CONFIDENTIAL SOFTWARE COMPANY, Northern New Jersey
Director of Sales
- Beauty industry software knowledge.
- Analyzed current sales practices and restructured the entire sales process to prepare for extensive growth with a new version of software.
- Designed lead management database that integrated with their current process. Used Salesforce philosophy of the way a lead is processed.
- Created and directed lead nurturing campaigns to support prospects and existing clients.
- Implemented the plans which included building a new telesales (call center) department that supports new qualified business leads to the sales team and supports upselling existing customers to maximize revenue per customer. All reps were trained and manuals were created and provided.
- Created a 3 year strategic plan to transition the company to a successful and profitable SAAS business model.
- Utilized the Agile methods of project management to maintain “on-time” goal performance.
- Extensive 4 year business analysis to determine trends and area for improvement in product, support, marketing, and sales. Included statistical analysis and forecasting models.
- Volunteered to work at client’s location on Saturdays to better understand the actual use of our software and better understand the industry.
- I am currently on the Sr. Executive management team contributing to the decision-making process in this 26 year old software company.
- Designed sales and marketing work flow for the new CRM.
- Trained the marketing department of the power and functionality of CRM marketing automation.
- I have built a sales management team of 4 to support my initiatives in quality control, daily and monthly sales targets and call requirements.
- Designed a web-based sales management software to ensure best practices across all sales reps and telesales.
- Developed a new qualified lead process utilizing the power of social media with Socedo.com.
- Created training programs to support effective messaging for building social media leads.
- Instituted and conducted continuous training programs for both telesales and sales reps to enhance their skills with clients and prospects.
- Created a fun, caring, and motivating environment where telesales reps and sales reps work intensely because they are appreciated.
- 19% growth in sales in 2013 while receiving less leads from marketing resulting in an increased lead-to-sale conversion rate. This was obtained through controlled leads management techniques and intense education on listening and closing skills.
American Panel Tec,
Technology Development Manager and Sales Executive
- Created and presented a workflow analysis through perfectforms.com to upper management of the best plan to implement the salesforce.com platform.
- Coordinated configuration and implementation of Salesforce.com software and provided training to staff on system usage.
- Extensive knowledge and use of Salesforce.com Visual Process Manager.
- Managed the flow of data by creating reports and dashboards for all levels of users. Updated reports with the newer joined report option in Salesforce.com.
- Strong use of importing and exporting data for Salesforce.com with Jitterbit Data Loader.
- Salesforce.com lead to an increased sales conversion rate by 45% in a recessed market.
- The system manages the process from lead generation through the delivery and completion of the project. The system led to maintaining on-time delivery schedules by moving issues back and forth between customer and company faster.
- Hands-on Business analyst skills in Salesforce.com.
- Responsible for all Salesforce.com administration duties.
- Developed automated marketing campaigns in Salesforce.com to open the door to new clients.
- Applied database marketing skills toward delivering targeted marketing campaigns.
- Analyzed campaign results in Salesforce.com and historic data to provide assessment of campaign effectiveness.
Joseph Xavier Designs, Holmdel, New Jersey
Manager – Sales and Marketing
- Reduced costs 25% and decreased processing times by launching a custom designed, online CRM program.
- P&L responsibility
- Played a key role in successful establishment and growth of the newly formed company by partnering with other members of the executive management team to develop and implement a dynamic business plan.
- Achieved 216% of planned sales in 2004, 300% in 2005, and 168% in 2006 by conducting extensive research and designing programs focused on developing new business.
- Delivered pre-qualified leads to the national sales force one week ahead of the competition by creating a specialized computer application.
- Responsible for hiring, training and managing a virtual call center with web-based software.
- Cut training costs while improving quality by developing online videos that facilitated rapid ramp-up of sales staff and high proficiency levels with systems, tools, and sales processes.
American Registry
Vice President – Business Development and Operations
- Increased productivity 100% by conceptualizing, developing, and rolling out Salesforce.com software that featured improved, user-friendly sales tools.
- Strong use of importing and exporting data for Salesforce.com
- Drove company sales to rank in the top five in the industry, developing an efficient organization and motivated team that generated year-over-year revenue increases.
- Expanded to over 10,000 clients by establishing new programs and increasing size and quality of the sales force.
- Responsible to build all reports and dashboards for all levels of users.
- Responsible for sales forecasting and cash flow management.
- Maximized team effectiveness by guiding development of exceptional sales training systems.
- Responsible for analyzing every marketing campaign.
- Exceeded quotas by introducing an accurate daily sales predictor program, setting clear expectations, establishing aggressive goals, and creating powerful incentives.
- Fostered a 42% sales conversion rate by designing and successfully executing targeted marketing campaigns.
- Managed the call center on all outbound marketing campaigns.
- Optimized cost-effectiveness in acquiring new customers by leveraging cooperative e-commerce marketing.
In The Headlines, New Jersey
Director– Marketing and Sales
- Improved results by designing a direct marketing strategy that generated a 42% net profit.
- Grew revenues while reducing cost per sale, delivering an average return of 20% through a direct mail campaign.
- Minimized cost of generating leads and streamlined the process to give the company a one-week advantage over the competition by automating procedures.
- Enhanced product quality and facilitated price increases by collaborating with in-house graphic designers to develop visually impressive products.
- Increased the sales conversion rate by designing custom brochures for marketing campaigns.
- Streamlined business operations and improved productivity across the organization by developing a new database that impacted all management functions.
Plasti-Plak Corporation, Long Island City, New York
Director – Sales and Marketing
- Reversed a three-year downward trend of flat sales and a deteriorating dealer base, increasing sales by 15% and $600,000 annually through the following:
- Improved relationships with dealers, developing a customer database for managing information.
- Grew local professional sales for the dealer base by creating and executing a direct mail program.
- Expanded sales by developing effective, seasonal point of purchase displays and new “bag-stuffer” products.
- Developed and managed the onboarding process for the launch of 2 new products to the company’s national dealer base.
- Decreased customer complaints and increased repeat sales through enhanced client communications.
- Revamped trade booths to clarify messaging and maximize traffic to grow the dealer base.
- Instituted a cold calling program and rolled out a marketing campaign through relevant trade journals to target and acquire new dealers.
- Strengthened the company image by initiating press releases regarding new products and building relationships with trade journals and associations.
Steel Connection, Edison, New Jersey
General Manager
- Conceptualized and developed an online computer network for bringing together buyers and sellers of steel.
- Responsible for developing a financial business plan for investors.
- Secured “phase I” venture capital from Sunkyung America, a multi-billion dollar Korean trading firm, by formulating a sound business plan and marketing strategy.
- Spearheaded introduction of the new company by marketing through tradeshows, cold calling, and seminars.
- Transferred control of the enterprise over to Sunkyung, fostering a smooth migration of operations.
Contact Gregory Marino - 732-343-1828 or [email protected]