Mark Ray Email & Phone Number

Alpharetta, Georgia, United States

•Provide leadership and oversight for commercial operations in building solutions and preventive maintenance businesses•Direct go-to-market strategy for growth, new verticals, company rebranding and market presence•Build and lead sales team providing selling strategies for both incremental growth and new customer acquisition•Establish and measure sales key performance indicators•Partner with ELT and operations using data insights and market trends on long range planning and future-state organizational structure for enhanced customer experienceABOUT BARRANCO ENTERPRISESBarranco provides first-class Construction Management | Electrical Service and Installation | Repair and Maintenance of Food & Beverage Equipment across several verticals including C-Store, QSR, and Retail. Barranco is a fast-growing, licensed General Contractor, operating nationwide. We understand how frustrating it is to work with companies that don’t do what they say they’re going to do, which is why we’ve purposefully built a robust network of construction professionals and installers to remove your headaches.

Norcross, Georgia, United States

▪Provide executive leadership and enterprise oversight for $380M healthcare logistics and kitting business ▪Build and lead a high-performing Customer Success team of 55+ personnel, providing mentorship, guidance, and support while providing exceptional delivery of services ▪Partner with Sales and Product teams on potential business opportunities and product innovations, based on insights gained through service interactions with customers and analysis of support data/logs▪Set overall vision and strategic direction for Client Success departments ensuring department goals are met▪Develop and implement KPIs to measure customer satisfaction, usage, and retention▪Using client feedback and industry trends, develop strategies for customer growth and retention ▪Communicate externally and internally to confirm alignment and close gaps between expected and actual performance and outcomes▪Proactively identify opportunities to upsell or cross-sell additional products or services to existing customers▪Develop and implement policies that address client concerns and inform executives about crucial client dissatisfaction casesABOUT BIOTOUCH GLOBALBioTouch is a single-source, national provider for every mission-critical kitting and logistics need. We partner with a wide range of medical facilities and healthcare providers to bring a broader, bigger, and better level of care to healthcare delivery.Our uniquely integrated service capabilities help you simplify healthcare delivery, spanning medical kit and supply distribution, printing, logistics, temperature control, and last-mile services. To learn more visit https://biotouchglobal.com/

King Of Prussia, Pennsylvania, United States

*F.K.A. Stericycle, Inc. acquired by CleanEarth in 2020▪ Set vision, mission, and measurable goals, representing M&I, FullCircle & Retail business units within Clean Earth for customer integrations/APIs and Azure-based customer facing portals▪ Oversaw all interactions and experiences customers had with the company, our products, and services▪ Designed, implemented, and managed strategies that enhanced customer satisfaction and loyalty related to our retail technology solution Connect+▪ Developed and prioritized user stories/features for sprint-planning and roadmap development in conjunction with product team▪ Collaborated with Product Manager, Business Analyst, IT Development, Scrum Master, UX/UI Design and Architecture teams for product delivery and ongoing systems integrations to enhance value for customers▪ Advised within other digital transformation teams providing guidance on best practices, future integrations, and solution development▪ Facilitated product demonstrations and training/webinars as subject matter expert (SME)Outcomes:- Successfully launched Connect+ portal with 130+ customers in April 2022

Camp Hill, Pennsylvania, United States

*F.K.A. Stericycle, Inc. acquired by CleanEarth in 2020▪Provided leadership, direction, direct management, and stability for sales and customer service team (30+ total) for company’s $211M retail regulated waste services business through the acquisition by Clean Earth in 2020▪Directed and managed sales productivity and profitability to achieve designated profit and revenue goals ▪Developed and executed strategic account business plans, initiatives and programs related to national account management to drive the growth and profitability of the organization▪Built and maintained strong client relationships and drove key initiatives related to growth and success▪Negotiated, updated, and renewed National Account agreements to maximize profits by providing ongoing education of contract details and use of strong negotiation skills▪Inspired a team of national account directors focused on achieving revenue objectives established▪Resolved challenging customer requests and collaborated with the regional sales managers to resolve all customer escalations or issues▪Responsible for customer retention, incremental growth, business development and financial reporting▪Engaged Executive Leadership Team regularly to ensure line of sight into key business decisions and escalations▪Coached and developed teams in all aspects of enterprise customer success including:- Issue Resolution- Task/Case Management- SLA/Scorecard Performance- Change Management- Business Reviews- KPI Development- Negotiations- Sales ProcessOutcomes:- Exceeded 2021 AOP – $211M against $202M (+$9M operating plan exceedance/+4.5%)

Norcross, Ga

*F.K.A. Stericycle, Inc. acquired by CleanEarth in 2020▪ Developed, maintained, and improved client relationships across a large territory through excellent interpersonal skills and solutions-based approach▪ Served as a trusted advisor to key accounts, offering strategic guidance and personalized solutions to help them achieve their business objectives▪ Met with customers to discuss their needs and expectations, and how to meet them better▪ Advised clients on regulatory and market shifts, industry changes, and general EPA, DOT and DEA compliance▪ Exhibited and represented company at industry conferences like RILA and NAEM to enhance brand equity▪ Coordinated sales distribution by establishing sales territories, quotas, and goals and established training programs for sales representatives▪ Developed and targeted an account/national plan in conjunction with the Director of National Accounts to achieve contract, revenue growth, account milestone objectives, and activity expectations▪ Sold in a highly consultative manner, including the benefits of working with Stericycle over other traditional waste services companies and direct competition▪ Provided management with information used to evaluate national opportunities▪ Monitored and communicated sales performance against goals through approved performance metricsOutcomes:- Directly contributed to revenue generation while leading 15 accounts totaling $68M in annual revenue, including company’s largest customer - $180M contract value- Retained/negotiated contracts valued at $41M in annual revenue and closed $2.9M in new contracts

Norcross, Ga

*F.K.A. Stericycle, Inc. acquired by CleanEarth in 2020▪ Managed team of 7 direct reports, coaching them toward increased customer satisfaction and account retention▪ Supported team by providing industry knowledge and frequently assisted with high-level problem solving ▪ Collaborated with team members on special projects to help meet professional development and career goals▪ Performed consultative services as subject matter expert, representing StrongPak business at various retail corporate headquarters▪ Selected, trained, and developed a qualified, diverse an effective and efficient workforce▪ Established and communicated performance standards and objectives; conducted performance appraisals▪ Conducted one-on-one meetings with staff to discuss performance issues (e.g. attendance, attitude, work performance) and developed corrective action plans, as needed▪ Monitored operations and staff and recommended, when necessary, changes in methods, procedures, structure, and additions or changes in personnel to secure optimum utilization of resources▪ Monitored department work productivity, reported on trends, and recommended and implemented changes to continually improve work productivity▪ Developed subordinates through continued coaching and feedback on performance▪ Created and analyzed reports designed to monitor overall operations and performance (e.g. Quantify Data, Trending KPIs, etc.)▪ Worked closely with Client Services and Sales to ensure the smooth implementation of new accounts▪ Reviewed new and updated accounts with Team Leads and/or Reps (one-on-one)

Norcross, Ga

F.K.A. Stericycle, Inc. acquired by Clean Earth in 2020▪ Managed client relationships, expectations, and delivery of services, while providing exceptional service▪ Coordinated all resources and stakeholders, set deadlines, assigned responsibilities, monitored, summarized, and communicated the progress of assigned client account(s)▪ Actively managed multiple client accounts including communications and logistical activities ▪ Identified and implemented process improvements for coordinating activities between departments▪ Served as subject matter expert (SME) and escalation point for the client▪ Assisted in the creation and preparation of the quarterly business reviews (KPIs, continuous improvement initiatives, route optimization, etc.)▪ Coordinated ongoing status meetings between departments and disseminated information to departmental teams through task and sub-tasks assignments based on requirements▪ Efficiently and competently managed problems (scope-creep, change requirements, missed deadlines, etc.) and brought them back on plan or created a new plan with the assistance of key stakeholders▪ Trained clients on the use of available reporting options in the online portal – (RWE)▪ Created business intelligence (BI) through analytics exhibiting spend, waste generation, and risk assessments ▪ Organized and managed various critical special projects (long-haul dedicated routes, alternative containment options, etc.) requiring subcontractors while generating comps for competitive pricingOutcomes:▪ Managed Retail Hazardous Waste Programs for 10+ enterprise customers representing over $30M in revenue▪ Served as Client Services liaison to IT development team on all software upgrades to user software database

Norcross, Ga

*F.K.A. Stericycle, Inc. acquired by CleanEarth in 2020▪ Worked on-site at various retail pharmacy stores or warehouse distribution centers, classified, and transported pharmaceutical waste from leading global retailers according to applicable regulations▪ Scanned, counted, characterized, segregated, packaged, and documented various types of retail pharmaceutical products and DEA controlled substances ▪ Created comprehensive onboarding and training curriculum for pharmaceutical technicians including methodologies, simulators, and handbooksOutcomes:▪ Developed 1st standard operating procedure (SOPs) for Retail Pharmaceutical Waste Program

As an Environmental Educator, I facilitated environmental education classes for children and adults at the Jekyll Island 4-H Center.

Bachelor Of Arts - Ba, Speech Communication And Rhetoric, Gpa: 3.72/4.00; Cum Laude

Rhetoric is not just empty words or fine political speeches. Rhetoric is the study and art of writing and speaking well, being persuasive.

Certificate Program - Personal And Organizational Leadership

The Institute for Leadership Advancement (ILA) was established in 2001 to develop values-based leaders that serve their communities.

Study Abroad: University Of Costa Rica (Ucr), San Jose, Costa Rica

▪Traveled throughout Costa Rica studying racial dynamics and other complex social issues like Nicaraguan immigration and the political.