CHRIS LEONARD
Westerville,Ohio
Summary
Sales-focused account management professional with extensive experience in B2B sales and adept management of internal project teams. Proven ability to cultivate collaborative and results-driven relationships with executive sponsors, business owners, and key stakeholders. Possessing a keen business acumen, I understand the critical impact of organizational dynamics on project success. My expertise lies in partnering with sponsors and business owners to mobilize necessary resources, delineate roles and responsibilities, and coordinate assignments of key project participants. I have a demonstrated track record of building strong rapport with internal teams to ensure adherence to project timelines. Additionally, I bring proficiency in the application of project management tools such as schedules, critical path analysis, budgeting, change orders, risk assessments, and action item logs. This enables me to effectively analyze complex issues and devise strategic resolutions. I collaborate closely with CIOs and IT Managers to strategize successful implementation and adoption of new solutions and project initiatives.
Overview
22
22
years of professional experience
Work History
Account Executive National Account Manager
Iron Mountain
Westerville, Ohio
05.2023 - Current
- Manage a portfolio of 170 accounts within the Small and Medium Business (SMB) division, ensuring proactive engagement and consistently arranging Quarterly Business Reviews (QBRs) to assess current status and identify potential opportunities for growth and enhancement
- Collaborate effectively with internal market and field teams to facilitate seamless coordination, ensuring timely service delivery, addressing client needs promptly, and maintaining clear and effective communication channels
- Proven track record of driving success through disciplined time management strategies, resulting in heightened productivity and surpassing sales objectives consistently
- Diligently utilize Salesforce, Clari, ZoomInfo, and other prospecting tools to stay abreast of clients' needs and objectives, ensuring thorough preparation prior to all client communications
Account Executive
Procursys
Boston, Massachusetts
10.2022 - 06.2023
- Spearheaded comprehensive business planning and strategic initiatives, meticulously developing business models while actively engaging in all aspects of business development
- Facilitated client interactions to discern and articulate their precise requirements, meticulously tailoring product offerings to align with client needs and regulatory compliance standards
- Represented the company at numerous startup exhibitions and industry events, effectively showcasing products and fostering strategic partnerships with prospective clients, collaborators, and investors
- Drove outbound lead generation efforts within startup sales initiatives, resulting in a notable 13% increase in leads, thereby amplifying market penetration and revenue opportunities
- Demonstrated a compassionate and empathetic approach towards client engagement, swiftly grasping their needs and concerns, consequently achieving an impressive 33% closure rate through adept relationship management and solution- oriented sales techniques
National Account Manager
Brightview Enterprise Solutions
New Albany, Ohio
10.2020 - 10.2022
- Cultivated and nurtured relationships with a diverse portfolio of over 10 clients across varied industries including automotive, food services, large national supply chains, and entertainment sectors
- Leveraged CRM tools such as home-grown software and Salesforce to meticulously analyze performance and sales data, enabling data-driven decision-making and strategic insights
- Actively participated in client campaign calls, adeptly advancing the vision and mission of our esteemed clientele, while ensuring alignment with organizational objectives
- Collaborated closely with the project management team to meticulously establish and maintain project timelines for all client initiatives, ensuring seamless execution and adherence to project plans amidst evolving requirements
- Demonstrated keen judgment and autonomy in decision-making processes, effectively navigating uncertainty and leveraging available information to drive impactful outcomes
- Applied strategic negotiation skills to successfully secure optimal product pricing arrangements with clients, leveraging market insights and company policies to drive mutually beneficial agreements
- Expertly managed accounts valued at $7.2 million in annual sales, overseeing end-to-end client relationships and driving revenue growth through strategic account management practices
Account Executive SLED
Quest Software
Dublin, Ohio
12.2012 - 10.2020
- Demonstrated track record of cultivating and nurturing client relationships to drive sales volume maximization
- Proficient in proactive business development, consistently identifying and capitalizing on new opportunities across diverse client portfolios
- Possess a solid capability to independently oversee the entire sales process, ensuring seamless execution from inception to closure
- Experienced in spearheading campaigns and projects tailored to meet and exceed client objectives
- Spearhead the sales cycle within the southeast region, specializing in the promotion and sale of State, Local, and Education (SLED) platform management solutions aimed at optimizing IT infrastructure management, security, and mobility
- Collaborate closely with Channel Partners and leverage Quest resources to expand opportunity size and expedite closure, fostering strategic alliances to drive revenue growth
- Delivering consistent annual sales performance exceeding $2 million, reflecting a strong ability to consistently meet and exceed sales targets
- Develop and implement innovative solutions tailored to SLED agencies, enhancing operational efficiency through the utilization of Quest Software platform management solutions
- Meticulously document comprehensive notes within the Salesforce CRM system, facilitating efficient onboarding of new customer service representatives (Inside Sales Associates) by providing detailed customer account and opportunity profiles
- Craft compelling business proposals and adeptly respond to Requests for Proposals (RFPs) and Requests for Information (RFIs), showcasing a strategic approach to solution selling
- Efficiently manage and nurture a dynamic sales funnel while executing accurate forecasting to identify trends and capitalize on emerging opportunities
Operations Manager
Thirty-One Gifts
Columbus, Ohio
02.2009 - 03.2012
- Directed and supervised a team comprising 20 full-time and 10 temporary employees, ensuring seamless operational efficiency and adherence to company standards
- Managed comprehensive aspects of workforce management including productivity reporting, staffing, customer service, coaching, and conducting quarterly and annual performance reviews, while also administering corrective actions and overseeing daily staffing operations
- Spearheaded team efforts to achieve company initiatives and Service Level Agreements (SLAs), consistently delivering exceptional levels of quality and productivity
- Played an integral role in continuous improvement activities as a key member of the Human Resources management team, ensuring strict adherence to company policies and fostering a culture of ongoing enhancement
- Collaborated closely with managers and supervisors to optimize direct labor allocation, facilitating effective planning, goal attainment, and resolution of operational challenges
- Provided clear work direction, effectively resolved operational issues, and established direct deadlines to ensure timely project completion and operational efficiency
- Proficiently utilized a range of software tools including Outlook, Word, Excel, PowerPoint, as well as Warehouse Management Systems (WMS) and Access databases to streamline operations and enhance productivity
Professional Baseball Player
Toronto Blue Jays
Toronto
06.2002 - 05.2005
- Proven ability to gracefully accept constructive feedback and coaching, promptly integrating insights into daily practices to drive continuous improvement
- Cultivated resilience and discipline through professional athletics as a Professional Baseball player, demonstrating both mental fortitude and physical prowess
- Delivered consistent, high-level performance to achieve both personal and organizational success, exhibiting a strong aptitude for collaboration within team environments to accomplish shared objectives
Education
Licensed Insurance Agent -
State of Ohio
Westerville, Ohio10.2020
Sandler Professional -
Sandler Sales Training
Dublin, Ohio03.2017
Microsoft Certified Professional -
Computer Training
Westerville, Ohio07.2008
Bachelor's Degree - Family Studies
Miami University
Oxford, Ohio05.2002
Skills
- Lead Generation
- Contract Negotiation
- Customer Relationship Management
- Account Management
- Business Development
- Territory Management
- Sales presentation
- Pipeline Management
- Data Analysis
- Performance Tracking
- Strong presentation skills
- Business development and planning
- Sales methodologies
- Relationship building and management
- Sales Quota Achievement
- Customer Relationship Management (CRM)
- Sales expertise
- Negotiation Skills
- Managing client relationships
Timeline
Account Executive National Account Manager
Iron Mountain
05.2023 - Current
Account Executive
Procursys
10.2022 - 06.2023
National Account Manager
Brightview Enterprise Solutions
10.2020 - 10.2022
Account Executive SLED
Quest Software
12.2012 - 10.2020
Operations Manager
Thirty-One Gifts
02.2009 - 03.2012
Professional Baseball Player
Toronto Blue Jays
06.2002 - 05.2005
Licensed Insurance Agent -
State of Ohio
Sandler Professional -
Sandler Sales Training
Microsoft Certified Professional -
Computer Training
Bachelor's Degree - Family Studies
Miami University
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