Susan Thomas Email and Phone Number

In this role, I work with Customer Solutions leadership to identify opportunities for sales growth within the division. To meet these goals, I evaluate current processes and make recommendations through an outside perspective and acumen for training customization.* Through collaboration with Customer Solutions leaders, develop vision and strategy that aligns with leadership blueprint.*Analyze operations, identify sales process trends, and recognize skill gaps to construct avenues for sales effectiveness and improved execution.* Lead a proposal team to build consistency in messaging, value proposition development, and improve sales hit rate.

I was promoted to this role to enhance the sales execution of a 10K person global sales force. My skills empowered me to lead a team of 4 global sales trainers in meeting the organizational goals for five global business units. I designed and executed sales training programs by creating original content and collaborating with partners to adapt existing training materials for goal alignment and ongoing skill elevation. During the course of this role, I became the global master trainer for all negotiation and messaging programs including Situational Sales Negotiation (SSN), Delivering Profitable Sales (DPS), and Create Value. * Designed specialized training programs for negotiation, messaging, and facilitator/master trainer certifications to improve overall proficiency, increase skillset elevation, and build cohesion across the training team.* In this position, I conducted 150+ annual coaching sessions catering to enterprise-level accounts fostering trust among leadership and customer-facing sales to drive ongoing success.* Coached sales leadership to navigate challenging internal and external stakeholder conversations, communications, and presentations. * Through co-developing the advanced negotiation program, Delivering Profitable Sales (DPS), at the request of the CSO, an advanced negotiation program was deployed globally.* As the global master trainer for a variety of UPS programs, my efforts drove growth and ensured high-quality content delivery.*Co-developed the Top Gun Academy to elevate negotiation skill proficiency (SSN), redesigned the advanced negotiation program (DPS) to focus on learner engagement, and developed the Executive Negotiation Certification Program (ENCP) to improve sales leadership's negotiation proficiency, coaching fluency, and skill adoption.* By employing cross-functional collaboration, I ensured collation with corporate objectives, industry trends, market dynamics, and sales strategy to facilitate goal attainment.

In this position, I oversaw a $100M book of business, managing complex accounts for marquee clients in national media, healthcare, industrial, and consumer product segments. I negotiated intricate agreements with a focus on tailored solutions to the diverse needs of global organizations. My efforts enhanced overall efficiency through operational collaboration and solution customization to bolster customer performance and satisfaction. Through strategic targeting for account penetration, I converted business from competitors to UPS. * I crafted customized strategies to meet customer challenges, mitigate risk, and improve overall performance, improving financial margins, and expanding accounts. * By building consensus across customer organizations through relationship development and management, I won additional streams of business.* I fostered a collaborative relationship with sales teams to ideate and implement customer-centric value proposals, targeting meaningful customer outcomes.* I balanced profitability and market competitiveness in the negotiation of complex customer agreements.