Business Development Account Management

Summary

A dedicated, results-driven sales professional with 20+ years of experience in outside sales, account management, and customer success in several verticals. Adept at uncovering new revenue streams while simultaneously creating strategies in order to capitalize on changing market dynamics. Proficient at business development with excellent hunting, account management, and territory building experience. Proven track record of identifying and closing new business opportunities while increasing sales in existing accounts. Excels in forging strong business relationships with customers and prospects in order to drive revenue and exceed company and personal objectives.

PROFESSIONAL EXPERIENCE

Mobility Works Woburn, MA

2020-Present

Delivers high-quality home accessibility solutions (both residential and commercial) to the Greater New England region allowing recipients and customers to age in place and improve quality of life.

Home Access Manager, NE

Manage teams across four states in New England with regards to building sales groups and expanding our regional footprint. Focuses on a customer obsession mentality to ensure our clients received the most appropriate adaptive solution in our portfolio. Networks and collaborates with partners in the assisted-living and elderly care space.

#1 in the Home Access Division in both revenue and retention since joining the organization

Expanded our national footprint from four offices to a total of 45 and counting due to the exponential increase in net new revenue and market share

Directed an internal company program to train and mentor valued individuals with less experience in the efforts of maximizing our team’s potential

Eversource Energy Boston, MA

2017-2020

Provides retail electricity, natural gas, and water service to approximately four million customers in CT, MA, and NH.

Energy Advisor

Drove revenue and creation of new business to meet team sales goals by engaging and educating prospective residential customers on natural gas. Explained to clients various financing options and tailored programs based of their needs and wants. Raised awareness for Eversource throughout the community. Generated a pipeline of new business through referrals and direct prospecting. Ensured consistency in all levels of service and installations.

Achieved #1 or #2 in closing percentage each of previous 12 months. Top Three in the Southern New England Region over that time

Originally hired on a contract through Atrium Staffing to develop proposed Northern CT, Central MA territory. Contract was extended as Eversource attempted to gain a foothold in that market before exiting in 2020

Enguage4Health, LLC Boston, MA

2013-2017

Startup population health management solution that helps businesses manage healthcare costs by creating healthier organizations.

Director of Business Development

Led the effort to identify new revenue opportunities and profitability improvements. Built close working relationships with key influencers and internal staff to become a trusted advisor for C-level client-side contacts. Maintained knowledge of technology changes within the industry to identify areas of opportunity. Tracked pipeline metrics and developed reports used by the president to formalize approach strategy and expectations. Highlighted verticals include manufacturing, industrial, transportation, defense contractors, healthcare, education, and government.

Hired by the company president, a former colleague, to develop the lead generation and pipeline management programs for this startup operation. Implemented Salesforce CRM and miEdge business intelligence tools to streamline resource allocation and prioritize prospects

Developed inroads at several large target accounts including The Weather Channel, MedAssets, Inc., Chaparral Boats, Inland Seafood Corp., Goodwill Industries, Blue Bird Corp., Price Industries, The Shepard Center, Dekalb Medical, and Georgia Farm Bureau, Inc.

Created innovative client presentation strategy that cut the duration of the sales cycle by average of 40%

Ovation Benefits

Atlanta, GA

2010-2013

Designs, administers, and communicates employee health and benefit plans.

Southeast Division Manager & Senior Account Executive

Held dual roles as division manager for the Karelia Health startup subsidiary while managing key accounts for the parent company. Sold and serviced employee benefit consulting, brokerage services, and corporate wellness programs to the healthcare, municipal, and manufacturing verticals. Managed lead generation for both the Northeast and Southeast markets. Directed sales operations activities for the region which include forecasts, proposal development, and problem resolution. Utilized Salesforce to track pipeline activity.

Spearheaded and led team’s prospecting and territory development efforts to consistently exceed quotas for the years FY10 (128%), FY11 (159%), FY12 (167%).

Developed and distributed reports and pipeline forecasts to executive stakeholders and strategic partners

Contractors Register, Inc.

Atlanta, GA

2000-2009

Sales Manager (2006-2009)

Promoted to build the Atlanta Region in 2006. Planned and managed assigned accounts to maximize potential. Championed the brand in the business community and assisted team with lead generation and problem accounts. Drove region sales, productivity, and process improvement initiatives. Prepared and delivered professional corporate business proposals and executive presentations

Recruited, hired, trained, and managed team of 8 to 10 outside sales representatives

Earned #1 rank nationally five of five years

Increased territory revenue by $10M+

Senior Territory Manager (2000-2006)

Developed strategic advertising programs for over 2,500 prospects and 250 renewal customers per year, among general contractors, subcontractors, and building products manufacturers. Built and fostered meaningful business relationships and internal partnerships to deliver solutions within an account management team model. Leveraged cold calling, prospecting, and networking to stimulate new sales.

Relocated from Boston to take over Atlanta territory in 2000 following several years of triple-digit sales growth in that market

Performed in the top 15% in territory growth nationally each year

Achieved #1 national sales ranking in 2004 among 400+ reps

Grew regional sales from $200,000 to over $2M as an individual contributor

EDUCATION

University of Massachusetts – Dartmouth – Bachelors of Arts in History and Business

*REFERENCES AVAILABLE UPON REQUEST*

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