Abert Tillman
Upper Marlboro,MD
Summary
Accomplished and motivated sales leader with a proven track record of identifying and creating profitable business opportunities, qualifying top prospects and cultivating strong partnerships. Additionally, I have decades of success in developing individuals and teams with a keen focus on building and promoting diversity.
Overview
30
30
years of professional experience
Work History
Head of Government Contracting Sales
Bloomberg Industry Group
Washington, DC
11.2022 - 11.2023
- Provided leadership, stability and mentoring for team during uncertain times.
- Created GTM strategy for multiple campaigns that resulted in greater productivity and increased pipeline.
- Prepared sales production reports for senior management.
- Delivered consistent one-on-one and group training sessions to help Sales Reps and Account Managers improve skills and selling techniques.
- Attended trade shows and conferences on behalf of the company to promote services and products.
- Monitored performance metrics to ensure targets were met.
- Boosted revenue and facilitated sales activity while developing consistent employee measurements for exceeding goals.
Head of Solutions Consultants
Bloomberg Industry Group
Arlington, VA
10.2021 - 11.2022
- Tasked to create a team of industry and product experts to assist with elevating client and prospect engagements.
- 90% of all deals closed greater than $50K were assisted by a Solutions Consultant.
- Led GTM strategy sessions for all new products.
- Conducted monthly performance reviews with team, setting measurable objectives for each member.
- Participated in round table discussions to brainstorm business strategies.
- Identified and brought on board new employees who added value and talent.
- Attended events across country as company's representative.
- Solutions Consultant team was voted the top Sales Support team for 2022!
Midwest Regional Director, Law Firms
Bloomberg Industry Group
Arlington, VA
01.2020 - 10.2021
- Managed a team of 10 sales professionals selling News, Data and Legal Analysis to law firms throughout the Midwest.
- Conducted monthly performance reviews with sales professionals.
- Participated in daily ride alongs with staff to gain understanding of industry challenges and create coaching opportunities.
- Presented weekly to leadership on pipeline, KPIs, trends, training and development and employee retention strategies.
- Collaborated with clients to implement deferments and other agreements to manage financial impacts of COVID-19.
- Secured $18M in contract renewals 85% renewal for the year.
- Achieved annual revenue target.
Sales Manager, Government Contracting
Bloomberg LP
Washington, DC
01.2017 - 01.2020
- Led team of 8 account executives and 8 sales associates focused on selling procurement data, news, and tools to government contracting firms.
- Assisted team with initial client meetings.
- Served as mentor and coach to realize positive performance outcomes.
- Conducted one-on-one meetings covering strategies and goals, and focused on skill development.
- Met with CEO, CFO, and senior sales team leaders on weekly basis to discuss sales, pipeline, and forecasts and determine short- and long-term goals.
- Reported high-level sales performance at Bloomberg Government monthly townhall.
- Oversaw monthly sales pipeline of approximately $500,000 and $13M in renewals, exceeding $3.6M revenue target.
- Drove sales conversion rates up by 30% through strategic coaching and skill development work with sales associates.
- Organized trade shows and other events as a means of increasing visibility in the marketplace.
Sales Manager - Government Affairs
Bloomberg LP
Washington, DC
01.2014 - 01.2017
- Managed 4 account executives and 3 sales associates.
- Hired and trained new staff on best practices and persuasive presentations.
- Developed effective strategies based on market and competitive research to reach new markets.
- Achieved $5M in service renewals, far exceeding revenue targets of $850,000.
- Oversaw growth from $550,000 in sales in 2014 to over $1M by 2016, closing subscription sales with 60% of congressional offices and attaining status as a leading provider of legislative research/analysis on Capitol Hill.
- Built sales forecasts and schedules to reflect desired productivity targets.
- Promoted gender, racial, and age-based diversity as member of Diversity Champions internal group; engaged with Bloomberg LP board chairman Peter Grauer to present and gain approval for initiatives to promote key values.
Sales Representative
Bloomberg LP
01.2011 - 01.2013
- Played instrumental role in building new government-focused branch of Bloomberg and created business strategy.
- Built relationships with federal government elected officials, support staff, and agency members.
- Demonstrated value of legislative research and established brand reputation distinct from founder Michael Bloomberg.
- Engaged with potential clients through emails and cold-calls, and followed-up with leads.
- Collaborated with government division leadership to develop strategic products and define GTM and pricing strategy to reach clients on Capitol Hill.
- Drove rapid growth, selling to 10% of congress by 2011, 20% of congress in 2012, and 50% of congress by 2014, to realize $550,000 in revenue.
- Trained approximately 2,000 staff in 400 congressional offices to maximize Bloomberg Government resources.
- Served as chair of Black Professional Community at Bloomberg Government 2012-2013 and co-chair from 2013-2014, promoting diversity, inclusion, and equality through strategic initiatives at all levels of operations.
Sales Associate
Bloomberg LP
01.2010 - 01.2011
- Played instrumental role in building new government-focused branch of Bloomberg and created business strategy.
- Built relationships with federal government elected officials, support staff, and agency members.
- Demonstrated value of legislative research and established brand reputation distinct from founder Michael Bloomberg.
- Engaged with potential clients through emails and cold-calls, and followed-up with leads.
- Collaborated with government division leadership to develop strategic products and define GTM and pricing strategy to reach clients on Capitol Hill.
- Drove rapid growth, selling to 10% of congress by 2011, 20% of congress in 2012, and 50% of congress by 2014, to realize $550,000 in revenue.
- Trained approximately 2,000 staff in 400 congressional offices to maximize Bloomberg Government resources.
- Served as chair of Black Professional Community at Bloomberg Government 2012-2013 and co-chair from 2013-2014, promoting diversity, inclusion, and equality through strategic initiatives at all levels of operations.
Sales Representative
Congressional Quarterly
01.2008 - 01.2010
- Fostered relationships with customers to expand customer base and retain business.
- Generated new sales leads through cold calling and networking activities.
- Demonstrated product features to align with customer needs.
- Identified opportunities for cross-selling additional products and services.
Account Manager
Congressional Quarterly
Washington , DC
01.2005 - 01.2007
- Worked closely with Senior Account Executive to retain and grow CQ's presence on Capitol Hill.
- Developed successful customer relationships and quickly resolved service requests to increase sales.
- Maintained accurate records of all customer interactions in the CRM system.
- Participated in brainstorming sessions to develop new ideas for business development initiatives.
- Managed at the time CQ's most influential and lucrative clients. CRS, House Committee on Ways and Means and Congressional Leadership accounts.
Account Manager
Gallery Watch
Washington, DC
01.2001 - 01.2005
- Created real time updates for Senate Floor activities for Gallery Watch clients.
- Provided oversight for House legislative activities updates for Gallery Watch clients.
- Recognized by management for providing exceptional customer service.
Manager of Congressional Operations
Legi-Slate
01.1994 - 01.1998
Education
Bachelor of Arts in Political Science -
UNIVERSITY OF CHARLESTON
Skills
- Team Management
- Team Building
- Decision-Making
- Collaboration
- Task Prioritization
- Mentoring Abilities
- Sales Team Training
- KPI Tracking
- Sales Planning
- Pipeline Management
- Sales Coaching
- Sales Target Setting
- Campaign Development
Timeline
Head of Government Contracting Sales
Bloomberg Industry Group
11.2022 - 11.2023
Head of Solutions Consultants
Bloomberg Industry Group
10.2021 - 11.2022
Midwest Regional Director, Law Firms
Bloomberg Industry Group
01.2020 - 10.2021
Sales Manager, Government Contracting
Bloomberg LP
01.2017 - 01.2020
Sales Manager - Government Affairs
Bloomberg LP
01.2014 - 01.2017
Sales Representative
Bloomberg LP
01.2011 - 01.2013
Sales Associate
Bloomberg LP
01.2010 - 01.2011
Sales Representative
Congressional Quarterly
01.2008 - 01.2010
Account Manager
Congressional Quarterly
01.2005 - 01.2007
Account Manager
Gallery Watch
01.2001 - 01.2005
Manager of Congressional Operations
Legi-Slate
01.1994 - 01.1998
Bachelor of Arts in Political Science -
UNIVERSITY OF CHARLESTON
Similar Profiles
Justin TownsendJustin Townsend
Senior Enterprise Account Manager at Bloomberg Industry GroupSenior Enterprise Account Manager at Bloomberg Industry Group
Alexander O'NeilAlexander O'Neil
Manager, Tech and Software Customer Success at Bloomberg Industry GroupManager, Tech and Software Customer Success at Bloomberg Industry Group
Bruno Giordano, MBABruno Giordano, MBA
Senior Facilities & Operations Manager at Bloomberg Industry GroupSenior Facilities & Operations Manager at Bloomberg Industry Group