Sales Representative Inside

MANAGER / DIRECTOR

Focus of Interest: Inside Sales

QUALIFICATIONS PROFILE

Analytical, highly organized, and dynamic professional with broad-based experience in sales operations and management

Expert at leading dedicated teams to achieve corporate goals and objectives. Armed with analytical problem-solving and critical-thinking aptitudes to keenly analyze issues, formulate strategic action plans, and resolve complex situations. Equipped with articulate communication and interpersonal abilities in building positive work relationships with various individuals.

AREAS OF EXPERTISE

Multi-channel Selling Business Development and Planning Contract Negotiations Global Sales and Expansion

Marketing Trend Forecasting Networking Costing and Budgeting Business Startup

PROFESSIONAL EXPERIENCE

CallMiner, Waltham MA (2/2020–Present)

Sr. Manager of Sales Enablement and Operations 2016–Present

Establish, Train and Implement new Standard Operating Procedures to advance revenue generation

Enhance sales forecast reporting for pipeline accuracy, reviewing at regular intervals to modify as company goals and objective evolve

Foster an understanding of data hygiene across sales, ensuring a solid foundation within the CRM system

Cultivate relationships, encouraging collaboration across divisions

CallMiner, Waltham MA (11/2016–2/2020)

Manager Inside Sales 2016–Present

Develop, hire and manage a staff of Inside Sales Representatives focused on SaaS.

Focus and strengthen a team with a goal of pipeline growth in new logo’s.

Create vertical focused marketing campaigns to promote healthy growth with an ABM strategy.

Drive team performance thru metrics and continual training to forge strong selling skills

IBM, Littleton, MA (2003–11/2016)

Digital Sales Manager 2014–2016

Lead a Sales Team of 10 staff for both software and software as a service (SaaS) within IBM’s Cloud Business Unit, covering all facets of forecasting, training, promotions for pipeline building, budgeting, and compensation planning

Drive performance improvement and overall efficiencies by restructuring the team to a strong, productive, and quota-attaining group

Create digital and traditional marketing campaigns to promote business growth

Sales Representative 2003–2014

Devised a multi-channel selling method aimed to boost client and brand knowledge and loyalty

Conducted cold callings, presentations, webinars, and networking to establish new accounts

Administered major accounts to secure client loyalty and continued business expansion

Effectively mentored and trained new sales personnel toward professional development

Successfully handled various territories in 2013 through extensive travels

Career Highlights

Achieved a steady growth of 10% annually by creating the central sales territory for the general and automotive industry through marketing programs and lead generation

Surpassed client and prospect expectations by efficiently performing cross selling on product lines

Set records through regular attainment of plans of more than 120%, five years earlier than expected

Obtained the President’s Award in 2005 and 2012 for exceeding work expectations

Gained distinction for being a part of IBM’s 100% Club for three consecutive years for demonstrating excellent work performance

Old Colony, Northbridge, MA

Sales Manager 2002–2003

Supervised and provided training to eight sales staff

Created programs to maintain client loyalty in a commodity industry

Launched the sales database to track all client information and forecasting

Took charge of all aspects of sales management, which include quota setting, forecasting, compensation plan, sales negotiation, client interaction, and management review

Closely collaborated with the senior management in creating market strategies aimed to maintain and increase client base

Pioneered a sales incentive program to attain monthly plans

Innoveda, Inc., Marlborough, MA (1993–2001)

Inside Sales Manager Senior Inside Sales Representative 1997–2001

Directed the Software, Software Subscription Renewals, and Lead Generation Inside Sales Teams

Assumed full accountability for all aspects of sales forecasting and negotiation, customer interactions, management reviews, compensation plans, and quota setting

Coordinated with Product Marketing Teams to drive promos and spiffs for Inside Sales, which resulted in incremental revenue

Partnered with the Merger Team for company acquisitions

Served as the key person in implementing the over-the-phone value-based selling methods

Career Highlight

Earned recognition for being a member of the Presidents Club in 1998 and 1999; attaining 115% of the plan in 2000

Senior Inside Sales Representative 1993–1997

Established strong relationships with clients by ensuring timely sales follow-ups

Acquired and closed new sales to boost revenue in an assigned territory with over $2M quota

Worked with the Direct Sales Team to formulate a successful strategy aimed to effectively position products to client base

Rendered support to the sales manager with training of new personnel in technical solutions selling and product training

Handled all forecasting and tracking of software activities within assigned territory

Career Highlights

Played a pivotal role in introducing new upgrades, products, special promotions to installed based for add-on sales

Received highlights for surpassing assigned annual quotas; being part of the President’s Club in 1995 and 1996

Visual Technologies, Westborough, MA

Reseller Channel Director 1989–1993

Established and administered a reseller channel for Central United States

Developed marketing programs, lead generation, and reseller readiness

Functioned as the guide channel to drive brand market exposure and customer satisfaction and loyalty

Career Highlight

Attained yearly plan goals for demonstrating first-rate work performance

EDUCATION AND CREDENTIALS

Bachelor of Business Administration in Business Marketing • Bryant College, Smithfield, Rhode Island

Associate Degree in Computer Programming • Worcester Industrial Technical Institute (WITI), Worcester, MA

Professional Digital Selling Certification

IBM Management Development Certification

IBM Agile Selling Certification

Solution Selling Certification

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