Team Member Vice President
Resume:
BRIAN HEATWOLE
adwr8g@r.postjobfree.com
linkedin.com/in/brian-heatwole
EDUCATION
BACHELOR OF BUSINESS
ADMINISTRATION
Ottawa University
Ottawa, KS
SKILLS & EXPERTISE
Software as a Service (SAAS)
Digital Workflow
Credentialling
B2B, B2C & SMB Sales
Global Information Services
Data Analytics Expertise
Human Capital Market Solutions
Start-Up Ventures
Strategic Partnerships
Process Improvement
New Business Development
Sales & Marketing Leadership
Solution Selling Miller Heiman
Background Checks
Drug Testing
Occupational Health
INVOLVEMENT
• Professional Background Screening
Association (PBSA)
• Society for Human Resource
Management (SHRM)
• Drug & Alcohol Testing Industry
Association (DATIA)
• Folds of Honor
CAREER PROFILE
Successful senior executive with over 30+ years of experience in human capital management with an emphasis on employment screening, credentialing workflows and technology. Proven capability to lead organizational transformation with aggressive growth strategies, development of exceptional sales organizations, and diversified revenue approaches based on the firm’s growth stage. EXECUTIVE SALES & CONSULTING EXPERIENCE
CHIEF SALES OFFICER
applya Corporation – Greenville, SC April 2016 – July 2022
• Designed and implemented all sales and marketing strategies for new enterprise division; created a coverage model with channel partners, resellers, and technology enablers to streamline access to credentialing data for employees, contractors, and students
• Increased revenue 100% for three consecutive years growing revenue Zero to
$6 million; ranked 387 by Inc. 5000 as a fastest growing privately held company; secured $60 million in long-term contracts within fourteen states
• Launched and developed channel sales strategies in key market verticals including State Government (MMCAP); healthcare; higher education.
• Pivoted during the COVID-19 pandemic to ensure business continuity when the state of South Carolina requested a source for PPE; secured contracts with multiple state agencies for $18 million
VICE PRESIDENT OF SALES
S2Verify, LLC – Alpharetta, GA March 2010 – April 2016
• Founding member of a private/owner-funded start up consumer reporting agency; senior management role overseeing individual contributors, inside sales, channel partnerships and direct sales contribution; Drove revenue from Zero to $5 million ranking 194th overall on the 32nd annual Inc. 500 list and achieved profitability within the first 12 months
• Diversified client acquisition strategy in multiple verticals including relaunching contractor screening partnership in petrochemical market sector adding significant revenue growth.
SALES CONSULTANT
Verasys – Lenexa, KS May 2009 – December 2009
• Consulted on business plan, sales strategy, branding, content development, and direct sales support
BRIAN HEATWOLE Page 2
EXECUTIVE SALES & CONSULTING EXPERIENCE (cont.)
BUSINESS CONSULTANT
Quest Diagnostics Employer Solutions – Lenexa, KS May 2009 – February 2010
• Consulted over strategic sales and go to market execution for adoption of new workflows for electronic ordering, online self-service of the digital chain of custody process; VICE PRESIDENT OF SALES & MARKETING
ChoicePoint, a LexisNexis Company – Alpharetta, GA April 2006 – March 2009
• Recruited following data breech to relaunch and lead a staff of eighty-five sales associates within a risk and information services division consisting of vertical and geographically based teams, telemarketing, sales operations, channel sales, and sales administration within a $250 million book of business; doubled production of sales team resulting in $25 million in new client acquisition and organic revenue annually
• Retooled sales force updating value proposition, instituted complex selling methodologies including Miller Heiman Persuasive and Executive Speaker certifications to streamline messaging increasing department closing rate over 20%
• Developed go-to-market strategies for eight new high-margin products, resulting in $4 million in contracted revenue during the first year of the program; launched petrochemical channels creating new revenue streams in new market vertical; formalized channel strategies with tier one technology partners reducing time to revenue by 30% and increased closing rate by 15%
DIRECTOR OF SALES
First Advantage – Atlanta, GA October 2002 – March 2006
• Hired, retained, and managed a combination of new business development and key account managers within geographic and vertical-based hunter and farmer positions; oversaw a 25-state region generating $50 million dollars in annualized revenue; exceeded company growth and revenue goals by 125% as a top producing region three consecutive years; each team member received Top Gun awards
• Successfully merged sales forces during fifteen acquisitions through hands on leadership philosophy; implemented regional retention strategies for five key acquisitions producing a 95% retention rate in the first year of acquisition
• Launched a contractor compliance solution for petrochemical vertical market following 9/11; developed a vertically based contributory database and standardized scoring model improving access and reducing cost; grew model to $8 million within the first 3 years.
• Promoted to senior sales leadership overseeing workplace screening VICE PRESIDENT OF SALES
eScreen – Kansas City, MO May 1998 – May 2002
• Launched the first Food and Drug Administration (FDA) approved technology-based drug testing solution as founding executive team member
• Introduced transactional software as a service (SAAS) to a network of 1000 occupational health clinics to migrate paper- based drug-testing to an electronic process building the largest virtual occupational health network on a common web-based platform
• Served in a key role building the company from concept to over $25 million in 3 years with Fortune 500 and local employers to become the industry standard for automated rapid drug testing
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