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Click here or scroll down to respond to this candidateCandidate's Name
PHONE NUMBER AVAILABLE EMAIL AVAILABLE LINKEDIN LINK AVAILABLEGLOBAL STRATEGIC SALES LEADER & CLIENT PARTNERSHIPS EXECUTIVE Accomplished Business Development Sales Leader with proven track record delivering financial and operational results. Excellent at developing and leading multi-disciplined, cross-cultural teams to engage with senior leadership to resolve clients most complex challenges and provide data based, value driven solutions, large scale business IT transformations, and product introductions to achieve and exceed desired financial and operational results. Executive HighlightsGlobal Team Leadership. 25+ years successfully leading diverse business development and consulting teams of 100+ members (both onshore and offshore) to drive incremental revenue growth and profitability through new product/service acquisitions and technology enablement. Skilled at developing and delivering annual sales and operating plans to support organizations and personnel budgetary requirements and financial objectives.Business Development /Global Account Management. Significant experience selling direct to Executive Management at Tier 1 and 2 CG Retailers, Manufacturers, Sales Agencies, Procurement and Distributors. Substantial experience leading teams through all aspects of the sales cycle to include strategic planning and forecasting, identifying, qualifying, and pursuing new relationships and generating new pipeline opportunities and solutions to accelerate growth at new and existing clients.Strategic Planning and P&L Accountability. Overall owner of P&L and able to quickly and accurately align with leadership and cross functional teams to define a sales/organization/ strategy through value identification, assessing and evaluating current state, identifying needs and desired capabilities, priorities, KPIs, resources and solutions to deliver financial impact and productivity requirements.Pursuit Strategist. Able to lead varied SMEs and sales professionals through differentiated new business pursuit strategies and orals delivery. Provide guidance to pursuit teams throughout the entire pursuit lifecycle to qualify opportunities, develop differentiated win themes, develop relationship touchpoints, and create and deliver compelling proposals to win new business and service contracts.Global Procurement Negotiations. Key relationship owner of CG and Retail global procurement organizations to meet cost and margin thresholds for both client and firm. Facilitate new incentive and MSA contracting, relationships expansion and education of firm/company services/products via interactive client sessions and digital sites to enhance overall footprint across Tax, Consulting, M&A and Assurance.Global Process Re-Engineering and IT Business Transformation. Deep experience helping global CG and Retail and Software Manufacturers transform/simplify/and standardize their business processes using information, process improvement, and technology.Team Development. Experience recruiting, developing, coaching, and mentoring diverse sales, consulting, and support teams. Proficient at hiring and evaluating individual and team performance against KPIs to achieve maximum productivity and organizational targets.EXECUTIVE COMPETENCIESConsumer - Retail Strategic Sector LeadershipBusiness Development /Global Account ManagementStrategic Pursuit LeadershipData Analysis, Interpretation & InsightsStrategic PlanningManagement ConsultationClient & Stakeholder Relationship ManagementProduct Development & LaunchPROFESSIONAL OVERVIEWErnst & Young January 2014 October 2023Global Client Executive September 2018 October 2023 Accelerate sales and revenue growth representing all EY services in a $55M account portfolio through consultative client engagements, coaching account and pursuit teams, and account planning and strategy. Candidate's Name Page 2 Full year FY19- FY23, have contributed to driving the overall opportunity focus account portfolio from $23.8M to $54.8M. Have consistently reached/ exceeded personal annual revenue target year over year of $8-$15M. FY23, 123% target achievement, +11% win rate increase. Coach cross functional SME teams to elevate, build, and grow net new and existing C-Level and Procurement relationships to drive incremental sales opportunities by understanding the breadth of EYs IT solutions, capabilities, and technology alliance ecosystem to align to clients overall strategic objectives, needs, and desired value intentions. Oversee all aspects of the annual strategic sales planning process with internal/external teams by identifying client strategies/challenges, service/technology growth opportunities, Field of Play and relationship expansion, new pipeline to revenue conversion plans and investments required to achieve sales and margin targets and enhanced win rates. Achieved Preferred Supplier status with assigned client portfolio through strong relationship development, SME functional insight sessions, quarterly reviews incorporating value scorecards (cost savings/cost avoidance), and new service education via interactive EY digital capabilities site. In partnership with legal and pricing responsible for contract negotiations including: MSA, incentive programs and select SOWs. Lead strategic pursuits teams utilizing EY pursuit methodologies and high-performance orals communication approach to differentiate EYs positioning with clients. Drove the entire Service Quality process before and after engagements to ensure exceptional client service. Consumer Products & Retail Business Development Sales Sector Leader January 2014 September 2018 Total P&L responsibility for standing up a new Consumer Products & Retail East Market Segment driving annual sales from$186M to over $400M, increased pipeline to 3X and achieved +25% win rate increase for the sector during tenure. In addition to BDL sector lead responsibilities, exceeded personal sales targets year over year of $5M-$8M. FY18 118% achievement. Led overall sales strategy and operations plan to create the first CP&R market segment nationally. Utilizing consulting transformational skills approach, evaluated current account portfolio revenue contribution and service line penetration, ranked potential Consumer/Retail by company annual revenue, identified greatest opportunities of growth based on alignment to EY services and willingness of the firm to invest in resources. Recommended coverage model and cadence and determined immediate next steps for the sector team to penetrate accounts. Collaborated with EY SL leadership, account teams and SME leaders to develop short and long term 3-year CP&R market revenue and execution plan to include industry and macro-economic trends, sales growth initiatives and revenue plan to support focus core, middle market, and SGM account strategy. In partnership with Marketing lead, developed CP&R service line initiatives and sponsored events to create demand and drive EY CP&R brand in the marketplace. Led BD sales, service and marketing team across region to ensure revenue targets were met, pipeline was aligned, service line integration strategies were in place, investments needs were identified, margins were reached, and pursuit win rates increased. Facilitated training and coaching to Partners, SMEs, and BD Sales Executives on EYs sales strategy and pursuit methodologies and markets foundational learning programs. Coached strategic pursuits and win/loss debriefs, as well as lead strategic revenue acceleration sessions to drive innovation, alliances, and service line integration and pipeline health. INFOSYS July 2010 January 2014Principal & Senior Principal - Retail, CPG, Logistics & Life Science Practice Responsible for driving incremental global process and IT transformational consulting services in the areas of trade promotion management and sales force execution. Led geographically dispersed and culturally diverse teams of consultants, developers, IT SMEs and engineers at all levels both onshore/offshore to consistently achieve a $12M revenue target. Strategy lead and primary subject matter expert enhancing global trade strategic planning for an $82.5B CG company. Project responsibilities included: analyzing current global trade practices and identifying areas for standardization and simplification, designing to be process definition and activities, creation of SAP TPM technical requirements, and using persona and scenarios to standardize roles. Strategy lead and SME responsible for leading team to design the sales force automation strategy and blueprint for a44.2B global CG Manufacturer. The international effort included: aligning a consistent sales strategy across 10 countries in Europe, developing standardized Perfect Store sales execution process and role definition, designing SFA capabilities and functional architecture that were used in the RFP SFA vendor selection. In the second phase of the project, created and delivered a blueprint and led the offshore team to create a mobile SAP solution to meet the needs of client sales force across Europe. Consistently exceeded 80% utilization and revenue targets. INDEPENDENT CONSULTANT January 2009 July 2010ConsultantCandidate's Name Page 3Partnered with G4 Analytics to develop their annual revenue sale business and marketing strategy plan to support their Predictive Analytics Technology Platform as well as assist teams to pursue new services with clients. MEI CONSULTING November 2006 November 2008Senior Account Executive North AmericaConsulted with Executive Management and clients in the CG and Retail industries to develop CRM customized trade promotion and retail sales force automation strategy and solutions to enhance productivity, visibility, transparency, and maximize resources. ESolutions allowedCG companies, Retailers, and National Brokers to interface in planning, promotion, financing, and execution. Consistently met $5M annual revenue target.CADBURY ADAMS (acquired Adams division from Pfizer) Channel Strategy Leader Drug/Mass/Food/Convenience Led the development and sales leadership for newly created sales agency strategy to support FMGC and Retail clients. Led, trained, coached, and mentored a team of 4 Regional Managers and 625 Sales Agency Members to drive total P&L of $35M, new distribution objectives, and increased market share across the US. Worked with Brand Managers and Customer Marketing to develop national new item launch plans, POS material, and Over Achiever Award Recipient for developing the first automated KPI call matrix utilized by sales teams to assist in growing sales, distribution, and market share and to enhance transparency to react quickly to customer and market needs. PFIZER CONSUMER PRODUCTS (acquired Warner Lambert) National Key Account Manager Eckerd Drug/MeijerTotal P&L responsibility for the development, implementation, and execution of customer business strategies for a $24M territory. Responsibilities included developing quarterly and annual business plans based on consumption, sales trends, and production capacity.WARNER LAMBERT CONSUMER PRODUCTSStrategic Category Leader- Listerine PocketPaks/Rolaids Owner of overall global sales strategies and planning phase for Listerine PocketPaks and Rolaids brands. Responsibilities included developing the CG/Club sales portion of the annual business plan as it related to promotional strategies, special packs, trade incentives, merchandising, retail execution, and sales communication to support brand objectives and trade requirements. Planned all global trade strategies and tactics for the $175M cross-divisional new product launch between and Consumer Health, Professional and Adams (Listerine Pocket Paks). Over Achiever Award recipient for the development and implementation of the Listerine Pocket Paks trade sales strategy plan for CG and Club Channels.EDUCATION & PROFESSIONAL DEVELOPMENTBachelor of Science, University Wisconsin, Oshkosh Completed training in 'Effective Presentations' and 'Negotiating' by Communispond Achieved proficiency in 'Market Development Funds Optimization' Participated in 'Integrated Performance Feedback' and 'Adversity Quotient' training programs Certified Anthony Robbins' 'Power to Influence'Trained in 'Executive Speaking' and 'Influencing at the Buyers Desk' Gained skills in 'Situational Leadership' and 'Managing Emotions in the Workplace' Graduated from Pfizer Leadership Development CCL ICF - Personal Foundations Co-Active Coaching Certification program Completed 'PMO Training and Certification' and 'ICP600 SAP Trade Promotion Management Certification' Certified TRACOM Social StyleCertified in Miller Heiman's 'Strategic Opportunity Management (Pursuits)' and 'Effective Client Encounters' Trained EY 'Advanced Negotiations'Trained EY Deal Coaching 1,2,3 training coursesParticipated in 'Pursuit Excellence' and 'High Performance Communication' programs Acquired skills in 'Developing a Winning Pursuit Strategy Win Themes' Trained in 'Strategic Pricing for Value'Trained in 'Difficult Conversations' |
