SaaS, Audit, Controls Management and Analytics Software.  Built Sales Team from 2 to 8, exceeded sales goal - 109% of quota.  Exceeded individual annual sales quota 2016 – 2019 ranging from 106% to 125% selling to commercial and public sector accounts throughout the United States and Canada Built sales operations – CRM design, KPI Dashboards, Leadership Dashboard / Reporting, sales tech stack. Implemented sales methodologies, qualification process and tools to increase penetration of existing clients and win new clients. Built strategies, territory plans, processes and tools for outbound selling, inbound lead handling, FAQ responses, RFP handling, proposals, legal negotiations, sales playbook, client Buyer’s Guide.  Improved pipeline process and forecast accuracy using Salesforce CRM to identify, monitor, and manage opportunities from lead generation to close. Provide visibility to leadership on opportunity status and probability through dashboards and reporting. Developed Sales Team Onboarding and continuous improvement Training programs for selling techniques and best practices.  Implemented Cross-Functional Team to improve Sale to Customer Satisfaction Workflow, including Sales, Contracts, Invoicing, Professional Services, Technical Support and Account Retention.

Startup Company providing interview recording software/hardware for law enforcement/courts.  Built company from Sole Proprietor to five employees  Sales to Federal, State and Local clients throughout the U.S. Obtained GSA Contract for sales to Federal clients  Built sales team and sales enablement process (CRM, quoting system).  Responsible for sales, marketing, strategic sales plan, telemarketing, email campaigns, lead generation and handling, pricing policies, website, SEO, Google Adwords, P&L, budgeting. Profitable in 6 of 8 years, increased gross profit to over 40%, and net profit to 14%.

Therapeutic massage beds for clinical / leisure markets.  Responsible for all sales in clinical (DC, DO, Medical) and retail (Gyms, tanning, salons) markets. Joined after loss of top reseller (40% of total sales) and recaptured sales in one year. Responsible for trade shows – Doubled normal trade show close rate from 1.5 units to over 3 ($17,000+ price point per unit) and set single trade show sales record of over $200,000.  Managed sales team, marketing team and reseller network – set key performance indicators, territory assignment/alignment and quotas. Built sales and qualifications process, sales tools and compensation plans. Managed website and content, lead generation, SEO. Negotiated contracts, signed vendors.

Took interim sales position during transition from Michigan to Florida. Responsible for all agent operations from cold calling to closing and transacting business.  Developed Partnership with #1 Agent in the office and partnered on multiple deals. Achieved over $2 million in closed sales in six months of full time operation.

Directed product line sales for domestic and International stores, business-to-business, and online sales. Managed production, warehousing, distribution, processing and online storefront through vendors. Managed multi-million dollar budget, performance and financial reporting, operational policies and procedures. Responsible for all sales for the Gift Card product line for Borders, Waldenbooks, International Stores, business-to-business, and online sales. Managed production, warehousing, distribution, processing and online storefront. Managed multi-million dollar budget, performance /financial reporting, operational policies and procedures. Increased Borders In-Store Sales with an annual growth rate of 16.6%. Increased Business to Business Sales with annual growth of 83.7%. Launched Online Sales Storefront in 3 months, achieved over one million in annual sales. Decreased annual expenses by 11.7%. Developed partnership programs to increase sales and extend brand including Harry Potter, Lord of the Rings, Superman-Wonder Woman, Grinch/Seuss, and Clifford.

Provided vision and leadership growing this 35 person international environmental consulting company. Directed strategic planning, sales, information systems, financial positioning, reporting, human resources, operations, quality control, and customer service. Developed products and services. Created operating policies and procedures. Provided training, led education and marketing seminars. Directed services to industrial and municipal customers. Increased Sales over four years with an annual growth of 24.9%. Sales to new corporate clients Johnson & Johnson, DuPont, Bristol Myers-Squibb, and General Electric. Key Account Development. Direct Sales and Management of sales team to increase existing sales to corporate client base – DaimlerChrysler, Ford, GM, Astrazenica and Aristech.  Increased Profits to 15% net with annual growth rate of 29.5% through implementation of Sales Best Practices, CRM, and sales tools from qualification thru to post-project customer satisfaction. Responsible for New Product Development. Worked with sales and technical staff to extend vertical and horizontal product lines. New products represented 54% of product mix. Managed Sales Team. Developed forecasts, support structure, compensation plans and Sales Process from lead generation to long-term client retention. Develop Sales Process from lead generation to long-term client support. Developed Sales Representative Network – Added $250,000 in incremental sales in its’ first year.