Account Management, Sales Management, Business Development

Garrett Adkins, MBA

Phone: 415-***-**** Email: ********@*****.*** LinkedIn: Linkedin.com/in/gtadkins PROFESSIONAL EXPERIENCE:

****-**** ******** **********, **

Account Manager, Equipment & Technology, NorCal, Jun 2019 to Jun 2020 Led sales efforts for region; tasked to increase revenue in underperforming territory. Developed business plan and applied insight selling methodology to meet goals.

Focused on top-tier target accounts, executing complex sales and integration of multiple vendors in CBCT imaging systems, digital sensors & IoT devices, 3D printing, capital equipment sales & leasing, associated software & IT infrastructure modernization

Managed multiple deals simultaneously including: proposal creation, negotiation, sales close and services

Developed OEM partner network; building strong relationships, creating win-win sales scenarios and quickly becoming preferred dealer of choice

Overcame competitive bid environments through value driven communications, pricing strategy and creative financing options

2009-2018 Royal Penguin Scottsdale, AZ

Co-Founder, Head of US Sales, Jul 2009 to Sep 2018 Healthcare distributor of technology, device, consumables and marketing services to private

& clinic-based practitioners. Set vision and strategy for company’s sales performance.

Led team of 17 FTE (internal & field-based sales force)

Defined customer needs, messaging, competitive positioning, value proposition and pricing to coordinate and execute US sales strategy

Interpreted data analytics leading to change of vision from product-based to value-based sales model resulting in 17% increase in monthly revenue

Partnered with >60 manufacturers and led co-marketing sale efforts in commercialization of 7 product launches and negotiated VAS partnership agreements with 3rd Party vendors Royal Penguin Scottsdale, AZ

Company Launch

Launched company and led build-out of infrastructure and sales teams from the ground up. Presented to investors successfully acquiring start-up funding ($1.5M); secured buy-in by clearly communicating go-to-market strategy, vision and identifying opportunities currently overlooked by competitors.

Defined sales strategy through market trends and client purchasing behaviors implementing challenger sales methodology

Hired and led team of 2 at launch and grew to 10 with 3 direct reports

Responsible for negotiating distribution agreements (21 manufacturers at launch)

Orchestrated sales training programs focused on customer engagement scenarios including role playing, USP communication, education, client assessment & sales process

% of Revenue Goal:

FY19: 105% of Goal

Rev: $3.5M

FY2020: 110% of Q1

Goal prior to Covid 19

Rev: $1.1M

Start-up

Investment: $1.5M

Revenue Growth

FY09: 119K

FY10: 575K

FY11: $1.1M

FY12: $2.3M

FY13: $3.5M

FY14: $3.9M

FY15: $3.8M

Investment: +250K

FY16: $4.5M

FY17: $5.7M

FY18: Divested

Total Cust: 2,014

2004-2008 NUPRACTICE, LLC Scottsdale, CA

Co-Founder / Head of Business Development, Dec 2004 to Oct 2008 One of 3 investors in acquisition, growth & sale of dental clinics in greater Phoenix area. Led build-out of multiple clinics including procurement of all equipment and technology infrastructure, hiring, training and revenue growth.

Implemented B2B & B2C approach to grow revenues and patient base to over 5000

Collaborated with 2 FT clinicians (partners) to lead 4 associate clinicians and team of 19

Achieved 65% gross margin, 15% above national average, developing internal performance systems including: revenue projections, budgets, and KPIs for internal teams

Responsible for effective P&L management, process improvement and vendor contract negotiations

Sold and transitioned clinics to new ownership, 156% ROI 2000-2003 Primavera Software (Purchased by Oracle) San Francisco, CA Enterprise Account Manager, Western US (CA, OR, WA), Jan 2000 to Jun 2004 Global leader in enterprise project portfolio management (PPM) software servicing top multinational firms. Cultivated relationships with key decision makers, identifying project streamlining capabilities and cost control strategies.

Hunter mindset with relentless focus on winning new accounts

Applied strategic solution selling tactics to penetrate identified prospects in healthcare, financial, oil & gas, government and engineering, procurement, construction (EPC) firms

Sold to C-level executives presenting strategies to improve decision-making capabilities through dashboard drill-down interface

Accountable for pipeline management, sale cycle progression and quota attainment

Validated client’s investment with account oversight and successful implementation 1998–2000 BuildPoint Corporation Redwood City, CA

Account Manager, SaaS Sales, Aug 1998 to Jan 2000

Recruited to drive new account base for VC funded ($45M, McGraw Hill) start-up that developed cloud-based SaaS solution for developers, engineering & construction firms. Drove adoption of new technology; achieved buy-in from decision makers to integrate new RFP process and helped serve as change agent within clients’ organization.

Exceeded target goals executing account generation strategy

Facilitated preconstruction process for $250M to $1B projects throughout Bay Area

Direct oversight of clients’ success and facilitated new workflow processes by project influencers

Education: Thunderbird School of Global Management, ASU Masters of Business Administration 2014

California State University, Sacramento

B.S. Sociology / Criminal Justice 1996

% of Transaction Goal

FY98: 97% of Goal

12 new accounts

FY99: 350% of Goal

$50M in transactions

34 new accounts

% of Revenue Goal:

FY01: $1.5M

90% of Goal

FY02: $1.65M

100% of Goal

FY03: 2.25M

114% of Goal

Revenue Growth

FY05: $1.1M

Net New Cust: 1300

FY06: $1.85M

Net New Cust: 875

FY07: $2.4M

Net New Cust: 900

FY08: $4.3M

Net New Cust: 1050

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