbooks for Reps & Sales Managers with on demand videos on sales process, best practices, coaching tips, handling objections, effective prospecting & closing, healthy pipeline management and metrics for measuring success.

Gamification/Sales EnablementTech Tools— Expertise using gaming as a learning tool to motivate & educate + other tools: Brain Shark, High Spot, Corp. Visions, DSG, GONG, LevelJump, Litmos

Sales Kick-Off Experience—Created an SKO that motivated sales force to achieve extraordinary performance, beating sales forecast by 128%; accomplished by creating an exciting compensation incentive program based on exceeding goals.

Content Creation Expertise— Stellar writing, communication and presentation skills—creating 6,200 client presentations producing $115 million in consulting revenues; Created content for lead generation & sales conversion: brochures, whitepapers, case studies, sales scripts & email templates.

Management Experience—As a Group Product manager, responsible for $90.0 million in brands; led a team of product managers and national sales force of 350, producing a 32% increase in revenues.

PROFESSIONAL EXPERIENCE & ACCOMPLISHMENTS

Teradata

Annual Sales: $3.0 Billion, employing 6,500

Sr. Field Sales Enablement Manager, Americas 2020-Present

As “Voice of the Field,” responsible for strategy, execution and sales growth of an international sales force consisting of: 6 Territories/Verticals, 25 Sales Managers,163 Sales Reps.

Accomplishments:

• Established field training program for the Americas to aggressively counter competition, win accounts, prevent erosion (vs. AWS/Redshift, Google Big Query, Snowflake).

• Created an ICP/Channel Partner Program to promote joint partnering, resulting in increased consumption and increased consulting revenues.

• Worked DIRECTLY with Account Sales Teams to create ATTACK plans & “selling strategies’ to close targeted Enterprise & Commercial Accounts (e.g. using Why Change & Why Now messaging to create urgency & Storytelling to compel customers to want to change from competition to us).

Hyster-Yale Group

Annual Sales: $3.0 Billion, employing 7,200

Sr. Manager, Sales Enablement 2018-2019

Responsible for increasing the sales productivity & market share—of an International sales force consisting of: 15 Dealerships, 42 Sales Managers, 310 Sales Reps.

Sales Enablement duties: Managing and working with a sales enablement team & training staff of 18: to create sales content, Playbooks, Battle Cards, training modules and coaching programs that are presented Internationally to HYG dealerships, sales managers and reps—to improve conversion rates and increase their market share.

Accomplishments:

• In one year, implemented rep training programs and sales management coaching that are increasing sales rep conversion rates by 20%-25%

• 1st year results show 10 of 15 Dealerships showing market share improvements of 10%-12%

S & A SALES ENABLEMENT CONSULTING SERVICES, San Francisco, CA

Annual Sales: under $1 million, employing 3

President 2012-2018

For 7 years, offered a full menu of sales enablement consulting services to technology, IT services & software companies, including:

• Sales training & coaching that turn salespeople into “rainmakers”

• Sales certification and onboarding programs that turn B players into A players

• Application of sales methodologies for high impact selling & shortening enterprise selling cycle

• Creation of sales playbooks, battle cards, pitch decks, ROI Calculators; & sales kick-off events

• Content creation for lead generation and sales conversion

• Establishing sales metrics to measure sales force performance for making accurate data-driven decisions

GENERATIONAL EQUITY,

Annual Sales: $90 million, employing 250

Sr. Managing Director 2007-2011

Business development manager calling on middle-market CEOs in both San Francisco Bay Area and Silicon Valley, selling financial consulting services

Sales Training & Enablement duties: company sales trainer, ride-along coach; responsible for creating sales content & developing sales processes to increase conversion rates; also planned sales kick-off events

Accomplishments:

• Consistently one of 3 top producers (sales team: 16) selling $16 million in consulting services

• Consulted with 1,000 CEOs of companies in 30 diverse industries; closing rate of 72%

• Company sales trainer training 40 salespeople

H&R BLOCK/McGLADREY CAPITAL MARKETS,

Annual Sales: $180 million, employing 370

Sr. Vice-President, Business Analysis 2004 – 2007

Worked with McGladrey Partners to sell consulting solutions geared toward business transformation, growth, profitability, expense reduction, regulatory compliance and best financial management practices

Sales Training & Enablement duties: (Same as above)

Accomplishments:

• Consistently one of 3 top producers (sales team: 20) selling $24 million in consulting services

• Consulted with 1,200 CEOs of companies in 30 diverse industries; Closing rate of 70%

• Company sales trainer training 110 salespeople

EDUCATION & CERTIFICATIONS

MBA Graduate Studies, Northern Illinois University; BS, Marketing, Northern Illinois University

Completed NASD licensing, Series 7 and 63; Completed Real Estate License, Chicago, IL

Contact this candidate