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Work Background
Ten-XHead of Sales
Oct. 2023 - Nov. 2024Miami, Florida, United StatesTop sales executive reporting to the President responsible for the development and implementation of the sales strategy including organizational objectives, structure, recruiting, hiring, training and retention. Collaborated with Operations, Marketing and Product Development to ensure alignment and delivery of customer requirements. Managed a national sales team ranging from 50 to 75 account executives with 8 direct reports including 6 Regional Directors.
Ten-XVarious Promotions to Regional Vice President of Sales
Nov. 2015 - Sep. 2023Miami, FloridaResponsible for the development and implementation of a regionally focused model for the national sales team. Identified primary and secondary markets, TAM and strategic growth opportunities within each region. Managed a national sales team ranging from 26 to 72 Account Executives and 7 Regional Directors. Notable accomplishments include: Sales - Responsible for development and management of relationships with Institutional, Corporate and Private Clients across 7 regions resulting in 20% increase in revenue to $50MM annually by 2023.
Successfully grew the private client segment of the business from 30% of annual GMV and Revenue to 50%+ by establishing regional B2C prospecting campaigns focused on high-volume markets and clientele.
Developed and implemented customer facing tools which utilized real-time data and analytics to support effective disposition strategies improving customer success rate to twice the industry average for 3 consecutive years.
Structured and supported the largest Private Client transaction in platform history, $63MM GMV, resulting in $600K+ revenue.
Management, Training and Recruiting - Created and implemented a national training program supporting a consultative sales approach, transaction management and data driven decision-making, resulting in a 40% improvement in new account executives’ revenue generation.
Recruited Account Executives and Regional Directors nationally, growing the sales team from 1 direct manager and 26 reps to 6 regional managers and 75 sales reps within 3 years.
Responsible for integration of Ten-X sales team into the existing Costar organization post-acquisition to include: adoption of standard business processes, technologies (CRM, PowerBI, etc.), key performance indicators and cultural values.
Ten-XAssistant Vice President
Oct. 2013 - Dec. 2015Miami Beach, FLDynamic online sales platform that partners with owners and brokers to execute commercial sales in 90 days. Core focus on $2-15MM properties across all asset classes. Contact me for more information on our sales history and to get involved buying and selling commercial assets on the most dynamic platform in the industry. [email protected]
305-798-6087 Commercial Real Estate Dispositions:
Hundreds of Institutional Quality Properties and Opportunistic Assets for sale every month
Focus Real Estate Advisors,LLC/Focus Properties Group,LLCPrincipal
Nov. 2011 - Oct. 2013Coral Gables, FLConducts market feasibility studies, highest and best use studies as well as market analysis for institutional investors, developers, and municipalities in the South Florida Markets including: Miami-Dade, Broward, Palm Beach, and Monroe counties. Developed and maintains a comprehensive cataloging system for tracking development within core submarkets of South Florida: Coral Gables, Miami Beaches, City of Miami, Aventura, and City of Fort Lauderdale. Supports management of day to day operations of the brokerage practice including marketing, listings, sales, and driving new business.
DUSA Acquisition LLCOperating Partner
Sep. 2008 - Jan. 2013Miami, Florida, United StatesEstablished and managed a multi-million-dollar real estate fund designed to capitalize on the decline in the local South Florida markets. Developed asset valuation models to determine current market acquisition and disposition values. Managed assets through acquisition, renovation, and resale. Averaged 25%+ cash-on-cash return and six-month turnover rate across 30 assets.
IBM Global ServicesManaging Consultant
Nov. 2003 - Aug. 2008Fairfax, Virginia, United StatesManaged a team of 20 consultants responsible for developing and assessing real-life vignettes which conveyed the status of Information Sharing and Collaboration across the US intelligence community. Identified disparate policies, procedures, and technologies and recommended mitigation strategies. Provided the Chief Information Officer for the DNI with the business case to issue federal mandates requiring enterprise information sharing and collaboration capabilities.
American Management Systems (AMS)Business Analyst
Jul. 2001 - Oct. 2003Fairfax, Virginia, United StatesSupported implementation of a Financial Management System as a member of the functional team. Gathered functional requirements, wrote design documents, and use cases, developed, and implemented data conversion scripts, system testing procedures. Developed and delivered training to 100+ end users as well as senior executives to include the Deputy Director of Resource Management and staff within the Financial Management Directorate.
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