B2B business development manager overseeing 10+ sales/marketing staff selling research, Business Intelligence (BI) Internet applications, benchmarking software, consulting and Business Process Outsourcing (BPO) services. Clients included federal/state/local governments, corporations, law firms, institutional investors, non-profits, and labor unions.
·Drove substantial revenue growth and tripled three-year compound average growth rate, exceeding sales quotas.
·Exceeded new revenue goals while achieving customer retention of clients above 95%.
·Negotiated and closed client contracts and renewals, including SLAs, ranging up to $1m annual contract value.
·Increased average existing contract value by 5%+ per annum.
·Responsible for forecasting and managing budget of $10+ million.
·Created a new proactive sales culture, through training and employee recruitment, transitioning sales organization from “order takers” to business solution providers.
·Expanded services worldwide launching corporate offices in Tokyo and London.Landed clients in the UK, continental Europe, Scandinavia, Japan, Hong Kong and Singapore.
·Set up Indian off-shore production partnership.
·Identified, negotiated and managed strategic alliances with channel partners.
·Member of 3 person executive team that negotiated sale of the company in 2005 with no layoffs of 140+ person staff, brand-name retention, and the establishment of a not-for-profit research institute.