Shaun Seldon
Houston,TX
Summary
Results-driven and goal-oriented sales and strategy professional with 10+ years of experience driving revenue growth and customer acquisition. Proven ability to develop and execute comprehensive sales strategies, leveraging innovative technology solutions to maximize sales efficiency. Expertise in CRM (Salesforce), sales automation tools, and sales enablement platforms to optimize customer engagement and expand market reach. Adept at identifying new business opportunities, building strong client relationships, and driving sustainable growth.
Overview
20
20
years of professional experience
Work History
Senior Manager - Salesforce Strategy & Transformation
Sysco
01.2023 - Current
- Spearheaded the development and implementation of innovative sales tools and processes within Salesforce, resulting in streamlined workflows and enhanced efficiency across the sales team
- Orchestrated strategic initiatives to leverage Salesforce capabilities, driving significant improvements in sales performance and revenue generation
- Served as the functional liaison to the Shop/Personalization team to help craft user-centered tools and functionality for internal and external customers
- Developed robust roadmap for Canada National Sales, to include strategic functionality like Revenue Intelligence, Contract Lifecycle Management and process simplification tools and techniques to improve colleague experience
- Managed large-scale projects and introduced new systems, tools, and processes to achieve challenging objectives.
- Collaborated closely with the data science team to harness insights from sales, customer, and third-party data sources, facilitating data-driven decision-making and predictive analytics for sales forecasting, customer segmentation, and strategies
- Utilized generative AI technologies to enhance sales strategies and customer engagement
- Demonstrated exemplary leadership by guiding cross-functional teams in executing projects on time and on budget, fostering collaboration, and achieving collective goals
- Effectively managed budgets and resources to ensure optimal allocation and maximum ROI on strategic initiatives, contributing to a $24 million profit and loss achievement
- Mentored and coached team members to enhance their skills and performance, fostering a culture of professional growth and development within the organization
- Fostered strong stakeholder relationships and effectively communicated strategies and outcomes to senior management, earning trust and support for strategic initiatives
Manager Sales Process - Customer-centered Growth
Sysco
01.2021 - 01.2022
- Led the development and innovation of the personalized penetration tool, Market Basket, which resulted in an uplift of $6 million a week for US Field Sales colleagues, who created at least 5 unique market basket opportunities per week
- Developed and deployed standardized, closed-loop sales processes and sales practices to ensure integration, consistency, and effectiveness of sales initiatives, achieving alignment with organizational sales plan objectives
- Built strong alignment with cross-departmental stakeholders to garner support and consensus on proposed sales process development and optimization strategies, fostering collaboration and synergy across teams
- Partnered closely with learning and development teams to create comprehensive training and deployment materials, ensuring seamless adoption of new sales processes and practices throughout the organization
- Leveraged data and analytics to make informed decisions and drive sales growth
- Collaborated with technology teams, including Salesforce.com, Business and Digital Technology, to align technology capabilities with evolving sales processes, enhancing system functionality to support sales initiatives effectively
- Consulted with marketing and merchandising departments to identify key products and develop targeted sales and marketing strategies, maximizing revenue growth and market penetration
- Proactively identified opportunities to enhance user experience and sales process quality, implementing continuous improvements to drive operational excellence and customer satisfaction
- Led a team of consultants from Boston Consulting Group, leveraging their expertise to develop and deploy sustainment and user support plans, ensuring ongoing effectiveness and adoption of implemented sales processes
- Demonstrated strong leadership in guiding the team, fostering a collaborative and supportive environment, and ensuring the successful execution of sales process initiatives
Senior Analyst - Sales Strategy & CRM
Sysco
01.2015 - 01.2020
- Served as the Salesforce.com system administrator, developing process and technology solutions to enhance efficiencies for sales, service, and support personnel, resulting in improved performance insights and increased case growth
- Acted as the primary sales enablement liaison for Salesforce.com Sales and Service Cloud implementation for the Corporate National Sales team, overseeing a user base of 2,300 and supporting the entire 14,000-user organization
- Identified and resolved recurrent business problems through technology and process improvements, driving operational excellence and enhancing productivity
- Led the rollout of Enterprise Territory Management for National Sales, conducting strategic workshops, creating stakeholder documentation, developing training materials, and piloting group testing to ensure successful implementation
- Conducted workshops to optimize the CMU opportunity process, refining the approach and focusing on key areas for improvement
- Devised an internal customer sentiment survey to evaluate the effectiveness of Sysco360 tools and functionality, leveraging feedback to drive continuous improvement efforts
- Integrated Salesforce.com functionality with other departments, systems, and processes to drive case growth and profitability, ensuring seamless collaboration across the organization
- Developed and designed applications such as Find-a-Customer, streamlining communication and reducing keystrokes for sales and support functions, enhancing operational efficiency
- Consulted with various departments and groups to identify opportunities for leveraging Salesforce functionality and achieving operational efficiencies
- Established the Sysco360 Power User Group to provide local support and credibility, developing training content and conducting on-site training sessions at distribution centers
- Leveraged agile methodologies to prioritize and execute management requests for business process enhancements, engaging IT stakeholders and deploying optimal solutions
- Developed solutions for centralized account management methodology, leading to significant cost savings of $16 million and enabling efficient account management and order processing
- Led COVID-19 response initiatives to assess operational status, identify collections opportunities, enable new business development strategies, and track inventory dispositions, resulting in substantial community impact
- Managed the transition from Classic to Lightning for the entire sales organization, optimizing page layouts, providing training, and fostering engagement within the support community
- Oversaw multiple Salesforce.com change management initiatives, from requirements gathering to user roll-out, including integrations, revenue scheduling, account planning tools, and contact management methodologies, driving organizational effectiveness and efficiency
- Developed customized reports, summarizing and presenting data in visually appealing format
- Identified patterns and trends in large data sets and provided actionable insights.
Senior Manager - National Accounts
Sysco
01.2017 - 01.2019
- Strategically managed and maintained a $7 billion relationship with Sysco's largest customer, focusing on group purchasing organization (GPO) sales across hospitality, restaurant, education, and retail segments
- Successfully worked on 46 opportunities with a 28% close rate, resulting in acquiring 165 new customers and facilitating the shipment of over 100K+ cases
- Led the $100 million transition of HealthTrust Purchasing Group from Sodexo to Foodbuy, ensuring a smooth transfer and continuity of service
- Developed solutions for complex business problems, both internal and external, driving operational efficiency and customer satisfaction
- Established processes and Rules of Engagement for Cooperative Selling, facilitating joint efforts between Sysco and Foodbuy to pursue new business opportunities
- Collaborated with senior leaders to develop strategies to manage the rise of Group Purchasing Organizations (GPOs), aligning sales efforts with organizational objectives
- Achieved sales and gross profit goals by identifying new lines of business, addressing revenue leakage, penetrating existing markets, and collaborating with sales counterparts
- Enhanced the customer experience through open, fact-based dialogue and offering practical solutions to meet their needs effectively
- Implemented the Customer First Growth model, providing timely support and guidance to local distribution centers and ensuring flawless execution of customer initiatives
- Developed performance metrics and dashboards in Salesforce, providing executive leadership with timely insights into sales opportunities and account health
- Managed a cross-functional team responsible for the transition and onboarding of a $400 million piece of business, ensuring successful implementation and customer satisfaction
- Provided development and coaching to teammates through one-on-one coaching sessions and feedback sessions, fostering a culture of continuous improvement and professional growth
- Managed large-scale projects and introduced new systems, tools, and processes to achieve challenging objectives.
Team Leader/Supervisor - Master Data Management - Customer & Vendor Domains
Sysco
01.2013 - 01.2015
- Acted as a subject matter expert and provided support to executive-level core team members during the Sysco/USF merger, focusing on Vendor Management
- Identified synergies, performed gap analysis, and implemented process improvements, contributing to operational efficiency and cost savings
- Created numerous business requirements documents (BRDs) and collaborated with MDM SAP teams to translate concepts into production-ready solutions
- Provided immediate supervision to up to ten full-time employees and temporary contract workers, ensuring team effectiveness and productivity
- Devised coaching, training, career development, and corrective action plans for team members, fostering a culture of continuous improvement and professional growth
- Developed metric and reporting structures to quantify efforts for consumption by the Executive Leadership Team, facilitating informed decision-making
- Collaborated with operating companies and business centers to ensure data integrity and synchronization across systems, enhancing overall system efficiency
- Contributed to a cross-disciplinary team tasked with identifying and resolving problems, leveraging diverse expertise to drive effective solutions
- Worked closely with key stakeholders to ensure deployment schedules and requirements were met, facilitating successful onboarding of vendors and maintaining alignment with organizational goals
- Answered questions and assisted customers with item selection and location.
General Sales Manager
TMX Finance
01.2012 - 01.2013
- Devised comprehensive sales and marketing strategies tailored to local markets, optimizing revenue generation and market penetration
- Managed operational functions, including staffing, maintenance, customer support, and reporting, for a $1,500,000 location with a 10-person staff, ensuring operational excellence and customer satisfaction
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Developed executive briefings for regional vice president, providing sales projections, key performance indicators (KPI) analysis, and marketing strategies to support decision-making and strategic planning
- Successfully completed Sales Training and Relationship Selling (STARS) training, enhancing sales skills and customer relationship management capabilities
- Established monthly sales and marketing goals and devised execution strategies to achieve them, driving consistent performance and revenue growth
- Collaborated with Technology Integration to develop and beta test new software for nationwide distribution, ensuring alignment with organizational objectives and technological advancements
- Exceeded all company sales and performance goals by an average of 6%, demonstrating a strong track record of achieving targets and driving business growth
- Reduced operating costs by 15%, implementing cost-saving measures and optimizing resource allocation to improve profitability
- Provided training to fellow general managers and subordinate managers on store management and relationship selling, sharing best practices and enhancing team capabilities
- Improved efficiency by instituting processes and procedures to minimize errors and enhance reporting accuracy, leveraging performance data to drive continuous improvement initiatives
- Coached sales associates in product specifications, sales incentives, and selling techniques, significantly increasing customer satisfaction ratings
- Identified, hired and trained highly-qualified staff by teaching best practices, procedures, and sales strategies
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
Business Segment Manager
Kellogg, Brown & Root (KBR)
01.2005 - 01.2012
- Served as part of a four-person Project Management Team overseeing 5,000 direct hire and subcontract employees, managing a robust operating budget exceeding $450,000,000.00, across diverse and challenging environments including Dubai, UAE, Mosul, Iraq, and Houston, TX, with a significant emphasis on operating in war zone conditions
- Managed a team of twenty-four expatriates and foreign nationals across Northern Iraq, demonstrating exceptional leadership and cultural awareness in complex and high-risk environments
- Provided operational and staff-level support to the Executive Vice President of Operations and Director of Operations, leveraging experiences from war zone settings to navigate challenges and optimize performance
- Developed monthly Performance Evaluation Board and semi-annual Awards Fee Evaluation Board presentations for senior United States Government (USG) government civilian and military officials, resulting in thirty-six consecutive Excellent ratings and the awarding of over $75,000,000.00 in awards fees, amidst volatile and demanding circumstances
- Facilitated project team meetings with USG, US Military, and Government of Iraq (GOI) officials, showcasing diplomatic and negotiation skills in challenging geopolitical environments
- Conducted data analysis, presentation building, and developed talking points for quarterly business update briefs presented at president's meetings, incorporating insights gained from operating in diverse and often hostile territories
- Assisted in the preparation of new business proposals, drawing upon experiences from Dubai, UAE, Mosul, Iraq, and Houston, TX, to inform strategic planning and proposal development
- Provided general oversight, coaching, and development to subordinate managers, fostering a resilient and high-performing team culture amidst adversity
- Ensured contractual compliance with base contract and statement of work mandates, navigating complex legal and regulatory landscapes in war zone environments
- Arranged executive-level meetings and conferences, demonstrating organizational prowess and adaptability in coordinating high-profile events amidst challenging conditions
- Maintained positive customer relations by addressing problems head-on and implementing successful corrective actions
Education
Business Administration -
University of South Alabama
Mobile, ALBusiness Administration -
Ashford University
Online Skills
- Salesforce Administration
- Management & Leadership
- Direct-to-Customer Sales
- Sales Process
- Sales Strategy
- Project Management
- Process & Technology
- Implementation
- Change Management
- Problem Identification & Resolution
- Relationship Building
- Microsoft Office Suite
- Tableau
- Process Mapping & Documentation
- Verbal & Written Communication
- Pattern Recognition
- Budget administration
- Influencing and negotiating
- Sales channel analytics
- Cross-functional collaboration
- Strategic planning
- Data-driven decision making
Timeline
Senior Manager - Salesforce Strategy & Transformation
Sysco
01.2023 - Current
Manager Sales Process - Customer-centered Growth
Sysco
01.2021 - 01.2022
Senior Manager - National Accounts
Sysco
01.2017 - 01.2019
Senior Analyst - Sales Strategy & CRM
Sysco
01.2015 - 01.2020
Team Leader/Supervisor - Master Data Management - Customer & Vendor Domains
Sysco
01.2013 - 01.2015
General Sales Manager
TMX Finance
01.2012 - 01.2013
Business Segment Manager
Kellogg, Brown & Root (KBR)
01.2005 - 01.2012
Business Administration -
University of South Alabama
Business Administration -
Ashford University
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