Bill Mackenzie Email & Phone Number

Towson, Md, Us

Dallas, Texas, Us

With over a decade of experience in driving go-to-market strategies, I am passionate about enabling sales teams to achieve peak performance by providing them with cutting-edge tools, streamlined processes, and data-driven insights. At Thryv, I help lead the charge in developing innovative sales programs that not only increase productivity but also foster collaboration across diverse teams.In my current role, I focus on: • Empowering Sales Teams: I ensure that our salesforce has access to the most advanced technology and data resources. This includes developing a modern data driven sales approach that incorporates machine learning and robust business intelligence tools, allowing for data-driven decision-making and process automation. • Driving Cross-Functional Collaboration: I work closely with executive leaders, marketing, product, and other key stakeholders to align our sales strategy with the company’s overall goals. By bringing together diverse teams, we create a shared vision that drives sales performance and accelerates revenue growth. • Optimizing Sales Processes: My role involves the continuous enhancement of sales systems, tools, and processes to drive efficiency and effectiveness. I lead initiatives that refine lead account segmentation and develop high-impact sales plays designed to convert leads into loyal customers while reducing churn. By collaborating closely with data scientists, we developed predictive models that have driven a 30% increase in conversion rates and a 10% improvement in demo attendance. • Leading Market Research & Analysis: I spearhead efforts in market research and data analysis to optimize deployment and create strategies that drive global salesforce effectiveness and SaaS revenue growth.

Cedar Rapids, Iowa, Us

I was promoted to AVP to steer sales enablement and operations, leading my direct and indirect reports in optimizing sales systems, tools, and processes while driving cross-functional collaboration, training, and alignment across sales, legal, marketing, product, and executive teams. In addition, I used Salesforce, Excel, and Power BI to forecast, track, and analyze key metrics.My key achievements:• Pioneered and Spearheaded a lead/account segmentation initiative, collaborating with data scientists to create machine learning models that resulted in a consistent reduction to churn of 50% or greater in targeted segment, 15% higher initial account value versus other segments, and 50-80% lower churn than other segments.• Developed automated prospecting process that triggered immediate 30% pipeline growth, delivering 18-month project in only nine months and on budget.• Overhauled sales reporting to provide a single source of truth by standardizing KPIs and consolidating numerous spreadsheets into three centralized Salesforce dashboards.• Decreased churn while boosting AOV by 640% in three years by leading digital & process transformation to reimagine the sales tech stack and implement CRM; defined requirements, implemented Salesforce, and achieved 100% adoption over five years.• Introduced CPQ, territory management, LMS, SPM, Eloqua marketing automation system, presentation tool, and cadence tool.• Boosted first call connections by 80%, raised conversion by 15-20%, and reduced lag time between receipt of lead to contact by sales from 30 minutes to under one minute by redesigning the inbound lead process.• Established best practices for global sales force by collaborating closely with sales enablement leaders from all countries.• Led market research & data analysis to develop territory optimization solutions, deployment models, objectives, and compensation plans for 650+ salespeople, which increased sales performance & revenue growth.

Washington, Dc, Us

During this period, I conceptualized and led execution of an innovative sales strategy to drive aggressive growth of a technology start-up and major competitor of Groupon.My key achievements:• Instrumental in growing revenue by $4M in one year, increasing market share by 30%, and positioning Baltimore as one of the only markets outperforming Groupon.• Ranked as #1 GM for revenue growth in 2012, closing record-setting deals with major customers and effectively promoting LivingSocial's value proposition.• Expanded sales team from four to 20 representatives, providing mentoring and coaching to empower the team with the tools to consistently exceed expectations.• Turned around the New York City market from lowest performing to number one market for two quarters in only six months and created a solid foundation for the permanent sales director by optimizing territories, realigning quotas, overhauling deployment, improving field coaching, and increasing accountability.• Recognized with VIP Award (presented to top three General Managers) in three different quarters by consistently delivering exceptional results.My prior experience includes roles as the General Sales Manager of Sales Enablement, the Associate General Sales Manager of Sales Planning and Operations, and in other progressively responsible positions with Hibu.