Ryann Setlock Email & Phone Number

Minneapolis, Minnesota, United States

- Oversee a team of Business Development Managers, Business Development Associates, Customer Service Representatives, and Associate Sales Engineers, providing effective coaching and direction, to achieve rollup sales goal.- Set clear goals for the team, that will enable the Business Unit to meet or exceed targetsContribute to and support the preparation, execution and ongoing progress toward the annual sales and marketing plan.-Assist, and support the growth of key accounts.-Define expectation around response time, follow-ups, pipeline management and proactively monitor and manage these.- Assess and coach direct reports, including making joint calls/visits and provide them with the tools necessary to improve the required skills and competencies.- Ensure direct reports are prioritizing highest opportunities and/or accounts, for the greatest potential impact on generating organic growth for Element.- Ensure sales team uses desired behaviors and actions to execute the sales strategy, working with the Commercial Excellence team to drive adoption of commercial excellence initiatives and processes.- Drive proactive positive enterprise sales approach through the commercial organization.- Build a competitive and motivating atmosphere of selling.- Engage other Element resources to help team members to advance opportunities.- Partner with Operations in order to have seamless execution.- Actively utilize PowerBI to monitor performance and drive activity.- Participate in and lead training/coaching opportunities.- Build and maintain a working knowledge of Element’s service offerings.- Comply with and drive adoption of Element’s commercial excellence processes, tools and systems.- Fully comply with Element brand guidelines, using appropriate templates, styles, content and activities where they exist.Ensure compliance with all Element policies including but not limited to Terms and Conditions, trade compliance, treatment of others, moral code of conduct, etc.

Minneapolis, Minnesota, United States

• Maintain close communication with assigned key accounts.• Meet and exceed revenue targets for assigned accounts.• Responsible for prospecting new business and growing existing assigned accounts; creating leads based on location, competitor market share and area business.• Engage in cross-selling activities across divisions to promote OneElement.• Pipeline management: o Lead efforts in initiating, developing, and validating opportunities. o Report status of open opportunities to management on a routine basis.• Microsoft Dynamics CRM and AX Proficiency o Utilize CRM & AX as a client management tool to record client communication and sales activity (emails, calls, and appointments). o Follow defined sales process until decision is made on each opportunity – record & track decisions in both systems.• Receive and quickly process incoming request for quotations (RFQs): o Enter request information into Microsoft CRM and Microsoft AX software. o Conduct document review to determine standard vs. non-standard test methods. o Set up conference calls or contact clients via email to clarify requirements and qualify the total potential or opportunity of the request.• Apply the Element sales process to uncover and address business needs. • Present Element value proposition and close sales with clients. • Consistently update and maintain ongoing records in company CRM system of customer service needs, points of contact, and other vital customer data. • Develop planning around the growth of that customer and track, measure, and communicate performance around goals. • Analyzes competitor sales tactics and growth strategies to determine appropriate counter-strategies and resource requirements and conveys relevant industry data to management. • Plans, budgets, monitors, controls and reports on expenditures in area of responsibility and maintains within internal ERP system.

Buffalo, New York, United States

• Identify and understand clients’ business needs then setup sales and marketing strategies and initiatives to achieve business objectives.• Establish and expand commercial footprint in North America for achieving business results.• Meet with key clients to ensure relationships are maintained and developed.• Develop and deliver marketing/sales budgets.• Develop, implement, and manage sales forecasting activities, targets, sectors, markets, territories and set performance goals to achieve company objectives.• Prepare and present sales reports detailing sales, potential sales, and areas of proposed client base expansion.• Coordinate liaison between sales and other departments, maintain effective internal communications.• Work with marketing team to create proper marketing materials per business line.• Work with International Development VP to identify opportunities for merge and acquisition which can speed up the business development and service delivery footprint (if necessary) in the region.• Forecast and monitor client sales, implement process improvements, and identify new business opportunities.• Manage client relationships to assure optimal operational performance contributing to the mutually beneficial client/service provider relationship.• Analyze program/client performance data to call out trends, note inconsistencies, risks and opportunities and recommend areas of improvement to promote efficiencies and effectiveness in service delivery. • Provide regular feedback to the operations and technical services processes to optimize effectiveness to ensure accurate and complete delivery of services within the defined turnaround times, including protocol development, technical questions, research, process questions and follow-up• Completion of projects and other duties as assigned.• Guide and direct the work of other senior leaders like assistant vice presidents or managers.• Lead various departments to work towards a specific goal each year.

• Identify and understand clients’ business needs then setup sales and marketing strategies and initiatives to achieve business objectives.• Establish and expand commercial footprint in the region for achieving business results.• Meet with key clients to ensure relationships are maintained and developed.• Develop and deliver marketing/sales budgets.• Develop, implement and manage sales forecasting activities, targets, sectors, markets, territories and set performance goals to achieve company objectives.• Prepare and present sales reports detailing sales, potential sales and areas of proposed client base expansion.• Review and analyze sales performance against plans to determine effectiveness.• Coordinate liaison between sales and other departments, maintain effective internal communications.• Creation, implementation and management of the marketing plan and activity.• Work with marketing team to create proper marketing materials.• Work with International Development VP to identify opportunities for merge and acquisition which can speed up the business development and service delivery footprint (if necessary) in the region.

Buffalo, New York, United States

• Provide knowledge to clients in areas of global compliance, industry standards, and client specifications through opinions, interpretations and recommendations and identify and engage the appropriate people within Bureau Veritas where necessary.• Responsible for driving the sales process from beginning (research and identification) to end (planning, launch and execution of program).• Have an active prospect "pipeline" with a total spend of at least $25,000,000 at all times.• Manage and direct the client start-up and provide guidance and collaboration with the CSS (Customer Service Specialist).• Define and develop with client an understanding of client's needs, objectives, and expectations related to compliance, safety and quality and match these to CPSD's services and capabilities.• Sell services within pricing scope as defined by operations.• Accountable for increase and decrease in client sales (new and recently launched).• Develop strong client relationships including day-to-day contact up through multiple levels. In addition, develop and document the customer's organization chart, and maintain a current contact list (name, positions, phone numbers, and email).• Serve as liaison between the client and other global CPSD departments (Sales/Marketing, Information Resources Center, Operational Staff, Information Technology and Accounting).• Liaison, as necessary, with regulatory/industry/professional bodies to provide technical knowledge in areas of global compliance, industry standards, and client specifications.• Arrange for all necessary client service support to include quarterly business reviews, quarterly/annual sales summaries, and other client-specific reports.• Prepare for and participate in client meetings and presentations, training seminars and/or tradeshows.• Forecast and monitor client sales, implement process improvements, and identify new business opportunities.• Successfully address day-to-day client requests, problems and complaints.

•Perform all client on-boarding activities as needed.•Manage client relationships and work with Business Development Manager to assure optimal operational performance contributing to the mutually beneficial client/service provider relationship.•Analyze program/client performance data to call out trends, note inconsistencies, risks and opportunities and recommend areas of improvement to promote efficiencies and effectiveness in service delivery.•Proactively perform all aspects of planning, organizing, engaging, communicating and managing information and resources to bring about the successful management of client requests within the BV worldwide network of internal business partners to meet and exceed client expectations. •Assist the Business Development Manager on preparation and delivery of “Health of Account” reports and quarterly strategic account reviews to BV internal partners and client. •Assist in the development, implementation and maintenance of internal and external client documentation, standard operating procedures, quality assurance protocols/standards, as well as compliance with policies, procedures and standards.•Provide regular feedback to the operations and technical services processes to optimize effectiveness to ensure accurate and complete delivery of services within the defined turnaround times, including protocol development, technical questions, research, process questions and follow-up•Prepare for and participate in client meetings, conference calls and presentations, training seminars and/or tradeshows.•In coordination with P&L and TS, develop and manage the sale of “New Services”. •Work in conjunction with the Business Development Manager to accurately forecast account revenue overall and by Product Line and by region.•Accountable for identifying opportunities and coordinating the delivery of additional BVCPS services (IAC/SA, ES, etc.) to fully maximize BVCPS engagement with Client and increase sales revenue and growth.

• Contribute to developing the partnership between major key accounts and New Era by providing exceptional service and pursuing continuous improvement of the accounts’ experience.• Participates in coordination and executions of programs and projects such as exclusive customer specific designs for major key accounts.• Provide exceptional service to assigned accounts which include major national accounts such as Lids, Foot Locker and Champs.• Have frequent interaction with, and communicate directly with assigned accounts, sales representatives and internal departments to ensure requests, issues and concerns are being addressed and resolved.• Responsible for assessing and resolving any issues that prevent their assigned accounts from meeting service level targets or standards. To be accomplished individually or through collaboration with other departments and sales representatives.• Coordinate with sales reps to create and implement action plans to address service issues related to assigned accounts. • Responsible for making sure orders for assigned accounts ship on time and are shipped within their assigned accounting month which includes root causing and resolving any issues that are delaying orders. • Analyze and maintain SAP reports daily and take appropriate actions to ensure orders are processed timely and accurately.• Initiates and coordinates all activities processing domestic and globally purchased product through the order management process ensuring deadlines are met.• Review incoming order for completeness and all information is accurate prior to releasing the order through the order management process. • Investigates initial requests for returned items, negotiates with customer to keep items and corrects the situation as needed while adhering to the returns and cancellation policies• Reviews EDI documents and exceptions daily.• Work with internal departments and business partners to ensure vendor compliance requirements are being met.

Buffalo/Niagara, New York Area

• Provide expertise to clients in areas of global compliance, industry standards, and client specifications through opinions, interpretations and recommendations and identify and engage the appropriate people within Bureau Veritas where necessary.• Responsible for driving the sales process from beginning (research and identification) to end (planning, launch and execution of program).• Manage and direct the client start-up and provide guidance and collaboration with the Account Manager. The goal is to provide a smooth and seamless transition for start-up status to Account Management status, within the one (1) year of the launch of business.• Define and develop with client an understanding of client’s needs, objectives, and expectations related to compliance, safety and quality and match these to CPSD’s services and capabilities.• Develop strong client relationships including day-to-day contact up through multiple levels - executive level/decision makers to manager. In addition, develop and document the customer’s organization chart, and maintain a current contact list (name, positions, phone numbers, and email).• Liaison, as necessary, with regulatory/industry/professional bodies to provide technical expertise in areas of global compliance, industry standards, and client specifications.• Arrange for all necessary client service support to include quarterly business reviews, quarterly/annual sales summaries, other client-specific reports, technical opinions, interpretations, recommendations and/or client operational manuals.• Prepare for and participate in client meetings and presentations, training seminars and/or tradeshows.• Forecast and monitor client sales, evaluate client operations, implement process improvements, and identify new business opportunities.• Working with the New Client Start-up Coordinator, serve as the global internal and external liaison for all submissions requiring testing or evaluations to be performed by global testing locations.

Buffalo/Niagara, New York Area

• Develop and maintain productive client relationships through professional service and effective communication to BVCPS clients.• Ensure day-to-day client requests, submissions, problems, issues and complaints are handled efficiently and professionally.• Communicate with internal staff on administrative changes to client requirements (i.e. manuals, PAID, general procedures, etc.).• Prepare for and participate in on-site and off-site client visit meetings, conference calls, and presentations.• Analyze data comparisons to standardize and improve the efficiency and effectiveness of client programs with continual improvement.• Utilize knowledge of client non-technical program requirements to benchmark programs against other clients.• Lead client outreach initiatives to develop client relationships, collect market intelligence, document recommendations for improvement to secure business within US region.• Adhere to the requirements of the BVCPS Quality System and assist with the implementation and maintenance of the department quality system.