Blair Shank

Boca Raton, Florida, United States

ady7zw@r.postjobfree.com 412-***-****

linkedin.com/in/blair-shank-business-specialist-mba Summary

Extensive Background in Proven Sales, Management, Full Cycle Recruiting and Business Development with exceptional skills in Enterprise sales. I also have over 7 years of SaaS Sales (I am highly proficient in Consultative Sales). I also posses the ability to build and cultivate long-lasting working relationships. Also have a working and proven ability to develop new markets and verticals. Strong analytical and planning skillset, combined with the ability to coordinate the efforts of many to meet organizational goals. Detail-oriented with a drive to quickly learn a new product/service and identify how they can bring value to customers. Experience

General Manager

Florida Trades East

Oct 2022 - Present (11 months)

Florida Trades East was a “Start-up” that was trying to establish a market share in Florida. I was tasked with building and developing the South Florida Market. We specialized in providing “Labor Management Consulting” for the Construction Industry. Our main focus was assisting General Contractors and Subcontractors source and place Skilled Workers. Our target Partners (Clients) consisted primarily of Electricians, Plumbers, Mechanics, and Laborers. We would also help our Partners fill a large variety of other roles if they were needed. My goal was to strategically become an extension of their company because we offered multiple different services such as PEO, direct hiring, and funding solutions. We were not limited to only providing temporary skilled workers, which is what separated us from the competition. Regional Territory Manager - Florida

Elevated Staffing Support LLC

Aug 2022 - Oct 2022 (3 months)

Staffing Partner in the “MEP Community (Mechanics, Electricians, & Plumbers) – Only work with “Skilled Workers” that have been highly vetted

- Going to active/live Jobsites to introduce myself and to introduce “Elevated Staffing Support”

- I have been awarded the Florida Market. I will further Elevated Staffing Support by branding our firm while producing new clients and working on our strategic growth plan.

- Speaking to the GCs/Project Managers and the Subcontractors about their staffing needs for "Skilled Workers”. Explaining how we are working towards changing the industry & we are not your typical Skilled Labor Company – (we will never send a worker that does not have the skill set that you require to just “Fill the order”)

- Explain how we have some of the best “Skilled Workers”, that they have been with us for years for a multitude of reasons

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- Cultivate long lasting business relationships with the General Contractors & Subcontractors that we work with because we are looking to build a Partnership, a company that you can always rely on. Business Development Manager

Workrise

Nov 2021 - Aug 2022 (10 months)

(Staffing Firm for the “MEP Community (Mechanics, Electricians, & Plumbers) – Contract work for

“Skilled Tradesmen

• Identify new business opportunities and Maintained all inherited clients throughout my entire territory, Palm Beach County.

• Took the inherited accounts and cultivated the relationships earning their trust which allowed me to gain exclusivity on all of their projects that needed Skilled Workers. This tripled the business obtained from these accounts.

• Collaborates with business owners by offering a broad range of networking support, online project management tools, and workflow solutions within the commercial construction industry.

• By collaborating and customizing solutions for new clients, I brought on 38 new skilled workers within the first 45 days almost as many workers as my other two colleges together. Business Development Manager

RealStreet

Mar 2021 - Nov 2021 (9 months)

As a Business Development Manager in South Florida I will further RealStreet’s growth by building and maintaining relationships with clients in the region, producing revenue and enabling the company’s ongoing strategic growth. Responsibilities include:

• Implementing plans, programs and processes designed to meet or exceed company goals and objectives as well as maximizing market potential to include new bookings (sales), revenue and profitability

• Identifying, selecting and developing accounts with the emphasis on expanding the customer base

• Maintaining effective customer communications and building solid customers relationships from initial contact through order acquisition and personnel placement

• Working with the client and RealStreet’s internal team to create well crafted, compelling job orders

• Overseeing recruiter efforts to ensure the timely and effective filling of job orders

• Ensuring contractual obligations are fulfilled while quickly resolving customer complaints, thereby minimizing customer concerns and enhancing customer relations Business Development Specialist

Trimble e-Builder

Aug 2020 - Mar 2021 (8 months)

Direct sales of fully integrated, cloud-based construction program management software to Government, Higher Education and Healthcare markets. e-Builder is focused exclusively on meeting the needs of repeat builders in the construction industry. 100% of our clients are in the construction industry and over 80% are facility owners, or function in a role similar to the owner. This allows us to solely focus all of our research and development efforts on our client’s unique needs and challenges, providing the lowest risk and fastest deployment option of any system on the market.

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Our software is designed to manage multi-project construction programs throughout all stages of development (i.e., planning, design, procurement, construction and operations). e-Builder is a comprehensive software that is designed to improve construction project execution through automation, resulting in a more reliable, efficient, faster and less expensive process which can reduce capital costs by up to 4%, on average.

Sales & Product Consultant (Contract Position)

The Original Marketing Group

Aug 2019 - Jul 2020 (1 year)

“Account Executive & Business Development” Being a Consultant I assumed these Roles for the first few weeks, giving me the opportunity to develop a Call Track & Pre-Call Planning using multiple different methods.

• Quickly became effective in New Business Development by being very Strategic from the first stage of the Sales Cycle through the entire Sales Process.

• "Retention Focused" retained Clients by building rapport which turned into long last business relationships.

• Recruited new Sales Rep

• Mentored and trained the SalesForce how to use a "Consultative Sales Approach"

• Continuously prospected

• Pipeline Management

• Providing extensive SaaS sales training focusing on Solution Selling principles and demonstration/ presentation techniques

• Provided sales leadership and motivation for the local and remote Account Managers.

• Sales Forecasting, processed revenue reports, created sales initiatives & goals, and documented standard operating procedures.

PEO Sales - Outside SaaS Sales

TriNet

Mar 2017 - Jul 2019 (2 years 5 months)

(Technology Platform {SaaS}, HR & Benefit Consultant)

• Lead generation (cold calls, email campaigns, trade shows, networking events, and pop-ins)

• C-Level prospect engagement

• Daily and weekly team meetings

• Monthly and annual quotas along with weekly pipeline reviews

• Prepare ROI’s & proposals

• Sales cycle management from the first meeting through to close Owner/Director Of Inside Sales

Coast To Coast Publishing

Dec 2007 - Feb 2017 (9 years 3 months)

(Digital Marketing & Advertising/ISO Merchant Processing & Payroll)

• Recruited, coached, mentored, and motivated sales, marketing, and customer service teams

• Grew the Inside SalesForce from 7 to 39 (Three teams: two team leads per team with 12 reps per team, 4 in house Graphic Designers, a Project Coordinator, and an Office Administrator)

• Developed new channels of business and lasting relationships

• Constant training of new products. Mentoring, one on ones, role-playing

• Developed new scripts

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• Critiqued and made sure that all the sales reps (inside/local outside/remote reps by using different software systems so having constant contact & help was extremely simplified) were exceeding their quotas

• Created new territories and verticals

• Implemented a digital marketing platform

• Created compensation plan which was constantly changing with the market and new products

• All new clients of a certain “status” or spending a certain dollar amount monthly was transferred into my queue

Team Lead - Account Executive

PartsBase Inc.

Feb 2004 - Dec 2007 (3 years 11 months)

({SaaS} Parts Locator Software for Aviation, Aerospace, & Defense Industries)

• Launched new marketing initiatives for a growing SaaS company including SEO, SEM, press releases, and strategic advertising

• Trained in product knowledge, sales processes, and multiple closing strategies

• Achieved both new business quota and renewal quotas as a performing manager

• Responsible for $1.5 million of the company’s revenue

• National and international trade show attendance including Singapore and Hong Kong.

• Responsible for maintaining 500+ domestic and 250+ foreign paid customers.

• Daily use of a custom CRM

• Prospected daily by emailing, cold calling, and researching different accounts in the CRM.

• Finished in the top three of nearly 50 sales reps during the first year of employment

• Closed new business accounts while maintaining an 80%+ retention rate

• All Business-to-Business sales

Education

Lynn University

MBA - Master of Business Administration, International Business 2006 - 2009

Graduated Magna Cum Laude

Lynn University

Bachelor of Business Administration - BBA, Business Administration and Management, General

2003 - 2006

Graduated: Magna Cum Laude

Licenses & Certifications

Microsoft Office Specialist Certification (MOS) - Microsoft Direct Support Professional Specialist in Mentoring and Supervision (DSP) - Phi Beta Delta Honor Society for International Scholars Blair Shank - page 4

Skills

Consultative Selling • Sales Pipeline Management • Sales Processes • SaaS Sales • Sales Management • New Business Development • Sales • Advertising • Social Media Marketing • Marketing

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