Business Development Account Manager

Professional Highlights:

Proven Ethical and Consultative Sales Leader and Marketing Professional; Skilled in B2B and B2C Business Development, New Territory Growth, Account Management; Relationship Building with C-Level decision makers; and Strategic Prospecting of Large, Medium and Small Target Accounts; Excellent Consultative and Solution-Driven Sales Abilities; Negotiation and Closing; Experienced in Operations Management, Recruiting, Team Training and Mentorship.

Professional Experience 2024-Present

Sr. Account Manager Rochester, NY

iWorld Professionals

iWorld is a boutique, full-service staffing firm, serving the staffing needs of the largest of firms’ needs nationwide to the smallest, with service lines covering Accounting, Finance, IT, Engineering, Tech, HR, Manufacturing, Operations, Marketing, and SR-level custom searches and placements.

I serve as the primary Business Development Rep for the iWorld Professionals brand, tasked with strategic marketing plan design and implementation. This requires a broad spectrum of skill knowledge and market expertise along all lines of business in many geographic markets regionally and nationally; I consult both current clients and new prospects on market-specific data and trends to support and guide their hiring strategy, project management and cost controls. I design marketing campaigns, conduct both virtual and onsite client meetings and have driven growth by 10% in just this year alone (in a market considered “stagnant”)

I successfully brought on board new large revenue clients that have never used us in the 20-year history of iWorld (Monro Inc, Rochester Regional Health, ACV Auctions, Kaleida Health) as well as revived stagnant large accounts that had been neglected (Siemens Digital Technologies, University of Rochester).

I was tasked with evaluating iWorld’s CRM (Bullhorn) data integrity and quality of current use for BD practices. I identified multiple areas of missing data, data loss, weakness and lack of efficient use of our system search practices and spelled out the costs of the resulting missed opportunities. We implemented new data input procedures, data clean-up processes, and new methods; resulting in a 5x turnaround on improved BD production output and 3x reduction in missed revenue opportunities.

I was tasked with reviewing g current BD strategy and evaluating new methods and sales platforms to assist with our growth goals and large-scale branding. I successfully evaluated multiple platforms, data integration and interfacing with our current systems. My evaluations and recommendations led to the purchase and implementation of ZoomInfo. I run as the team lead on the tools and marketing deployment of its capability. I coach team members who handle BD tasks on messaging, efficiency and production best practices.

I personally work with and coach our 5 recruiters on their candidate interviewing best practices, hiring processes, retention, and value-add services to ensure a great experience from the candidate perspective. This in turn ensures a candidate pool that is engaged and well-vetted for my clients when they are presented with candidates for their jobs and a n excellent end -user experience for all.

Sr. Client Services Manager 2021-2022

FTS (Fast Tracking Solutions) Rochester, NY

FTS is a start-up staffing firm. I was tasked with the development of new Buffalo and Syracuse territories (I had a non-compete clause effective through May 2022 for Rochester NY), new large account development of enterprise accounts ($1B+ annual revenue), medium and small companies. Responsible for Tech, Engineering, Accounting and Finance staffing services.

Tasked with mentoring Jr. peers in sales and recruiting strategy as well as assist the management team in overall operations guidance and feedback. Improved operational tactics and strategies in order to deliver our growing service offering effectively as we scaled up through our existing and developing markets.

Helped implement new LinkedIn Recruiter strategies and LI marketing tools. Mentored recruiters in search strategies, communication, messaging and relationship building and consultation.

Prepared and ran the weekly sales training for the Business development team

Recognition/ Awards:

Assisted in the 400% annual increase in revenue in just one year. Assisted in the interviewing and hiring of new team recruiters, sales reps and administrative staff.

Hit all quarterly sales goals; Cracked into several of our “enterprise” accounts that had been non-responsive for several years from prior marketing attempts.

2021 Rookie of the Year

Division Director 2017-2021

Accountemps (A Robert Half Company) Rochester, NY

Managed the full Accountemps team operations; tasked with recruiting, training and developing the sales and recruiting team as well as driving strategy.

Personally, I surpassed all assigned sales goals quarterly and annually. Developed strong C-level relationships that been maintained in both the professional and personal setting.

Drove new business development for the Accountemps Staffing line of business through relationship development, excellent customer service, and extensive marketing campaigns; present multiple solutions to client’s needs through consulting clients on the capabilities of Accountemps as well as other lines of business (OfficeTeam, Robert Half F & A, and Management Resources) generating additional revenue growth for those operations.

Established valuable relationships with existing clients, networked within target accounts to support account growth and opportunities for other lines of business.

Procured a strong candidate pool in the field of Accounting and Finance through recruiting and networking efforts; resulted a qualified pool of personnel key to the quality of our service delivery

Recognition/ Awards:

Surpassed my personal 6-month sales target in just 2 months; led the growth of our line of business’ billable hours by 15% in 2 months.

While managing the group, I led the team head count growth by 100%, revenue and GM growth by over 150% -including a 10% YOY growth during the onset of the COVID epidemic in 2020 (in which the company overall suffered an almost 50% drop in revenue across all business lines.)

Set team records of overall weekly/monthly sales, annual revenue both personal and for individual line of business at Accountemps. Recognized at multiple management conferences in Boston and NYC with Sr RH Management.

Industrial Sales Representative/ Construction Sales Representative 2007- 2016

Tradesmen International Inc. Rochester, NY Industrial Sales Rep:

Responsible for Industrial Sales business development for all of the Greater Rochester area

Grew the Sales territory from $1MM in sales in 2010 to $3.8MM in sales for 2015, on a 2015 budget of $2.5 MM

Develop Industrial prospects through lead sources, referrals, and research; set appointments through extensive cold calls, brief phone presentations and in-person office visits utilizing marketing materials; at appointments present service benefits, overcome objections and register prospects as new clients; provide them skilled Industrial tradesmen as-needed, assisting them in cost effectively meeting their labor needs and managing labor costs

Actively manage P & L for my accounts and operations within the office

Assisted in training new sales reps, training them on sales technique, overcoming objections as well as the use of our computer database and daily operations within the office

Construction Sales Rep:

Provided commercial and residential construction clients skilled craftsmen of various trades as-needed, assisting them in cost effectively meeting their labor needs and managing labor costs

Responsible for Construction Sales business development in the Northern Rochester region

Met and exceeded new registration goals early on and throughout the first 2 years with company; leading entire NYS district for 2010; Placed in Top 15 out of 300 candidates for company-wide Summer 2010 Registration Contest

Recognition/ Awards:

Ranked in the top 5% of sales reps nationwide (Top 20 out of 380+ reps) consistently in weekly revenue rankings, accounting for 55 to 60% of gross office sales while working as 1 of 5 reps, 1st overall in NYS; Have set all of the 10 top weekly sales records for the Rochester office, have set the all-time monthly and annual sales records for Rochester NY, Maintain average profit margins 5% to 10% higher than my peers on non “preferred-pricing” accounts; Have lead all of NYS in client registrations for the same period including registering several high-target prospects and revitalizing several existing accounts that had been inactive in some cases for several years

Won $2,200 cash prize for Sales Contest awarded in Las Vegas in April 2011; Won 2011 Spring/Summer New Client Registration Contest Award; Won the 2012 Sales trip for 2 to St. John’s, US Virgin Islands (all expenses paid 7 day trip), Won the 2013 Sales trip to Scottsdale, AZ (all expenses paid 5 day trip) + Tag Heuer watch; won the 2014 Sales trip to West Palm Beach, FL (all expenses paid 5 day trip) + Omega watch, won the 2015 Sales Trip to Miami FL and a $1k bonus, won the 2016 Sales Trip to Cabo San Lucas, Mexico (all expenses paid 5 day trip) and a $2k bonus

EDUCATION

Bachelor of Science in Finance 2006

State University of New York College at Brockport

Member of Beta Gamma Sigma (invitations of membership extended only to top 8% of Junior Business class, or 10% of graduating business students. I was inducted in my Junior year.)

TECHNICAL SKILLS

CRM experience: Salesforce, and Bullhorn- intermediate to advanced level user; Other: IFS ERP system, Intellect QC system,

Intermediate/ Advanced skills in Microsoft Excel, Word and MS Power BI, PowerPoint

Widely networked LinkedIn (8k+ business connections) and Facebook (3.5k + personal connections)

REFERENCES AVAILABLE UPON REQUEST

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