Anthony Hayes Email and Phone Number

* Responsible for developing and executing strategic plan to achieve reoccurring revenue targets ($17M+) and sales growth ($1.5M) annually* Identify at risk accounts, develop and implement plans to mitigate churn * Manage, hire, train and develop 7 Account Executives whom oversee 500+ clients* Own sales forecasting, reporting, objectives setting, coaching and performance monitoring of sales representatives* Identify emerging markets and market shifts to understand competition status and possible risk * Collaborate with ELT in identifying new opportunities for growth, existing product gaps, as well as bringing new products to market* Analyze category-specific landscapes and customer trends* Identify and develop specific targeted marketing campaigns* Partner with customers to understand their business objectives, challenges and needs* Oversee client proposals and value proposition* Principal lead for negotiating all client contract mergers and acquisitions**Quota Attainment - 2022, 104%, Additionally, 2 Account Executives qualified for Presidents Club and 5 out of 6 Account Executives achieved over 102% on client renewal retention

• Responsible for both renewing and expanding business within 40 high-profile IT enterprise clients -$6.8MM in ARR• Develop long-term business relationships with key C-Suite Healthcare stakeholders across various business functions (i.e., sales, marketing, analytics, and product development).• Consult on client’s go-to-market strategic initiatives, including sales strategy, customer targeting, selling approach, market analysis, and new product development.• Uncover business initiatives and identify customer/ stakeholder(s) challenges across multiple departments to sell Definitive Healthcare’s value-based product offerings (i.e., data, analytics, and consulting services) to complement client’s objectives.• Manage all renewal and upsell contract negotiations and executions.• Principal lead for overseeing contracts for mergers and acquisitions across IT vertical, including managing, strategizing, negotiating, and executing agreements.• Successfully partner cross-functionally with Customer Success, Product Team, Legal and Engineering to optimize overall client experience • Generate white space analysis, territory plan, pipeline growth, and forecasting.• Consistent attainment and out-performance of sales goals in both retention and new business – 115% renewal and 149% new business against quota** MVP of the Year Award - 2021

(Startup funding challenges) Strategically prospected and closed Fortune 500/ 1000 food companies operating within the foodservice and grocery distribution verticals. Principal owner of creating marketing plans and execution strategy; including establishing target audience, messaging, supporting collateral and trade shows to attend. Collaborated with customer success team for successfully onboarding new customers and upsell opportunities across product portfolio. Additionally, played a critical role in creating and implementing sales and marketing best practices across the organization. - Planned and executed sales strategies to grow Spoiler Alert’s annual recurring revenue- Developed and delivered high quality presentations to c-suite executives that effectively communicated how Spoiler Alert’s cloud-based SaaS solution aligned to business needs- Managed sales cycles including developing and optimizing a sales pipeline, maintaining pursuit strategies focused on key decision makers, negotiating key deal terms and closing contractual agreements. - Contributed insights that support the evolution of marketing, product features, pricing and terms- Researched and strategized with Marketing Team on trade shows to exhibit for promoting brand and product portfolio

Responsible for driving sales and cultivating business opportunities for the Topco Indirect team through the development of new strategic initiatives and the acquisition and management of new and existing customers. Developed customer targeting, sales, and marketing strategies to engage new prospects and stakeholders within existing accounts. Led execution of digital marketing plans, including content development and coordination of campaigns. Managed, trained and coached the Business Development Team to achieve sales and revenue targets. Worked collaboratively with key stakeholders to develop customer onboarding and implementation strategy with identified customer sales and revenue metrics. Played an active role in both leadership and administrative tasks to ensure seamless execution of group goals. Principal manager for customer success across client portfolio and handled oversight on all communications and escalations. - Oversaw $100+MM in sales and business relationships with c-suite executives for 25+ strategic customers – oversaw all renewals.- Administered and facilitated consulting projects, including scope, timeline, communication and implementation for existing customers, as well as new prospects.- Conducted sales forecasts, territory planning, demand generation, deal strategy development and trend analysis for the Business Development Team.- Strategically targeted Fortune 500 /1000 companies and secured multimillion-dollar sourcing opportunities through signing new customers – market focus; Retailers, Manufacturers, Wholesalers, Foodservice, C-Stores, and Distributors.- Consulted across 10 categories and over 300+ plus programs- Created and supported development of annual plan and financial forecasts as well as developed customized quarterly and 3-yr. business plans. - Established, documented and implemented new customer on-boarding strategy for 30, 60 & 90+ days.- Led training, coaching, performance management, and career development of Team

Accountable for implementing sales functions from prospect stage through on boarding for top-tier Fortune 500 client portfolio. Oversaw the business development efforts for cloud-based SaaS platform in Foodservice and Retail sectors, as well as new company verticals in the Medical and Hardlines markets throughout US, and Canada. Supervised development and implementation of Oracle software applications (i.e. FDA GUDID Database/ GS1 GDSN, Product Information Management Systems and Master Data Management Systems), including identifying and gathering business requirements, creating project plans, and overseeing accurate and timely project completion of systems integration. Partnered with marketing staff to develop targeted marketing collateral for Fortune 500 /1000 customers, executed and managed campaign delivery. Identified and facilitated new product launches. Attended trade shows to educate suppliers and promote new product launches.- Cultivated business partnerships with Healthcare Group Purchasing Organizations (MedAssets & HealthTrust) and tactically planned out strategies to achieve shared business objectives.- Fostered and managed relationships with Fortune 500 /1000 manufacturers and suppliers to sell complimenting digital products – generating more than 1.3 million in revenue.- Generated revenue in excess of team goals and improved gross profits on new business verticals through identifying and targeting highest priority customer and/or market opportunities.

Conducted ongoing analyses of company’s prospective opportunities within top ten North America Food Distributors. Established budgets and managed new business opportunities for Client Services team. Provided guidance to Sales Team on how to strategize and tactically identify and close new SaaS opportunities. Performed needs assessment, developed business proposals, and presented new digital product offerings to Fortune 500 /1000 prospects (i.e. Product Information Management Systems, Master Data Management Systems, Contract Management Systems, Mobile Applications, EDI, and Image Data Banks). - Grew 5 account manager’s sales revenues on existing client base to highest point in its history during first 6 months in role.- Orchestrated and negotiated terms of contracts - totaling more than $500K in new annual revenue.- Assisted in redesign and optimizing online web portal for existing customers. Gathered user feedback, as well as reviewed and evaluated current platform to make recommendations on user interface improvements. Evaluation included: application functionality, category hierarchy, web page layouts, icon design, as well as product information display.

Cultivated and reinforced long-term relationships with national accounts to ensure continuous growth of SaaS business within each account. Ensured product applications were working properly and client expectations were consistently met. Conducted client trainings on product enhancements and troubleshooting product performance issues. Analyzed client’s current business strategy, identified and communicated relevant products and solutions.- Managed business relationship with 125 national accounts – oversaw more than $1M in annual revenue. - Formulated and negotiated terms of contracts, exceeding sales objectives by 25% resulting in more than $150K in new annual revenue for the company.- Collaborated with vendors on setting up and integrating EDI, CRM and ERP systems. Acted as the principle liaison between external clients and development team to ensure project objectives were accurate and timely.

Managed the development and delivery of multiple complex cloud-based SaaS projects for eBay Inc. and ProStores. Acted as the principle liaison between eBay management team and IMN internal project team. Managed client expectations throughout product development cycle and ensured project objectives were met accurately and timely. Identified and recommended applications which supported business directives. Researched potential third party solutions to complement current product assortments and optimize the available features for clients. Created and designed mockup templates for new products, presented and gained buy-in from upper management and sales team. Negotiated terms and conditions and worked with legal department to close deals for partner relationships.- Created and implemented an automated content management system, allowing content to be added to a central database through an XML feed which allowed marketers the ability to create targeted and segmented digital customer communications. - Initiated and directed pilot project to identify a new system allowing eBay Merchants the ability to create online marketing material, such as e-newsletters. Leveraged learning’s from pilot to roll out new product to entire eBay community. Managed the implementation process from ideation to completion. This included, determining project scope, planning, communicating and managing entire project life-cycle. Attended trade shows to promote and sell product to eBay Merchants.- Administered the development and roll out of ProStores Learning Center: an educational website used by all ProStores Merchants. Included creative process, entire project scope, communicating and managing entire project to completion.

Managed the integrity of product data for more than 4,500 SKUs in key product categories for Staples.com and Staples Buying Guide - a combined $153 million business. Assisted with competitive shopping and conducted analysis on web functionality, search, conversions, click-through, add-to-cart ratios and improving the overall effectiveness of the search engine. Responsible for catalog layouts, pagination and proofing of 176 pages in the Staples Buying Guide, a $500 million sales vehicle.- Produced and planned marketing briefs for digital and print projects including business strategy, requirements and timeline. - Managed the release of key product enhancements for Staples.com and print vehicles.- Created and managed catalog production schedule between buyers, vendors and advertising coordinator to ensure all projects were delivered on time. Met with more than 60 vendors on a quarterly basis to review new product offerings and recommended additions to the current product mix. - Assisted product buyers in establishing pricing strategies and forecasting inventory on a quarterly basis.

Traveled to Staples retail stores throughout the New England area to promote new corporate programs and train store managers. Provided product support in technology, office supplies and furniture to both customers and call center associates. Performed needs assessment, developed business proposals, and presented product offerings to new prospects to generate new company revenue. Designed intricate two- and three-dimensional office layouts for businesses with 10- 50+ employees using 20/20 CAD software.- Participated in the creation of the Staples Product Solutions Team, with the focus of the team being the experts for all Staples product sets: assisted with identifying, interviewing and hiring of five Sales Specialists.- Supervised and assisted the Sales Development Team responsible for creating and delivering all furniture designs to prospects.- Responsible for technical product support for all Staples Call Centers- Recognized by leadership for consistently exceeding sales objectives, totaling more than $1.4 million in new revenue.