Eric Gilroy Email & Phone Number

New York, Ny, Us

New York, Ny, Us

I am part of Insight Partner's Onsite team. Insight Onsite ensures our portfolio companies are able to scale. We have the industry's most sophisticated ScaleUp engine of over 70 operators, who serve as trusted advisors working alongside portfolio company executives. Our Onsite centers of excellence are led by operators who have walked in the shoes software leaders. This experience helps companies navigate scale challenges across a broad spectrum of functions to deliver rapid success.

Florham Park, New Jersey, Us

•Centralized Sales, rebuilt WW Revenue Operations and Proposal Development Center as part of Conduent’s turnaround. Increased annual sales from $995M to $1.934M of Total Contract Value in 2020•Installed leadership team and key functions in learning, reporting, technology, inside sales, and go-to-market•Redesigned roles and responsibilities, crediting rules, and incentive compensation plans across Sales and Acct Mgmt to drive better alignment with new sales strategy•Launched new sales methodology and product training for sales and account management•Implemented new disciplines in sales process, pipeline management, forecasting, talent reviews, and quarterly sales reviews.

Milwaukee, Wisconsin, Us

• Led sales comp design/admin team, and started new functions in reporting, territory design, and quota setting functions• Simplified incentive plans in half, improving alignment of pay with performance• Re-engineered quarterly sales review process and reports to automate review process (Power BI)• Started pilot territory and quota optimization program, doubling optimization levels

Roseland, New Jersey, Us

• Created new teams in sales GTM: territory design, quota setting, incentive compensation, and reporting• Increased territory optimization from 59% to 83% resulting in $12M sales uplift (ACV). Function recognized as best-in-class by outside consulting firms• Developed metrics, process, and tools for bottom-up and top-down deployment of quotas. Improved quota optimization from 52% to 83%• Incorporated predictive analytics into account targeting model, ensuring top potential prospects/clients receive the strongest attention from our sales and marketing organization• Reduced the number of incentive comp plans by 50%, and consolidated 74 jobs into 12 job archetypes • Redesigned account planning process, tools and increased percent of accounts with plans from 13% to 59%

Roseland, New Jersey, Us

• Managed salary, incentive, and equity programs for Sales and Marketing, 400+ incentive plans, 8000 salespeople• Developed standardized sales planning calendar across ADP’s ten Sales business units, which included assessment, CRO/CEO sign off, and integrated comp roll-outs with sales kickoff• Simplified compensation plans by 30%, increasing reps understanding by 50%• Led transformation from commission to quota-based incentive plans. Turnover declined by 10% in first year• Drove coverage model transformation of four separate product-oriented sales forces to one solution-oriented sales force; resulted in better alignment with customer needs and a more coordinated sales approach

Roseland, New Jersey, Us

• Sales Compensation lead for four of ADP’s ten business units (4,000 sales associates, 120 unique jobs/incentive plans)• Led first Sales-wide pay versus market assessment. Resulted in pay mix shifts for 2,200+ sales associates, $9M investment in salary, and redesign of $18M equity program• Led ADP’s first ever global “Sales Feedback Survey” to capture qualitative feedback from ADP’s 8,000 sales associates on various compensation, territory, and quota topics• Served as compensation and coverage SME in 3 go-to-market transformation projects. Resulted in re-organization of two sales divisions and $20M sales growth

Scottsdale, Arizona, Us

• Managed project teams, client relationships, and delivery of project results with Fortune 500 clients• Designed new client coverage models for Strategic Account Management and Inside Sales teams• Created playbook for National Accounts, outlining responsibilities for all roles throughout sales process• Served as lead consultant for sales compensation projects, including assessment, design, implementation• Created a competency model, assessment process, and individual development plans for Global Accounts

I created a Sales Force Effectiveness blog in early 2008, and eventually provided consulting services as a result of customer interest. I conducted projects in sales compensation (simplistic design scenarios), improving customer face time, and sales job design, and account prioritization.

Responsible for business development, and various sales effectiveness special projects.

Morristown, New Jersey, Us

Responsible for various sales effectiveness projects during rotations throughout sales operations and global account management functions. Projects included global account prioritization, creation of a new private equity 'customer segment' with dedicated sales force, and a primary project management role in Avaya's annual sales conference.

Chicago, Il, Us

Responsible for maintaining regional account sales relationships

Atlanta, Ga, Us

Responsible for new client business development within metro territory

Mba

Bachlor, B.S. - Marketing, B.S. - Psychology