I increased an e-commerce startup's sales by 77%, doubled an on-demand startup's rides in 6 months and grew an online publisher's monthly users to 30 million.
Created sales for 70,000+ trucks in a channel-based SaaS environment, $20 million sales to an automotive company via opening up that new market, winning Vendor of the Year in China, first for a foreign company turning around a consumer wireless business from subscriber losses to gains and cah flow from negative to positive. Having run sales, marketing and business development teams in the US and worldwide, I am ready to help develop sales and marketing plans that encompass direct sales, channel-based sales along with supporting marketing plans to both drive and augment sales efforts. I can help evaluate current sales teams, help create new ones, and work on innovative marketing plans to complement sales programs. Indirect, or channel-based sales in particular need a different approach to sales, marketing and support for channels. I can help design these programs and create a seamless operation from strategy through sales and marketing, through support. In one engagement, for example, I created and deployed a sales channel and all the requisite marketing programs for a company with no prior experience in the industry which resulted in sales of a SaaS-based product deployed on over 70,000 trucks. I also won vendor of the year from one of China's largest companies, first for a foreigner, and working with them to deploy the software and services throughout Africa and the Middle East. I also developed unique marketing programs and became a staple for call-ins and interviews on Sirius/SM, for example in addition to speaking at conferences, featured in publications, managing trade shows and more.
With a breadth of experience in both the US and EU from a commercial strategy and execution perspective, Bruce provides clients with real-world tactics to plan and execute their medical device sales structure, targeting, and process.
I have held executive positions in multiple companies, in varying industries, and for multiple decades. I have sold over $200 million of products and services. I currently have a strong background in IoT for sales, marketing, product development and support worldwide. I have run a telecommunications and software companies, saving companies from bankruptcy and replacing that with positive cash flow and market gains.
I am an operating executive with PE experience for manufacturing and distribution industries with sales and EBITDA up to $100M and $10M respectively. More than 20 years experience directing "buy and build" strategies for multi-national companies that have created shareholder value, while providing me with unique leadership and operational skills. I have particular expertise developing and implementing growth strategies that include double-digit organic sales increases driven by channel development, market segmentation, key account development, new product introduction, sales force management, and marketing leadership. Identifying, acquiring, and integrating companies that provide a strategic fit supports internal rates of return and increased valuations. PLASTIC & RUBBER MANUFACTURING 25+ years serving in C-level roles for the industry-leading manufacturer of vinyl dip molding, injection molding, plastic extrusion, foam rubber extrusion, EPDM rubber molding, thermoforming (packaging). Companies involved in sales directly to industrial OEM and end-users. Industries supplied includes automotive, aerospace, electronics, machinery, lawn & garden, HVAC, tube & pipe, consumer goods, medical, and fitness equipment. CUSTOM CUTTING TOOLS Lead the industries largest manufacturer and service provider of custom carbide and diamond tipped cutting tool and saw blades. Steered the company through the housing-driven recession emerging with revenue and EBITDA growth during industry recovery. OEM customers in metalworking and woodworking industries. Manufacturing customers in the building materials, O&G, tubing and pipe, housing and remodeling materials, and CNC machining. INDUSTRIAL MATERIAL HANDLING & STORAGE Employing two-step distribution channel to supply heavy-duty storage equipment for manufacturers, machining centers, machine shops, and metal fabricating. Selling through industrial supply companies, cutting tool distributors, and MRO distributors.
Gerald provides market analysis for SaaS and technology based businesses. My experience as a top performing sales executive at a number of high growth startups has provided me a broad view of the opportunities and threats that exist in industries such as 3rd Party Food Delivery, Consumer Journey Analytics, and E Commerce Marketplace.
With 7 years of B2B sales experience in the Software and SaaS space, Gerald takes a consultative sales approach and specializes in establishing committed recurring revenue agreements.
For a publicly traded, multi-billion financial services organization with distributed operations nationally across 4 business units, he served as Chief Revenue and Sales Officer, leading an enterprise sales force of nearly 600. He restructured the sales management teams including roles and responsibilities, created a new sales management team, enhanced sales operations, developed new sales compensation plans, implemented a new CRM, established specific KPI's for the sales organization and created a sales performance annual rewards program. Additionally, new product and customer experience programs were introduced to support the growth initiative. Profitable revenues grew $165 million with increased market share as a result of these changes. For a publicly traded, $750M global professional services organization, he developed the strategy, program office and new practice line for the firm’s National Accounts and Global Accounts Groups. This was their "Chairman" accounts and highest profile customers. He assembled and hired the team (31 total) and became the National Practice Leader for their Top 20 Accounts in the firm. General Motors was personally his account which he was the Lead Partner and grew this relationship from $0 to over $40 million in 2+ years and at its peak had 160 consultants across 5 continents. He also was the Lead Partner for a large telecom account with close to 100 consultants. His leadership in their National Accounts Group increased revenues from $60 million to $135 million in 3 years. For a national real estate insurance and services company, he created, implemented and led a full-cycle Sales Management strategy including account management, pipeline management, segmentation, territory management, strategic accounts, compensation planning, voice of customer, and customer satisfaction programs helping yield annualized double-digit revenue growth and EBITDA. Managed a sales and marketing team of 21. Developed an extensive business plan and go-to-market strategy for start-up operations in the US for a global SaaS based, AI, corporate performance management platform. This included building teams across multiple offices, hiring and building out a sales team and go-to-market strategy, financial management, marketing platform, product development and customer and account servicing. Achieved 135% of target revenue growth in first 9 months. Secured and closed total contract value (TCV) in excess of $5 million. Targets for 2019 were TCV of $17 million, representing a 300+% year over year growth rate. He had responsibilities for all sales and marketing, a team of 9.
As Client Partner at Revenue Architects, onboard and enable teams with the Revenue Architecture Methodology. Align marketing and sales teams and transform revenue growth with full-funnel buyer engagement
Over the past ten years I have been working with global organisations to improve both their ability to negotiate and their selling skills. With a background in Investment Banking, I specialise in HNW and uHNW sales in the investment and wealth management industries. Being good at sales means having a strong understanding of the needs and challenges of the customer. Building a long term relationship, that moves beyond the transactional will help you identify key opportunities, turn round sales opportunities quickly, build long term relationships, and build your reputation as a trusted advisor.
Proven leader across all business functions with a high proficiency in growth strategies, operational efficiency, mergers and acquisitions. At Resources Global Professionals, spearheaded 500% growth from $31 million to $200 million in 4 years leading 14 offices across the Southeast and Southwest regions of this publicly traded professional services firm. He led all sales personnel (75 total) across the Southeast and Southwest regions as part of a 1,000 employee organization. He also developed and led the sales organization across Asia, opening new markets while living in Hong Kong for approximately 2 years. Additionally, he was sent across the globe to train the sales organizations in North America, Europe and Asia. This training was focused on B2B consultative selling and value positioning. Developed an extensive business plan and go-to-market strategy for start-up operations in the US for a global SaaS based, AI, corporate performance management platform. This included building teams across multiple offices, hiring and building out a sales team and go-to-market strategy, financial management, marketing platform, product development and customer and account servicing. Achieved 135% of target revenue growth in first 9 months. Secured and closed total contract value (TCV) in excess of $5 million. Targets for 2019 were TCV of $17 million, representing a 300+% year over year growth rate. He had responsibilities for all sales and marketing, a team of 9.
While running Sales & Marketing for two startups, I was responsible for not only calling on buyers in different categories, but then setting up accounts in Amazon Vendor Central, Target POL, Barnes & Noble Supplier and Walmart Supplier Central. I then was able to handle POS analysis from these systems, including Amazon Retail Analytics and Walmart Retail Link. I know how to create the best descriptions, keywords and media to convert customers to purchasers - as well as how to sell in products to the buyer to get you in the game in the first place. I was able to prove that selling tech products on Amazon was more profitable with AMS spending than hosting our own website for DTC, despite the margin difference. Channel strategy? Not a problem. I've set up between mass and specialty, consumer and educational channels and can help you differentiate between accounts to avoid price spiders taking your average retail price down. If you don't know how to contact buyers at retail, let me be the one to help you. If you're concerned about complexity of account setup, it's a snap for me. Let me be your sales arm and we can work to compare what retailer accounts are best for your product.
While at the Burger King – Pillsbury Company I started & grew profitable trucking business. Restructured & grew uniform business which reduced inventories $2 million to 500k, while increasing fill rate from low 60’s to high 90’s, while improving profitability 50% - from 16% margin => 33% margin. The margin improvement was the result of a new more pricing strategy based upon product sales and customer analysis. Also, develop business plan for an equipment & furniture business to determine business viability. Hired as Business unit manager by Veterinary Companies of America to start up and managed a northeast veterinary drug & supply business. I established a business plan and developed the promotional plan, pricing, marketing plan, operating policies, and procedures. In order to establish this business I; selected & hired key management & support personnel, selected, designed, & opened an area office and 4 distribution centers, selected & hired sales force, established service areas, service frequency and service offerings, established & implemented pricing & ordering programs/policies, established customer credit and invoicing system, setup inventory ordering and on-hand guidelines/controls, developed sales & marketing plan, created employee performance and reward program/process, and expanded customer base & customers sales volume. As Business Unit Manager at General Electric P&LS was hired to set up a Logistics services business. Started by combining three independently run GE Logistics location. Consolidate the three location and established P&L responsibilities for the Logistics services business. Expanded the business into more operations and eventually established 24 locations in Canada, USA, & Mexico serving the clients. Set policies, procedures, goals, objectives, and pricing for business. Obtained new clients and develop new services. Set strategic direction for business and evaluated, mentored, & coached 15 managers/direct reports. Proactively anticipate problems and took action to eliminate them.
Led B2B sales management team; accountable for revenue goal, sales planning, maintaining key business relationships and managing/retaining a productive group of Directors. Directed and coached a team of 6 sales professionals in a fast-paced, quota-driven environment. Created plans to execute both short-term and long-term strategies. Managed revenue forecasting on a weekly, quarterly and annual basis.
Provide strategies to maximize scale and profitability. Leverage a people-first approach to navigate through challenging and complex business situations, exceeding expectations by providing the tools and resources to maximize potential and drive operational excellence. Accomplishments: • Accelerated revenue expansion 500%, contributing 75% and 90% of total company growth. • Delivered and closed critical business deals for short and long-term revenue; cultivated strategic partnerships within the industry to build and grow key client accounts. • Revitalized processes, procedures and policies including sales and marketing process; requirements analysis process; program development process, and project delivery process. • Leveraged expert relationship building and communication to foster trust at all levels; mobilized local team strengths and collaboration while working on cross-functional teams internationally.
We are servant leaders and "People do not care how much you know until they know how much you care". As a Coach, Teacher, Trainer and Public Speaker for John C. Maxwell who quoted this wise words I care about the quality of my work and the benefits your company wins by increasing customer experience. I work with companies toward achieving the best CX possible through processes because is the right thing to do. Once we start working together you can experience increase in your CSI and SSI results and can measure the actual versus your industry benchmark. We exist because our customers and we must be at the top of our game mentally and physically through our actions, behaviors and the way we make them feel.