Director Of Business Dev Operations Inside Sales Resume Example

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(555) 432-1000,
, , 100 Montgomery St. 10th Floor

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 Relations
  • Contract & Business Negotiations
  • Effective Speaker & Presenter
  • Top-Tier Marketing Strategies
  • Membership Acquisition & Retention
  • Sales & Profit Maximization
  • Robust Networking Skills
  • Project Management

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: Expand corporate alliances into meaningful, mutually rewarding unions through sponsorships, promotions, volunteer engagement and in-kind support.
  • Development: Build and manage sales teams, compose strategies, construct activities, materials/messages and stewardship programs required to attract five-figure plus deals from potential sponsors. Research prospects to find, cultivate and solicit new clients.
  • Planning & Strategy: Working 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: Working alongside CEO to shape and drive organizational leadership and program policies. Ensure ongoing circulation and collaboration with administrative, communications, and marketing departments.
  • Program Storytelling: Obtaining 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: Identify emerging, timely issues facing the organization to share with relevant stakeholders.
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.
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
Massachusetts Technology Collaborative - Director of Business Dev Operations - Inside Sales
Boston, MA, 09/2019 - 03/2020

⇢ 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.
Global Business Travel Association - (WINiT) - Director of Program Development
City, STATE, 08/2018 - 09/2019

⇢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.
Global Business Travel Association - Manager, Customer Engagement & Event Marketing
City, STATE, 01/2011 - 08/2018

⇢ 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 six 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
Hampton University Hampton, VA, Expected in Bachelor of Arts : Mass Media Communications - GPA :
Global Business Travel Association Alexandria, VA, Expected in : Global Leader Prof. Award Recipient-Program Mgmt. - GPA :
Richardson Sales Training Program Philadelphia, PA, Expected in : Sales Performance Certification - GPA :
Global Business Travel Association Alexandria, VA, Expected in : Corporate Travel Expert - CTE Certification - 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, Customer Engagement & Event Marketing
  • Bachelor of Arts

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