Seasoned executive offering a unique mix of business development and leadership skills, with
extensive experience in eCommerce technology and operations solution sales. Track record of retaining, developing, and motivating skilled eCommerce sales and support teams.
Transformational, Innovative, and Pragmatic Sales Leader
Consultative and Insight Selling Approach
Exceptional "Hunter" Skills
Sales Strategy Development
C-Level Business Relationships
Sales Process Playbooks
Buyer Journey Process and Messaging
Top-Line Revenue Growth:
Re-invigorated stalled client acquisitions for Innotrac, acquiring iconic brands to include J. Crew, Michael Kors, Groupon, Charlotte Russe, Zara, and ASOS to name a few. Client acquisitions over 5 years averaged $50 million annually in total contract value.
In 2016, personally added 8 new client pursuits to the sales pipeline, representing over $350 million in total contract value. Inside Sales team advanced over 50 leads to opportunities in Q4.
Q4, 2016, over half of the active pursuits in the sales pipeline were developed by the inside sales team.
In the 2015 transition year for Innotrac, secured $25M total contract value in new revenue in the mid-market providing higher operational margins.
Catalyst for the partnership between Speed FC and ATG offering a single-source eCommerce solution through two industry leaders; allowing Speed FC to become a recognized leader for end-to-end eCommerce solutions.
In 2000, secured the first eCommerce services client for Innotrac; The Coca-Cola Company. This provided the momentum to catapult Innotrac as a Tier-1 eCommerce solutions provider.
Oversaw the development of an end-to-end technology demo highlighting the various buyer personas that use Radial's products and services. Brought the demo "to life" through branding providing a memorable and impressive technology demo in support of client pursuits.
Collaborated with revenue generation departments (Sales, Client Success, Partnerships, and Renewals) to build a metric-driven data architecture and set of best practices in Salesforce configured specifically for Radial's products and sales journey.
In 2016, led the development of 66 proposal requests for technology and operation eCommerce solutions. Redesigned the development of proposals, including unique "Look Book" proposal responses, that clearly defined Innotrac/Radial's differentiation compared to other providers - placing the Innotrac/Radial offering ahead of others that were considered a commodity.
Launched a training department to provide initial onboarding and continual process guidance for the sales ecosystem to ensure consistency in lead advancement, qualification, and sales pursuit advancement through the pipeline.
RadialKing of Prussia, PAHead of Sales Enablement01/2015 to Current
A product of the merger between Innotrac and eBay Enterprise, retained to assist with the merger of the sales and support teams from both companies to build a World Class Sales Enablement team. Lead a team of 25 including inside sales, proposal writers, technology solution consultants, technology integration architects, Salesforce administration, and creative with the goal of providing the tools and processes to continually increase the efficiency and effectiveness of the sales ecosystem.
Created a central repository for sales materials to provide the easiest, fastest and most impactful ways for the Sales team and support resources to plan, prepare and engage with buyers.
Collaborate with Product Management Leadership and Marketing to
assess needs related to sales materials and collateral for Sales
including sell sheets, case studies, reference guides, presentation decks, videos, and white papers.
Work with other departments (Implementation, Strategy, Client Success, Finance, Partnerships, Operations and Client Success) to identify, create and improve programs increasing
cross-functional collaboration and knowledge in Sales.
Work closely with Marketing and Business Unit Leaders to
conduct market analysis to identify opportunities as well as competition and
strategize on ways to further penetrate the market.
Facilitate post-mortem interviews with loss opportunities to track trends and drive process improvements.
Responsible for delivery of technology demos and solutions along with product road map recommendations. New demo to be released January at NRF.
Spearheaded the capture of data in Salesforce for Client Success, Partnerships, Sales, Sales Enablement and Finance enabling each team to manage by metrics.
Hired and mentored seasoned inside sales consultants adept at outbound phone prospecting, and not just relying on inbound lead generation, to get in front of important decision makers and having real conversations about their needs and our services.
Innotrac CorporationAtlanta, GAVice President, Business Development04/2010 to 01/2015
Previous employment with Innotrac from 1998 to 2003 resulted in a rehire to set new sales
strategy and rebuild a lagging sales pipeline. Key member of
the executive team reporting to the CEO. Sales contributor as well as Sales Manager providing consultative sales approach to acquiring new clients. Developed a healthy sales pipeline by establishing new messaging,
engaging strategic alliance partners within the eCommerce ecosystem, outside
the box sales and marketing efforts, and building relationships with targeted
brands through 1:1 conversations with senior management to establish trust long before a requirement is initiated. Worked closely with finance and operations to develop financial models for each solution. Additionally, worked side by side with SVP Client Services to negotiate and execute MSSA. Assembled an impressive cross-functional team that delivered success year-over-year through passion, collaboration, and a focus on 'team"; a small team that delivered big results.
SPEED FCDallas, TXVice President, Business Development09/2009 to 04/2010First professional sales executive hired to grow the business outside of the Founder/CEO efforts. Targeted retailers and manufacturers to offer end-to-end eCommerce services including web site
development and hosting, digital marketing, fulfillment and customer care
support services. Strengthened the company's position in the marketplace by working closely with the CEO to develop a partnership with ATG - making Speed FC the go-to-partner for all ATG end-to-end eCommerce solution requests.
PBD Worldwide Fulfillment ServicesAtlanta, GADirector of Sales12/2008 to 09/2009Senior level executive transitioning the company from a leader in global fulfillment for major
associations, publishers, and non-profit organizations to a recognized 3PL
providing customized end-to-end eCommerce solutions. First eCommerce client; The Oprah Store.
Adtech Global SolutionsAtlanta, GABusiness Development Manager06/2008 to 12/2008Teamed up with an executive from previous employment at Innotrac to implement a solution-based selling strategy verses a product-based sales approach.
CellStar CorporationDallas, TXDirector, Business Development09/2003 to 12/2006Jump start sales in a new service offering for Mobile Virtual Network Operators (MVNOs). Consulted with iconic brands to include ESPN, Sprint, Cingular Wireless, Cox, and Disney to resell cell phone minutes on private-labeled service.
Innotrac CorporationAtlanta, GADirector, Business Development04/1998 to 04/2003Launch a new business solution in an emerging industry; eCommerce. Assembled a team of sales managers and support resources to develop a healthy sales pipeline and build brand presence outside of the legacy telecommunications business. Established messaging and sales assets for this new solution offering.
Cadmus Marketing ServicesAtlanta, GANational Account Executive05/1994 to 07/1997Co-managed the company's largest and most profitable client that required a seamless customer care and fulfillment services solution in addition to the development and printing of merchandising materials.
The Seeley CompanyLos Angeles, CACommercial Real Estate Realtor02/1989 to 05/1994
Merrill Lynch Commercial Real EstateDallas, TXCommercial Real Estate Realtor05/1986 to 02/1989
Regency Development CompanyHouston / Dallas, TXCommercial Leasing Consultant04/1982 to 05/1986
University of Houston - Downtown, Houston, TexasBS with emphasis in Sales, Marketing, and Business Management. Coursework included Sales Management, Advertising and Marketing Technology.