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Innovative and detail-oriented Enterprise Sales Leader with +20 years’ relevant experience building executive sales teams and driving comprehensive, data-driven sales strategies. Self-motivated executive with excellent interpersonal skills and passion for implementing data-driven proven improvements. Collaborative team leader and strategic thinker with strong problem-solving skills and ability to work independently or collaboratively to exceed sales goals and propel successful customer acquisition efforts.Raised overall company close rate +60% by developing and implementing new, account-based sales processExceeded annual sales goals by ~ 45% Year over Year (YoY) over 4-year timeframe via engaging sales team leadership and streamlined prospecting best practicesGenerated +$5M in new sales revenue through successful sale of software solutions to customers within new sales territory
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Sales LeaderIron MountainTampa, Fl, Us -
Senior Director Of Business DevelopmentBest Health System Sep 2024 - PresentCincinnati, Ohio, Us• Implemented GTM strategies and MEDDIC based sales process to drive revenue growth.• Expanded SDR and Account Management teams to meet increased demand.• Partnered with CMO to create compelling content and drive demand.• Constructed Sales plans, KPIs, & Commission structure for prospecting and retention efforts. -
Business OwnerRhk Consulting Services Llc Apr 2024 - Present• Develop and implement customized Onboarding, Sales Coaching, & Sales Process frameworks for diverse organizations.• Provide expert Sales guidance to Sales Teams across various industries, from Startups to Fortune 50 companies.• Achieve significant revenue growth and improved sales performance through strategic guidance and coaching.• Utilized skills in building strong client relationships, analyzing market trends, and implementing effective sales strategies.
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Vice President 401(K) Solutions- SalesFisher Investments Jun 2022 - Apr 2024Plano, Texas, UsCORE COMPETENCIES: ENTERPRISE SALES MANAGEMENT, STRATEGY DEVELOPMENT, ACCOUNT MANAGEMENT, PROCESS IMPROVEMENTS, TRAINING MATERIALS, TALENT DEVELOPMENT, GONG REVENUE INTELLIGENCE PLATFORM- Built, developed, and led sales team, driving acquisitions. Innovated and implemented data-driven sales and communications strategies. Leveraged cross-functional collaboration that led the creation of new marketing tools, created training programs, and maintained sales budgets.− Implemented sales strategies to impact close rates by +60% an account-based sales process; shadowed +1000 hours of prospecting calls, as well as dozens of discovery calls, demos, and proposals; gathered insights on sales process; communicated insights with sales leadership team; developed and recommended process improvements− Impacted the cost of acquisition to below 30%; collaborated with management to implement streamlined customer outreach and relationship management procedures; built and tested new sales process over a 6-month timeframe; tracked results showing consistently improved close rates− Drafted and distributed coaching rubrics for separate parts of the sales process to reps; outlined 5 areas of focus for sales calls; set scoring system; shadowed different stages; graded reps; shared feedback; tracked performances− Orchestrated a 23% increase in held meetings rates; drove daily call supervision and talent development efforts aimed at empowering the sales team; monitored performances over time -
Vice President Of Sales Business DevelopmentNcontracts Mar 2018 - Jun 2022Brentwood, Tn, UsCreated and directed Inside Sales team. Designed and implemented monthly, quarterly, and yearly sales plans. Piloted training and mentorship efforts, championing continuous improvement.CORE COMPETENCIES: SALES AND MARKETING PLANS, TEAM SUPERVISION, TRAINING AND ONBOARDING PROCEDURES, SALES GOALS, COMMUNICATIONS MANAGEMENT, VENDOR PARTNERSHIPS, SOFTWARE IMPLEMENTATION, KPIS, SALESFORCE− Built, trained, and developed Inside Sales team to conduct client prospecting operations focused on small-to-medium-sized banks and credit union; shadowed initial prospect calls; provided technical assistance− Managed and grew sales team from four BDRs to 9 experienced full sales cycle representatives; partnered with SMEs to demo new solutions; collaborated to create full sales cycle processes; worked with marketing team to create content for use by sales team, promoting consistency throughout sales engagements− Exceeded annual sales goals YoY over 4-year timeframe; over-attained 2018 sales plan by 45%, 2019 plan by +30%, 2020 plan by +20%, and 2021 plan by +10%− Researched and implemented 4 external software solutions to improve and expand sales processes; identified opportunities for improvement within current sales prospecting efforts; reviewed and selected ideal vendors for each known sales gap; presented vendor proposals to executive team for approval and implementation − Increased incoming calls by +75% and increased close rate by +15%; championed process improvements driving improved data integrity, streamlined prospecting procedures, consistent outreach best practices, and custom proposal tools− Established all sales goals and KPIs for Inside Sales team; assessed revenue goals to guide team expectations; drafted Salesforce reports; maintained communications with sales reps; relayed daily, weekly, and monthly goals to best align sales rep successes and company goals -
Account ExecutiveVeristor Systems Apr 2016 - Mar 2018Blue Bell, Pa, UsCORE COMPETENCIES: ACCOUNT RELATIONS, SOFTWARE SOLUTION DELIVERIES, CONSULTATIVE SELLING TACTICS, OUTREACH AND COMMUNICATIONS, SALES PROSPECTS, RELATIONSHIP MANAGEMENT SKILLS, IT PRODUCTS AND SOLUTIONS− Generated +$10M in sales revenue by delivering tailored software solutions to customers within new territory; identified and pursued pure acquisition accounts; closed deals, exceeding original sales plan− Coordinated communications with +20 vendors to drive traction on new IT solutions; conducted outreach calls; monitored vendor products and performances; tracked development and implementation of new IT solutions -
Inside Sales Manager For Medium Business DivisionDell Aug 2015 - Apr 2016Round Rock, Texas, UsManage 14 Inside Sales Account Managers that cover Georgia, North Carolina, & South Carolina. Responsible for over $100 Million in yearly sales. Create quarterly action plans to ensure that my Account managers exceed their sales plan. Conduct weekly side-by-side training sessions with each Account Manager and give feedback based on my observations. Train my Account Managers on consultative selling so they can listen to customer issues and accurately offer the best solution that benefits the customer. -
Sales Coach Smb Southeast RegionDell Aug 2014 - Aug 2015Round Rock, Texas, UsCreated a New Hire Mentor program that enabled a new employee to learn all of the tools and processes to help them achieve their quota and create relationships with their customers. Analyze sales data to discover coaching opportunities with employees that are struggling in a particular category. Schedule time on their calendar to complete 1 on 1 trainings and provide feedback and create an action plans to improve opportunity area. Create Sales Plan for Opportunity areas that have the greatest impact on the business.
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Account ManagerDell Mar 2011 - Aug 2014Round Rock, Texas, UsManage business relationships for 85 accounts located in New York City, Exceed $8 Million in yearly sales by leveraging complete IT solutions, Grow sales goals by converting new lines of business and creating new opportunities for IT projects.
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Account ManagerDell 2011 - 2014Round Rock, Texas, Us
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Account ManagerDell 2011 - 2014Round Rock, Texas, Us
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ManagerBest Buy Jun 2006 - Mar 2011Richfield, Minnesota, UsCoached and trained all employees, Created sales plans to exceed sales goals, reviewed monthly P&L reports to decrease costs to increase profitability,Recognized as a Territory leader for Geek Squad sales excellence and proficiency, Led Territory wide conference calls to review Geek Squad business, built a talent bench of future Supervisors and Managers. -
Store ManagerAmerican Eagle Outfitters May 2003 - Jun 2006Pittsburgh, Pa, UsHired and trained all employees, Developed Assistant Managers to prepare for a Store Manager position, Developed full-time employees to prepare for a Management position, Developed monthly sales goals and trained employees to exceed sales goals, Coached new Assistant Managers for our district. District leader in customer satisfaction scores.Achieved double digit comp plan increases YOY.
Brian Scruggs Skills
Brian Scruggs Education Details
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Middle Tennessee State University (Mtsu)And Related Support Services
Frequently Asked Questions about Brian Scruggs
What company does Brian Scruggs work for?
Brian Scruggs works for Iron Mountain
What is Brian Scruggs's role at the current company?
Brian Scruggs's current role is Sales Leader.
What is Brian Scruggs's email address?
Brian Scruggs's email address is bs****@****tor.com
What is Brian Scruggs's direct phone number?
Brian Scruggs's direct phone number is +167899*****
What schools did Brian Scruggs attend?
Brian Scruggs attended Middle Tennessee State University (Mtsu).
What are some of Brian Scruggs's interests?
Brian Scruggs has interest in Children, Coaching, Politics, Education, Golfing, Science And Technology, Latest And Greatest Technology.
What skills is Brian Scruggs known for?
Brian Scruggs has skills like Sales Management, Sales Operations, Salesforce.com, Account Management, Solution Selling, Customer Satisfaction, Management, Sales, Direct Sales, Leadership, Team Leadership, Storage Solutions.
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