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Click here or scroll down to respond to this candidateCandidate's Name
EMAIL AVAILABLEPHONE NUMBER AVAILABLEProfile Focus: Sales Operations & DevelopmentAn energetic, results-driven Sales Director with over 15yrs of experience in fintech & insurance specializing in strategic planning, territory management, and product marketing. Certified consultative sales & leadership by industry best McKinsey & Co and Wilson Learning. A proven track record of building and leading high-performance sales organizations with strong communication and leadership management with stakeholders. Adept at identifying opportunities to develop profitable territories and expand revenue growth for startups to enterprise.Professional ExperienceVice President of Sales & Client Relations North AmericaComtec Global Inc., A Malam Team Company - New York, NYApril 2011 to PresentResponsible for developing & training sales staff, channel sales, VARs.Increased New Business Revenue by 4M & 12K/Month in SLACreated pre sales training tools business & technical support.Responsible for sales pipeline, client development and retention.Developed & trained all employees on identifying social styles and mentoring teams.Developed account strategy and provided world class customer service.Responsible for all business plans, sales projections, CRM usage, KPI, & SWOT model and forecasting.Cultivated strategic partnerships and valuable consultant relationships.Optimized RFI & RFP processes for efficiency gains.Mentored sales operations in Trusted Advisor method development.Mentored sales staff, channel sales, and VarsDeveloped tailored pre-sales training tools addressing client needs.Collaborated and coordinated retention initiatives.Navigated complex stakeholder. environments to secure a key account worth $3M, managing expectations and aligning project deliverables with client objectives, resulting in a 30% increase in client retention rates.Orchestrated Sales Proposals creation and set targets for successful growth solutions.Mentored team members in social styles and effective account strategies.Managed business plans, sales projections, CRM utilization, and KPI tracking.Director of Sales & DevelopmentGMAC INSURANCE New York, NYDec 2004 2011Managing over 1300 Independent Agents and Brokers, maintain relationships, manage, and advocate compliance, conduct audits, and recommend methods to improve regulatory issues, communicate with all levels of management, cultures, and diverse backgrounds.Coordinated and grew Independent Agents and Brokers network.Spearheaded client relationship cultivation and Change Management initiatives.Designed and executed integrated marketing campaigns.Identified new product prospects, generating $12.6M in annual sales.Achieved 12% year-over-year improvement in profitability.Conducted continuous customer and market research.Implemented compliant methods to rectify regulatory discrepancies.Analyze data for actionable insights.Coordinated approach to marketing that integrates and manages all channels used to interact with customers.Data Integration: Collecting and integrating data from various sources (e.g., CRM systems, website analytics, social media interactions) to create a comprehensive view of customer behaviors and preferences.Segmentation and Personalization: Using integrated data to segment customers into distinct groups based on their behavior, needs, or demographics, and tailoring interactions to these specific segments.Journey Mapping: Understanding and designing the customer journey across all channels, ensuring that each touchpoint is optimized for the best possible experience.Director of North AmericaHEALTHCAREWARE New York, NYSept 2003 to Dec 2004HCW developed SaaS interface that exchanged data between the Lab and Practice Management Systems.Directed sales channels, VAR programs, and major contracts negotiation.Expanded client base by 78% and doubled revenue.Brokered contracts with state malpractice insurance providers.Managed product compliance with healthcare standards.Cultivated strong relationships with laboratories and physicians.Established and supported VAR channels, providing training and support.Strong KnowledgeHIPPA Law- Privacy Act, Sarbanes Oxley Act.Led interface creation for seamless data exchange using HCW SaaS improving patient care by reducing malpractice exposure.Increased sales by 38% dominating the OBG/YN practice transforming medical billing and improving operational efficiency using our HL7 interface engineDirected sales channels, VAR programs, and major contracts negotiation.Brokered contracts with state malpractice insurance providers.Managed product compliance with healthcare standards.Cultivated strong relationships with laboratories and physicians.HCW SaaS HCFA EMR intuitive table integrationInsurance AgentBLUECROSS BLUESHIELD Chattanooga, TNOctober 95-2003Supervised a service team comprising 6-10 members, conducting annual performance evaluations, and overseeing budget management.Cultivated strong relationships within the medical community to facilitate prompt retrieval of applicants' medical histories. Scrutinized individual applications for accuracy and completeness.Maintained up-to-date knowledge of products, claim processing protocols, field underwriting practices, and tailored client needs analysis.Fostered robust customer relationships through effective communication, both over the phone and in face-to-face interactions.Led monthly management meetings and quarterly sales team gatherings to align objectives and strategize for continued success.Demonstrated consistent performance, surpassing monthly sales quotas by an average of 40%.Education/CertificationsNASSAU COMMUNITY COLLEGE (ATTENDED) A.S. Business AdministrationChattanooga State (ATTENDED) Business AdministrationMcKinsey & Co: Completed Coursework Consultative Sales LeadershipWilson Learning: Completed Coursework Consultative Leadership & DevelopmentAwardsPlatinum Sales AwardExceeded Sales and Retention4 consecutive years at BlueCross BlueShield of TNKey Leadership ExcellenceOutstanding leadership and significantly contributed to company growth & profitability.4 consecutive years at GMACCore CompetenciesOwnership and Entrepreneurship: Successfully initiated and managed a new business area within the Insurance vertical, taking full ownership from conception to execution.Strategic Decision-Making: Leveraged comprehensive understanding of our user base to drive strategic decisions regarding insurance partnerships, ensuring alignment with company objectives.Engagement and Pitching: Demonstrated proficiency in engaging and pitching to key stakeholders within the insurance space, including carriers and brokers, to foster productive partnerships and business growth.Research and Compliance: Conducted thorough research on business and compliance requirements, navigating complex regulatory environments to facilitate the development of new processes and product offerings.Cross-Functional Collaboration: Collaborated effectively with cross-functional teams, including Product, Engineering, Legal, and Compliance, to design and implement marketing experiments and test homeowner incentives.Operational Process Optimization: Designed and implemented operational processes for Product Area's operations team, ensuring efficiency and compliance with industry standards. |
