Crystal A. Case

Zelienople, PA adzcu0@r.postjobfree.com 412-***-**** /in/crystal-case-01545522a

Sales / Business Development

High-performing sales leader with a strong background in field and inside sales environments. Accelerating double-digit revenue growth while generating new business through earning credibility among customers. Stellar record of initiating contacts with potential customers, identifying potential needs of the customer, and qualifying interest and viability of customers.

Repeatedly recognized for implementing out-of-the-box strategies and consistently surpassing sales targets. Proactively drive the generation of new business opportunities and achieve regional sales revenue goals through strategic cold prospecting. Sales leader and motivator, passionate about grooming high-performing teams to ultimately maximize business potential. Lead the discovery process to thoughtfully qualify leads and assess their potential as valuable opportunities. Nurturing client accounts to boost retention and build 8-figure book of business. Rapidly adapt to latest technologies with proficiency in CRMs, Microsoft Office 365, Outreach, Zoom, and MailChimp. Results-driven and highly motivated individual with exceptional written and verbal communication skills. Adept at building and maintaining relationships, consistently acquiring new clients while demonstrating a high level of client retention. Schedule appointments between potential clients and sales leaders or account managers, ensuring high attendance rates for prospect meetings. Skilled in closing deals and possessing a certified expertise in consultative selling, including objection handling and appointment setting. Demonstrated track record of consistently exceeding goals, showcasing an entrepreneurial spirit and effective team management abilities. Conduct thorough analyses to measure trends, efficiencies, and effectiveness of sales efforts.

Core Proficiencies

New Account Development

Customer Relationship Management

Value Proposition Development

Territory Expansion & Growth

Budget Management & Forecasting

Regional Account Management

Sales Operations Management

Performance Optimization

Staff Training & Development

Professional Experience

SchoolPass Inc, Baltimore, MD Newsela, Brooklyn, NY Renaissance Learning, Madison, WI 11/2017 – 11/2022

SALES DEVELOPMENT REPRESENTATIVE

Led and managed a team of SDRs, providing guidance, coaching, and support to drive their performance and professional development. Set clear targets and objectives for the SDR team, monitored their performance and provided regular feedback to optimize their effectiveness. Collaborated with cross-functional teams, including marketing and customer success, to align strategies and drive cohesive sales efforts. Managed and optimized sales tools and technologies, ensuring the team equipped with resources to succeed.

Achieved outstanding results in telesales by successfully promoting and selling educational software within the assigned geographic territory of PA, NJ, and CT.

Surpassed sales goals with an impressive 115% goal attainment in the first year and an exceptional 121% goal attainment in the second year.

Drove lead generation activities and campaigns to identify and engage with potential customers.

Developed and implemented effective sales strategies, tactics, and processes to achieve sales goals and maximize revenue.

Fostered a positive and collaborative team culture, promoting a high-performance mindset and maintaining a supportive and inclusive work environment.

Learning Ally, Princeton, NJ 07/2014 – 11/2017

BUSINESS DEVELOPMENT REPRESENTATIVE

Proactively identified and targeted potential customers in the education industry through diverse channels, including cold calling, email campaigns, social media, and industry events. Conducted comprehensive research to gain deep understanding of prospects' needs, challenges, and pain points. Expertly positioned Learning Ally's offerings as tailored solutions to meet the unique requirements and goals of prospects. Conducted impactful product demonstrations and presentations, effectively showcasing the value and benefits of Learning Ally's solutions. Collaborated with the sales team to develop customized proposals and solutions, addressing the specific needs of prospective customers. Assisted in the creation of compelling sales collateral, including presentations, case studies, and product documentation. Provided valuable feedback and insights to the marketing and product teams, contributing to continuous improvement and innovation.

Demonstrated exceptional consultative selling skills in promoting and selling educational audiobooks to schools and districts within the assigned geographic territory of NY and NYC.

Achieved a remarkable 112% goal attainment while working collaboratively with a field representative in the NYC Department of Education.

Successfully qualified leads by evaluating their suitability and interest in Learning Ally's products and services.

Spearheaded remarkable territory growth, expanding from $300k to an impressive $1.2 million in revenue over a span of two years.

Identified and capitalized on opportunities for new markets, partnerships, and strategic alliances, driving the expansion of Learning Ally's market presence.

Built and nurtured strong relationships with key decision-makers and influencers in schools, districts, educational organizations, and related entities.

Maintained meticulous records of all sales activities and customer interactions in the CRM system, ensuring accuracy and timeliness of information.

Think Through Math, Pittsburgh, PA 09/2012 – 07/2014

SALES DEVELOPMENT REPRESENTATIVE

Analyzed sales metrics and data to identify areas for improvement and implemented action plans to enhance team performance. Stayed up to date with industry trends, market conditions, and competitor activities to inform sales strategies and decision-making. Reported to senior management on team performance, sales activities, and key achievements.

Excelled in consultative sales of educational software, effectively engaging schools and districts in the assigned geographic territory of PA, NJ, NY, MA, and CT.

Achieved exceptional results, surpassing expectations by attaining $1.6 million in sales against a $1 million goal in 2013.

Mountain State University, Monaca, PA 07/2011 – 09/2012

ENROLLMENT REPRESENTATIVE

Implemented proactive outreach initiatives to generate interest and attract prospective students to Mountain State University. Assisted students in completing application forms, gathering necessary documents, and adhering to application deadlines. Conducted interviews and assessments to evaluate students' eligibility and compatibility with their desired academic programs. Maintained accurate records of student interactions and enrollment progress, utilizing CRM systems and other tools. Participated in professional development opportunities to enhance knowledge and skills in student recruitment and enrollment processes.

Excelled in consultative sales of educational software, effectively engaging schools and districts in the assigned geographic territory of PA, NJ, NY, MA, and CT.

Stayed updated on industry trends, best practices, and changes in admission policies to provide relevant and timely information to prospective students.

Acted as a knowledgeable resource for students and families, addressing their concerns, providing guidance, and fostering a positive image of Mountain State University.

Additional Experience

EDUCATIONAL RECRUITER, 04/2008 – 06/2011, ITT Technical Institute, Pittsburgh, PA

ASSISTANT DIRECTOR OF SALES AND RECRUITMENT, 11/2005 – 04/2008, Medical Staffing Network, Pittsburgh, PA

ACCOUNT EXECUTIVE, 12/2004 – 11/2005, Choice One Communications, Pittsburgh, PA

INSIDE ACCOUNT EXECUTIVE, 02/2002 – 12/2004, FedEx Services, Inc., Moon Township, PA

SR. ACCOUNT EXECUTIVE, 07/1998 – 12/2001, Nextel Communications, Pittsburgh, PA

Education

Organizational Leadership (Coursework), Mountain State University, Beckley, WV

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