Portfolio & Account Management: Managed portfolio of 8 private equity groups with annual spend exceeding $300M,Strategic Leadership: Provided strategic direction to expand the sales group by developing contract, consulting, and pricing solutions that proactively promoted the company and improved conversion rates.Consultative Selling & Relationship Building: Engaged in consultative sales methods, developing trusted client relationships, aligning solutions to business needs, demonstrating value propositions, and negotiating favorable contract terms. Coaching & Mentoring: As subject matter expert, trained, coached, and mentored sales teams nationwide, advising them of sales processes, contract standards, and pricing strategies for private equity deals.C-level Sales & Presentations: Developed and delivered sales presentations to C-level executives, regularly presenting proposals and account reviews to presidents, senior vice presidents, and firm partners.Retention Strategies: Worked consistently with clients to provide products and services that met business needs, apprising them of new offerings and resolving concerns to ensure client retention and contract growth.Client Relations: Led quarterly reviews and annual summits to allow portfolio clients to voice concerns, solve problems collaboratively, and build solutions to further their business goals.Contractual Agreements & Targeted Account Selling: Created a conversion sales pricing and solutions agreement that included all pricing, technology solutions, and legal language needed to target conversion accounts.Contract Negotiation & Account Expansion: Negotiated the group’s largest private equity contract, initially valued at $100M in new annual revenue (through conversion from competition) plus $80M in annual retained business. Led further negotiations that resulted in 2 extensions, increasing the agreement’s multi-year value to $1.4B+.

Team Leadership & Sales Strategy: Led team of 8 account executives/managers in selling products and services, maintaining top customer accounts, and implementing sales strategies that aligned with business objectives.Sales Coaching & Key Performance Indicators: Hired, trained, and mentored account executives to ensure team met monthly, quarterly, and annual key performance indicators (KPIs) related to revenue, growth, customer satisfaction, and budget.Business Transformation & Sales Growth: Delivered strategic leadership to underperforming division that transformed 5¬–10% negative growth rates into 2% positive growth within 2 years. Exceeding Targets: Surpassed 2009 sales goal, with total of all product revenue measured at 107.4% effective to plan.

Sales Operations & Operations Management: Managed the 20-member inside sales support group, created and carried out sales strategies, oversaw account manager hiring, and headed client retention initiatives to grow revenue. Marketing Strategy & Customer Retention: Built and carried out all local marketing initiatives, including customer appreciation programs and contracting for sponsorship programs. Recommended changes to customer events and earned approval, doubling budget to $400K and facilitating the development of targeted customer events.Win Strategy Development: Developed and implemented strategies designed to win large accounts, leading district-wide meetings to create customized solutions and quantify the value of meeting specific customer business needs. Service Level Management & Post-sale Support: Tracked service levels for top 50 customers, designing post-sales initiatives and communication efforts to reduce churn and increase retention.Corporate Sponsorships & Event Management: Positioned company to sponsor the Marine Corps Marathon in Washington, D.C. Managed 200 volunteers and coordinated movement of 40 vehicles for the 2-day event annually.Driving Results: Provided leadership and insights that helped district reach #1 ranking (out of 50) nationwide, delivering top results on service, sales growth, financial results, and people KPIs.

Staff & Leadership Development: Managed and developed 11 sales resources assigned to major district accounts. Prepared team members to assume additional responsibilities, with 4 earning promotions.

Customer Conversion & Global Account Development: Managed the global relationship with 8 enterprise accounts. Converted 2 enterprise accounts from the competition valued over $16M, one of which that became one of UPS's largest global customers with accounts in 46 countries.