Sales leadership, Market Planning, Sales Operations

Executive Management & Sales Leadership / Business Development

Passionate About Increasing Market Share, Optimizing Customer Experience, Driving Rapid Growth, & Outperforming Market Expectations

Exceptionally well-versed in all aspects of strategic business development with a proven track record of generating multimillion-dollar sales gains. Relentlessly dedicated to top-line growth, relationship management, and operational excellence. Extraordinarily resilient with high EQ.

Market Planning Sales Operations & Process Management

Sales Management Pipeline Reviews

New Business Acquisition Pricing Modeling

Territory Planning Retention & Account Management

Sales Forecasting Negotiating & Closing Contracts

Professional Experience

NORTH AMERICAN SALES LEADER AbleDocs, Miami, Florida 11/2020 - Current

Developed North American higher education go-to-market strategy and sales process. Acquired key growth accounts.

Designed and executed targeted strategies in a niche market landing key accounts, improving go-to-market strategy, pricing promotions, and market outreach. Managed business development directing third party consultants, and resellers.

SENIOR DIRECTOR OF MARKET SEGMENT MANAGEMENT LexisNexis, Cincinnati, Ohio 05/2014 to 03/2020

Served as Corporate Legal Markets General Manager owning $160+ million business unit. Grew business to 100+ employees.

Led business through profound cultural shift, steering the organization away from massive losses and high staff attrition, and repositioning it for remarkable growth. I improved market strategies, operating plans/budgets, marketing communications (marcom), segment planning, and business process outsourcing. Directed the Business Development division, forging advantageous partnerships and alliances; played key leadership roles in corporate acquisitions. Recruited, hired, coached, mentored, and inspired top-tier talent. Designed strategic plans for sales and marketing. Managed annual budgets and departmental balance sheet.

Actions Initiated

Chartered and led API Go-To-Market strategy, sales process, training, and rollout.

Designed enticing promotions, pricing strategies, value propositions, and marketing collateral.

Modernized continuous improvement processes to enhance customer journey map strategies and quality standards.

Championed voice of the customer (VOC) initiatives and CX improvements as top priorities across the enterprise.

Prioritized improvement of core features/functions of flagship products; led sprint/agile planning for key product development.

Collaborated across Human Resources, Finance, Legal, Technology, and Shared Services to improve operations.

Delivered Results

Turned around sales performance from -18.7% to 12.2% and improved customer net promoter scores (NPS) by 23.3+ points.

Stopped multi-year decline, bringing annual revenue from -4% to 7%. Ultimately achieved double-digit new business growth.

Boosted overall profit margin 20% by optimizing operational effectiveness, offshoring activities, and cost structure.

Grew sales $1.3 million by restructuring sales/marketing and prioritizing customer growth strategies by industry and use case.

Generated $3 million in incremental sales, increasing product penetration within key accounts.

Saved $4.2 million in revenue by shrinking cancel rates 3%, realizing historic lows in attrition; maximized customer retention.

Captured $700,000 in revenue by creating a multinational customer experience (CX) improvement initiative.

Upgraded 5,500+ customers to next-gen online platforms while maintaining the highest levels of customer satisfaction.

Drove $1 million in new revenue within 14-16 months of starting point-of-sale (POS) promotions.

World-Class Team Building: Significantly improved talent acquisition by partnering with universities and scouting the most competitive athletes and business students. Drafted training content that positioned new-hires to immediately perform at optimum levels. Presented new approach to senior management for adoption across all market segments.

CALIFORNIA FIELD SALES MANAGER LexisNexis, San Francisco, California 01/2012 to 04/2014

Spearheaded $33 million territory serving law firms with up to 50 attorneys. Managed high-impact sales force of 38.

Upended the status quo to drive impressive growth by targeting upper end of the market accounts for new business acquisition. Uniquely promoted to transform the company’s Law Firm Market, which had underperformed for a decade. Directed some of the most seasoned sales professionals across the LexisNexis enterprise. Devised client retention strategies and delivered accurate sales forecasts. Minimized operational expenses (OPEX) while managing the marketing budget.

Actions Initiated

Generated new annual business plans after evaluating territories, connections, opportunities, and close ratios.

Analyzed all numbers and determined the best approach for every phase of each sale.

Coached sales reps to create territory plans based on both personal and professional goals.

Delivered Results

Improved business penetration from 30% to 44%, adding 154 new customers.

Achieved 133% year-over-year (YoY) growth and finished 107% of sales quota.

INSIDE SALES MANAGER, NEW BUSINESS LexisNexis, Cincinnati, Ohio 09/2010 to 01/2012

Generated $20 million across a 12-state territory while managing 13 telemarketing sales representatives.

Led the Southwest Inside Sales Region of the Law Firm Market, hiring, training, directing, and inspiring sales team to peak performance levels. Defined key performance indicators (KPIs) for each sales professional to increase productivity, accelerate outbound sales, and inform territory plans.

Delivered Results

Grew revenue by $1.5 million, a 10%+ improvement, while increasing opportunity-to-close ratio from 4:1 to 2:1.

Reduced expense budget 32%, saving $2 million after introducing lower-cost sales model.

Right-sized business from 4 vice presidents and 20 sales managers to the single Vice President of Sales with only 4 sales managers.

DIRECTOR, INSIDE SALES ACCOUNT MANAGER LexisNexis Risk Solutions, Cincinnati, Ohio 01/2009 to 10/2010

Steered 16 sales reps across 3 regional offices while leading the $17.5 million Advance Government Solutions Team.

Spurred revenue growth by devising new business plan, tiered sales model, market segmentation priorities, and account retention strategy. Sold solutions/products to law enforcement, public safety, health and human services, and revenue recovery agencies nationwide. Cultivated and administered relationship with 3rd-party lead generation company. Formulated core performance metrics and controlled department budget. Streamlined sales processes and financial operations while supporting software development strategies. Used data-driven CRM reports, cross-functional collaboration, and excellent communication skills to inform executive decision making.

Delivered Results

Boosted revenue 25%, realizing $3.5 million gain, while exceeding a $6 million earned revenue quota for government business.

Increased contract closings by 23%, adding 522 new customers to base business.

2000 - 2010: Ascended the ranks of LexisNexis as Regional Retention Manager, Telephonic Account Executive, Retention Sales Executive, and Senior Customer Service Representative. Leveraged superior leadership skills to ensure consistent service delivery, attainment of sales goals, full compliance to all regulations, and optimal performance management.

Education & Training

Master of Business Administration (MBA), University of Notre Dame, South Bend, Indiana (while employed)

Bachelor of Arts (BA) in English, Wright State University, Fairborn, Ohio

Executive Integral Leadership (EIL), University of Notre Dame, South Bend, Indiana

Certificate, United Nations Institute for Training and Research (UNITAR), Global Commons

Association & Industry Honors

Named one of the 25 Most Influential Inside Sales Professionals in 2014 by American Association of Inside Sales Professionals

Member, American Association of Inside Sales Professionals

Miami, FL 937-***-****

***.*******@*****.***

CHRISTOPHER WEBSTER

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