Business Development Manager
Resume:
MELISSA A. ROBINSON, JD
Los Angeles County, California
Orange County, California
Senior Director Business Development
Sales transformation catalyst who drives topline growth within cutting edge technology solutions sales. Focused and determined sales and business leader offering both and entrepreneurial and intrapreneurial stamina and wisdom to drive top bottom line growth, inspire teams to peak performance and cultivate a profitable business relationship built on respect and trust. Easy going sense of humor is a defining management strategy to bring out the best in everyone, install pride and mobilize them to make their company the best in the industry.
EDUCATION:
J.D. Southern University Law Center, Baton Rouge, LA
B.A. Mass Communications, Southern University, Baton Rouge, LA
Career Achievements:
While challenged with a dual role of Business Development Manager and Managing Director successfully generated over $3M in gross profit in just under 3 years.
Ranked BDM President’s Circle, Top Producer highest annual BDM GM$ Production for New Customers (National Award)
Ranked as BDM President’s Circle in the top 10% based on Total Adjusted GM$ for (National Award)
Personally, generated over $3M in gross profit in 4 years.
Consistently delivered IT projects to National Accounts on time and under budget.
Achieved recognition top 3% of 375+ Account Managers (Winner of quarterly and yearly contests)
Top Producer New Accounts
PROFESSIONAL EXPERIENCE:
Blend360 Data Science and Marketing Solutions – January 2022 - Present
Vice President of Business Development
As Vice President of the Talent Solutions Division at BLEND360, my responsibilities include solving my clients' Information Technology, Data Science, Digital Marketing, and Product Development project and consultant needs allowing my clients to focus on their business objectives, while I focus on the managed services teams and consultants, they need to achieve them. Responsible for leading and delivering all aspects to the Western Region including strategy, managed services, client engagement, recruiting, branding, growth, and profitability. Leading a team of experienced marketing and sales professionals, recruiters, and consultants.
Top Producer New Accounts
Responsible for delivering successful strategies, leading sales and recruiting teams to success in a new territory.
Responsible for Consultative Solutions with a history of successfully providing Professional Services solutions to B2B Clients through the entire sales cycle.
Responsible for connecting and great at building long lasting authentic professional relationships, with an active and deep network.
As a hunter thriving on landing new accounts and growing a territory is your specialty. Top producer of “landing and expanding.”
Responsibilities include advancing my clients most critical initiatives, products, and projects by matching our clients with the right project teams and consultants.
Discover, qualify, and nurture new business leads using cold calling and email/ social media/ marketing campaigns.
Generate leads, develop key accounts, and build creative/comprehensive account strategies
Responsible for delivering strategies leading a sales team and recruiting team to success.
LifeSpeak Inc. Digital Wellbeing Platform SaaS Solution May 2018 – January 2022
Director, Business Development (Software Sales)
Responsible for demonstrating a strategic sales approach, great persuasive oral communication skills identifying and delivering wellness solutions directly to C-suite, VP of Compensation and Benefits, Benefits Directors, Directors of Human Resources, Directors of Wellness via customized web demo (Zoom) or in person.
Responsible for tenacious follow through and thoughtfully prioritizing prospect needs in relation to sales opportunities
Prospecting and set meetings within an assigned territory through a variety of research methods
Transform the way C-Level executives think about their incentive compensation programs using the Challenger method.
Maintain contrail of fluid and intricate sales cycle (multi-month) in a team selling environment
Customize and create a detained business case and multi action plan with clients to follow dedicated timelines with clients
Responsible for timely completion of sales administration activities, daily usage of the CRM system (Salesforce.com) to document opportunity information and activities
Responsible for collaborating during the implementation and design process of CRM
Strong ability to work remotely, self-motivated, and extremely driven, always looking to build on additional success
Create consistent pipeline demand through personal professional network, qualified leads generated by marketing team and own prospecting activities
Provide sales management with accurate forecasts and reports on sales activities
Work with senior sales leadership to develop region/area/ country strategy
Utilize Salesforce.com to create and work sales opportunities and quotas
Create, communicate, and inspire a vision for the business to customers and to the team
Operationalize and execute to further extend the company's position and profile in the marketplace
Foster and lead change, and create a mindset of innovation
WhiteCrow (Consulting to a Highly Funded Start Up): June 2016 – April 2018
Assistant Vice President Senior Business Development
Exceptional in cultivating long-term, strategic partnerships, strong ability gaining the attention of key decision makers
Providing leadership and support to internal sales team assisting in teambuilding, recruitment, leadership and training.
Providing leadership and support to prospective client base of C-Level, Director Level Executives providing innovative product development in human capital in all sectors
In just 3 months designed a sales strategy and implemented a sales strategy capturing 300K in sales far exceeding the sales goal set for the initial launch
Prospecting, forecasting, closing new business, national territory penetration
Negotiating large contracts lead development and growth strategies
ConsultNet Los Angeles LLC June 2012 – June 2016
Sr. Business Development
Negotiating contracts for new clients generating 100% - 125% margin
Established and maintained relationships with C-Level Executives in Aerospace, Entertainment, and Medical.
Bringing new verticals to the Technology sector for Technology
Sponsoring networking events to gain knowledge about new and emerging technologies
Sponsored and directed HR initiatives and programs
Producing revenue of 10K a week in the Technology sector surpassing GM goals
BlueWave Vaco, Los Angeles, September 2011 – May 2012
Sr. Business Development Manager (Consulting)
Contract human resources and sales consultant to restructure corporate human capital program to enhance team effectiveness, improve employee engagement and drive organizational change through the implementation of a revised business plan.
Provide management coaching and insights to help business leaders make the right decisions; assist with interventions that enable the effectiveness of the management team to improve workplace quality and employee engagement.
Generation of new business in a new office in an underdeveloped territory
Cold calling, prospecting leads client meetings, presentations, negotiating service agreements
Networking, Customer retention
Developed strategies to increase immediate ROI in a changing market condition
(Family Leave June 2009 to September 2011)
Technical Connections, Los Angeles, April 2008 -- June 2009
Sr. Business Development Manager
New Client Development: Develop sales strategy and pipeline for new and existing business
Responsible for creating a sales territory and generating revenue in a previously undeveloped area in Los Angeles
Establish partnerships with new and existing accounts and assist them with their IT initiatives
Prospect and generate new business through cold calling and referrals
Market staff augmentation services to C-Level Executives (CFO, CEO, and CIO) and Development Managers
Generate New Sales Leads through daily business development-Calling, networking, Referrals
ProStaff IT, September 2004 -- April 2008
Managing Director
As a key member of the senior leadership team, I lead the recruiting effort to source highly specialized candidates for the demanding roles of providing security, intelligence, logistical and technical support to our clients. I collaborate with leaders in human resources and business development to design innovative and creative solutions to build our brand awareness and create a pipeline of high caliber talent for the organization.
Designed and instituted organizational changes that drove positive business growth from $2 million to $5.5 million in total net revenue.
Created policies and administrative procedures that reengineer and restructured business processes in order to create a corporate structure.
Staff Development, recruited, interviewed, and presented final management hiring recommendation to the Board of Directors in order to meet team-building objectives.
Responsible for hiring, training, promoting, new account managers, recruiters, and administrative personnel internally
Restructured business units to operate more efficiently and profitably.
Designed Vertical Market Strategies, aligned sales territories, and established selling teams to maximize opportunities within changing business conditions.
Oversaw multiple functions and activities, including full budgeting responsibilities and monthly P/L reviews.
Ensured compliance with all state and federal regulations including FMLA, ADA, EEOC, and OSHA requirements.
Sr. Business Development Manager, Promoted to…
Recruited for the opportunity to re-establish the ProStaff IT brand in the Los Angeles, Orange County Markets.
Driving sales generation to an increase in IT sales from $2M to $5.5M Consistently surpassing monthly and quarterly goals.
Top Producer in Presidents Club for New Business and Total GM$.
Establish and delivered IT projects meeting or beating client SLA’s.
Enabled sales associates to close sales in key accounts, cold calling, client meetings, negotiating services and customer acquisition and retention,
Strong new business development, account acquisition and penetration, strategic planning, regional account management, marketing strategies, process improvement, training and mentoring, B2B sales and C-Level sales.
Private National Company, Los Angeles & Orange County Offices, June 2003 --- August 2004
Sr. Business Development Manager
Provide leadership in areas of human capital development, staff retention, benefits administration and corporate compliance. Collaborate with executive management to develop a revised recruiting vision statement/strategy to meet expanding requirements for sourcing and hiring of IT SME’s.
Responsible for generating revenue in underdeveloped territories including parts of greater Los Angeles and Orange County.
Vertical markets included the following: Fortune 500 Companies, Law firms, Insurance, Banking, Entertainment, Consulting, Finance, Accounting and Healthcare for Information Technology and Software Development.
Added over $1 million in new revenue in undeveloped territory.
Duties included cold calling, setting client meetings, negotiating service agreements, qualifying requirements, recruiting and qualifying candidates, candidate and customer retention.
Ensured that recruiters and management were aware of technology implemented in active and target clients and attended user group meetings.
TEKsystems (Allegis Group), Los Angeles, CA. November 1997 – April 2003
Sr. Account Manager/Recruiter / Sr. Technical Recruiter
Responsible for creating a sales territory and generating revenue in a previously undeveloped area. Duties included, prospecting leads, cold calling, setting client meetings and presentations, negotiating service agreements, qualifying requirements, selling candidates, and customer retention.
Increased initial gross profit from $0 to over $600K consistently for 4 years.
Co-direct and supervise the realignment of territories and sales teams as two business lines were merged. Developed vertical market strategy and individual business plans for sales teams and business units with accountability for office profitability and bottom-line revenue.
Develops business strategies and processes to capture and maintain market share. Created systems and processes to adapt to changing market conditions.
Supervised and trained recruiters to effectively counsel prospective candidates on career, direction, skills assessment, resume preparation, interviewing techniques, interpersonal communications.
Managed a team of recruiters, guiding their daily activity and career progression.
Network with over 1500 contacts within 300 corporations including CIOs, CEOs, VPs, Human Resource Directors, and Project Managers.
Promoted from Aerotek, transferred to TEKsystems. Planned and implemented all activities related to recruiting, interviewing, testing, pre- employment screening, candidate selection, negotiating and hiring.
Developed and executed extensive staffing strategies through diverse searches on the Internet and in Teamtrack, the internal database management tool used in tracking prospective candidates.
Professional Organizations
Women in Technology International
BNI.com
HDI
PMI- Meetings
UNIX User Groups
CCNI.com
Leadership Training and Seminars: Jim Rohn, Denis Waitley, Steven Covey, Jack Daly, Joe Theismann
Charity: The Links Inc., Jack & Jill Inc., Helping Hands 2 Haiti, St. Jude Children’s Hospital, VCA, Pop the Bubble, Helping Hands 2 Haiti, Dream Center, L.A. Red Shield Community Center, Hope Chapel Food Bank, San Pedro Animal Shelter, Harvest Home, Charity Challenge, Feed the Children
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