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Director Of Business Dev Operations Inside Sales Resume Example

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Jessica Claire
, , 100 Montgomery St. 10th Floor
Home: (555) 432-1000 - Cell: - resumesample@example.com - -
Overview

Highly polished and innovative Business Development expert with key domestic and global experience penetrating new markets, expanding existing accounts and boosting profits. Energetic leader with over a decade of experience managing successful teams and channeling operational improvements to promote growth and profitability.

Core Strengths
  • International Client Partnerships
  • Contract & Business Negotiations
  • Effective Speaker & Presenter
  • Top-Tier Marketing Strategies
  • Membership Acquisition & Retention
  • Sales & Profit Maximization
  • Robust Networking Skills
  • Project Management
Community Involvement Recognition
  • [2014 - 2020] GBTA Cares Service Projects - Appointed by VP of HR to serve as CSR Lead. Negotiated alliances with ECPAT, ALS, Firefighters & Friends, Cradles to Crayons, Clean the World, Wish for Wheels) etc.
  • 2017 - Pay it Forward Fox 5 - Easterns Automotive Group
  • 2017 - NorthWest Federal Credit Union - Acts of WE Award Recipient
  • 2014 - Extra Mile Award - Northern Virginia Hampton Alumni Association
  • 2014 - Presidents' Award -Northern Virginia Hampton Alumni Association
  • 2012 - Community Service Award - (Women Achievement) KSEF Foundation
  • 2011 - Program Planning & Development Community Service Award-Delta Sigma Theta Sorority Inc.
Expertise

Progressively expanded in leadership roles at a global organization representing the $1.4 Trillion business travel industry and $345 billion of global business travel and meetings expenditures annually from a combined six continents.

  • Corporate Partnerships: Sought to expand corporate alliances into meaningful, mutually rewarding unions through sponsorships, promotions, volunteer engagement and in-kind support.
  • Development: Built up and managed the sales team, composed strategies, constructed activities, materials/messages and stewardship programs required to attract five-figure plus deals from potential sponsors. Researched prospects to find, cultivate and solicit new clients.
  • Planning & Strategy: Worked across the organization with key leaders to drive the work of the Business Dev. team including long-term, annual, and day-to-day planning. Built revenue projections and the annual department budget.
  • Leadership: Worked alongside CEO to shape and drive organizational leadership and program policies. Ensured ongoing circulation and collaboration with administrative, communications, and marketing departments.
  • Program Storytelling: Obtained a deep understanding of all program work and how to make the mission come alive inspiring more organizations to understand the challenges and importance of elevating women in the travel industry.
  • Account Management: Exploration of expansion/upsell opportunities and ensuring all partnership aspects are working smoothly and at maximum potential.
  • Strategic Vision: Identified emerging, timely issues facing the organization to share with relevant stakeholders.
Relevant Career Advancement March 2020 - Present
  • Univ. of South Florida - Diversity, Equity & Inclusion in the Workplace Certification
  • Harvard University - Exercising Leadership: Foundational Principles Certification
  • Univ. of Pennsylvania - Corporate Social Responsibility - A Strategic Approach Certification
Work History
09/2019 to 03/2020
Director of Business Dev Operations - Inside Sales Massachusetts Technology Collaborative Boston, MA,

⇢ Promoted to launch newly created department. Managed and led a sales operations team, including hiring, evolution, and fulfillment of team and individual goals.

  • Built and supervised a world class team to deliver six figure deals for the organization which closed nearly 1M in sales.
  • Owned pipeline development and execution from start to finish to ensure revenue targets were exceeded and to resolve any business critical issues where needed.
  • Formulated and administered sales dashboards to ensure conversions were easily understood by stakeholders.
  • Shaped financial plans and operational budgets to drive top-line and bottom-line sales growth.
  • Controlled the maturing and delivery of strategic solutions for "At Risk" accounts by joining forces with appropriate stakeholders to improve the customer experience.
  • Implemented AI (Artificial Intelligence) process to accelerate prospect response time and translate customer data to determine marketing strategy.
  • Connected with VP of IT Dept. to enable technologies to increase the productivity and effectiveness of the sales team.
  • Assembled a sales training plan focused on developing and reinforcing critical sales competencies.
  • Optimized demand automation process by working with the Marketing team to maximize new opportunity yield.
  • Forecasted and assessed risk during pipeline reviews with Exec. Leadership team.
  • Reported on monthly, quarterly, and annual sales targets and delivered competitive business insights, trends and analysis to drive ongoing performance improvements.
  • Ensured best practices were applied to support high velocity sales cycles, and superior quality performances.
  • Mentored team to meet and exceed monthly, quarterly, and annual team targets by navigating the sales pipeline.
  • Guided team in prospecting and demand generation through inbound and outbound drip campaigns.
08/2018 to 09/2019
Director of Program Development Global Business Travel Association - (WINiT) City, STATE,

⇢Promoted to lead and own the global roadmap for strategic partnerships and sponsorships for WINiT (Women in Travel - a subsidiary of GBTA) which included:

  • Orchestrating a long-term vision and strategy to deliver on WINiT's overall mission and perspective.
  • Devising methods to acknowledge sponsor contributions and support such as: (Summit brand recognition, Gala Award presentation, Expo signage display, special logo design) etc.
  • Cultivating a sponsorship prospectus detailing pricing and package options supporting areas of (Membership, Webinars, Education, Research, Summit, Gala Awards) etc.
  • Forming a sound organization structure for the communication of info, program updates and adherence to timeline and goals between Sales, Marketing, Membership, Leadership, and BOD.
  • Functioning as the brand officer who protected and elevated marketing across all channels.
  • Expanding the optimum global partnerships and sponsorship model to maximize business, brand and social impact.
  • Empowering a motivated team of customer-centric sales and business development executives.
  • Evaluating and standardizing procedures and techniques to improve the efficiency and effectiveness of WINiT related programs, projects, and activities.
  • Serving as liaison between Exec. Leadership team and WINiT Board of Directors.
  • Structuring project timelines, schedules, and budgeting parameters for all events.
  • Continuously pitching turnkey opportunities to foster fruitful implementation of new programs.
01/2011 to 08/2018
Manager, Event Marketing & Member Engagement Global Business Travel Association City, STATE,

⇢ Led Acquisition Team by composing and carrying out first-class membership strategies to convey GBTA's value proposition to prospective members.

  • Oversaw portfolio of priority Fortune 100 Membership Accounts (Amazon, Apple, Exxon Mobil, Boeing, IBM, Raytheon, Facebook, Google, Bank of America, Pfizer, Home Depot, AMEX, FedEx) etc.
  • Trained and managed three direct reports to correctly sell memberships utilizing sales techniques and procedures.
  • Composed membership metrics to ensure outreach and retention efforts were properly tracked.
  • Managed new member onboarding, including orientation and year-round engagement throughout the first year.
  • Performed chapter speaking engagements to promote GBTA member benefits.
  • Collaborated with Mktg. SVP to develop annual/quarterly plan to advance quality leads through strategy and pricing.
  • Worked with the IT Dept. to update online membership materials and manage website SEO.
  • Monitored membership database with nearly 10,000 global members from 6 continents to resolve member concerns and issued regular reports showing trends that would allow other departments to address any reoccurring issues.
  • Conducted webinars to assist new members with acclimation into GBTA culture.
  • Implemented GBTA Hub, a platform designed for members to communicate safely.
  • Assisted Membership Committee in the development and implementation of marketing programs and materials to effectively recruit/retain members and prospects.
Revenue Driven Results
  • [2013 - 2018] - Acquisition Team - Headed upward trajectory of surpassing recruitment goal of over 100% year over year generating over 2M in profits.
  • 2018 - Ladders Program - Recommended and obtained approval require program participants to begin purchasing memberships after 12 months of engagement resulting in a 7% bump for membership acquisitions.
  • 2017 - Event+Membership Registration Bundle - Proposed and launched option to combine renewing or purchasing a membership to any event registration generating an additional 18% of income year over year.
  • 2016 - All Access Membership - Designed and engineered new membership category which allowed constituents to consolidate local and global installments into a single payment which increased revenue by 21% year over year.
  • 2015 - Corporate Travel Team Program - Conceptualized initiative to forge new partnerships with GBTA's top clients and to date has expanded globally, quadrupled in size and by 2019 grossed 27% in revenue worldwide from a combination of memberships, event registrations, and sponsorship fees generating over $3M in profits year over year.
  • 2014 - Automatic Payment - Introduced and received consent from Exec. team to implement an expedited payment option for members which produced a 12% growth in earnings year over year while simultaneously allowing member team resources to be reallocated for other projects.
  • 2014 - Special Non Profit Rate - Championed the voice of non profit members by presenting the notion and acquiring approval from key decision makers to initiate special discounts for memberships & events which increased profit margins by 23% year over year.
  • 2013 - Convention Fast Pass - Credited with design of concept producing an additional 8% of profits year over year.
  • 2013 - End of Year Campaign - Formulated plan to widen recruitment to high score website prospects by offering three complimentary months to entice joining before end of year; practice boosted numbers in Q4 by 6% year over year.
  • 2012 - Member Protection - Instituted marketing plan to identify various touch points to increase retention. Members received renewal notifications based on customized activity raising an additional 14% in profits year over year.
Education & Training
Expected in
Bachelor of Arts: Mass Media Communications
Hampton University - Hampton, VA,
GPA:
Expected in
: Global Leader Prof. Award Recipient-Program Mgmt.
Global Business Travel Association - Alexandria, VA,
GPA:
Expected in
: Sales Performance Certification
Richardson Sales Training Program - Philadelphia, PA,
GPA:
Expected in
: Corporate Travel Expert - CTE Certification
Global Business Travel Association - Alexandria, VA,
GPA:
Employment Note

Additional tenure as Corp. Training Mgr. at Argon ST (Fairfax, VA) and Operations Account Mgmt. Supervisor at UPS (Chantilly, VA). Details available upon request.

Computer Skills
  • Microsoft Office Suite: Office 365, Word, Excel, PowerPoint, Teams, Skype
  • SalesForce & Pardot
  • Google Analytics
  • ClearVantage
Professional Affiliations
  • Professional Convention Management Association (PCMA)
  • American Association of Inside Sales Professionals (AA-ISP)
  • American Society of Association Execs. (ASAE)-Session Selection Committee 2019-2020

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Resume Overview

School Attended
  • Hampton University
  • Global Business Travel Association
  • Richardson Sales Training Program
  • Global Business Travel Association
Job Titles Held:
  • Director of Business Dev Operations - Inside Sales
  • Director of Program Development
  • Manager, Event Marketing & Member Engagement
Degrees
  • Bachelor of Arts

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