$1.6BB, 7,000-employee leader in software/programming for tax preparation, personal finance and small business.Specific products include QuickBooks, TurboTax, ProSeries and Lacerte professional tax and accounting products.
Sales Manager (2005 – 2007)
Promoted to lead a team of 15 Account Managers charged with increasing customer loyalty and sales levels of 20,000 top tier accounts.
·Increased retention rate from 92% to 94% in first 12 months by revamping renewal process and introducing incentives, resulting in delivering $6MM in new revenues.
·Introduced formal and regular training and coaching in sales best practices through role playing and mentoring.
·Refocused efforts to increase the average revenue per customer for ProTax customers, and led team of 10 to generate $3MM in sales.
·Credited for reallocating 12 sales professionals to focus on new business acquisition.Developed sales strategy including data mining to identify high-potential prospects, conducted seminars and face-to-face presentations, and delivered over 300 new clients and $1.5MM in sales in 6 months. Generated over 750 opportunities .
·Selected for fast-track training program that included Frontline Leadership, Framing for Success, Essentials of Coaching for Managers and Voice of Employee.
Senior Sales Executive (1999 – 2005)
Recruited just after company acquisition of software leader Lacerte.Initially assigned position as Individual Technical Support Specialist (1999 – 2000), promoted to role as Business Technical Support Specialist (2000) and then Senior Sales Executive.
·Recruited by new Sales Manager as first internally promoted Sales Representative.
·Implemented consultative selling methodologies including SPIN and Pro 3 to deal with CPA, Enrolled Agent, attorney and tax preparer targets.
·Spearheaded testing and implementation of Siebel data management software system key to upgrading and improving sales operations.
·Tasked as Team Leader on critical ‘Achilles Project,' an evaluation of competitor vulnerabilities that has been pivotal in increasing renewal rates from 65% to 80% and producing revenue of $6.2MM.
·Provided strong leadership to a team of 10 Special Tax Planners which successfully met revenue and total unit goals while utilizing temporary employees.
·Built and cultivated extremely strong and durable relationships to key customer decision-makers leading to increased business and client retention.
·Broke all-time sales record by producing over $790,000 add-on revenue to existing $390K quota.
·Achieved status as ‘Top Five’ sales producer, corporate-wide, on an annual basis.
·Starting two months behind other Sales Representative, due to Siebel Project (see above), still finished No. 1 in sales over $100,000 ahead of nearest Representative.