Richard Wilson
Scottsdalle
Summary
Results-driven sales leader with 18 years of experience in SaaS and Logistics, specializing in driving revenue growth, optimizing sales strategies, and revitalizing underperforming business units. Proven track record of expanding market reach, enhancing product awareness, and implementing strategic initiatives that drive measurable results. Adept at leveraging Salesforce as a CRM to streamline sales operations and improve pipeline management. Certified Scrum Master, HubSpot Certified, and SPIN Selling Certified, bringing a structured and consultative approach to sales and business development. A global-minded strategist with a practical and achievable focus, ensuring alignment between business goals and market needs. Passionate about fostering strong relationships, driving operational efficiency, and delivering scalable solutions that maximize profitability.
Overview
19
19
years of professional experience
Work History
Account Executive
Cal Net Technology
02.2022 - Current
- Obtained 133% to goal 2023
- Obtained 117% to goal 2022
- Develop and maintain strong client relationships to foster trust and loyalty
- Identify client needs through an in-depth understanding of logistics and supply chain management
- Conduct market research to discover new business opportunities and industry trends
- Prepare and present tailored proposals that effectively address client requirements
- Negotiate contract terms and pricing to secure profitable agreements
- Collaborate with internal teams to ensure comprehensive service delivery and client satisfaction
- Provide ongoing support and communication to clients, ensuring their logistics needs are met consistently
- Utilize strong analytical skills to interpret data and make informed decisions for successful sales outcomes
- Established strong relationships with carriers and vendors to ensure on-time deliveries and reduce the risk of supply chain disruptions
- Developed business and drove sales 137% by producing new solutions, gaining new contracts and analyzing logistical issues
- Developed effective communication channels between internal departments involved in the supply chain process, enhancing collaboration across functional boundaries
- Managed a portfolio of key accounts, ensuring timely delivery and customer satisfaction
- Analyzed performance metrics to identify areas of improvement within
Mid Market Account Executive
Nextiva
02.2020 - 02.2022
- New logo sales
- Obtained 124% to Sales Goal (2020) 121% (2022)
- Mid Market Sales
- Owned Full Sales Cycle with Consultative relationship driven results
- Achieved sales targets by developing customized solutions tailored to client needs and presenting compelling value propositions
- Led proposal development efforts incorporating input from various stakeholders resulting in winning bids more frequently than competitors
- Increased sales revenue by consistently meeting and exceeding sales targets through effective client presentations and product demonstrations
- Attended trade shows and seminars to promote products and network with industry contacts
Key Accounts Executive
Comcast Business
01.2018 - 02.2020
- Company Overview: Central US Division
- Responsible for growing sales through successful prospecting, executing sales process, and managing contract deliverables with national accounts in different sectors
- Created comprehensive solutions for potential customers and generated new business while growing existing customer accounts
- Delivered engaging presentations showcasing product offerings tailored to individual client needs, ultimately driving sales growth
- Increased revenue by identifying growth opportunities within existing accounts and cross-selling additional products or services
- Provided exceptional customer service, leading to increased client retention rates and long-term partnerships
- Developed robust sales pipelines by networking at industry events, actively pursuing leads, and nurturing professional connections
- Enhanced client satisfaction by proactively addressing concerns and implementing customized solutions
- Designed and organized product packages for presentations and sold to 80 clients
- Set and achieved Sales goal of 127% to plan
- Central US Division
Senior SaaS Account Executive
Spectrum Communications
03.2016 - 12.2018
- Called Approximately 100 Calls, emails per day to potential customers
- Regularly informed management by submitting activity and results reports, such as daily call reports, weekly work plans, and monthly and annual territory analysis
- Retained existing accounts, obtains orders, and establishes new accounts by planning and organizing a daily work schedule to call on existing or potential sales outlets and other trade factors
- Created and delivered compelling sales presentations to prospects and generated new sale leads via face-to-face interaction or telephone communication
- Mastered and constantly improved sales prospecting, follow-up and upsell processes
- Conducted regular sales presentations to showcase company offerings and demonstrate product value
- Negotiated pricing, contracts, and terms with key clients to secure new business deals
- Exceeded sales goals regularly by effectively upselling additional items during customer interactions
- Exceeded individual sales goal by achieving 119% to Plan
Major Account Executive
CareerBuilder
03.2014 - 12.2016
- Regularly informed management by submitting activity and results reports, such as daily call reports, weekly work plans, and monthly and annual territory analysis
- Exceeded sales targets through effective account management and strategic negotiation tactics
- Maintained detailed records of all major account activities in CRM system, ensuring accurate tracking and reporting for upper management review
- Delivered presentations to C-level executives, effectively communicating the value of product offerings and services
- Retained existing accounts, obtains orders, and establishes new accounts by planning and organizing a daily work schedule to call on existing or potential sales outlets and other trade factors
- Developed partnerships and or affiliations with local organizations
- Increased customer satisfaction by developing and maintaining strong relationships with key accounts
- Developed sales strategies to target specific industries, increasing brand awareness and market share
- Closed complex sales with transaction value of 50k per deal
- Exceeded sales goals by achieving 118% to plan
Account Manager, Inside Sales
Henry Schein One
03.2011 - 03.2014
- Successfully cultivated and maintained positive business relationships with Dental and Business Managers leaders Qualified companies, through on-site activities as sales calls, onsite visits, coordinate meeting, workshops, educational seminars, and company-supported programs
- Conducted presentations and product demonstrations; asked appropriate questions that qualify business and take advantage of opportunities to create value and meet client needs
- Closely managed the sales process from qualifying to closing
- Cultivated long-lasting partnerships with clients by consistently exceeding expectations and delivering exceptional service
- Developed strong relationships with key clients, resulting in increased account retention and growth
- Exceeded yearly sales goals by achieving 130% to plan year after year
Business Account Executive
Cox Communications
03.2009 - 03.2011
- Successfully cultivated and maintained positive business relationships with SMB Owners Manages leads by Qualifying companies, through on-site activities as sales calls, onsite visits, coordinate meeting, workshops, educational seminars, and company-supported programs
- Managed specific client lists, providing high levels of sales and customer support to ensure needs are met
- Conducted well-prepared face-to-face meetings with decision-makers
- Conducted presentations and product demonstrations; asked appropriate questions that qualify business and take advantage of opportunities to create value and meet client needs
- Closely managed sales process from qualifying to closing
- Mastered and constantly improved sales prospecting, follow-up and upsell processes
- Engaged in daily cold calls in-person and via telephone and followed up with small business prospects monthly to verify pipeline sufficiency
- Developed and managed strong and growing pipelines of prospective small business customers
- Exceeded yearly sales goals of 120 % to plan each year
Account Executive
ADT Security
06.2006 - 07.2009
- Provided exceptional customer service, addressing client concerns promptly and effectively to ensure long-term loyalty
- Managed multiple accounts simultaneously while maintaining organization and prioritizing tasks efficiently
- Qualified leads, built relationships and executed sales strategies to drive new business
- Exceeded sales targets consistently by identifying new business opportunities and creating customized solutions for clients
- Executed successful sales strategies to convert leads into customers
- Negotiated contracts successfully, securing favorable terms for both the company and clients
- Gained understanding of goals, objectives and processes to meet client business needs
- Provided exceptional customer service, addressing client concerns promptly and effectively to ensure long-term loyalty.
Education
Bachelor of Arts - Communications
University of Phoenix
Tempe, AZ01.2021
Skills
- New Business Development
- Salesforce Management
- Relationship selling
- SaaS Sales Management/CRM
- Negotiation expertise
- Client Account Management
- Contract Negotiations
- Territory Management
- Sales Presentations
- High-Level Sale Proficiency
- G-Suite Certification
- Upselling strategies
- Pipeline Management
- Cold-calling the logistics process
- Sales strategy
- Client Relationship Management
- Business to Business Sales
- Hub Spot Certification
Personal Information
- Willing To Relocate: Anywhere
- Authorized To Work: US for any employer
Timeline
Account Executive
Cal Net Technology
02.2022 - Current
Mid Market Account Executive
Nextiva
02.2020 - 02.2022
Key Accounts Executive
Comcast Business
01.2018 - 02.2020
Senior SaaS Account Executive
Spectrum Communications
03.2016 - 12.2018
Major Account Executive
CareerBuilder
03.2014 - 12.2016
Account Manager, Inside Sales
Henry Schein One
03.2011 - 03.2014
Business Account Executive
Cox Communications
03.2009 - 03.2011
Account Executive
ADT Security
06.2006 - 07.2009
Bachelor of Arts - Communications
University of Phoenix
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