Rich Patterson Email & Phone Number

Fort Lauderdale, Fl, Us

Boston, Us

Fontana, California, Us

Chicago, Il, Us

ShipBob is a global omnifulfillment solution used by 7,000+ brands to ship orders from everywhere their customer's shop.As the Enterprise Sales Director, I am accountable for leading a 8-member Mid-Market/Enterprise Sales team and a 4-member Business Development team to oversee all sales operations at the strategic, tactical, and granular levels. To carry out my mandate, I develop key strategies to optimize the mid-market conversion rate, maximize adoption of sales best practices, and deliver against key revenue, growth, and KPI objectives.Among my accomplishments, I have:➥ Led 4 high-performing Senior Account Executives to gross $46M in new revenue on a book of $115M since 01/2022.➥ Attained the Presidents Club Award for delivering 140% over quota.➥ Trained team members to employ a consultative, solution-driven, and partnership-based approach for optimal bottom-line impact.➥ Scaled mid-market conversion from 7% to 21.5% in under 1 year.➥ Led a suite of process improvements to enhance the team’s contribution margin from 5% to 14%.➥ Streamlined time-to-revenue by 51 days.➥ Partnered with Marketing to develop a pitch deck and Mid-Market-specific content that effectively capture the company’s value proposition.➥ Created the organizational Win Doc to effectively rally staff around the corporate mission. ➥ Built productive, high-touch relationships with key accounts representing $2M to $50M in annual revenue; provided a white-glove customer experience to drive long-term brand loyalty.➥ Produced and presented weekly updates to the C-suite team during business reviews.

Fort Lauderdale, Florida, Us

As Head of Sales, I was responsible for leading a 52-member Sales and Marketing team to generate sales of ShipMonk’s inventory management solutions.I collaborated with cross-functional onboarding, support, engineering, warehouse, and logistics staff to capitalize on revenue opportunities and drive customer retention across all departments.Some of my additional contributions include:➥ Built, trained, mentored, and managed a self-directed team of marketing representatives, sales professionals, and sales managers.➥ Led the team to deliver over $30M in net new revenue in under 1 year.➥ Designed a consultative sales process for team members.➥ Scaled the conversion rate from 19% to 29% in 1 year.➥ Established KPIs and OKRs to provide visibility into sales performance for all Sales Managers.➥ Managed and professionally developed a new team of 8 Business Development Representatives and 5 Sales Managers; provided them with a strong foundation in sales best practices.➥ Routinely intervened to repair frayed relationships, eliminate friction points, and save accounts from potential closure.➥ Partnered with the Salesforce Administrator to analyze key data points, enhance the effectiveness of customer outreach campaigns, and funnel quality leads to the Sales team.➥ Managed the Revenue Department’s monthly and annual budget to ensure the optimal allocation/utilization of departmental resources.➥ Cultivated high-touch relationships with key accounts representing $6M+ in annual revenue to secure contract renewals and extensions.➥ Led vendor negotiations with LinkedIn Navigator, Lusha, Outreach, and Salesforce to modernize the tech stack.➥ Established a cadence of weekly Revenue Department sales meetings to align strategies.➥ Built mentor-mentee relationships with 5 Sales Managers; provided ongoing coaching to close knowledge or skill gaps.➥ Worked with HR to source, evaluate, and recruit up to 39 highly qualified, best-fit talent of all levels.

Miami, Florida, Us

As Sales Director, I was tasked with leading a 10-member team to generate sales of cloud-based account software. Some of my accomplishments include:➥ Employed effective product demonstrations that accurately capture the product portfolio’s benefits, differentiating factors, and upside potential.➥ Successfully maintained a 64% closing rate for new accounts throughout tenure.➥ Increased MoM revenue from $30K to $1.4M within 1 year.➥ Scaled the Sales team from 2 to 10 Business Development Representatives to maintain strong growth momentum.➥ Led a team of 5 Account Managers to provide a highly differentiated and frictionless client onboarding process.➥ I developed a comprehensive training program to upskill team members and maximize revenue potential.

Chicago, Il, Us

As Senior Business Development Leader, I was accountable for managing a portfolio of 500+ key accounts encompassing Groupon’s Daily Deal business line. To carry out my mandate, I developed relationships with prospective clients to drive sales of Groupon services. I also introduced new services and facilitated commercially successful product/service launches.Some of my accomplishments include:➥ Re-engaged with dormant accounts to maximize platform adoption/utilization.➥ Drove the commercially successful launch of a new Cash Back platform (2017) by securing 120+ new accounts.➥ Nurtured and developed leads through to deal closure; delivered over $1M in profit gains over tenure.➥ Ranked Top 5 Sales Representative for 5 out of 8 years. Promoted twice over a 7-year timeframe.

Chicago, Il, Us

Newport Beach, Ca, Us

As an Outside Sales Manager, I supervised the sales team in an entrepreneurial opportunity that maintained the company’s client portfolio. I managed and trained up to 30 team members in sales strategies and account management practices to maintain a large portfolio of clients. Moreover, I engaged and successfully signed deals with leading Fortune 500 companies, including Disney, the Florida Marlins, the Miami Heat, the Orlando Magic and Orlando Predators, and many others.Some of my notable accomplishments included:♦ Restructured the recruiting and training processes to improve the overall performance of the sales team. ♦ Refined the company’s product portfolio by monitoring product performance and removing struggling products to improve sales performance. ♦ Awarded “Manager of the Year” for exemplary service and performance.

Bachelor'S Degree, Business, Management, Marketing, And Related Support Services

Associate'S Degree, Marketing