Cynthia Johnson-Smith Email & Phone Number

Nashville Metropolitan Area

Directed the strategy for new business development across multiple verticals including Construction, Public K-12, High Tech, and Retail. Managed a team of thirteen direct reports. Personnel experience included recruiting, interviewing, hiring, onboarding, training, directing work, and evaluating performance. Analyzed performance metrics, listened to sales calls, identified trends, and performed root cause analysis to develop custom action plans for each team member. Forecasted sales and mentored team on driving a strong pipeline of sales leads. The team identified new business development or expansion opportunities, worked with field representatives to build relationships, and ultimately close new deals. Portfolio included ERP, EPM, and HRIS SaaS products. • The best quarter delivered 106% to quota creating $7M in sales opportunity for the organization. • Consistently delivered 100%-105% to quota attainment on average.• Managed multiple KPIs in tandem including scheduling 5.5K sales calls per year, # of letters or intent, quick tours, and market analysis delivery. • Part of a team that spearheaded and delivered a central repository to help new manager identify resources and ramp in role more quickly. • Served in a leadership capacity • Mentored junior managers, shared best practices, and offered training courses to support career growth. • Corporate sponsor for the GLOW Employee Resource Group (ERG) and committee leader for the ABLE ERG.• Attended multiple HBCU recruiting trips to represent the organization and encourage students to apply. • Organized a 25 person volunteer day at the Nashville Food Bank.

Greater Chicago Area

Led the sales strategy for new and existing business expansion in Washington, Hawaii, Oregon, Alaska, Arizona, Idaho, and Nevada. Analyzed over 500 accounts to identify sales opportunities. Product portfolio included trend analysis, credit reporting, and central repository documentation SaaS. • Delivered 153% of quota goal, bringing in over $750K in revenue in one quarter. • Created over 300 interactions per week to drive sales pipeline. • Attended trade shows to develop relationships, showcase the Experian product line, and secure new sales calls.

Greater Chicago Area

Inside Sales Manager who worked with the field to sell finance and insurance software solutions to Car Dealerships in the Northeast. Advised and consulted with Dealer Principles and F&I Managers on available products to support their business strategies. Role was 100% sales hunter with extensive prospecting. • Had responsibility for a personal quota as well as helping drive sales pipeline for the field. • Hit every quota every single quarter and delivered 110% in 2018, bringing in over $1.5M.

Managed high visibility clients that had over 10K employees with the goal of securing new business and expanding current relationships in the mid-market & public sectors. • Personally managed and delivered a $6M renewal deal with Avon Cosmetics, earning a Prestigious Dell Award. • Sample clients included Avon, SiriusXM, Moet & Hennessy, Sephora, and ADP. • Consistently exceeded the annual quota of $12M. • Role required a high level of expertise in enterprise software including VMware, Microsoft, Symantec, Oracle, Autodesk, RedHat, and more.

Took inbound calls from prospective customers who were looking for software and peripherals. Educated customers on printers, TV’s, monitors, video cameras, mice, anti-virus, productivity software, and more. Educated customers of Dell Financial Solutions, a line of credit which allowed them to secure the IT equipment they needed. • Became an expert on a large list of different vendors and an expansive product portfolio line. • Took 20-30 inbound calls a day and consistently met multiple KPIs including close rate, units per transaction, average sale price point, margin, revenue, call efficiency, and customer experience.

Managed a team of 10-15 inbound sales experts. Analyzed performance metrics, listened to sales calls, identified trends, and performed root cause analysis to develop custom action plans for each team member. Managed multiple team metrics such as close rate, attach rate, Dell Financial Services attach rate, average revenue per transaction, margin, call efficiency, and customer experience. Educated team on consultative selling, overcoming objections, and becoming product subject matter experts. • Hired as an inbound sales representative, but quickly promoted to sales coach, and again to Team Lead. • Consistently hit all quotas and team delivered over $5.5M to the business each year.