Sales, Data, & Marketing Thought Leader
Resume:
BRYAN ESPEY
**** * ***** ** *** *, Chicago, IL **613
linkedin.com/in/bryanespey
**********@*****.***
bryanespey.com
SALES, DATA, & MARKETING THOUGHT LEADER
Sales and marketing visionary with a proven talent for employing data exceed sales goals, unite teams, and instruct business strategy. Career-long record of driving profitable revenue growth by leading high-performing teams, streamlining sales operations, strengthening sales enablement practices, and uncovering efficiencies in marketing efforts. Exceptionally resolute professional with keen analytical, interpersonal, and organizational skills.
PROFESSIONAL EXPERIENCE
Deluxe Corporation, Lenexa, KS March 2011 – April 2020
Sales Manager
Directed, supervised, and motivated a team of 10 staff selling digital marketing products to small- and medium-sized businesses. Identified and cultivated key areas of opportunity and spearheaded programs aimed at developing staff, measuring business effectiveness, and synchronizing collaborative efforts with inbound marketing teams.
Fronted team in achieving revenue growth of 6% YoY to $2.36M while recognizing lead generation cost savings of $.51M, a 50% reduction. Recognized for consistently exceeding monthly new business development quota.
Conceptualized, formulated, and incorporated weekly coaching regimen which continuously supported, sharpened, and empowered Sales Consultants; resulted in individual revenue growth average of 32% YoY.
Recruited and trained six Sales Consultants in two “new hire” classes. Partnered with Talent Acquisition and Training Services to overhaul recruitment focus and training programs that improved employee success.
Created and established Retention Specialist and Sales Coordinator roles to allow Sales Consultants to focus on selling; Retention Specialist saved $186k in monthly recurring revenue and reduced churn 64% in first year.
Expanded the outreach and impact of ‘Small Business Revolution’, a Hulu-series focused on demonstrating the capability of Deluxe’s products and services, by launching a team of 4 SMB Advisers / brand ambassadors.
Enabled data-driven decisions about marketing efforts and selling focus by executing a Capacity Management Model to measure marketing campaign and Sales Consultant contribution to earnings per hour of work. Employed model to unite disparate marketing, sales, and finance teams to discover efficiencies and improve forecasting.
Mentored Sales Systems and Operations Lead in development and deployment of new dashboards and analytical models using SQL to query internal databases and PowerBI to match against Salesforce. Utilized data to drive new marketing and sales efforts aimed at improving cross-sell potential through targeted outreach programs.
Sales Systems and Operations Lead
Initiated and oversaw all sales processes and reporting methodology for newly formed SMB digital marketing sales team. Enhanced sales outcomes for a team of 20 Sales Consultants by programming and delivering timely business insights.
Designed repeatable and scalable standard operating procedures for all sales and marketing functions in Salesforce including lead creation, account ownership rules, quote-to-cash, and fulfillment workflows.
Developed and controlled complex, interactive executive sales and marketing dashboards with Microsoft Excel, and Salesforce; showcased quick, reliable response to inquiries by maintaining vast knowledge of data.
Engineered and introduced smart system processes that streamlined account management, simplified cross-sell potential, and strengthened customer loyalty. Navigated the transition of focus from managing inbound leads to fostering long-term customer relationships and lifetime value recognizing significant cost of acquisition savings.
Partner Service Manager
Bolstered service and support relationships for European hosting and email resellers producing $7M in yearly revenue. Functioned as primary Hostopia contact for all levels of partner organization, from frontline staff to C-suite.
Onboarded and trained new partner sales and customer service teams on proprietary systems. Developed relationships that supported cross-sell of subscription-based digital marketing products.
Administered platform service availability metrics and Tier 1 support performance as primary partner reporting specialist; identified service-level trends to either mitigate business risk or capitalize on opportunity.
Independently pioneered and built Wiki-like Knowledge Base for Service Management organization; fielded cross-functional team to develop training materials, policy frameworks, and technical tutorials.
Championed project transitioning partner contacts from proprietary system to Salesforce while addressing four business groups’ needs: Marketing, Sales, Support, and Technology. Mapped framework for second-phase integration with VerticalResponse mass-email solution, improving email reliability, tracking, and engagement.
Marketing Advisor
Advised 50 small business clients on digital marketing mediums including SEM, SEO, social media, website and logo design; increased total yearly revenue under management 5% to $303k through targeted upsell initiatives.
Orchestrated short and long-term marketing strategies that balanced client goals, strengths, and budget, utilizing analytics tools to continually elevate campaign performance and deliver results.
Managed $45k of Deluxe-provided marketing spend for three Project REV clients throughout a year-long marketing lab; program was the nexus of current campaign termed ‘Small Business Revolution’.
Central Bank, Springfield, MO October 2009 - March 2011
Customer Service Representative
Headed consultative selling of banking products, secured sales through outbound calls, garnered positive client relationships, and averaged 20% cross-sell ratio (10% goal) as the primary sales producer for the branch.
Recognized as Central Bancompany Top Sales Performer: August, Sept, and Oct 2010.
EDUCATION
University of Missouri-Kansas City, Kansas City, MO
Master of Business Administration, Management Information Systems
Missouri State University, Springfield, MO
Bachelor of Science, Marketing Management
CERTIFICATION
Sales Assembly, Chicago, IL
Fast Start Certification, Revenue Operations
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