MS Word
Brian Theno
Business Development
Encinitas,CA
Summary
Skilled Business Development leader offering 17 years of experience in leading operations and enhancing revenue. Bringing expertise in client acquisition and contract negotiation, along with excellent interpersonal communication, relationship-building and team leadership abilities. Results-driven and proactive with demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives.
Overview
4
4
years of post-secondary education
17
17
years of professional experience
Work History
Business Development Manager
GTR Global Events and Technology
San Diego, California
03.2014 - 02.2021
- Defined strategy to develop, execute, and manage a comprehensive pipeline of enterprise level accounts.
- Was part of an executive leadership team who created vision and strategy for long-term growth and led marketing initiatives designed to penetrate and grow target markets.
- Trained and directed the domestic sales team on multiple SaaS products and service packages.
- Personally acquired and managed corporate accounts such as: Google, Dell, Adobe, Thermo Fisher, Investec, FICO, Appian, Ping, Intuit, NetSuite, and many others.
- Responsible for managing and supporting sales team who increased client base by at least 60% each year during all seven years.
- Maintained a yearly 92% client retention and renewal rate.
- Exceeded sales quota personally, and as a team by at least 30% every quarter.
- Built channel partners and strategic alliances that equated to 40% of total yearly revenue.
- Managed and developed the entire sales process from presentation decks, running interactive Zoom demonstrations, CRM build-out, integrating a proposal system, contract automation, and renewal alerts.
Director of Operations
Inspection Web
Encinitas, California
01.2006 - 01.2013
- Communicated with customers, management, internal departments, and vendors to coordinate overall marketing efforts in accordance with corporate goals.
- Maintained client relationships with large mortgage companies such as Chase, GMAC, Wells Fargo and Bank of America.
- Provided performance reporting and incentive strategies to increase efficiency and productivity.
- Coordinated liaison efforts between banks and insurance companies to visit homeowners in the event of property damage and verify repairs in accordance to estimate specifications.
- Managed the logistics and completion of 12,000 work orders each month.
- Created proprietary web-based Data Base Management System used for the distribution of work orders, reporting results, QA before sending to end customers, and automated all accounting practices.
- Created specialized payroll/expense, mapping/GPS algorithm that increased profit margins by of 300%.
Director of Marketing
Home Giant Corporation
Encinitas, California
01.2003 - 01.2006
- Developed and managed a wide range of marketing tools, including promotional materials, direct-mail pieces, PR broadcasting, and Website content for online home contractor sales agency.
- Defined and evaluated product marketing collateral, and programs.
- Tracked, projected, and reported both advertising and circulation-based marketing programs.
- Developed tactical keyword strategies and search engine optimization planning/implementation.
- Drove up target-market product sales by 35% through designing and launching new online interface and backend CMS.
- Increased home improvement lead responses by 400% within one month by spearheading creation and implementation of highly effective online marketing campaign through PPC and SEO.
- Handled account management with companies such as: Quinn Street, Reliable Remodeler, and Service Magic (now Home Advisor).
Education
Chemistry, Engineering, Mathematics
University of Kansas
Lawrence, KS 08.1993 - 05.1995
Bachelor of Science Degree - Business/E-Business
University of Phoenix
01.2004 - 01.2006
Skills
Prospect targeting
Strategic planning
Performance metrics
Database Management
Account management
Forecasting ability
Software
MS Excel
MS PowerPoint
Adobe Photoshop
Adobe Illustrator
Jira
SalesForce
Timeline
Business Development Manager
GTR Global Events and Technology
03.2014 - 02.2021
Director of Operations
Inspection Web
01.2006 - 01.2013
Bachelor of Science Degree - Business/E-Business
University of Phoenix
01.2004 - 01.2006
Director of Marketing
Home Giant Corporation
01.2003 - 01.2006
Chemistry, Engineering, Mathematics
University of Kansas
08.1993 - 05.1995