Responsible for overseeing and coordinating all sales enablement efforts for the Mass Market sales and marketing channelsManage team of Sales Enablement personal who manage process flow/optimization, AGILE Product Management, and Vendors for Sales, Marketing and Customer care functions. Responsible for tactical execution of technical work through Agile Development framework. Effectively communicating Product Manager vision and providing product owner oversight and prioritization.Create, communicate and drive API strategy and development for the SMB channels

•Manage sales operations team focusing on sales metric reporting, CRM strategy, territory alignment, marketing analysis, process improvement, and compliance initiatives. •Partner with leadership team to develop metrics and annual goals based on top line revenue production.•Oversee sales forecasting, pipeline management and budgeting process for national sales team •Automate sales metrics utilizing dashboards in order to provide real time sales performance and analysis to management team. •Create and present Quarterly Business Reviews to management team, which provide “state of the business” updates for all teams within the department. •Partner with cross functional matrix partners (Credit & Operations Teams) in order to develop workflows and processes that support data driven decisions across the organization. •Institute and lead an internal communication strategy among sales and critical matrix partners in order to align expectations and increase department efficiency. Strategy includes monthly webinars, quarterly town halls, sales training and pipeline/sales forecasting calls. •Partner with other line of businesses within SunTrust to identify key prospects for the equipment finance group from existing bank clients, which led to an overall client revenue increase of 17% Year over Year.•Product Owner for the business, which is responsible for defining the department’s technological needs, prioritizing backlog and approving projects prior to implementation.• Manage and continually enhance all sales policies and procedures to ensure adherence with all compliance standards

•Developed key performance metrics that help the sales organization focus on performance drivers.•Managed the Equipment Finance Group’s CRM System, SalesForce.com, to ensure accurate data capture, create efficient sales processes, and measure results to ensure performance accountability. •Identified and implemented a new pricing system, SuperTrump, which increased pricing efficiency by 52%.•Partnered with other business line leaders to develop cross sell strategies, marketing pieces and increase equipment finance group utilization with existing bank clients.•Utilized six sigma strategies to analyze deal cycle time and launched key initiatives, which reduced deal lifecycle by two weeks, resulting in annualized savings of $150K.•Launched key sales enablement technologies such as CRM Mobile technology, Data.com prospecting tools and middle office technology solutions reducing the divisions efficiency ratio to 28%•Led department wide training on new technology solutions to ensure seamless implementation when transitioning to new technologies

Define, develop, and manage comprehensive sales strategies for the broker dealer, the defined contribution, and the variable annuity markets. Researched and selected CRM/Sales Reporting vendors in order to obtain actionable data and create meaningful sales intelligence. Create external and internal wholesaler territories in order to ensure appropriate resource allocation. Created and maintained dashboards with key metrics in order to measure the success of new sales initiatives. Leverage market and competitive intelligence from field sales activity, internal data files and industry publications to discover, quantify, and display activities and trends that affected the T. Rowe Price institutional sales initiatives.

Built requirements for and implemented an enterprise asset and sales reporting system for the institutional sales divisions. Created reports and provided analysis to management for use in strategic plan and decision making. Created databases to segment 529 College Savings Plan clients for marketing campaigns.

Instituted a new compliance department within the Financial Institutional Service Department. Developed and implemented a comprehensive market timing program responsible for monitoring all trades settling through the T. Rowe Price institutional sales channels.

Responsible for the daily trading of 37 institutional clients in T. Rowe Price funds with a trading range from $100,000 to over a million. Responsible for the daily maintenance of institutional client accounts; including the processing of all transfers, maintenances, audits and trades, which could range up to and over $50 million.

Implemented sales strategies for an independent group of financial advisors. The sales strategies included cold call sales, invitational gatherings, and partnering with local businesses to help build the underlying client base. Supported the financial advisors in their preparation for client reviews and marketing campaigns and participated when appropriateAssisted in transitioning the group from a commissioned base to a fee based book of business