Craig Collins
River Edge,NJ
Summary
Highly motivated and results-driven professional with over 20 years of sales & leadership experience. Committed to delivering exceptional results, fostering a mission-driven culture, and providing world-class outcomes in the Corporate Wellness space.
Overview
29
29
years of professional experience
1
1
Certification
Work History
Regional Director, National Accounts
Big Health
01.2024 - Current
- Conducted comprehensive market research (GTM) to identify emerging trends and adjust sales approach accordingly.
- Expanded market share (550k lives added to pipeline in 3 months) with strategic territory planning and targeted outbound prospecting.
- Manage pipeline efficiently, prioritizing tasks (KPIs) according to urgency/importance while focusing on long-term objectives.
- Analyze past sales data and team performance to develop realistic sales goals.
- Developing key partnerships, resulting in increased lead generation and cross-selling opportunities.
- Participated in industry trade shows, representing company professionally and generating valuable leads for future business growth.
Manager, Calm Business (B2B)
Calm.com
Remote, NJ
01.2022 - 01.2024
- Developed market segment and hired team of 10 Mid-market Enterprise account executives, achieving $4.9 million in ARR for 2023
- Formulated and executed highly effective strategies and streamlined processes, resulting in 20% increase in both productivity (ARR) and customer success (96% Retention)
- Directed multiple projects and channel strategies, driving revenue through strategic utilization of broker relationships, payor and wellness networks
- Conducted performance evaluations, individual development plans, territory strategies, continuous coaching and mentoring, while also championing sales enablement initiatives to enhance team members' skills and professional growth
- Maintain an authoritative position as a thought leader in the Corporate Wellness industry, promoting partner development and fostering collaborative relationships.
Regional Sales Director
Workboard
Remote , NJ
01.2021 - 01.2022
- Contributed as a vital member of the Enterprise Sales Team, serving as a trusted growth advisor to P&L owners such as Group Presidents, GMs, Chiefs of Staff, CIOs, CROs, and CHROs
- Strategically formulated a comprehensive territory plan aimed at driving widespread adoption of WorkBoard within F2000 companies
- Demonstrated exceptional performance within the first three months by generating a substantial $1.1M pipeline, targeting qualified accounts.
Head of Business Development
Gympass
New York, NY
01.2018 - 01.2021
- Contributed to strategic agenda of Sales Leadership Team to achieve corporate targets, creating multilevel ARR revenue stream for B2B business
- Mentored and developed team of 8 members, enhancing organizational effectiveness and driving sales growth (25% y-o-y ARR growth)
- Leveraged extensive network of C-suite professionals to successfully penetrate target institutions and channel partners, resulting in indirect sales
- Personally managed portfolio of Fortune 500-1000 prospect companies, providing tailored solutions to HR Managers and achieving 8 strategic account wins with annual revenue of approximately $1.4 million in 2019
- Demonstrated proficiency in managing diverse sales cycles and devising customized strategies to attract new clients across various sectors and geographies
- Utilized research-driven approaches and tools including Salesforce, Nova, Sales Navigator, 6sense, Salesloft, Outreach, Closeplan and Zoom to effectively manage individual and team pipelines, leading to shortened sales cycles
- Received highest employee engagement and satisfaction for Manager performance and Net Promoter Score (NPS), surpassing benchmarks by 10%.
SVP, Head of Business Development
Global Association of Risk Professionals
Jersey City, NJ
01.2008 - 01.2018
- Played a key role as a member of the senior management team, overseeing Global Business Development, Content Development, Media & Events lines of business, managing 30k relationships and $5M in annual revenue
- Led a network of senior level professionals in the commercial banking and asset management community, ensuring best practices in market, credit, operational, and non-financial risk
- Successfully generated annual revenue of over $1M through global sales of institutional risk programs, targeting risk, compliance, sales/trading, and audit professionals in 50+ financial firms
- Developed and implemented a new pricing strategy, resulting in a 30% margin on solution sales
- Oversaw the design and implementation of Salesforce.com for company-wide operations.
Vice President
Goldman Sachs
New York, NY
01.2000 - 01.2008
- Directed and co-managed a 14-person corporate relations coverage team for over 500 publicly traded companies
- Worked in tandem with CEOs, CFOs, and Treasury/Investor Relations professionals in an external conduit role for equity markets; provided real-time market analysis, trending reports, and associated commentary
- Successfully capitalized on cross-selling opportunities to increase revenue generation across the Investment Banking, Equity Capital Management, Investor Marketing Group, and Private Wealth Management divisions.
AVP, Senior Business Development
JP Morgan Chase
New York, NY
01.1999 - 01.2000
Analyst, Equity Research
American Stock Exchange
New York, NY
01.1997 - 01.1999
Manager, Business Financial Planning
Merrill Lynch
New York, NY
01.1996 - 01.1997
Private Client Development Program
Merrill Lynch
Princeton , NJ
06.1995 - 01.1997
Education
Accounting -
Villanova University
Villanova, Pennsylvania06.1995
Skills
- Territory Development
- Relationship Building
- Communication
- Problem-solving
- Decision-making
- Strategic thinking
- Team building
Certification
- Certified Corporate Wellness Specialist, Corporate Health & Wellness Association, https://www.corporatewellnesscertification.com/
- OKR Certified Coach, Results Foundry (Workboard)
Web
https://www.linkedin.com/in/craig-collins-057a563/
Personal Information
- Date of Birth: 07/25/73
- Nationality: African American
Timeline
Regional Director, National Accounts
Big Health
01.2024 - Current
Manager, Calm Business (B2B)
Calm.com
01.2022 - 01.2024
Regional Sales Director
Workboard
01.2021 - 01.2022
Head of Business Development
Gympass
01.2018 - 01.2021
SVP, Head of Business Development
Global Association of Risk Professionals
01.2008 - 01.2018
Vice President
Goldman Sachs
01.2000 - 01.2008
AVP, Senior Business Development
JP Morgan Chase
01.1999 - 01.2000
Analyst, Equity Research
American Stock Exchange
01.1997 - 01.1999
Manager, Business Financial Planning
Merrill Lynch
01.1996 - 01.1997
Private Client Development Program
Merrill Lynch
06.1995 - 01.1997
Accounting -
Villanova University
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