Functional Skills
Market Research
Business Development
Market Intelligence
Sales Strategy
Sales Training
Sales and Operations Planning (S&OP)
Communications
Leadership Development
Sales Force Effectiveness
Sales Operations
Sales Forecasting
Sales Enablement
Marketing Strategy
Content Marketing
Software Skills
Hubspot
Microsoft Office
Salesforce
Sector Experience
Business Services
Consumer Goods
Financial Services
Life Sciences & Pharma
Technology
Experience
SalesOrg Solutions LLC
Other
Founder & Principal; ASLAN Sales Training Certified Partner
10/2023 - Present
Sales and sales management training, coaching, and consulting for B2B sales organizations
• Oversee business development, marketing, sales, operations, and financial management
• Conduct assessments and evaluations of sales organizations to identify opportunities for development and performance improvement
• Leverage ASLAN content and expertise to develop and facilitate tailored sales and sales management training workshops, coaching, and advisory services focused on skills development, mindset, process, leadership, and strategy
• Select additional independent freelance projects include:
o Pre-sales support, customer needs assessments, solution design, e-mail marketing campaign copywriting, sales collateral refinement, prospect research, and internal education for another leading sales training and consulting firm (prior to joining ASLAN Sales Training)
o Market expansion strategy consulting and outsourced business development for an innovative life sciences software company
• Oversee business development, marketing, sales, operations, and financial management
• Conduct assessments and evaluations of sales organizations to identify opportunities for development and performance improvement
• Leverage ASLAN content and expertise to develop and facilitate tailored sales and sales management training workshops, coaching, and advisory services focused on skills development, mindset, process, leadership, and strategy
• Select additional independent freelance projects include:
o Pre-sales support, customer needs assessments, solution design, e-mail marketing campaign copywriting, sales collateral refinement, prospect research, and internal education for another leading sales training and consulting firm (prior to joining ASLAN Sales Training)
o Market expansion strategy consulting and outsourced business development for an innovative life sciences software company
Evaluate Ltd.
Sales
Senior Solution Consultant
7/2022 - 7/2023
Life sciences industry market intelligence, data, analytics, deals tracking, and consulting services
• Co-led successful launch of pre-sales Solutions Consulting function and team at Evaluate division
• Supported salespeople with discovery and customer needs assessments
• Coached salespeople on value alignment, messaging, presentation, and deal strategy
• Designed and delivered customized service demonstrations to prospective and existing clients in the pharmaceutical, biotechnology, medical devices, financial services, and consulting industries
• Acted as “Voice of the Customer” to internal product management and marketing teams
• Received 2023 “Going Above & Beyond”, “Learning Champion”, and “Campaign All-Star” awards
• Co-led successful launch of pre-sales Solutions Consulting function and team at Evaluate division
• Supported salespeople with discovery and customer needs assessments
• Coached salespeople on value alignment, messaging, presentation, and deal strategy
• Designed and delivered customized service demonstrations to prospective and existing clients in the pharmaceutical, biotechnology, medical devices, financial services, and consulting industries
• Acted as “Voice of the Customer” to internal product management and marketing teams
• Received 2023 “Going Above & Beyond”, “Learning Champion”, and “Campaign All-Star” awards
Evaluate Ltd.
Sales
Director, Strategic Account Management
6/2018 - 1/2022
• Responsible for retention and significant growth of ~$6M book of business comprised of leading pharmaceutical, biotechnology, financial services, consulting, and service-provider companies
• Developed comprehensive account plans with Customer Success Managers and senior sales executives
• Collaborated with Customer Success colleagues on service onboarding, implementation, and support
• Surpassed annual targets of
● Net Revenue Retention and 88-90% client account retention rates
• Developed comprehensive account plans with Customer Success Managers and senior sales executives
• Collaborated with Customer Success colleagues on service onboarding, implementation, and support
• Surpassed annual targets of
● Net Revenue Retention and 88-90% client account retention rates
GFK BOUTIQUE RESEARCH, INC.
Sales
Senior Institutional Sales Executive
5/2017 - 11/2018
Consumer technology industry alternative data and equity research for buy-side investors
● Senior Institutional Sales Executive (May 2017-November 2018)
• Managed key accounts and led territory new business development efforts at leading and emerging multi strategy hedge funds and traditional long-only asset managers
• Served as primary member of sales team tasked with tracking research performance and developing corresponding marketing materials and outbound campaigns
● Senior Institutional Sales Executive (May 2017-November 2018)
• Managed key accounts and led territory new business development efforts at leading and emerging multi strategy hedge funds and traditional long-only asset managers
• Served as primary member of sales team tasked with tracking research performance and developing corresponding marketing materials and outbound campaigns
RISI, Inc.
Sales
Key Account Manager, Financial Services
2/2015 - 5/2017
Forest products industry economic research, data, market intelligence, and consulting services
● Key Account Manager, Financial Services (February 2015-May 2017)
• Grew strategic client relationships and acquired targeted new business accounts among asset managers, commercial and investment banks, sell-side equity researchers, and private equity firms
• Managed Customer Success function via new user onboarding training and ongoing implementation
• Surpassed 100% attainment of aggressive, private equity owner-developed sales targets
● Key Account Manager, Financial Services (February 2015-May 2017)
• Grew strategic client relationships and acquired targeted new business accounts among asset managers, commercial and investment banks, sell-side equity researchers, and private equity firms
• Managed Customer Success function via new user onboarding training and ongoing implementation
• Surpassed 100% attainment of aggressive, private equity owner-developed sales targets
BLUEFIELD RESEARCH LLC
Sales
Sales Manager-North America, Japan & Korea
4/2014 - 12/2014
Early-stage start-up market research firm specializing in the global water industry, founded by former IHS analysts
● Sales Manager-North America, Japan & Korea (April 2014-December 2014)
• Oversaw multi-region sales strategy development and execution
• Created and implemented sales process and forecasting methodologies
• Col-led planning for and participation in key industry conferences
● Sales Manager-North America, Japan & Korea (April 2014-December 2014)
• Oversaw multi-region sales strategy development and execution
• Created and implemented sales process and forecasting methodologies
• Col-led planning for and participation in key industry conferences
IHS Inc
Sales
Senior Account Manager-Economics & Country Risk, Pricing & Purchasing
12/2010 - 3/2014
Economic, financial, industry, political, and commodities data, research, risk analysis, and consulting services
• Responsible for retention and growth of ~$3M in annual revenue with key global accounts in the professional services, consumer goods, retail, media, life sciences, automotive, and A&D industries
• Expanded user base and improved retention rates through proactive customer care and training initiatives
• Surpassed annual targets of 104-112% net revenue retention
• Awarded Victors' Club designation as top divisional sales representative for 2012
• Responsible for retention and growth of ~$3M in annual revenue with key global accounts in the professional services, consumer goods, retail, media, life sciences, automotive, and A&D industries
• Expanded user base and improved retention rates through proactive customer care and training initiatives
• Surpassed annual targets of 104-112% net revenue retention
• Awarded Victors' Club designation as top divisional sales representative for 2012
IHS Inc
Sales
Strategic Account Executive- Life Sciences and Professional Services
4/2008 - 11/2010
• Led North American new business development for the life sciences and professional services industries, generating $600K+ in annual new business while consistently exceeding revenue quotas
• Facilitated new client onboarding and training process
• Facilitated new client onboarding and training process
Forrester Research
Sales
Account Manager-Technology Industry Client Business
1/2007 - 4/2008
Information Technology industry syndicated market research, executive programs, and consulting services
● Account Manager-Technology Industry Client Business (January 2007-April 2008)
• Responsible for retention and growth of >$1M in annual client business comprised of SMB tech companies
• Increased share-of-spend through cross-selling of event sponsorships and custom consulting services
• Advised clients on strategies to maximize impact of Analyst interactions and communications
● Account Manager-Technology Industry Client Business (January 2007-April 2008)
• Responsible for retention and growth of >$1M in annual client business comprised of SMB tech companies
• Increased share-of-spend through cross-selling of event sponsorships and custom consulting services
• Advised clients on strategies to maximize impact of Analyst interactions and communications
Forrester Research
Sales
Account Executive-Technology Industry New Business
12/2005 - 1/2007
• Acquired over $500K in net new accounts via full sales cycle management
• Enhanced new client experience and satisfaction via comprehensive onboarding process
• Enhanced new client experience and satisfaction via comprehensive onboarding process