Brian Hadley
Charlotte,NC
Summary
Dynamic Senior Vice President at Qualfon/Dialog Direct with expertise in demand generation strategies and talent development. Achieved a 400% pipeline increase and 35% revenue growth through innovative sales strategies and effective team leadership. Proven ability to drive change and enhance performance in diverse environments.
Overview
23
23
years of professional experience
Work History
Senior Vice President
Qualfon/Dialog Direct
03.2023 - Current
- Led the transformation of a demand generation process by recruiting and developing the new team, implementing the technology base, creating a streamlined process for booking meetings, and using data to track and assess effectiveness.
- Results: 5x increase in meetings. Cut costs by 35%. Pipeline increase of 400%.
- Recruited and trained sales talent for marketing and fulfillment services.
- Results: increased representation by 30%, cut decision time by 30%, and added new partnerships.
- Designed and created the new sales strategy and tactics for targeting new customer growth.
- Results: Revenue YOY grew 35%. Expanded to 4 new markets without increasing customer acquisition costs.
- Reimagined and transformed the print and direct mail division by developing current salespeople’s skills towards current market conditions and creating partnerships with former competitors and advertising agencies.
- Results: Revenue projected to grow 40% without the purchase of new equipment or adding personnel. Eliminated poor-performing relationships and replaced them with aligned partners.
Global Sales Strategist
INGERSOLL RAND
02.2022 - 03.2023
- Launched a US-based program globally, taking proven concepts and developing a global network of trainers, agents, and managers with attention to various cultural factors.
- Created a reinforcement program that allowed for virtual learning to be tailored to each salesperson's situation, which culminated in 1500 salespeople being trained in 8 months.
North American Sales Training Manager
INGERSOLL RAND
04.2021 - 03.2022
- Created, facilitated, taught, and assessed sales training for all business units in North America. Program focused on developing new methods for initiating change in salespeople that could be supported and reinforced by local managers.
- Managed the development of all new sales hires for their technical and sales training with a particular focus on mentorship of soft skills for recent college graduates/younger professionals entering the sales environment.
- Supported sales strategies with a variety of internal lines from golf carts to aerospace.
- Reviewed 11 different sales training methodologies as part of a new program to implement one program globally.
- Coached managers globally on how to transfer and maintain learning from sales training.
Sales Coach
INGERSOLL RAND
01.2018 - 04.2021
- Directed the implementation of a sales internal organization that allowed for deeper account penetration and more one-on-one time for sales managers.
- Delivered training for sales leaders on training and mentoring salespeople.
- Designed, created, and implemented training curriculum, including sales skills and sales leadership to salespeople and managers.
- Supported Sales Force Automation to all levels of salespeople and developed customized programs for data visualization.
- Result: Reduction in 'overview' time by 30% while improving access to key sales metrics.
- Taught and trained IRSMX and SLII principles to new sales leaders and area directors.
- Supported talent acquisition, talent development, and interview processes.
- Identified candidates for leadership positions and taught leadership concepts to potential managers.
Southeast Regional Manager
ROYAL PAPER PRODUCTS
01.2010 - 12.2018
- Initiated a new sales model in the southeast region that brought localized attention to clients of this national supplier of food service disposals, protective wear, and cleaning products to commercial users.
- As a 'selling manager,' I directed 17 brokerage salespeople and was responsible for national/regional chain accounts.
- Maintained broker relationships to ensure effective communication between brokers and Royal Paper, by focusing on results over busy schedules, requiring minimal paperwork, and providing timely, relevant information.
- Managed a new contract process that resulted in a multi-year agreement, which doubled SKUs and tripled sales with a non-traditional distribution channel and a national restaurant chain.
- Boosted sales 50% for a dormant product line in one year and sold the most of any region, by engaging the sales team through usable sales tools and webinar training.
Founder, Managing Partner
HADLEY-STRADER-TANO ASSOCIATES
01.2003 - 12.2010
- Created a new agency representing 15 product lines of Commercial Cleaning Equipment, Food Service Supplies, and Food Service Disposables. Contracted with local/state government, schools, and military bases.
- Green Protocol/ Infectious Control Advocate: Consulted with colleges, hospitals, and the NC General Assembly to follow Green protocols and be an infectious control advocate by sharing green ideas, demonstrating how to obtain LEED credits, and training healthcare professionals on cross-contamination and infection control mitigations.
- Nontraditional Contracting: Collaborated with purchasing departments and contract writers at government agencies to establish multi-year business without needed re-bids.
- Results: Grew sales from zero to $6 million.
Education
Master of Science - Organization Development
Queens University of Charlotte
01.2021
Bachelor of Science - Psychology and Communications
Heidelberg University
01.1988
Skills
- Demand generation strategies
- Sales strategy development
- Sales training and coaching
- Talent development initiatives
- Negotiation techniques
- Team leadership skills
- Change management expertise
Professional And Personal Service
- Metrolina Athletic Officials Association, Football Referee
- Charlotte Rescue Mission, Volunteer
- F3, Site Coordinator
Timeline
Senior Vice President
Qualfon/Dialog Direct
03.2023 - Current
Global Sales Strategist
INGERSOLL RAND
02.2022 - 03.2023
North American Sales Training Manager
INGERSOLL RAND
04.2021 - 03.2022
Sales Coach
INGERSOLL RAND
01.2018 - 04.2021
Southeast Regional Manager
ROYAL PAPER PRODUCTS
01.2010 - 12.2018
Founder, Managing Partner
HADLEY-STRADER-TANO ASSOCIATES
01.2003 - 12.2010
Master of Science - Organization Development
Queens University of Charlotte
Bachelor of Science - Psychology and Communications
Heidelberg University