Mark Brocklehurst Email & Phone Number

Spokane Valley, Wa, Us

Liberty Lake, Wa, Us

Expanded responsibility of leading the rapidly growing demand generation program (includes sales development and account executive teams) and the channel inside sales team.Drove 5x growth over prior year from the demand gen program.

Liberty Lake, Wa, Us

Built a high performance sales operations function within a fast growth sales organization.Lead the recruitment and development of a highly capable sales operations team.Developed a full reporting and analytics suite to enable data driven decision making for the sales organization and beyond.Implemented multiple sales enablement tools to increase sales rep productivity.

- Launched a recycling and ecommerce business in Spokane, WA.- Created and developed an efficient sorting process separating recyclable and salable material into difference processes.- Set up multiple marketing channels across web, social media, classified, leaflet and referrals.- Set up and utilized multiple ecommerce and wholesale sales channels.- Partnered with local and national organizations.- Developed wholesale partnerships.- Created textbook buyback program for the local area.- The business continues to grow and scale today.- Lead and managed a team of warehouse, admin and fulfillment staff.

Rochester, Ny, Us

- Lead a sales operations team supporting a sales organization of ~1600 heads comprised of both field, inside sales and lead generation teams.- Lead the planning and execution of Strategic Initiatives for Sales in partnership with senior executives. - Accountable for execution and outcomes of key Sales Initiatives and for driving performance against established KPIs. Responsible for matrix team management on all key Strategic Sales Initiatives.- Coordinated a collaborative functional matrix team of internal sales support and internal corporate partners to execute on Divisional key sales initiatives and strategies.- Analyze KPIs on all key sales execution initiatives and strategies to measure progress to performance against defined success criteria and diagnose areas of opportunity.- Consults and assists Senior Leadership on the implementation of measures to drive performance through improved sales processes, reinforcement methods and compensation enhancements.Provide guidance and recommendations for strategy planning through assessment of sales methodologies, internal/external data-driven insights and competitive intelligence and positioning.- Optimize sales coverage and distribution through sales territory assessment, distribution and growth forecasting.- Partner with HR, in the acquisition of and retention of top talent through compensation, incentive programs, recruitment strategies, onboarding excellence, and sales training.- Consults and assists with Senior Leadership on recommended policy improvements, procedures and best practices aligned to company values and future state vision.- Inspects and enforces sales policy, process methodology and performance conditions- Collaborates with internal partners to build business cases for recommended changes.- Collaborates with Sales Enablement to explore operational excellence tools to optimize business process performance.

Stamford, Ct, Us

- Lead a team of sales operations professionals responsible for the support for a sales organization of 350+ sales reps delivering $450m sales annually through phone and web channels.- Responsibilities include KPI reporting, compensation planning, budget activity oversight, management of lead and territory/ campaign distribution, site coordination, management of key processes such as business review, sales role optimization, CRM (salesforce) maintenance, sales tool development and project management.- Redesigned go-to-market and contact strategy for NA Inside Sales to increase client coverage, drive retention and support new business.- Implemented new client prioritization score improving conversion rates and ROI.- Created custom reporting suite displaying key metrics at individual level up to channel. Enabling vital business insights never visible previously.- Implemented new compensation structures aligning rep behaviors to company strategy.- Provided executive level coaching to sales directors to lead transformational change increase sales teams productivity.

Stamford, Ct, Us

- Lead multiple sales teams across SMB, strategic, enterprise sales comprising of both inside and field sales teams.Also lead back office administration and customer service teams. - Consolidated multiple locations across NA into two main hub contact centers located in East & West Coast.- Member of global culture and change committee with senior executives including CEO, CHRO. The only non-VP level member invited.- Managed multiple P&Ls totaling $300m+.- Drove double digit YoY expense reduction.- Increased the US insides sales productivity 25%+ by introducing higher KPI standards, coaching tools and role specialization.

Stamford, Ct, Us

- Asked to move to USA to help accelerate the development of the US business.- Managed both inside and field sales teams.- Created new client prioritization model driving immediate high double digit lift in sales performance.- Compensation plan design and implementation.- Implemented new pricing and discounting structure.- Created new call scripting increasing upsell, cross sell and conversion rates of calls for 150 sales reps- Responsibility for $150m P&L.

Stamford, Ct, Us

- Managed multi-million dollar relationships with multiple product suppliers.- Responsible for all compensation and commission calculations and payments to sales team.- Designed and implemented sales compensation structures.- Created product pricing tool to simplify quoting and pricing for catalog of over 80,000 products.- Redesigned and implemented improved sales process for sales reps, driving double digit productivity improvements.- Managed sales rep territory analysis and distribution.- Managed back office support and customer service team.- Created and delivered marketing campaigns and promotions driving rapid growth.- End-to-end management of customer facing website.- Business unit lead for scoping and implementation of new telephony system.

Stamford, Ct, Us

Managed a team of entry level sales reps.Created training programs to accelerate sales rep development and skills.Coached reps on sales scripting and sales skills.Drove KPI adoption and increase in sales rep productivity.Developed many new hire sales reps that would go on to be top performers and management in the future.

Stamford, Ct, Us

Managed a portfolio of existing clients, growing wallet share and driving revenue and margin from each account.Continually prospected and cold called for new business.Won the highest spend client account of the business at the time.Managed client web portal and product pricing agreements.Integrated the use of e-commerce into client relationships to streamline order management and grow client product range purchased.Nominated for national sales award.