Director of Account Management Resume Example
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DIRECTOR OF ACCOUNT MANAGEMENT
Professional Summary
A charismatic business leader with a passion for process improvement and organizational growth. Creating organizational roadmaps, establishing goals, and managing execution. 10+ years of experience in sales cycles, training, enablement, and operations management. Drive revenue and growth through strategic planning, process improvement, training, development, and customer relationship management. Strong technical and analytical aptitude. Working across the organization with cross-functional teams to drive results. Responsible for 30+% yearly growth in a fast-paced environment
Skills
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Work History
January 2020-CurrentDirector of Account Management | Epam Systems Inc | Trenton , NJ
- Consolidated operations and sales teams into 1 cohesive voice for the customer, resulting in a 9% increase in retention in the first 90 days
- Created an on-time launch guide for the sales team to ensure customer readiness 4-5 days earlier than the previous model.
- Created and developed a 30-day training guide for the new account management team that would eliminate 2-week downtime in sales retention and customer success.
- Developed playbooks for a new account management team with cross-functional training techniques for sales and operations.
- Evaluating contracts, payments, and proposals to ensure company alignment and customer focus.
- Creating value and assisting in account closure in face to face or over the phone presentations.
- Owning continual process improvement overall retention teams in 3 product lines
April 2019-January 2020Director of Sales Operations | Precisely | Saint Louis , MO
- Developed sales playbooks for 22 person net new, retention, and business development team
- Developed 4-week boot camp curriculum and training schedule for new hires, delivering revenue driven results in 60 days
- Coached, mentored and trained nearly 50 sales reps in a company growing at 30% revenue YOY for 4 straight years.
- Created the process around engagement and implementation forms to conduce sales and operations teams to work cohesively, resulting in 30% increase in CSAT response
- Managing 3rd party applications and vendors for sales tools and recruitment
- Built repeatable evaluations, exams and roleplaying guides that would dramatically cut down on immediate reinforcement training by 50%.
- Helped grow revenue 84% in YOY Q2 growth through daily coaching, process control and engagement
- Using Data Analysis and Modeling to help understand efficiency trends that helped streamline sales cycle by 15%
- In charge of monitoring and communicating major KPI challenges and wins for effective strategic direction with CEO and VP of sales
- Working in cross functions with other departments such as: Finance, Operations, Legal, Marketing and Engineering
- Responsible for creating the structure on future growth opportunities in other cities and countries for territory expansion.
- Effectivelypresenting to an experienced executive team on sales KPI's, challenges, and solutions to long term company growth
September 2016-April 2019Director of Sales / Sales Operations | TravelNet Solutions | City , STATE
- Developed curriculum to allow for cross-training in all product lines, creating a systemized environment, cutting down onboarding by up to 20%
- Collaborated on a step by step guide to the sale training system, to open up more opportunity in the diversity of the team, while also eliminating lengthy sales cycles
- Spearheaded the restructuring of the sales organization into multiple regions to improve alignment with new business, account management, and solution representatives.
- Created project charters for over ten different aspects of the reorganization and obtained approvals of executives, managers, and key stakeholders.
- Development of quotas and goal attainment plans.
- Helped in building KPI metric boards with engineering to track individual performance, for better decision making on future account-based marketing.
- Drive sales close by supporting sales representatives and liaising with C-level decision-makers.
- Continued restructure by eliminating costly business development department by realigning them into full-cycle sales representatives and thus creating a 15% increase in q3 and q4 2019 overall sales while keeping payroll revenue on a more flat path.
November 2015-September 2016Sales Operations Manager/Inside Sales Manager | TravelNet Solutions | City , STATE
- Reduced the average sales cycle by 10% by stepping up call and email communications for new prospects.
- Restructured and grew the new business acquisition team, managing the workflow and schedule of an eight-member team.
- Conducted weekly pipeline reviews of sales goals, quota attainment, and new business activity.
- Obtained a first-month increase in sales by 15%, using KPI data to strategically position sales representatives in regions presenting the best opportunities.
- Achieved 28% net sales growth year over year and 30% growth of portfolio in the first quarter of 2017.
Education
in ProgressLean Six Sigma Green Belt,
Bachelor of Arts: History University of Wisconsin At River Falls,
A majority of my education was around education and broadfield social sciences, but ultimately I graduated in history.
Additional Information
Head Coach, Competitive Boys Soccer 2006-Current
St Croix Soccer Club, Stillwater MN
Special Projects
Resortsandlodges.com: Lead - Sales Reorganization 2018
Travelnet Solutions: Lead - Sales Alignment 2019
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Resume Overview
School Attended
- Lean Six Sigma Green Belt
- University of Wisconsin At River Falls
Job Titles Held:
- Director of Account Management
- Director of Sales Operations
- Director of Sales / Sales Operations
- Sales Operations Manager/Inside Sales Manager
Degrees
- in Progress
Bachelor of Arts : History
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