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Click here or scroll down to respond to this candidateCandidate's Name
Alpharetta, GA PHONE NUMBER AVAILABLE EMAIL AVAILABLE LINKEDIN LINK AVAILABLEVICE PRESIDENT OF SALESElevating teams, igniting growth: A visionary sales leader focused on innovation, empowerment & exceptional results.I am an innovative and high-energy senior sales executive with a Street Address -year track record of leading sales organizations, transforming cultures and driving revenue growth. Developed high-performing teams to achieve unprecedented success. Passionate about developing talent while changing culture to drive success. Creates and executes strategic plans, builds strong C-level relationships, develops effective KPIs, and delivers compelling executive sales presentations. Works tenaciously to lead in fast-paced, dynamic environments. Understands individuals motivations and drives collaborative efforts to exceed organizational goals.Strategic LeadershipTalent Management & CultivatorRevenue GrowthMentor/Coach/FacilitatorPerformance ManagementBudgeting & ForecastingAccount ManagementMarket Share ExpansionEmployee/Customer RetentionBusiness DevelopmentTrend Analysis & ReportingWorkplace Culture ManagementExecutive PartnershipsCross-Functional CollaborationSales Tools & MethodologiesCareer Highlights:Repeatedly transformed sales team performance to drive unprecedented revenue growth throughout career.Created/executed strategy to accelerate new customer growth.Revolutionized employee experience and overall team culture.Directed multiple turnarounds to boost revenue and grow the organizations bottom line.Professional Experience2014 2023: COX ENTERPRISES Atlanta, GAA privately held global conglomerate with approximately 55,000 employees and $21B in total revenue.COX AUTOMOTIVE MOBILITY FLEET SERVICES (CAMFS), A Division of Cox Enterprises Atlanta, GAThe leader in scheduled and unscheduled maintenance, servicing fleets nationwide.AVP of Sales (2022 2023)Selected for a newly created role to transform the company culture and expand the team. Led the vision, strategy, on-boarding and execution for all facets of sales. Collaborated with internal business partners (operations, marketing, sales operations, and finance) to grow revenue and new customer acquisitions. Initially oversaw 3 Directors with 29 staff and rapidly scaled team to 6 Directors and 52 Sales Executives. Ensured the team executed strategies, developed new leaders, and exceeded revenue goals. Tasked to grow organization from $250M to $1B, by driving holistic growth and cultural change.Expanded team from 3 to 6 leaders, which significantly boosted revenue and tripled the bottom line.Achieved consistent 25% MoM growth by acquiring new business and negotiating pricing increase.Changed the teams mindset and focus from a reactive to a proactive based team where KPIs were introduced to increase activity and performance.oIncreased customer visits from 3-5 to 12-15 a day, bringing in 500-700 new customers monthly.Negotiated million-dollar contracts with clients, vendors, and municipalities to protect the firms revenue and best interest.Tracked and analyzed performance metrics in Sales Force, providing actionable insights for strategic decision making to internal and external stakeholders.MANHEIM, INC., A Subsidiary of Cox Automotive Atlanta, GAAn automobile auction company and the world's largest wholesale auto auction, based on trade volume with 145 auctions located in North America, Europe, Asia and Australia.Sr. Director, Regional Commercial Sales (2021 to 2022)Provided executive leadership across regional commercial sales including strategic outreach, team meetings, fieldwork, and customer engagement. Spearheaded creation of an empowered organizational culture and brand while leading a team of 4 Directors and 26 Sales Executives. Developed thought leaders, devised strategies, and instilled innovation and collaboration. Introduced a coaching program to retain key sales talent.Successfully increased revenue by 20% in the first year and maintained 15 to 17% YoY growth.Received the 2018 Manheim Commercial Sales Leader of the Year award.Drove 115% revenue growth in specific verticals and outlined 2023 vision, implementing new sales strategies for record growth.Director, Regional Commercial Sales (2017 to 2021)Expanded leadership to manage 4 Regional Sales Managers, each overseeing a team of 10-11 members. Managed in-office meetings, field strategy, leadership calls, and worked with managers to understand unique challenges and offer support. Executed innovative sales strategy, improved training programs, and implemented sales enablement initiatives. Transformed the entire team into proactive hunters and relationship managers.Grew a $75M book of business in 2017 into a thriving $225M by the end of 2021.Navigated the challenges posed by COVID-19, to drive career development within the team, implement structured career paths, and initiate a Leadership Training program.Scaled sales team to grow business while nurturing existing client relationships.Built a new management team, shifted market strategy, and restructured sales organization, promoting team members and fostering a culture of growth and adaptability.Regional Commercial Sales, Field Sales Manager (2014 to 2017)Promoted to lead a team of 12 Outside Sales Reps covering a Midwest region of 17 states. Directed strategy, client relationship management, team calls, field visits, coaching, training, and forging relationships with prospective clients. Implemented training, mentorship, metrics, and KPIs to turn around team performance.Revamped team performance by recruiting high-performing talent, leading to 120% YoY growth over 2 years.Increased revenue by 125% by Year 3.Transitioned the team from a management-focused approach to a proactive, performance-based culture, shifting the focus from relationship management to new business acquisition.This transformation laid the foundation for a pivot from regional to national focus.Inside Sales Manager (2014 to 2014)Revitalized an underperforming team of 15-20 Inside Sales Reps by implementing coaching, feedback sessions, and KPIs. Fostered productivity and proactive engagement, setting weekly/monthly revenue goals, and cultivating a collaborative culture through individual/group coaching sessions.Enhanced team productivity from 25-30 outbound calls to 75-85 calls daily within 90 days, leading to a 25-35% MoM revenue increase.Improved overall team dynamics, communication, mindset, idea sharing, and mutual support.2009 2013: CAMBRIDGE MERCANTILE GROUP Atlanta, GALeading provider in foreign and international payments, payment solution provider, hedging strategies. Private company with 500-1000 employees located worldwide, in North America, Canada, London and Europe.Sr. Manager of Inside Sales & Marketing (2010 to 2013)Promoted to open and manage offices in Atlanta, New York, and DC, overseeing a team of 15. Focused on P&L management, coaching, team calls, and growing revenue. Successfully expanded the company's portfolio to over 3K customers and established a strong team presence, especially in the Southeast region, targeting Fortune 500 companies.Leveraged entrepreneurial mindset to transform a non-revenue generating office into a sustainable, $25M revenue-generating entity within 3 years.Took ownership of leading the DC and NY offices simultaneously, despite primary focus being in ATL.Co-Manager of Inside Sales & Marketing (2009 to 2010)Developed strategy for capturing institutional clients and was promoted within 4 months to sustain the growth of the institutional business. Outlined and communicated sales and account management strategies, enhanced the online platform, and guided the team in building essential relationships with major clients in various sectors. Oversaw a team of 9.Exceeded revenue targets by 130% and increased the institutional business by 15% in the first year.Implemented effective practices for introducing company products, leading to the acquisition and penetration of strategic accounts.Early CareerSales leadership and financial analysis roles at Ruesch International and Goldman Sachs.James unparalleled work ethic is an inspiration. He possesses a strategic mindset that played a pivotal role in crafting and executing innovative sales strategies that propelled our sales team to new heights. M. HarrisonEducation & Professional DevelopmentAlbright College Bachelor of Science (BS) Finance Bachelor of Arts (BA) Art HistoryVarsity Basketball Team Captain, 3 yearsSales Leadership Training Travelex; Sandler; Blocking & Tackling of SalesTechnical Skills MS Office; Salesforce; CRM Systems; Proprietary Data Systems |
