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Work Background
ABM IndustriesSenior Vice President
Jan. 2020Dallas, Texas, United StatesResponsible for $350M+ worth of Strategic Accounts. Oversee all revenue generating efforts for New Business Development, Marketing, & Retention within the Education Industry Group. $975M in existing revenue and $150M+ growth budget. Full Budgeting and P&L ownership • Develops sales and marketing strategic business plans to drive revenue and increase market share.
• Coach sales teams and leaders to identify, qualify, develop and sell complex, bundled financial, facility and technical solutions.
• Deep involvement in key client win strategies through Deal Reviews, Quarterly Business Reviews, and Client Meetings.
• Work closely with a diverse set of business unit leaders within a matrixed company structure.
• Function as a business partner to the operational leaders to achieve regional sales goals, including Retention, Expansion, Cross-Selling & Up-Selling goals.
• Assess market potential and identifies new business opportunities and synergies.
• Partner with Corporate Sales and Corporate Marketing to develop and execute best practices in sales and marketing standards.
• Develop and maintain the overall revenue growth plan and model ensuring scalability.
• Implement national/international revenue generating strategic initiatives while ensuring accuracy of sales forecasting.
• Analyze and evaluate the effectiveness of sales, methods, costs, and results.
• Maintain key customer relationships; develop and implement strategies for expanding the Company’s customer base.
• Maintain the integrity of the sales process and working with solutions delivery personnel to ensure all projects meet/exceed the client’s expectations.
• Direct involvement with local branches, Sales Enablement, Human Resources & Talent Acquisition team to hire and retain sales executives that exceed their personal sales plans.
• Coach and mentor staff on the methodologies developing consultative sales processes and strategies.
SodexoVice President of Sales and Operations
Jan. 2019 - Jan. 2020Responsible for all sales planning, sales operations, and sales enablement efforts for New Business Development & Strategic Retention Accounts within the Universities NorAm landscape. • Responsible for leading a national team that delivers long term sales strategies through execution, business analytics, & measurement based on key trends. Create value by setting the strategic approach to long term pipeline development (3-5 years out), collaborating with Field Based Sales & key internal functions (Offer Development, Marketing, MSDC, Creative Services, Finance, Service Ops) to develop & deploy best in class solutions to accelerate sales growth by converting that pipeline while differentiating Sodexo in the marketplace. • In addition to deploying processes for new business Pipeline Development & Cross Sales, I manage 2 key positions supporting Must Retain Strategic Accounts representing $950MM in revenue. • Leading the proposal architects & technical solutions developers, with link to the MSDC, prioritizing across key activities of high complexity to drive the most significant business impact. Utilizing high focus & understanding of both new business across a 3+ year pipeline & Client Lifecycle Management sales efforts, and owning how we need to evolve our Sales capabilities for the future pipeline. • Build and demonstrate strategic and organizational agility, plus effective negotiation bringing data, insights, and strong interpersonal skills to influence a wide range of decisions in a fast-paced environment. • Lead the organization within Sales that provides Field Sales the tools & support to concentrate on upstream, longer term business development activities and minimize churn during proposal development process. • Develop talent for key sales leadership roles. Own sales on boarding and new seller development efforts.
Compass Group USAVice President of Sales
Jan. 2016 - Jan. 2019Responsible for sales and growth initiatives for a team of Sales Directors coast to coast selling Food & Facility Services to customers in the business and industry market segment. • $150+M revenue and 12%+ margin in new annual sales • Produced over 30% growth average YOY
• Grew Corporate Services Facilities sales from $15M to over $75M
• Responsible for integrator partnerships that produced large new growth channels
• Responsible for all sales and resource associates within the Corporate Services sector • Direct and coordinate sales operations including budgets, cost control, full P&L responsibility, and strategic resource framework. • Strategically meet with prospective clients & C Suite level prospects to help close larger opportunities.
• Collaborated with Direct Reports and staff to ensure overall performance metrics were on track for achievement by weekly review of sales activities. • Full Territory Management of Employees through utilization of CRM based products and overarching Sales Strategy processes. • Successfully hired and mentored regional sales leaders who advanced to various different positions within the organization.
• Work closely with Marketing to identify and roll out new product offerings
• Identify new potential acquisition opportunities and work closely with transition and integration
• Full P&L Responsibility
SteritechRegional Vice President
Jan. 2009 - Jan. 2016Managed multi-unit marketing and sales operations for commercial pest prevention and food safety company with 17 locations and clients in CPG, pharmaceuticals ,food processing, restaurants and retail outlets. Oversaw all high profile customers within my assigned territoty (This included managing all national sales relationships to help ensure maximun satisfaction and profitability was taking place in each facility.) * Forecasted and budgeted P&L for $5.0 million operation based on integrated analysis of proprietary innovations, market conditions and past performance * Utilized market research to segment customer base and create targeted marketing plan for each individual segment. Net results included: Growth profit index of 42% in Texas and 23%-27% in Oklahoma; net profit results 25% above budget in Texas and 6%-15% above budget in Oklahoma; regional sales at 126%+ for three years straight, * Introduced Net Promoter scores as an operational metric. Achieved over 80% score vs. benchmark of 50% * Created ‘back to the basics’ customer relationship strategy and achieved annualized customer cancellation rates of less than 5% (goal 9.5%, industry average 20+%). Cancellation rate decreased for 3 consecutive years * Designed an online inventory management and purchasing system for use with our largest supplier. The system reduced inventory costs by 25% and allowed our supplier to reduce their inventory levels and increase their fill rate * 1st out of 33 regions in Chairman’s “operations” Challenge three consecutive years in a row.
Enterprise Rent-A-CarGeneral Market Manager
Jan. 2004 - Jan. 2009Oversaw both sales and operations for all locations assigned in my area. Responsible for driving the daily operations of locations to ensure maximum performance through sales and operational management. Directs all facets of the operations to include revenue, operational and customer service performance thru leading a team of Customer Sales Managers, Customer Sales Agents, Service Agents and Shuttle Drivers in addition to overseeing the successful execution of third party employment agreements. Achievement of Operational goals and financial objectives.
- Maximize sales revenue by exceeding performance targets.
- Accurately forecast location financial outcome based on projected rental volume.
- Proactive fleet management to maximize revenue and minimize asset costs.
- Ensure efficient utilization and effective control of vehicle inventory.
- Full completion of all tasks related to the Incremental Sales Management Program.
- Understand and interpret location financial statements.
- Analyze market data and communicate opportunities to Regional Vice President and Incremental Sales Team.
- Provide ongoing support to Customer Sales Managers by training, coaching and motivating.
- Give specific performance feedback to each employee on a regular basis.
- Coordinate hiring and retention of all personnel.
- Maintain effective employee staffing levels based on estimated rental volume.
- Manage required administrative tasks, controls and reports.
- Ensure unparalleled customer satisfaction and address customer issues in a timely manner.
- Implement, administer and monitor location safety program.
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