SKILL SET

EXPERIENCE

June 2020 – Present

Director, Business Development

Responsible for developing and executing the global business development and marketing strategy for a custom software development firm. Designed, documented, and executed the sales processes, training, compensation structures, KPI’s, and reports from scratch. Standardized our service offerings for easier marketability and improved market adoption.

Cultivated relationships with key C-Suite decision makers in F500 accounts. Expert at consultative solution-selling providing guidance on very complex digital transformation issues in FinTech, PropTech, CRE, Healthcare, and Ecommerce.

Lead transition into a more effective sales ecosystem with the implementation of an account based marketing strategy, a more predictive outbound process, and a new account management strategy. Designed pipelines for 5 independent sales channels including stages, cycle forecasts, training, and reporting.

Sept. 2019 – March 2020

Director of Sales

Responsible for developing the global sales and marketing strategy for a SaaS-based artificial intelligence platform serving the short-term rental market. Managing the outbound sales efforts (lead generation to closing) to commercial and enterprise accounts. Managing all digital advertising campaigns, influencer marketing strategy, and social media and digital marketing lead acquisition

July 2016 – May 2019

Vice President, Sales Operations

Named VP in July of 2016 to manage the sales operations of this newly acquired company, while continuing to serve as Chief Growth Officer of Dickason Law Group. Assisted in the negotiation and purchase of Coast To Coast in October 2014 by building and analyzing data sets and revenue models.

• Grew revenues by 300% between 2014 and 2018
• Built the cloud-based ordering and fulfillment system
• Vendor and employee management (hiring, firing, onboarding)
• Managed the day to day operations

Sept. 2014 – May 2019

Chief Growth Officer

As Chief Growth Officer, I lead in researching and implementing new technology initiatives, streamlined processes with 3rd party automation applications, provided cutting-edge deep metrics, formulated and managed company-wide KPI’s, and lead vertical integration and merger strategies. I managed the firm’s business intelligence by designing and building mechanisms that spanned multiple services and departments to capture and visualize data. Helped implement the E.O.S. business operating system as well as design and foster a new culture throughout the company. Recipient of the Inc. 5000 Fastest Growing Companies for 2019.

Sales and marketing duties included leading in the creation of the industry’s first affiliate attorney network securing relationships with more than 80 individual closing attorneys (channel sales) that were responsible for generating over 90% of the firm’s revenue. I managed an in-house sales and marketing team to build direct relationships with real estate agents and mortgage brokers. I was responsible for writing and executing the company’s marketing strategy and building custom KPI’s for constant improvement.

• Lead in growing the firm’s annual revenues by 50% year over year, from $1MM in 2014 to over $5MM 2018. On track to top $6.5MM in 2019.
• Launched the industry’s first Client Appreciation Program to reward and retain agents and brokers
• Designed and launched the “No Fraud Guarantee” campaign, the industry’s first guarantee to protect buyers and sellers from losing data or funds to hackers and fraud
• Designed the H.A.V.O.C. Medallion Program, an internal employee rewards program.
• Created a KPI that measured employee capacity. Launched two company-wide initiatives that reduced this ratio by 50%, giving employees an average of 2 more hours per workday.
• Developed a revenue forecasting formula that pinpointed monthly closing volume and revenue. Forecasts were consistently accurate within a 2% window.
• Built the “Always Be Improving” feedback system for employee input
• Designed and built the Company Website with features such as a real-time closing cost quote, order submission, secure document submission, live visitor chat, office location finder.
• Created the Propaganda TV, an internal communication initiative to display news, sales numbers, employee birthdays, etc. on TV’s throughout the offices.
• Built an affiliate payment process that reduced accounting hours by 20%. Allowed client to redistribute human resources to other tasks and departments.

Aug. 2012 – Aug. 2014

Regional Director of Business Development

LMi is a full service, boutique marketing agency that builds custom client acquisition strategies for our clients. As the Regional Director of Business Development, I was charged with building the sales process for a national expansion of LMi’s managed services in the digital marketing space.

I implemented a scalable, predictable revenue model by cultivating a strong inside sales team that focuses on lead generation through email and social media marketing. I crafted the sales process used company wide to source and close deals, as well as the sales training program for new hires. The foundation of its training and our sales process was built on my success in the field.

• Grew national client revenues by 200%
• Managed a team of inside and outside sales reps
• Created a scalable sales process for our managed services
• Created sales training program for new hires
• Built and managed the email marketing strategy for lead generation
• Close deals and generate new revenue for the company

Feb. 2010 – July 2012

Business Development Manager

WhatCounts offers a fully integrated lifecycle marketing platform, including dynamic content delivery, sophisticated polls and surveys, integrated blogging/RSS capabilities, video enhanced email and social media tools.

• SaaS platform, appliance solution, and managed services offering
• Calling on CMO’s and Director level marketing contacts
• Interface with CTO/CIO during appliance installs
• Long sales cycle management
• Consultative, strategic selling approach
• Provide clients with digital/email marketing solutions, product training, demos, and RFPs/proposals.

May 2002 – Jan. 2010

Capital Medical Equipment Sales

As an Independent Medical Sales professional, I represented various capital equipment manufacturers and product lines in the aesthetic, dermatologic, and surgical fields.

I negotiated distribution agreements with companies from all over the world. My territories ranged from a single city with one line, to seven states with another. The lines promoted various procedures such as skin resurfacing, laser hair removal, pain therapy, and post-surgery healing.

Key Notes

• Pure hunter role, eat what you kill
• Calling on large plastic surgery and dermatology practices and hospital systems
• Interface with C-level stakeholders
• Long sales cycle management
• Consultative, strategic selling approach

marketing degree

Bachelor of Business Administration (BBA), Marketing – 1996 – 2001
Kappa Sigma Fraternity, chapter executive board – 1998 – 2001