Sales Manager

Dan Hurd

San Lorenzo, CA *****

510-***-**** (cell)

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

http://www.linkedin.com/in/danhurd1

Inside Sales Director and Sales Manager

An accomplished and business savvy professional with robust experience, exceptional leadership abilities and interpersonal communication skills. Self-Driven and Results oriented with over 25 years’ experience in Telesales, Field Sales and Customer Service and Success. Accustomed to fast-paced environments. Proficient in high volume outbound calling and inbound telesales and lead generation. Proven ability to select talented sales personnel and lead sales teams to exceed business plans and sales and support goals. Effective in developing successful sales and service campaigns. Deeply committed to team and customer success. I am skilled in sales operations, training, enablement, cross-functional team leadership and Go-to-market Strategy. I have a proven track record of exceeding quota and being a team player. Fiscally responsible for managing headcount, expenses, capital, etc. within specified budget parameters.

Skill Areas

Marketing & Promotional Campaign Development

Client Acquisition & Retention

Business Development

Territory Growth & Development

Strategic Sales Management

Corporate Sales Training, Leadership,

B2B Consultative Selling

Market Analytics

Targeting Sales & Revenue Forecasting,

Digital Media Marketing,

Effective Sales Planning and Execution

Multitasking

Risk Analysis

Project Management

Recruiting

Supervision

Relationship Building

Training

PROFESSIONAL EXPERIENCE

DeltaTrak, Pleasanton, CA

Director of Business Development September 2019-May 2020

Drove new business development, product/solution development and product life cycle management from concept through commercialization for projects/products/solutions assigned Responsible to assure go-to-market product introductions are effectively achieved. In this role, I also provided sales enablement, go-to-market strategies and programs, market definition and segmentation, established product positioning, and developed early customer relationships. • Became the public voice of the company, including presenting at trade events and association meetings for the assigned products/solutions. Managed sustaining product management activities for assigned products/solutions throughout the life cycle; • Participated in sales strategy development in order identify, qualify and build relationships with key suppliers and customers in target markets;; • Monitored and worked with assigned sales groups to assure achieving assigned revenue goals; • Conducted joint sales calls with sales; • Supported sales and application engineers, technical support, professional services, and assist in their training; • Developed annual product plans for products assigned; • Manage product pricing strategies; • Owned technical specification writing for assigned products and drove technical specification work for assigned product portfolio;

Director of Corporate Sales January 2017-Sept 2019

Directed 2 separate sales teams, for Key Accounts and Channel Sales.

Developed and implemented sales programs and campaigns to drive revenue and create profitable partnerships with our end user customers and our Channel Sales customers. Developed sales strategies, identified scalable opportunities, and created action plans for the team. Provided leadership and coaching to my direct reports to maximize productivity.

Achieved 41% Growth from 2017-2019

Corporate Sales Development Manager

December 2011-December 2016

DeltaTrak manufactures and sells a wide variety of cold chain management solutions, environmental monitoring instruments, and food safety products.

Managed sales team consisting of 10 Inside Sales Representatives, 10 Account Managers and 2 Sales Support Representatives

Developed, implemented, and sustained KPI’s for sales department. (Calls, Pipeline Management, etc.)

Accomplishments:

Achieved 36% department sales growth over 5 years

Grew Sales Department from Inside Only to Hybrid Account Managers in 2014. Sales Reps now manage larger Key Accounts and can travel and present to their accounts nationally. Doing so led to the 36% department sales growth

Wells Fargo, Concord, CA Jan.2009--Oct 2011

Online Customer Sales and Service Representative

Accomplishments:

Achieved Standard of Excellence (125% + in Core Units and Profit) 4 times in 2010

Average of 146% in Core Unit Production

Average of 143% in Profit Production

Team Salesperson of the month in July 2010

Most Valuable Teammate, July 2010

97% Average Customer Satisfaction Score

Received 22 separate notices of outstanding service and recognition from customers

Service Excellence Award Winner, 2nd, and 3rd Quarter, 2010

Trainer for new hire classes (Aug, Sept 2010)

Received average of 80 calls daily

Talent6 San Bruno, CA Aug 2009-Dec 2009

[Internet-Based Entertainment Casting Talent Agency]

Managed 65 Inbound Salespeople, 1 Operations Manager and 2 Sales Trainers

Call Center Sales Manager

Accomplishments:

Increased sales revenue by 15% and improved call center efficiency

Improved abandonment rate from 30% to 9%

Streamlined processes and procedures to increase center productivity

Provided all guidance on performance issues

Developed Attendance and performance metrics

Team Received 3500+ calls daily

Activant Solutions Livermore, CA (Currently Epicor) Feb 2007-Nov 2008

[Technology provider of ERP solutions to Home Improvement and Automotive markets]

Managed 12 Salespeople and 5 Sales operations staff

Senior Inside Sales Manager

Accomplishments:

Created a results-based sales culture for a motivated sales team

Led $8M business unit successfully in down economy (17% Growth)

Honed metrics analysis to drive revenue to achieve corporate number

Developed and presented regular performance reports to sales department and leadership team

Managed CRM tool (Salesforce.com) to maximize pipeline productivity

Developed KPIS to measure growth and sales effectiveness

Increased profit margins (by 25%) due to successful vendor negotiations

Solutions Selling model averaged 45+ calls daily

HomeGain.Com Emeryville, CA March 2005-Feb 2007

[SAAS, Online Real Estate Marketing and Lead Generation

Homegain provides a service application design for real estate listing services for realtors and buyers]

Managed 4 Sales Supervisors and 38 Salespeople

National Sales Manager/Director of Sales

Accomplishments:

Carried and exceeded departmental annual quotas

Achieved 121% of team quota in FY05

Achieved 137% of team quota in FY06

Responsible for spearheading and driving sales strategies and implementing KPI’s

Responsible for leading the Lead Development team in outbound demand creation activities to ensure quota attainment and overachievement

Responsible for maintaining organizational budgets

Developed and rolled out internal Needs Analysis and Territory Planning sales tools

Implemented department policies and procedures to facilitate smoother sales processes

Developed and managed performance metrics to achievement of corporate goals

Developed and presented regular performance reports to sales department and leadership team

Implemented Motivational programs to positively impact employee value and morale

Personal Sales Team was ranked #1 21 out of 22 months

Used Consultative Selling model to average 40 calls+ daily (Ramped up to 60+ when prospecting)

EDUCATION & TRAINING

B.A., Theatre, California State University, Hayward, CA

Jeffrey Gitomer Sales Training

Classified Ventures Sales Training

Sexual Harassment Training (Identification and Prevention)

Tom Hopkins Results Workshop

Guerilla Sales Training

Wells Fargo Sales and Product Training

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