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Summary
This CRM Sales Management and Salesforce Optimization expert consultant has deep knowledge of implementing and improving sales force utilization of CRM platforms focusing on sales process, key performance metrics, pipeline management, and ultimately improved revenues. Improvements to selling process through win / loss rationale analysis, forecasting accuracy (S&OP), and accelerating close timing through measuring duration in each stage. He credits his success to focusing on salesforce utilization and acceptance while incorporating selling best practices to win over the most stubborn reps. He has worked in a custom CRM application plus two instances of Salesforce.com and one in InforCRM.
Highlights
- 20+ years of selling / management experience
- Technical by nature
- CRM implementations for multiple businesses
- Great in front of customers
- Skilled trainer and facilitator
- Cross-function collaborator
Relevant Accomplishments
- Initiated Commercial Excellence model to maximize profitable revenue, improve pricing, sales force effectiveness, product mix, customer segment focus, and distributor management.
- Wrote functional requirements and managed the implementation of global sales effectiveness and service efficiency software.
- Defined KPI methodology and created sales scorecard to improve transparency, manage performance, and standardize reporting.
- Completed third career CRM implementation, deep understanding of selling process and CRM utilization.
- Data driven to facilitate growth through customer segmentation, territory potential, and incentive programs.
- MRO distribution growth of over 50% per year for last 4 years
- OEM Supplier contract exceeding $1,000,000 annually
- Key executive sponsor for modularity initiative to drive operational efficiencies and SKU reduction of 50%
- Recognized by Tennant Company as Top Performing Business Unit four out of the six years, second-top in the other two.
Request Expert / Similar Expert
Click “request expert” for a free initial screening call with this expert or a similar expert regarding your expert consulting needs
