PLM| QMS| PIM Solutions| Digital Transformation | Change Management | Salesforce Partner

SaaS Startup Consulting | MEDDIC Sales Processes | C-Suite Selling | ERP | Sales Producer for SaaS startups. ERP Tools Consulting | Salesforce Consulting✔ Ability to perform extensive discovery to identify prospect's desired business outcomes ✔ Match business outcomes to SaaS functionalities and capabilities ✔ Lead prospect through the sales process, engaging key decision-makers at all levels ✔ Comfortable engaging C-Suite with value metrics, final presentation and sign-off. ✔ Experience closing 7 figure deals. Technical Expertise✔ Ability to understand required business outcomes and translate them into Force.com capabilities ✔ Configure of Objects and Custom Objects on the Force.com platform✔ Update user permissions and access levels✔ Configure Reports and Dashboards based on tracked KPIs✔ Spin new orgs and configure to match business outcome requirements

✔ Responsible for closing deals with companies who generate $500M or greater. ✔ Closed $1.35M total value deal on one customer- $435,000 ARR in 2022.✔ Closed deals consistently each and every quarter.✔ Hit monthly, quarterly and yearly targets between 2020 and 2022✔ Guided the sales prospects through the sales processes utilizing SaaS MEDDIC/MEDDPIC sales methodologies. ✔ Responsible for landing new deals and expanding existing contracts✔ Selling to the C-Suite, Vice President and Director levels✔ Selling to a wide audience- multiple decision makers in each transaction. ✔ Comfortable managing a clean and effective CRM system for territory health and reportingSPECIFICATION DATA MANAGEMENT- What is it and why does it matter? You may have heard the phrase specification data management floating around in packaging and supply chain forums. Intuitively, it makes sense, but what exactly does it mean? Specification Data Management is the ability to drill down a company's data to the granular spec level. Once this data is digitized, it can be mapped across entire the organization and intelligently executed. Currently, companies of all sizes find their specifications are stored in outdated spreadsheets, google drives or paper binders- making it very difficult to harness and share that data when necessary. Spec data is usually disjointed, disorganized and difficult to access. This can lead to costly errors all throughout the supply chain. Specification Data Management, when executed correctly, can lead to seamless communication, a reduction in quality errors, and reduced lead times in all areas of the supply chain. Below I've shared client videos that dive deeper into how specification data management has enhanced their supply chain processes. Take a look below and feel free to message me for more information. Book a meeting with me here:https://specright.oramalthea.com/c/Kimberly_Kesterke

✔ Territory growth of 26% between 2018 and YTD 2019. Exceeding assigned quota by 13% YTD✔ Leverage distribution partner relationships to close on average 4 new accounts per month. 76 new accounts closed Aug 2017-present✔ Exceeding secondary goal of $300,000 contribution margin dollars by 30%. Responsible for developing strong distributor relationships. Efforts resulted in active distributor involvement to generate more leads and close more accounts. ✔ New account revenue totaling nearly $1M in new business revenue. ✔ Manage P&L to optimize asset management, adding 10% to overall profit margin.✔ Manage a consultative sales process- identifying areas of process and workflow improvement. Goal is to identify areas of cost savings beyond simply price. Present data and analytics to justify proposed solutions✔ Utilize cushion and void fill such as paper and air solutions to provide cost saving strategies to distribution centers and manufacturing facilities.

A Product Support Manger is responsible for growing an assigned book of business year-over-year, while aggressively driving revenue through the identification of new market opportunities. Working with accounts that have a national footprint, while developing the skills of regional sales representatives is key to the position. Working with over 50 sales representatives residing the GA, AL, NC/SC, and TN areas keeps the generator and climate control conversation top of mind to our clients and prospects.

As the Business Development Manager, I am responsible for identifying markets to build our temporary power (Generator), Chiller, Spot Cooling, & Air Compressor rental division. Expertise includes sizing and recommending specialty equipment for unique and general applications. Key Successes:✔Helped the 9310 branch grow 40% 2012 and 50% 2103,✔Ranked Top Business Development Manager during World Series of Sales Competition 2013. ✔Developed new business opportunities in the Atlanta market. ✔Certain new markets found in 2012 yielded a 71% growth from 2011.✔Increased sales representative sales growth of the Energy Services brand from 25% engagement in 2012 to over 80% engagement in 2013. The role of the Business Development Manager for Hertz Energy Services is to drive the growth of Power equipment rentals. This is done through training and coaching of the equipment rental sales force, identifying new areas for business growth and serving as a technical voice during the sales process. Another key role is to introduce sales representatives to new rental opportunities of all specialty equipment. In addition to sales force activities, this role is responsible for analyzing the market and developing specific strategies to overcome the competition and provide more value to our customers. As customers receive stellar customer service, this allows our business to grow.Other Key Role Factors✔Communicate with Region, Branch’s and Sales Staff to insure strategic Energy Services initiatives.✔ Assist Hertz Equipment Rental Sales Force with Sales support in the specialty market.✔ Analyze market data and opportunities to insure proper sales coverage ✔ Collaborate with HERC, National Accounts, Plant Services and Service Pump and Compressor,✔ Gain a personal relationship with geographies top 20 accounts✔ Gain personal awareness of the top 10 Energy Services and opportunities within the geography✔ Deliver Sales presentations to top Energy Services accounts.

Responsibilities included hunting for large, national accounts and servicing day to day account continuously. Primary focus was to grow an assigned territory each year and surpass quota targets.

Managed and helped grow both disposable base business and capital equipment sales in the Atlanta market. In addition, worked within two organizations within Stryker; Endoscopy- selling in the Operating Room, and Imaging- selling to Orthopedic clinics.✔Required to meet and exceed sales objectives for the Atlanta Metro area:✔Represented Stryker as a leader in Endoscopy products through networking with surgeons, nurses, practice administrators and healthcare professionals.✔Increased territory results by building and maintaining strong business relationships, and implementing sales strategies.✔Communicated with current and new customer accounts regarding a variety of topics, including product updates, changes to product portfolio, and educational programs.✔Implemented new sales targets with efficient marketing strategies with the goal to gain market share and position Stryker products effectively. ✔Performed field calls for the account and assigned territory, including surgical applications in the operating room. ✔Addressed any problems that arise on the account.✔Worked with Sales Manager by receiving coaching, training or mentoring; worked in a team environment to share knowledge between Sales Representatives and to Sales Associates as necessary. ✔Stayed up to speed on new product updates and competitive product launches. ✔Stayed abreast competitive data to remain current on industry, customer, and competitive trends.

Managed and grew the Diabetes sales portfolio of Humalog, Humalog Mix 75/25, Humalog 50/50 and the Cialis brand. Helped to launch the Cialis once daily indication.Responsible for representing Cialis and Humalog line of brands as an industry leading therapeutic disease state, market, and product specialist with key office based and institutional based physicians within a defined target list. Managed a diverse range of primary care and specialty Urology clients within an assigned territory. As a sales representative, I communicated with key customers/staff, managed programming, facilitated collaboration and communication with other team members in order to: ✔Achieved sales growth in territory✔Demonstrated industry leading deep therapeutic knowledge of multiple diseasestate, product, market dynamics and practice settings. ✔Utilize a selling approach that was persuasive with customers, whileusing multiple and tailored selling technique(s) to a base of primary care and some specialty physicians across diabetes and urology areas. ✔Demonstrate strong learning agility to add products and disease stateknowledge to adapt quickly to changes in local market access.✔Demonstrate the ability to interact with customers who practice in multiplesettings✔Understand the relationship between physicians and address patient flow anddiabetes health care issues within the integrated health system(s)

Conducted sales trainings for associates at HHgregg, Lowes, Sears and Best Buy. In addition, responsible for helping move stocked units through monthly sales calls, trainings and assisted selling events.