Sanjay Viswanath

Sanjay Viswanath

Profile

Sales Management / Business Development Executive

I am a results-driven sales professional with a dedicated history of success providing consultative sales and advisory services to meet the needs of a diverse client population. 10+ year track record of surpassing multi-million dollar sales quotas on both individual and team leadership capacities. Proven track record of training and developing sales teams to exceed sales/revenue targets.

My core professional competencies include:

  • Strategic Sales & Marketing (Campaigns)
  • Team Development & Management
  • Strategic Planning & Analysis
  • Prospecting & Lead Generation
  • Sales Forecasting & Budgeting
  • Cross Functional Leadership
  • Key Account Acquisition & Retention
  • Client Relationship Management
  • Executive Presentations
  • Executive Negotiations

Objective

To further my professional career by obtaining a challenging business development leadership position applying creative problem solving and management skills within a growing company to achieve optimum utilization of its resources and maximum profits.

Skills

Skills

Team Leadership

I am a motivational leader who can drive team members to achieve results. I have been reputed for structuring and developing teams to exceed sales and revenue targets. I have always vested in team member success to cultivate “can-do” attitude and company loyalty. Throughout my professional history, I have built highly effective teams that have been both top-line (sales/revenue generation) effective and bottom-line (cost containment/operations) efficient. It's been my experience that recruiting, teaching, training and developing successful and promotable employees has been the apex of success for all the organizations that have employed me. 

Deal Structuring & Negotiations

I have experience in conducting comprehensive due diligence and analyzing business opportunities that deliver sustainable results. I am an effective negotiator able to structure competitive transactions and close deals on a consistent basis.  My past success in structuring deals and negotiations has been directly attributable to my effective and persuasive communication style. Doing a comprehensive needs analysis and understanding the situation from the perspective of the client and only then designing solutions that mutually benefit both my organization and the client have yielded a great number of successful transactions. 

Strategic Planning and Execution

I am an innovative and entrepreneurial executive who demonstrates vision to spearhead and launch strategies that drive business growth and shareholder value.  I have conceived and implemented strategic initiatives that drive top-line performance and bottom-line results.  In addition to my professional background, I have additionally honed this skill through my academic training, specifically my MBA. Both my professional and academic education have taught me the value in looking at situations from a 360 degree perspective to ensure that planning can be done in the most strategic, effective and efficient manner possible. 

New Business Development

I am skilled at cultivating proactive partnerships with prospective clients and consistently meeting the needs of existing clients. I have flawlessly executed programs that provide added value and fuel increased revenue and corporate profitability.  Throughout my professional history, I have demonstrated assertiveness and aggressiveness when seeking new business. Prospecting and maintaining the "Hunter" mentality have been constant. Whether it has been as an individual producer or a manager of sales professionals, this skill has been instrumental to my sales and business development success. 

Certifications

Certifications
Jul 2011 - Dec 2011

Certified Business Performance Advisor

University of Texas, Houston
Jul 2000 - Mar 2001

Certified Management Training

Enterprise Holdings, LLC.

Work History

Work History
Mar 2013 - Present

Director of Sales / National Accounts Director

Heartland Payment Systems

Industry leader providing transparent and ethical merchant services to small, mid-market and enterprise level businesses nationwide.

As Director of Sales I launched and developed the Heartland Marketing Solutions sales organization. My responsibilities included consultative sales to small, mid-market and enterprise accounts, sales process/collateral development, hiring/training/developing salespeople across the US, customer service and support, product reengineering, price modeling, P&L management, creating sales support infrastructure, strategic competitive analyses, cross-product integration, financial analysis and trade-show representation. Solutions offered include: debit, prepaid, and credit card processing, mobile commerce, e-commerce, check processing, payroll services, billing services, marketing solutions, security technology and lending services. 

Some of my key achievements at Heartland are: 

  • Successfully led Heartland Marketing Solutions to first profitable year since 2009, surpassing 132% of assigned sales and revenue targets. 
  • Built and managed sales force of over 12 employees each generating $1M+ in sales volume annually. Helped facilitate the closing of 35+ mid-market and enterprise merchants nationwide.                                                    
  • Created sales infrastructure to ensure the long-standing success of the organization including sales process development, sales collateral creation, CRM implementation, P&L best practices and construction of sales support infrastructure.
2011 - 2012

Business Performance Advisor

Insperity, Inc.

Insperity is the leading provider of outsourced Human Resources and Business Performance solutions to small and medium sized businesses.

As a Business Performance Advisor, I was responsible for consulting with small and medium sized business owners on the more effective and efficient use of human capital. Duties included hunting for suitable businesses that have a lack of or limited human capital strategy in place and once identified, advising them to arrive at successful strategic initiatives. I was tasked with structuring complex business solutions to meet the diverse needs of the business community. Solutions offered included: performance management, training & development, recruiting, compliance, payroll & taxes, information technology, liability and health benefits.

Some of my key achievements at Insperity were:

  • In over ten months of tenure, I had consistently exceeded all metrics measures for meetings with business owners (110% of quota), business profiles submitted (103% of quota), set consultation sessions (100% of quota) and deals submitted for approval (101% of quota).
  • I was nominated for the “Rookie of the Year” award. 
2007 - 2010

General Manager/Area Sales Manager

The Regus Group, PLC.

Regus is the global leader in office space solutions for emerging, growing and FORTUNE 1000 businesses.

As both General Manager and Area Sales Manager, I lead the professional efforts of a team consisting between 10-40 employees (13 business centers throughout the Los Angeles area) and oversaw a revenue base of $11 Million plus per month. I provided strategic guidance and direction for overall business efforts by implementing creative sales initiatives (e.g. contests, reward programs, etc) and greater analysis of P&L statements and budgets to increase revenue and cut costs. My job duties included managing new client sales, corporate account sales, client retention, team leadership, product development, finance, business center operations, marketing and branding.

Some of my key achievements at Regus were:

  • Consistently negotiated more than 25 deals/mo. (accounting for over $500,000/mo.) with Fortune 500, international and start-up companies. Established relationships with corporate accounts and facilitated the sales of offices worldwide. Effectively marketed Real Estate brokers and on-line advertisers to increase brand name recognition and lead generation. Increased worldwide sales by leveraging broker affiliations and working with their global partners.
  • Ranked TOP 10 in the Americas numerous times over period of 3 years for sales/revenue generation, deal volume, customer service and employee development.
  • Effectively taught, trained and developed 10-40 employees to enhance their career progression and to improve sales from an average base of $8.5 Million per month to $11 Million plus per month.  Created effective managers who excelled at efficiently operating business centers, leading to an average decrease in costs/expenses of more than 23%. 
2000 - 2006

Area Manager/Regional Remarketing Manager

Enterprise Holdings, LLC.

Enterprise is the national leader in replacement and leisure rental vehicles and corporate fleet programs.

As an Area Manager and Regional Remarketing Manager I guided the fleet growth, profitability, customer service and employee development at the branch, area (6+ branches) and regional (27+ branches) levels. I oversaw budgets and inventory ranging from $25 Million and upwards. I effectively managed sales, operations, new business development and fleet planning.

Some of my key achievements at Enterprise were: 

  • Grew profitability over 130% by consistently raising fleet size, maintaining high occupancy (greater than 90%), and selling (or motivating employees to sell) ancillary products. Successfully renegotiated agreements with auto dealerships, auto body shops and corporate accounts to increase profitability and fleet size. Developed marketing campaigns for local airports, hotels and other businesses to boost exposure and revenues.
  • Achieved BEST IN REGION status 18 times throughout career for surpassing revenue and fleet targets, superior customer service and developing exemplary (promotable) employees. Over the course of tenure, regarded as a manager who was well rounded and aggressive in all areas of commerce. 

Education

Education
Apr 2009 - Dec 2010

Master of Business Administration

Pepperdine University

I earned my MBA from Pepperdine University in 2010. I graduated with a 3.73 (out of 4.00) grade point average and earned the privilege of being on the Dean's Honor List and gained membership into Beta Gamma Sigma (Business Honor Society).

The core curriculum of the program focused on executive management with concentrations in: 

  • Organizational Behavior
  • Evidence Based Decision Making
  • Information Technology
  • Economics
  • Finance and Accounting
  • Marketing
  • Law and Ethics
  • International Business
  • Strategy
Sep 1997 - Jun 2000

Bachelor of Arts

University of California, Santa Barbara

I earned my Bachelor of Arts degree from University of California, Santa Barbara with a double major in Psychology and Communication and a minor in American History. I graduated with a 3.61 (out of 4.00) grade point average and earned the privilege of being on the Provost's Honor Roll for 8 out of the 9 quarters that I attended UCSB. 

During my senior year, I completed my honors thesis on the effects of alternative therapies (exercise, homeopathy and yoga) for the treatment of anxiety and depression. After doing clinical tests with my faculty advisor, we were able to publish the findings in The Journal of Clinical Psychology. 

Throughout the course of my tenure at UCSB, I worked in the Cognitive Development Laboratories under the tutelage of Dr. Arturo Hernandez. The studies conducted included MRI imaging of the brain in bilingual subjects to observe specific brain chemistry during linguistic processing. After two years of tenure at the facility, I was promoted to Lab Manager and oversaw the effective and efficient operation of the lab and experimental studies.