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I love everything about sales, and leading sales teams and I've proven that I have a measurable and real talent for it. This is all I’ve ever wanted to do and done. I look forward to my next challenge. Over my career in sales, I've sold well in excess of $150 million in business for the firms I've worked with. I enjoy opening the door to new clients/logos, and also building on my relationship by not only delivering superior service, but by broadening the scope of services we address with these clients. I'm a proven hunter, and equally adept at the farming side of the business as well.Additionally, I’ve led the sales teams as the Head of Sales/Chief Revenue Officer/Chief Sales Officer for three benchmark companies. My track record as a CRO/CSO is 100% successful in that I’ve never failed to grow sales significantly in each of my roles! I’ve accomplished these performance increases against short timelines, and I have a fundamentals, and data-driven approach to as much that has broad application.I've been fortunate to have been formally trained in sales, and various sales methodologies by several leaders in the field (Sandler, Miller-Heiman, The Complex Sale Group, and McKinsey & Co.), and I'm very fundamental in my approach as a result. In my considerable experience, I’ve never seen a sales team that embraces sales fundamentals that does not improve in performance dramatically. That said, most sales teams I’ve seen as a consultant, have lacked this fundamental knowledge.Personally, I've been married for 35+ years, and my wife and I are empty nesters save for our Westies, Baxter & Biscuit. Our children are thriving in their own lives and careers, and are following their own dreams. I’ve been blessed with tremendous experience, and a genuine love for both sales, and coaching others to their optimal performances, and I’d love to share this experience with a new company who would benefit from it…
Ecm Sales Consulting
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Principal And Chief Revenue OfficerEcm Sales Consulting Nov 2023 - PresentFairfield County, Connecticut, United StatesConsult with mid-market companies on improving the performance of their sales teams, or on teaching their leaders how to be more effective rain-makers.
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C.A.S.T. Ny Practice LeaderCla (Cliftonlarsonallen) Sep 2020 - Oct 2023New 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. -
Principal & Chief Revenue OfficerEcm Sales Consulting Jul 2017 - Sep 2020Greater 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.
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Managing Director & National Sales Leader (Cro/Cso)Bdo Usa, Llp Oct 2015 - Jun 2017Greater 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% -
Principal & National Sales Leader (Cro/Cso)Cohn Reznick Llp Oct 2013 - Sep 2015Greater 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 -
Managing Director & Head Of Sales (Cro/Cso), TaxDeloitte Sep 2001 - Sep 2013Greater 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 -
Senior Manager, Business Development Leader (Cro/Cso) For The PracticesErnst & Young Aug 1996 - Aug 2001Greater 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
Ed Mason Skills
Ed Mason Education Details
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Economics
Frequently Asked Questions about Ed Mason
What company does Ed Mason work for?
Ed Mason works for Ecm Sales Consulting
What is Ed Mason's role at the current company?
Ed Mason's current role is Experienced & high performing professional services business developer, and sales leader.
What is Ed Mason's email address?
Ed Mason's email address is em****@****bdo.com
What is Ed Mason's direct phone number?
Ed Mason's direct phone number is +120339*****
What schools did Ed Mason attend?
Ed Mason attended Franklin & Marshall College.
What are some of Ed Mason's interests?
Ed Mason has interest in Golf, Fly Fishing, Cooking, Reading.
What skills is Ed Mason known for?
Ed Mason has skills like Powerpoint, Research, Microsoft Office, Tax, International Tax, Management Consulting, Financial Services, Corporate Tax, Leadership, Business Transformation, Sarbanes Oxley Act, Business Development.
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