Customer Service Vice President

MARK ESSA

Los Angeles, CA ***** • 310-***-**** • ****.*.****@*****.***

DETAIL-ORIENTED SALES EXECUTIVE

Regional Vice President • VP of Sales • VP of Sales & Operations • VP of Sales Enablement Business Development • Sales Prospecting • Territory Management • Competitor Analysis Won New Business • Expanded Territories • Boosted Team Efficiency • Defined KPIs Drove Rolling Revenue • Secured Partnerships • Increased Sales • Top Account Executive WORK EXPERIENCE

Took a career break due to care for a family member Sep 2020 - present News Direct, Los Angeles, CA April 2020 - Sep 2020 Vice President, Regional Sales

● Oversaw business development, account management, and customer success for an early- stage technology SaaS start-up in the news release and content distribution industry.

● Drove revenue contributions by winning new business from companies and 3rd party agencies.

● Enhanced and supported customer experience through platform recommendations, process improvements, pricing strategy, and product enhancements.

● Created go-to-market strategy through cross-collaboration with internal/external stakeholders. Business Wire, a Berkshire Hathaway Company, Los Angeles, CA 2005 - 2019 Vice President, Sales, Competitive Business Analysis Sep 2010 - June 2019

● Secured $14.7M in aggregate, increasing/rolling revenue by guiding 80 sales, account manager, and regional managers to successfully win 304 IPO clients between 2015 and 2019.

● Netted an 80% reduction in time spent sourcing leads by developing an innovative automated lead-gen application that freed teams to focus on business development and client retention.

● Boosted revenue and efficiencies by applying extensive sales, customer service, relationship management, and team management experience.

● Won business and drove revenue growth by owning an IPO pursuit program and collaborating with the New York Stock Exchange.

● Enabled the sales team to identify, value, and pursue new business with improved workflow, speed, accuracy, data, and reporting capabilities via process improvement innovation.

● Defined and tracked KPIs, optimized standard operating procedures (SOPs), and analyzed associated metrics for action.

● Partnered with EVP, and global sales teams and led high-level corporate sales initiatives.

● Provided sales management and leadership with new sales territory and market share assessment capabilities via Salesforce integration.

● Obtained, analyzed, and distributed competitors' product information company-wide to synthesize key points, forecast strategy, and advise the leadership team on response.

● Created and distributed internal messaging to sales for as-needed external communication.

● Aided offices with managerial turnover and served as a temporary manager; interviewed, recommended, and mentored new managers and sales team members.

● Preempted competitor overtures by proactively contacting customers about company changes, negotiating, and renewing expiring contracts to preserve revenue.

● Promoted career development, hit goals, and boosted performance by onboarding new managers and sales personnel and launching new training initiatives.

● Steered Salesforce enhancements and collaborated with technology administrators, and provided sales and leadership teams with more actionable alerting, data, and reporting.

● Identified, developed, and handled long-term client acquisition procedures and liaised with the marketing team on drip campaigns.

● Transitioned a legacy B2B company from a transactional model to a SaaS-based model.

● Spoke at all the company's annual global sales conferences as a respected industry expert.

● Influenced executive decision-making by synthesizing information for leadership, crafted internal messaging and sell-around strategies, and assisted with external messaging. Vice President, Tracking & Analysis, Sales March 2008 - Sep 2010

● Established and analyzed sales team key performance indicators (KPIs) such as new account wins, contract renewals, quota attainment, and activity management.

● Spearheaded regional sales territory analysis and company market share analysis.

● Designed sell-around strategies to thwart competitor overtures.

● Drove revenue objectives by creating structure, benchmarks, and strategic oversight guidance.

● Assumed management responsibility of the executive team and sales leadership with insights and observations on sales team performance, competitive intelligence, and product analysis. Vice President, Los Angeles Regional Manager March 2005 - March 2008

● Attained 20% growth during a period of instability by hiring and training new team members.

● Amplified office revenue by 20% via new contracts and upsells during a recession.

● Led 28 colleagues (sales/account managers, client services, and other personnel).

● Assisted teams with prestigious company and agency account acquisitions from competitors by leveraging best practices and expertise.

● Championed new business development, account management, customer success, operations, and other administrative functions.

● Succeeded during a period of instability due to unexpected sales team turnover; hired, trained, and coached sales team members with limited resources.

● Hired, trained, and mentored LA Regional Manager successor before/after being promoted. Account Executive, Sr. Account Executive, Regional Sales Supervisor Pre-March 2005

● Took the sales territory from worst to #1, achieved Top Account Executive in Los Angeles, and ranked among the Top 10% of account executives company-wide.

● Supervised regional offices during managerial turnover. EDUCATION

University of California, Santa Barbara, CA

Bachelor of Arts, Psychology

TECHNOLOGIES, AFFILIATIONS, & AWARDS

Technologies: Salesforce, HubSpot, Slack, Sharepoint, Outlook, G-Suite, HelloSign, Ring Central Affiliations: Public Relations Society of America; National Investor Relations Institute Awards: Business Wire Company MVP; Gold Brush Award, Rookie of the Year

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