Alison Pijar
Lancaster,PA
Summary
SALES DIRECTOR
Sales team leader with more than 10 years of experience supporting education technology, retail, and packaging sectors. Expertise includes coaching, onboarding, and training sales reps; TAYA and Sandler sales methodologies; B2B and B2C sales; customer journey; revenue growth; account management and retention; customer relationship management; contract negotiation; and prospecting and cold calling. Known for ability to positively manage customer journey and sales process optimization.
Overview
10
10
years of professional experience
Work History
lead generation
Lancaster, PA
01.2021 - Current
- The largest digital career and technical education (CTE) curriculum provider with $32M annual revenue.
Director, Sales Development Representatives
01.2022 - Current
- After iCEV acquisition of Applied Educational Systems, structured SDR program, roles, and processes (e.g., onboarding, training, lead generation, outbound prospecting)
- Manage cross-functional communication and optimize collaboration with Territory Managers (TMs or Outside Sales), Marketing, Technology, and Product Teams
- Promoted consistent sales processes and increased SDR close accountability as part of strategic plan
- Test new tools in Outreach and Salesforce
- Exceeded private equity owner’s annual target of 10% new business growth by third quarter:
- Recruited six (6) new SDRs who closed $800K in new business within 10 months
- Identified strategies and developed / documented processes to improve accuracy and integrity of Salesforce data; trained SDRs and 35 TMs
- Led lead qualification of ~30 inquiries per day, with marketing qualified leads (MQLs) routed to Outside Sales, resulting in $1.1M in new business handed off to Territory Management team of 75
- Collaborated with Marketing, identified 26 scoring criteria for lead qualification, evaluated 2K+ MQLs, and distributed for follow up
- Co-developed marketing strategy that included email drip marketing campaign and print outreach for each of 11 target segments as well as phone campaign that targeted organizational partners
- Implemented “They Ask You Answer” (TAYA) with weekly in-depth SDR training using video, active listening, and role play supplemented by quarterly coaching from TAYA representatives
- Lead team of five (5) SDRs who function as Internal Sales for 11 curriculum content areas
Sales Development Representative
Applied Educational Systems
01.2021 - 01.2022
- Launched new business development process that leveraged outbound TAYA marketing techniques
- Collaborated with marketing to create relevant, teacher-focused, one-to-one video content
- Increased revenue growth by 10% after driving improvements to inbound lead generation process that adjusted HubSpot scoring criteria and increased MQLs by 8%
- Cultivated $700K in new business sales within 18 months as inaugural SDR by following up on MQLs received through content marketing and video responses
- Achieved average response rate of 20% (representing $150K in new business) to targeted one-to-one emails that incorporated 30- to 90-second TAYA videos
- Delivered semi-monthly one-to-one video training to five (5) sales managers, increasing net revenue retention for accounts over one (1) year old from 98% to 102%
Account Manager
School Annual by Jostens
, PA
01.2017 - 01.2021
- A subsidiary of leading firm for class rings, graduation paraphernalia, and yearbooks with $1.4B in annual revenue
- Managed account support for book of 330 accounts (public and private K-12 and higher ed schools) in WA, OR, VA, GA, AL, and MS
- Conducted outbound prospecting through referrals and cold calling
- Provided customer support by assisting with yearbook creation and modifying order volume
- Cross-sold other products, SaaS-based yearbook creation software, and ancillary services
- Recognized by Jostens VP as top seller on team of 10 with $100K in new business in first full year
- Cultivated 7% growth in territory revenue from account expansion, cross selling, and inbound MQLs
- Achieved 97% renewal rate in struggling territory by reviving customer relationships
David’s Bridal
Pittsburgh, PA
01.2015 - 01.2017
- The world’s largest distributor of bridal gowns and wedding day accessories with $1.3B annual revenue.
Senior Bridal Stylist
01.2016 - 01.2017
Bridal Stylist
01.2015 - 01.2016
- Quickly developed reputation through online reviews for establishing positive relationships with brides and providing excellent customer service
- Upsold and expanded accounts to provide wedding attire for additional members of bridal parties
- Served as manager’s backup during absences, recommended process improvements, and created seasonal point-of-sale merchandising displays to drive increased sales
- Recognized within top 10% in sales nationwide and #1 in sales across three (3) Pittsburgh-area stores
- Granted "Circle of Excellence" status for exceeding $500,000 in revenue within one (1) year
- Achieved 5-Star average rating on Yelp and Google Reviews
- Trained 10 new employees and provided assistance during challenging appointments
Outside Sales Representative
CTC Packaging
Sandy Lake, PA
01.2015
- A small manufacturer and distributor of pallets and packaging supplies
- Recruited to launch new territory through outbound prospecting, client communications, and account management
- Gained familiarity with customer requirements and product features by participating in weekly ride-alongs with sales staff in other territories
- Cultivated $1M+ pipeline within 6-months by leveraging personal network to build market presence
- Leveraged Sandler Sales techniques in conducting 20+ cold calls per day in untapped Pittsburgh market
- Attended two (2) Chamber of Commerce events to expand network and build brand awareness
Marketing Intern
Sandler Training
Pittsburgh, PA
Program Intern
Walt Disney World
Orlando, FL
- Alumni Fundraising Call Center Customer Service, California University of PA
Sales Associate
Ruum American Kids Wear and Delias
Pittsburgh, PA
Figure Skating Instructor
Airport Ice Arena
Pittsburgh, PA
Education
Masters in Business Administration - undefined
University of Scranton
2022
Bachelors of Science - Business, Marketing and Management
California University of PA
Skills
- They Ask You Answer (TAYA)
- New Business Growth
- Account Management
- Customer Experience
- SaaS Sales
- Sandler Sales Methodology
- Sales Coaching
- Lead Generation
- Customer Lifecycle Management
- TECHNICAL SKILLS
- Salesforce, HubSpot, Microsoft Office (Word, Excel, PowerPoint)
- VOLUNTEER and COMMUNITY
- Martial Arts Marketing, Fundraising, and Tang Soo Do Instructor
- Page 3
Affiliations
Sandler Sales Training, Pittsburgh PA | They Ask You Answer Training (TAYA), Lancaster, PA
Timeline
Director, Sales Development Representatives
01.2022 - Current
lead generation
01.2021 - Current
Sales Development Representative
Applied Educational Systems
01.2021 - 01.2022
Account Manager
School Annual by Jostens
01.2017 - 01.2021
Senior Bridal Stylist
01.2016 - 01.2017
David’s Bridal
01.2015 - 01.2017
Bridal Stylist
01.2015 - 01.2016
Outside Sales Representative
CTC Packaging
01.2015
Marketing Intern
Sandler Training
Program Intern
Walt Disney World
Sales Associate
Ruum American Kids Wear and Delias
Figure Skating Instructor
Airport Ice Arena
Masters in Business Administration - undefined
University of Scranton
Bachelors of Science - Business, Marketing and Management
California University of PA