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Click here or scroll down to respond to this candidateP a g e 1 2Greg Young EMAIL AVAILABLE Garden City, NY Street Address
LINKEDIN LINK AVAILABLE PHONE NUMBER AVAILABLE Business Development & Client Success DirectorPassionate sales leader reputed for improving top- and bottom-line and driving business growth/success through strategic sales leadership, client relationships, cutting-edge solutions delivery, operational excellence, and ownership culture. Accomplished and growth-focused executive with extensive experience in leading all aspects of sales, key account management, marketing, and business development. Known for overseeing sales and business development & client success functions and creating robust sales plans/go-to-market strategies. Repeated success in developing long-term strategic relationships with clients, increasing sales growth, identifying new opportunities, and utilizing creativity and tenacity to find the right product and service for customers. Skilled in sales initiative execution, channel development, market penetration, ROI improvement, and stakeholder engagement. Proven track record of building sales pipelines and delivering customized sales presentations and product demonstrations to acquire new clients. Passionate leader with expertise in training, mentoring, and managing teams to attain set goals. Instrumental in designing innovative products/solutions as per clients requirements to improve sales revenue and customer satisfaction.Areas of Expertise Business Development Initiatives Key Account Development & Growth Contract Negotiation & Administration Brand Positioning & Market Penetration Client Relationship Management Business Process Outsourcing Market Research & Trend Analysis Vendor & Supplier Management Team Training & Management Business Process Improvement Revenue & Profit Generation C-suite Collaboration Sales & Marketing Strategy B2B & B2C Solution Selling Event Planning & ExecutionNotable Accomplishments Generated new revenue by $1.2M through strategic upselling initiatives in 2023. Built and forged strategic partnerships that offered comprehensive solutions and generated $1.1M in net new revenue. Accomplished 10% increase in net new Annual Contract Value (ACV) annually through strategic relationships. Exceeded annual targets of securing $8M within initial seven months of the project's launch. Steered account management unit to sustain relationships with 100 corporate/investment banking clients, valued at $8.5M. Generated and managed revenue stream of $21M, encompassing client relationship cultivation, account expansion, and product line development while facilitating upselling and securing novel business opportunities across multiple accounts. Recruited and developed offshore support and development team to handle high call volumes and increase development resources to improve client project delivery. Built and launched four distinct compliance modules within Dealogic's regulatory platform, contributing to the groups revenue growth with remarkable $10M revenue.Career ExperiencePrimary Portal, New York, NY November 2023 to Present Director, Business Development & Customer SuccessProvide strategic leadership within this start-up and set up a NY office for global business operations. Oversee the companys financial aspect and establish a US sales and account management organization. Define and manage staff, regional strategies, budgets, and P&L targets, to ensure that revenue goals and objectives are aligned with corporate plans. Manage and update pricing strategies and revenue forecasts. Form deep relationships with clients and champion key initiatives to further develop customer offerings. Collaborate with the executive team to define strategies for product innovation, customer success and growing revenue generation channels. Monitor the revenue pipeline and leads, adjusting as necessary to create sustainable growth.NetRoadshow, New York, NY March 2018 to October 2023 Director, Business Development & Client SuccessDelivered strategic leadership and encouraged a team of 15 business development and account managers to achieve set goals and drive revenue retention/monetization of the latest offerings across diverse clients. Established and strengthened long-term professional relationships with clients for repeat business. Defined and executed strategic processes to identify key decision- P a g e 2 2makers within client organizations and drive focused strategic dialogues for sustainable growth. Developed cutting-edge insights by presenting comprehensive sales activities and forecasts to C-level executives while enabling data-driven decision- making. Designed and employed industry best practices to ensure transparency across C-level team regarding implementation status, opportunities, and potential risks. Oversaw all facets of office operations, including staffing, procedural enhancements, and equipment maintenance, ensuring an optimal and productive work environment. Implemented strategic initiatives that resulted in a remarkable 12% increase in new revenue. Directed successful acquisition and seamless onboarding of 75+ new clients. Recruited, guided, and mentored a cohesive team of five business development professionals, fostering skill development and orchestrating collaborative efforts that consistently surpassed targets. Employed and collaborated with several third parties for support and development purposes to enhance the product and service of the platform. Led the development of a thriving private equity/hedge fund market for NetRoadshow services, surpassing revenue projections with over $500k in earnings. Achieved optimum efficiency and revenue streams by optimizing client management process, deploying targeting system, and, capturing prime opportunities.Dealogic, New York, NY August 1993 to Mar 2018Director, Business Development, Jan 2016 to Mar 2018 Directed assessment of strategic options regarding CRM integration, overseeing 25 high-level meetings with ECM, corporate access, and research directors to define optimal approach. Reviewed and presented compelling case to Carlyle and the C-level team for robust decision-making. Collaborated with Carlyle to engage top 50 firms while leading over 75 meetings to present Dealogic platform for successful acquisition of client business. Optimized product offerings through the development of strategic partnerships with Q4 and Tier1. Executed due diligence and completed acquisition of A2 Access in close collaboration with C-level executives and Carlyle's tech buyout team. Identified and captured opportunities at Macquarie, Piper Jaffray, and multiple tier 2 firms through meticulous analysis of their business needs. Acquired two tier 2 clients with impressive $400K in revenue for tier1/Dealogic offering. Planned and headed strategic initiatives to expand bookbuilding and event management market with $80M in revenue. Headed strategic initiatives with Capital Markets that increased new revenue by 20% in 2017. Head of Relationship (Americas), Mar 2014 to Jan 2016 Supervised and guided global team of relationship managers and sales professionals to drive operational excellence. Liaised with premier investment banks to foster adoption of products and unearth growth opportunities for new offerings. Administered 75-member team across five global offices for seamless delivery of business development, product development, research, and client services. Managed cross-functional team across USA and LATAM regions, managing annual book of business, valued at $35M. Planned and implemented project, transforming 50% of rolling client contracts into multi-year subscriptions. Supervised company-wide initiative to elevate Net Promoter Score (NPS) from 8 in 2016 to 17 in 2017. Enhanced product offerings and fostered a customer-centric approach by gathering valuable feedback from detractors. Produced net revenue of $2M and EBITDA by $1.5M in 2017 through successful launch of groundbreaking project in 2015. Additional ExperienceDirector, Institutional Client Management at Dealogic August 2004 February 2014 Head of Business Development, Regulatory at Dealogic, August 1997 July 2004 Client Relationship Manager, Deal Management at Dealogic, August 1993 July 1997 EducationMaster of Business Administration (MBA) in Information Systems Hofstra University, Hempstead, NY Bachelor of Arts (BA) in Finance Loyola University, Baltimore, MD Professional DevelopmentsLeadership Development ProgramInspirational CommunicationAdvanced Negotiation Strategies |
