Accountable for the development and growth of a team of 24 Account Development Representatives and the acquisition of $7.9 million in annualized SaaS subscription revenue. Responsible for hiring, on-boarding, coaching, mentoring and performance management of all Account Development representatives• Identified, onboarded, and developed new sales employees to excel in the acquisition of customers through frequent coaching and utilization of sales metrics. Key results:o identified short and long term opportunities for individual and team growth;o increased role proficiency from 9-12 months to 3 months o Transitioned the scope of the role from high level to concise by changing the focus of sales presentations from product focus to value focus.o improved brand awareness• Grew Account Development Team from 14 to 24 positions as sales success proved scalable due to sales effectiveness strategies including coaching, process management, investment in training, and commitment to strong culture.• Participated and executed the organizations transition from transactional to a value first organization; key initiatives and results:o led training focused on value based sellingo put a team together focused on pillarso Created an integrated platform consolidating multiple databases into a single platform allowing ADRs to quickly identify potential value propositions during discovery meetings.o Increasing prospect receptiveness to sales engagement improving the quality of sales presentations.• Value focus increased revenue per opportunity. Promoted 36 team members to progressive roles by focusing on building sales, industry, and business acumen.• Implemented activity and sales metric reporting, improving oversight of sales process effectiveness, ensuring optimal efficiency of the sales team while effectiveness measures allowed for evaluation of sales and lead quality. This led to improved win rates and funnel predictability.

Attracted, trained, and developed a team of 10 new acquisition salespeople and 4 loyalty representatives responsible for the retention and growth of existing customers. Target included the retention and growth of $1.8 million in monthly revenue, and the acquisition of $25,000 per month in new revenue bookings.• Selected for Allstream's Leadership Development program, improving organizational knowledge and ability to prepare the team to sell in a very competitive and commoditized environment.• Led the team that grew from 4 ISR’s in April 2012 averaging 70% booking quota attainment to 10 in April 2014, averaging 105% quota attainment. • Assumed Loyalty Group of 4 representatives in January 2013 with a shared objective of retaining assigned base of non-strategic customers; implemented targets, coaching, and sales process, improving base retention from 94% in 2012 to 102% using product cross and upsell in 2013 to 112% in 2014.• Implemented a strong questioning strategy to uncover customer needs through a focus on coaching, enabling the teams to develop an accurate understanding of prospect motivation before presenting potential solutions; increased conversation and success rates as well as average opportunity size.• Partnered with Sales Director, VP, and stakeholder departments to build short and medium term performance planning to meet and exceed annual targets and develop a 5 year plan to align the team with corporate objectives.

Mandated to create new team responsible for lead generation and small account acquisition including hiring team, creating employee onboarding, and process and call guide development. ISR’s have a monthly sales quota of $2,500 in contracted monthly recurring revenue. Team grew from 3 ISR’s in January 2011 to 10 in November 2011. 2012 plans call for continued expansion to a minimum of 14 FTE.• We launched the team 3 months after my hire date with 3 ISRs, new processes, target prospects, sales collateral, call guides, key metrics, and reporting.• Hit plan for first time in month 8 and averaged 104% of target from that time until the end of year 2 from charter team.• Added another 7 positions over the next year including responsibility for interviewing, hiring, onboarding, and coaching all new team members.• Developed, executed, and re-evaluated inside sales strategic plans with VP Sales and VP Marketing; hired, on-boarded, coached, mentored and performance managed inside sales team to successful launch and quick expansion as a result of exceeding expectations and projections.• Built, refined, and focused sales pipelines based on revenue projections, assisting in making data-driven sales decisions.• Offered analysis and guidance in core areas such as annual budgeting, forecasting and sales trending for VP and C level readers, demonstrating delivery of expected sales results within budget.

Reported to the Director of Customer Service. Responsible for the Acquisition and Retention of SME market clients and lead generation of Medium and Large Size Business Prospects to Field Sales and National Accounts Representatives.• Built first point of contact acquisition strategy, increasing corporate annual revenue by $24 million annually through new business acquisition and doubled new business revenue per representative from $500K to $M.• Awarded Purolator’s prestigious Circle of Excellence for productivity growth and community leadership.• Developed and managed a remote agent pilot allowing Purolator to utilize the skills of a physically challenged employee who became the leading revenue generator among the peer group.• Based on success of Inside Sales team in Canada created team of 2 Inside Sales Professionals dedicated to prospecting in US on behalf of Purolator USA. Over 18 month period developed leads that ultimately closed for over $2.5 Million in new revenue.• Maintained departmental ISO standards and certification. In past 4 internal and external annual audits achieved only 1 opportunity for improvement recommendation.

Worked with Marketing and Sales Effectiveness to implement Customer Relationship Marketing campaigns and integrate with the RBC Call Centers.Designed and implemented CRM based campaigns to grow revenue, through acquisition of Mortgages, Credit Offerings, Transactional Accounts, and Investments.Developed representative scripting.Implemented training course for new recruits - speeding profitability.Outsourcing ManagerWorked with Call Center vendors to measure, track, and improve productivity, privacy compliance, and program rollout and maintenance.Managed 3 vendors with annualized billing revenue of up to $1 Million per year.