Experience

Technomic, Inc.

• United States
• Business Consulting and Services
• 100 - 200 Employee

• Vice President Of Business Development

  • Feb 2022 - Present

• Regional Vice President Of Business Development

  • Feb 2015 - Present

  Promoted to VP position (1 of 3 named female VPs in the company's 50-year history) based on salessuccesses and leadership contributions over the previous 9 years. Manage all aspects of the salesportfolio, including an extensive individual contribution of advisory services (generate 40% of totalbusiness in the territory). Oversee a sales territory that produced 40% growth YOY F18-F19 with anindividual contribution of 140% of annual budget. Lead a team of direct reports and oversee all recruitment, onboarding, training, career development,and performance evaluation activities. Engage in cross-departmental collaborations on special projectsinvolving build-out of new research solutions (both technology-based and intellectual property-based).Drove growth for the business in nearly every year of 13-year tenure. Enabled profit gains bymodifying customer contracts to optimize spend and margins. * Provided a strategic structure for the sales team to improve their go-to-market planning abilities.Developed template to track top customers and emerging customers by team member, including prior year health of the business, that provided increased visibility into customer activity. * Captured $250K in incremental sales from enterprise customer and increased annual sales target20%. Created action plan involving customer that included in-depth research of all previous purchases,review of previously completed bodies of work, and 6 on-site visits within 1 year. * Built an executive presentation for leadership to advocate for employee advancement andincentives. Secured a 15% raise for a top-performing team member and instituted a promotion planfor another employee, as well as increasing overall team morale and building personal credibility as aleader. * Submitted a plan to leadership that addressed a critical problem area, providing solutions to reverselow morale such as weekly "wins" (shifting the dynamic from negative to positive).

• Senior Director Business Development

  • Dec 2014 - Present

  I was promoted to maintain efforts from my prior position in increasing incremental sales and client retention. Collaborating with account management counterparts and the Consulting team, I placed a high premium on the client in all activities. With the latter, I formed a partnership and was directly involved in all projects, generating the highest number of advisory services sales for the company (multimillion-dollar total). One of the keys in this position was my shift in focusing on the 20% of clients that generated 80% of all business, eliminating lesser-value accounts to raise the emphasis on enterprise customers. Additionally, I improved the overall M&A function by setting up alerts for news briefs that tracked industry M&A activity; as a result, internal teams were better prepared for potential M&As and their subsequent responses.

• Director of Business Development

  • Dec 2013 - Present

  I was promoted for a dual goal of prospecting and capturing new clients while maintaining retention efforts for existing accounts. As a critical factor, I was actively engaged in representing the company at events and conferences, providing a knowledgeable presence and interacting effectively with potential clients.We experienced rapid growth in our client base during this period, which presented a challenge in terms of individual attention to each client. Within this environment, I maintained a consistently high level of client satisfaction. Additionally, I implemented process improvements that included a best practice in meeting preparation and a workflow optimization strategy that improved our time spent with members of the leadership team.

• Business Development Manager

  • Jun 2007 - Present

  I was hired as the first salesperson (outside of my direct supervisor), with a combined emphasis on new business sales and client retention; I collaborated with Account Management on the latter goal. As this was a new industry for me, to overcome the learning curve, I completed in-depth research and study of the company’s product portfolio, customer sets, and supply chain points – along with studying the industry in detail. I attended as many conferences and events as possible as a representative in supporting our trade shows. With the key being client relationships, I created and implemented strategies for long-term relationship building goals.

• Regional Vice President

  • Feb 2016 - Feb 2022

  I was promoted to a Vice President position within this market research and consulting firm (food service industry focus) based on my sales successes and leadership contributions over my past 9 years with the company. In this role, I directed all aspects of the sales territory that produces approximately 30% of all revenues for the company, as well as my own personal contribution (40% of the total business in the territory). Leading a team of direct reports, I oversee all recruitment, on boarding, training, career development, and performance evaluation activities. Additionally, I engage in cross-departmental collaborations on special projects involving build-out of new technology and IP-based research solutions.From my position as Business Development Manager all the way through this VP position, I drove growth for the business in nearly every year of my 12-year tenure. Successes included: facilitating profit gains by modifying customer contracts to optimize spend and margins; providing a strategic structure for the sales team to improve their go-to-market planning abilities; and capturing a 6-figure total in incremental sales from enterprise customer (increased annual sales target 20%). Additionally, I created an executive presentation for leadership to advocate for employee advancement and incentives, secured a 15% raise for a top-performing team member, instituted a promotion plan for another employee, and improved overall team morale. For the latter, I provided solutions to reverse low morale such as weekly “wins” (shifting the dynamic from negative to positive).



Technomic

• Regional Vice President

  • Feb 2016 - Present



Avenue Incorporated

• Sales Manager

  • Jan 2004 - Oct 2006

  In charge of new business development for proposed building projects both in residential and light-commercial capacities. In charge of new business development for proposed building projects both in residential and light-commercial capacities.