Ed Mason Email & Phone Number

Fairfield County, Connecticut, United States

Consult with mid-market companies on improving the performance of their sales teams, or on teaching their leaders how to be more effective rain-makers.

New York City Metropolitan Area

• Developed new business in an expansion market for the firm. Lead practice, responsible for both new client acquisition (hunting) and ongoing client relationships (farming).• 100% Quota attainment. Opened numerous new logos for the firm.• Practice grown significantly each year in role.• Private Equity industry leader for the office.• Part of the office leadership team and served as a primary resource for all major proposals for the office.

Greater New York City Area

• Single shingle sales consultancy focused on serving the professional services industries marketplace. • Former clients include lower mid-market, accounting firms, law firms, and mortgage brokerage companies seeking to build or enhance their in-house sales capabilities. • Used a data driven approach to understand the client's current sales metrics, and then designed a comprehensive plan for their implementation to achieve their stated goals. • In some instances, consulted on plan implementation, hiring, and adoption of sales methodology.

Greater New York City Area

• Evaluated and then re-built the incumbent/underperforming sales organization. Incumbent team ROI was negligible• Conducted TCO, QDSP & SWOT analysis of BDO’s marketplace posture, and then developed a sales methodology to maximize strengths and mitigate against weaknesses• Developed a non-subjective methodology to benchmark sales pipeline conversion to revenue• Total team sales grown 62% year-on-year under my leadership. Quota exceeded• Sales methodology proved both effective and repeatable. Above 62 % increase in sales achieved with a revised/newly hired sales team that was 25% smaller than the one I inherited•125% Sales Team ROI achieved. Pipeline benchmarking methodology proved to be accurate +/- 2%

Greater New York City Area

• Evaluated and then re-built the two newly merged organizations’ incumbent sales teams into a single, higher performing unit. Upon my hire, these sales teams has a negative collective ROI• Established/wrote/created new uniform sales organization structure, compensation plan, and adherence agreements.• Identified significant errors within sales operations, and remedied them, replacing them with an effective and repeatable new sales methodology• Total team sales grown 123% over a two-year period. This achieved with a 50% newly hired and 40% smaller sales team• 125% positive ROI achieved / Quota exceeded all years• Sales methodology became the firm’s template for sales training. Personally instructed on same at partners meetings and in the partner academy

Greater New York City Area

• Managing Director (peered to Role Level 2) • 12 years as the firm’s primary business developer (individual contributor) focused on the financial services industries• Promoted to Managing Director as soon as eligible, and assumed the role as the firm’s National Sales Leader for its Tax practice. This role place me on the firm’s Clients & Markets Executive Committee• Leading member of the firm’s rollout team for its new sales methodology, The Deloitte Approach. Taught 4 of the firm’s training curriculum courses in aspects of the methodology at Deloitte University• Individual Sales exceeded $77 million in professional services fees. Quota exceeded every year• As of Head of Sales, team sales increased by 20% ($53 M to $63.8 M)• Sales team ROI 220% achieved under my leadership / Sales team headcount grown by 20% to 31 due to this ROI

Greater New York City Area

• As a Practitioner, led the firm’s Property Tax practices for both its NY/Tri-State, and New England regions• Performed appeals and valuation work on behalf of clients• As practice leader, assumed the primary role in Business Development on behalf of the practice• Upon my hire the practice billed $400 K annually. In my final year, practice revenues were $3.2 million• 800% Growth achieved in 4 years time