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Skills

  • Negotiation under pressure
  • Customer feedback analysis
  • Business development and planning
  • Upselling and cross-selling
  • Direct sales
  • Analytical problem solver
  • Solution selling
  • Presentation to senior leadership
  • B2B relationship building
  • Client relationship management

Work Experiences

  • Met established KPIs for the company, regional team, and individual performance through teamwork and customer focus.
  • Established long-term business growth by building relationships with customers and the community.
  • Achieved an industry-leading procedure by applying strategic method industry knowledge and leadership skills.
  • Implemented new inventory management procedures that reduced product theft by 5% in one year.
  • Implemented Adobe Creative Suite to streamline process procedures and framework tasks.
  • Researched and implemented new strategies to expand the company's operations and customer base.
  • Oversaw the work of an efficient administrative team responsible for maintaining accurate sales, inventory, and order records.
  • Met with Renewals Account Managers one-on-one to identify selling roadblocks and provided advice, including quality assurance, on how to best address them.
  • Initiated new product launch sales and marketing plans, including developing sales, distribution, and media strategies.
  • Increased profitability by utilizing marketing and sales strategies to build pipelines.

Summaries

  • Achieved 45% renewal rates.
  • Achieved a 57% increase in contract renewals.
  • Achieved 32% churn reduction.
  • Detail-oriented and committed to creating efficient environments in which to provide excellent service.
  • Sales Manager with over 14 years of experience building relationships and partnerships, servicing accounts, and increasing profits.
  • By providing support and attentive service, I am diligent in building and retaining accounts.
  • Clear understanding of process improvement and team leadership as well as client relations training.
  • Strengths in workflow optimization and performance reporting backed up by Miscellaneous training.
  • Achieved $195,000 annual revenue through strategic upselling and cross-selling initiatives, consistently exceeding retention targets by 77%.
  • Excellent track record of resolving issues, increasing customer satisfaction, and driving overall operational improvements.

Accomplishments

  • Resolved contract disputes for 14 customers by working with legal and finance departments, leading to a 66% decrease in non-renewal terminations.
  • Designed and refined customer segmentation policies, boosting targeted renewal efforts and increasing renewal rates by 77%.
  • Partnered with Customer Success and Sales teams to identify cross-sell opportunities, contributing an additional $15 in revenue over 2016.
  • Achieved a 48% improvement in renewal forecasting accuracy by refining internal reporting mechanisms and introducing advanced forecasting tools.
  • Implemented systematic feedback loops with clients post-renewal, contributing to ongoing product improvements and increasing next-cycle renewal confidence by 28%.
  • Spearheaded B2B client education initiatives to highlight new features, driving account satisfaction and ensuring the renewal of over 30% of targeted key accounts.
  • Collaborated closely with key decision-makers and cross-functional teams to manage complex contract terms, successfully closing 12 renewal agreements in 2020.
  • Negotiated enhanced multi-year contract terms with 9 key enterprise clients, resulting in $6 in additional predictable revenue.
  • Developed a standardized renewal playbook that was adopted company-wide, resulting in consistent processes and a 62% increase in renewal success.
  • Enhanced workflow efficiency by spearheading process improvements in the renewals department, shortening the average contract renewal cycle by 70% days.

Affiliations

  • National Account Management Association (NAMA)
  • Upsell & Cross-Sell Strategy Excellence Network
  • Advanced Salesforce CRM Admin (2020)
  • Jaycees
  • Renewal and Retention Experts Group (RREG)
  • Member, Association of Customer Success Executives
  • American Marketing Association
  • Contributor, B2B Sales Renewal Insights Journal
  • American Society of Safety Professionals
  • Rotary International

Certifications

  • Executive Program in Strategic Customer Success Management by method
  • Data Analytics for Business Certification by Wharton Online
  • Salesforce
  • ServSafe
  • Certified Sales Cloud Consultant by Salesforce
  • Renewals Professional Certification by Totango
  • CompTIA Security+
  • Certified Professional in Customer Success (CPCS) by Gainsight
  • Advanced Solutions Architect: Subscription and Renewals by Jira
  • Cisco Certified Internetwork Expert (CCIE)

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