Outcomes-Based Sales Processes and Methodologies for Incredible B2B Revenue Growth. www.stage7revenue.com

As Chief Sales Officer for ESI, I was responsible for the strategy, performance, and revenue growth objectives of the company's 1,000+ sales team members in 50 countries across the global enterprise. Leveraging my 25 years of high-tech and industrial B2B sales and sales management experience, I provided the executive leadership and sales execution roadmap to ensure Element Solutions achieved its annual revenue growth and profit goals during my nearly 7-year tenure with this great company.Element Solutions Inc (NYSE: ESI) is a global and diversified specialty chemical and engineered materials company focused on providing innovative solutions across several large and growing end-markets that enhance the products of everyday life - in industries such as mobile and consumer electronics, telecommunications, computing and data center infrastructure, automotive, aerospace, industrial equipment, oil and gas exploration and production, consumer goods, and commercial packaging.

As the Chief Sales & Marketing Officer, I was responsible for all global Sales and marketing efforts - more than doubling Web's contract manufacturing and recurring revenue during my seven-year tenure. Web Industries is a high-tech contract manufacturer serving diverse markets such as aerospace, medical diagnostics, data and telecom infrastructure, heavy industry, and consumer health and hygiene. Key accomplishments included:• Developed and implemented a vertical industry Sales & Marketing strategy that delivered 100%+ revenue growth, exceeding the annual revenue plan each year, and achieving annual sales forecast accuracy & predictability within +/- 3% variability. • Successfully negotiated 7- & 8-figure multi-year contracts with Web’s largest customers, such as Boeing, Airbus, GE, Kimberly-Clark, P&G, Siemens, and Roche, among others. Created a Global Strategic Account Management program to ensure the growth of these large customer relationships.• Led board-level vertical market strategy development to create organic and inorganic multi-year strategies that ensured sustainable revenue and profit growth for the business in each of Web’s market sectors.• Implemented integrated Marketing strategies by vertical market, including branding, collateral, demand-gen, event marketing, PR, whitepapers & eBooks, internet marketing, online & print advertising.• Transformed the entire Sales & Marketing organization by creating new inside/outside sales roles, sales variable comp plans, real-time sales performance metrics, analytics, & reporting, standardized sales talent recruiting & development plans, an enterprise-wide CRM platform built on Salesforce.com integrated with ERP and Financials, and an enterprise-wide sales process & selling methodology.• Managed SG&A expenses at a constant rate of 3.0% - 3.5% of total revenues while achieving annual net-new business growth rates that far exceeded any recurring revenue contract attrition.

As EVP of Sales, Marketing, & Customer Service for Chemstar Corporation, a leading provider of food safety auditing, chemicals, data, and reporting services, I was responsible for leading all sales, marketing, and customer service efforts. During my tenure, I achieved the following results:• Developed and executed a 3-year Sales & Marketing Strategic Plan that turned around the company's declining revenue, resulting in a 6% increase per year despite tough economic conditions.• Improved the new business pipeline, resulting in a robust pipeline worth 4x revenues.• Successfully renegotiated long-term contracts with Chemstar's top strategic customers.• Implemented rigorous accountability in the Sales Organization by developing and implementing Sales Strategies, including Sales Process, CRM, Pipeline Management, Forecasting, Activity Management & Demand Creation, and Opportunity & Account Management Strategies.• Developed and implemented a Strategic Marketing Plan to drive market awareness and improve customer perception.• Successfully launched Chemstar's environmental/sustainability product strategy and branding - the GREENSTAR Commitment.

Served Rick Page (author of "Hope is Not a Strategy") as Vice President of Sales and Senior Principal at The Complex Sale - a sales transformation consulting company. As Senior Principal, I accomplished a significant track record of selling and implementing successful sales enablement and sales effectiveness consulting projects for a diverse range of industries, including Software as a Service (SaaS), Technology Infrastructure, Data Centers, Education Technology, Capital Equipment, High-Tech Industrial Manufacturing, Management Consulting, and Professional Services.With this extensive experience, I personally trained and coached over 5,000 salespeople and executives from renowned companies such as Apple, Epson, Taleo, Campus Management Systems, Blackboard, SAVVIS, Per-Se', MacDermid, Web Industries, Witness Systems, Harcourt Assessment, WebCT, DataCert, and more.Not only did I create significant and sustainable improvements in sales effectiveness for my portfolio of clients, but I also managed our direct sales efforts and drove year-over-year revenue growth results in high-growth segments for the firm.I played a critical and leading role in the pursuit, sale, and project management of TCS's largest sales transformation project with the enterprise and education sales divisions of Apple. Throughout the 4+ year engagement with Apple, the sales processes, methodologies, and sales management coaching processes we installed for Apple generated over $1B in new business wins in their non-consumer, B2B industry segments.