Business Development and Sales Director

James Rollins

Lehi, UT 801-***-****

linkedin.com/in/jim-rollins-a8972768 ***********@*****.***

Regional Sales Director

Strategic Planning Sales Management Business Development

Highly motivated, accomplished leader with expertise in all facets of sales processes, account management, and client relationship management, within high-profile organizations. Skilled in providing strategic leadership of short- and long-term, while communicating and collaborating with various members of the organization to achieve business and financial objectives. Adept at driving sales results for all products and services, enhancing performance through strategic planning, and identifying opportunities for business development and improvement.

Technical Skills: Microsoft Office (Word, Excel, PowerPoint), Salesforce, Microsoft Teams, Slack, PowerBI, Trello

Areas of Expertise

Territory Development

Account Management

Training & Development

Performance Management

Leadership & Communication

Operations Management

Sales Strategy

Customer Service

New Business Development

Relationship Building

Marketing Strategy

Selling Techniques

Cross-Functional Collaboration

Client Success

Strategic Partnerships

Professional Experience

CAPTIONCALL, Salt Lake City, UT 2012 – 2020

Regional Director of Sales and Outreach (2019-2020)

Spearhead sales processes and managed business development in half of the USA area referrals and installations. Oversaw a high-performing team of 5 direct reports and 55 indirect reports. Orchestrated and developed National Sales Meeting curriculum and executed meetings with 200+ attendees. Applied exceptional leadership skills to train and promote several people from within the existing organization. Played an integral role in regulatory response and planning. Created new sales channel strategy and led testing to increase business success.

Key Contributions

Successfully utilized vast skillset and innovative selling techniques to generate $230M in annual sales; achieved an average of 101% of plan and $19M per month in regional revenue.

Instrumental in boosting area Account Managers from 37 to 52 in 4 months, across 28 states; established 10 new sales territories in the assigned region.

Pioneered and developed a National Awards Program, resulting in 15% growth from winners in subsequent quarters.

Director of National Accounts (2017-2019)

Responsible for leading the strategic development of National Account Channel. Directed the Field Sales Team, including Outreach Managers and Account Managers in penetrating new and existing markets, yielding business opportunities to generate company revenue and increase profit for 300 National Accounts. Cultivated and maintained relationships with various high-profile Hearing Healthcare organizations, including Beltone Electronics, Beltone New England, Miracle Ear, Elite Hearing, Audigy, Connect Hearing, etc. Trained and mentored Directors, Senior Managers, and Account Representatives through monthly in-person meetings in an effort to increase productivity and performance.

Key Contributions

Oversaw and led top down and bottom up sales approach, while actively participating in C-level strategic planning for each organization; managed accounts generating $4M+ per month.

Established Sales Scorecard Reporting in CRM that identified and corrected inefficient activities, leading to the development of new territories.

National Account Manager (2012-2017)

Managed 250+ National Accounts within the Hearing Aid and Audiology channel. Fostered the development of relationships with Director and C-level management to create a top down sales approach for company products and services. Constructed an innovative sales curriculum for 50+ Field Sales Representatives; headed and led training for the sales program through hands-on sessions, webinars, conference calls, and ride alongs.

Key Contributions

Successfully generated over 35% of company sales, leading the company to record weeks, months, and years in terms of incremental and time over time growth.

Served as Team Lead for special project that resulted in 3 patents, as well as a SaaS integration, new cloud-based app, and an API integration that yielded 3,500 new channel accounts.

Acquired the largest account in company history, increasing company revenue by 9% in the first quarter of partnership.

BELTONE ELECTRONICS, Salt Lake City, UT 2011 – 2012

Clinic Sales & Operations Manager

Oversaw operations including marketing campaigns, budgets, human resources, business reporting, payroll, and financials. Directed multiple Beltone Hearing Aid Clinics across Utah, while achieving sales quotas. Managed and drove team members to exceed sales numbers. Ensured compliance with strict patient care standards for all Beltone patients.

Key Contribution

Identified opportunities for business development to generate $50K+ per month in new sales revenue.

BELTONE MOUNTAIN WEST, Salt Lake City, UT 2007 – 2011

Owner / CEO / Hearing Instrument Specialist

Launched, managed, and owned multi-office hearing clinic. Created budgets and oversaw all profit and loss. Provided exceptional patient care when diagnosing and fitting Beltone instruments; designed all fitting and education protocol and testing protocol to ensure exceptional patient experience. Served as the education and training coordinator for the Utah area for hearing impaired. Developed professional relationships with 400+ Beltone practice professionals.

Key Contribution

Created and planned all strategic marketing campaigns to generate $500K-$900k in sales annually.

Additional Sales Experience

West Regional Sales Manager, Beltone Electronics Territory Sales Manager, Siemens Hearing Instruments Inside Sales Manager, Sonic Innovations

Education & Credentials

Business/Marketing Coursework, University of Utah, Salt Lake City, UT

Board Certification in Hearing Instrument Sciences, NBC-HIS

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