Robb Marshall Email & Phone Number

Seattle, Washington, United States

Analyze and deploy implementation and management of sales, employee, and performance incentive programs, in addition to developing promotional programs that maintain processes to ensure effective and efficient execution within defined budget parameters, utilizing strategic forecasting and planning. Conduct forensic financial review of KPIs, core benefits, and offers, as well as budget allocation to ensure program profitability is tied to bottom-line benchmarks including EBITDA, total sales, and sales volume. Orchestrate companywide off-cycle compensation process, targeting critical talent for bonuses, base salary increases, and other incentives to retain top talent and foster transformation goals, strategies, culture, and wellness. •Work cross-functionally with category management department leaders and operations implementation to develop, deliver, and communicate sales strategies, objectives, milestones, and program elements to all key stakeholders •Drive change management projects, transformation, optimization, and updates across all aspects of quota process, tools, and policies in order too meet cutting-edge, evolving marketing trends •Identify and prioritize operational challenges, mitigate risks, and leverage opportunities while making recommendations via corrective action, change management, processes, and workflows •Analyze financials, and budgets to ensure program profitability

Provided sales strategy and support to the company’s indirect channel division, non-company owned local and national retailers and B2B dealers. Established operational goals and work plans. Built prospecting, staffing, customer service, lead generation and tracking processes and tools. Contributed to development of company policies affecting indirect sales channels. Recruited, trained, reviewed and developed team of 12 account executives. Coordinated advertising, pricing and marketing program activities. Monitored sales performance, incentive and compensation programs. Coordinated local business relationships and communicated productivity metrics to local, regional and national marketing teams. Used Salesforce.com for B2B sales funnel management, Concur for expense management and Microsoft Dynamics RMS for POS and inventory, as well as LINK for performance reviews and CallidusCloud for sales metrics and reporting.• Reached Pinnacle Club Award gold level status for 51 markets in two consecutive years; recognized for sales leadership and driving year-over-year national and local retail sales growth• Expanded the Preferred Retailer program from 21 locations to 47, while increasing preferred retailer contributions from 39% to 83%; reduced churn, improved satisfaction and drove channel profitability• Recognized for consistent top 10% customer satisfaction and post-sale device knowledge scores, as well as top 5% enterprise-wide conversion rates• Built reputation for creating a culture of customer service excellence; boosted customer service scores 23% each quarter for a key preferred retailer, then expanded the approach to all preferred retailers• Conceptualized a system to reduce packaged shipment errors; tasked employees to recheck invoices and packages, established a reward system for error-free packages and reduced errors to less than 1%, greatly improving inventory control and minimizing customer complaints

Greater Seattle Area

Certified Business Dealers (2008 – 2010) Exclusive Dealers (2006 – 2008), Radio Shack/Joint Kiosk Program (2003 – 2006), Local Dealer Program (2001 – 2003) and National Retail (2000 – 2001)Coached managers and sales associates on sales and marketing techniques to drive revenue for five groups within the non-company owned store channel. Offered training on best practices for staff recruitment and store operations management. Prospected for and secured channel partners to sell product line. Communicated with authorized retailers, preferred retailers and national retail teams to resolve issues, track dealer performance and manage dealer contracts. Managed team projects.• Responded to RFP from Tulalip Casino, who were building a 12-story resort and needed coverage enhancement; negotiated a customer network solution (CNS) agreement in collaboration with engaged network, special pricing and solution engineering teams• Evaluated locations and launched the Radio Shack joint-venture mall kiosk program, featuring incentives that drove region-wide box sales and new-customer acquisitions• Rescued an at-risk relationship with Pioneer Cable, a 270-unit account experiencing issues with a third-party tracking solution; collaborated with a key account and customer quality managers from Motorola to identify the problem and implemented new devices to save the account• Recognized for fiscal responsibility and attention to detail; caught a third-party dealer’s proposal error that saved the company more than $20,000.• Led the Specialized Wireless Activation Team (SWAT) program during Best Buy’s Southcenter and Northgate launches; worked with Best Buy to offer store gift cards as incentives for the program that garnered a significant increase in incremental sales.Promoted from Retail Sales Lead, Company Owned Retail (1998 – 2000)