Melissa McGill
Saint Johns,FL
Summary
Results-driven sales performer with solid history of success in bringing in new customers, managing revenue streams and maintaining solid account relationships. Continuously monitor competitors and research market conditions to stay responsive and successful in dynamic environments. Persuasive negotiation and program management abilities.
Overview
23
23
years of professional experience
Work History
New Markets -Senior Sales Manager
Vocera Communications, now a part of Stryker
01.2012 - 01.2023
- Company Overview: Direct responsibility for developing sales strategy, marketing and go to market plan for Vocera, a hands-free wearable IoT device utilizing VoIP with work-flow software
- Infrastructure requirements were immense; intense knowledge of wireless networks and LAN/WAN
- Geographically handled US, Canada and worked with teams internationally for success
- Created a more responsive and market-driven division, resulting in increased sales of 50% YOY in 12 months
- Increased Sales 183% over 5 year period leading to acquisition
- Developed all marketing material for the new markets, to include videos
- Responsible for growth and management of capital sales in a $3m territory
- Secured a pilot with Four Seasons corporate and grew the relationship to Vocera being the recommended Four Seasons provider for employee communications globally
- This account produced over $6m over the course of 4 years and increasing YOY
- Pilot with a school district to expand Vocera to the entire school district
- Built ROI component to help clients understand not only the soft value but hard value using a 3-year total cost of ownership to the owners/REITs to win successfully
- Consistently 120+% Annually
- Chairman’s Club 6 years at over 125% annual quota
- Substantially improved the go to market (GTM) strategies by using my background to highlight Vocera’s Value Proposition utilizing a healthcare product to build results in non-healthcare markets
- Business Development for New Lines of Business (Non-Healthcare Markets), Directed RFP/RFI responses, contract negotiations, internal pricing packages for client base, Product demos, customer satisfaction and project implementation
- Created a SAAS/HAAS Model for an alternative pricing option for New Markets
- Training and on-boarding of new sales representatives
- Direct responsibility for developing sales strategy, marketing and go to market plan for Vocera, a hands-free wearable IoT device utilizing VoIP with work-flow software
- Infrastructure requirements were immense; intense knowledge of wireless networks and LAN/WAN
- Geographically handled US, Canada and worked with teams internationally for success
Sr. Hospitality Sales Director – National
Ambiance Radio
01.2010 - 01.2012
- Company Overview: Start-up background music company that utilized the art of music to impact customer buying habits
- Steady 100% YoY growth in revenues
- Business development in the hospitality markets
- Helped articulate the correct music for each department, such as, spa, pool areas, lobby areas, etc
- Established business and marketing plans to present and execute
- Start-up background music company that utilized the art of music to impact customer buying habits
Sales Director – National
Velocity
01.2010 - 01.2011
- Company Overview: A Managed Solutions Company offering a comprehensive suite of technology solutions and support
- Voice services and solutions, POTS IN A BOX, and Media Solutions
- Managed and developed relationships with C-level individuals in the hospitality and retail space in the US
- Helped companies achieve their telecom/data goals while meeting their budgetary demands by articulating the correct networks for their needs
- Sales Presentations over web conferencing and in person visits with technical teams, managed projects remotely
- Managed projects from beginning to end to assure successful implementations and liaised communications with executives
- Sold bandwidth and telecom along with an aggregation and load balancing device
- Provided managed services for support, installation, etc
- Assisted clients with technical requirements for their franchisees
- A Managed Solutions Company offering a comprehensive suite of technology solutions and support
- Voice services and solutions, POTS IN A BOX, and Media Solutions
Regional Sales Manager
SoniFI (Formerly LodgeNet Interactive Corporation)
01.2007 - 01.2010
- Company Overview: SoniFi is a provider of a variety of solutions, including guest WiFi and internet services, interactive TV, smart device & integrations
- Developed new business with hospitality management/owners of hotels throughout the United States, drawing on existing contracts and aggressive marketing campaigns to identify potential customers
- Secured a 50-hotel test project with LaQuinta Corporation due for complete rollout of 150 sites
- Developed an active prospect pipeline in 3 months
- Closed and installed over $4.3 million in sales each year
- Traveled to customer sites to make sales presentations and design wireless networks utilizing the latest technology available, such as Ruckus Wireless and Cisco Networks
- Sold several different types of wired and wireless network solutions along with conference services, professional solutions, installation and support services
- Managed client projects from contract negotiations to roll out
- Maintained and managed accounts to assure the highest quality of service was provided
- Escalation and Resolution of client issues by working between internal departments
- Assisted clients with technical requirements for written response/requests for proposals
- Chosen to launch new product, LNET 360, which incorporated wired/wireless high speed internet access, free-to-guest/pay per view movies and local/long distance phone calling
- Negotiated and managed Vendor relations for this project
- SoniFi is a provider of a variety of solutions, including guest WiFi and internet services, interactive TV, smart device & integrations
Director of Sales- Worldwide
Compris Technologies
01.2000 - 01.2003
- Company Overview: (Wholly owned subsidiary of NCR Corporation) Point of Sale provider to the QSR market
- Managed all direct software sales worldwide for enterprise-wide point of sale deployments in quick casual and quick service food chains
- Managed the Business partners in Canada, Australia, New Zealand, South Africa and set quotas and expectations
- Quota of $3.6m per year; $4m achieved
- Managed go to market strategy for all marketing efforts, development of new sales collateral, web page design and advertising efforts
- Six Sigma Certification - Received Six Sigma training to help implement processes for software development, quality analysis, and upgrades
- Managed solution partners to offer a complete solution to the customers: hardware, software, third party integration and professional solutions
- Coordinated and participated in major proposals: negotiated and assisted in the preparation of legal contracts
- Managed GTM strategy with all marketing efforts, development of new sales collateral, web page design and advertising efforts
- Assisted Project Management with Roll out processes of POS upgrades and new installations with customer assuring that we met the required target 'live' dates for chain restaurants of 100+ sites, while staying within budget
- Liaison between customer and software development team for any specific requirements to meet client goals
- Present technical topics in an easy-to-understand format depending on the audience
- Assisted with training for back office and end user at the site level
- (Wholly owned subsidiary of NCR Corporation) Point of Sale provider to the QSR market
Education
No Degree - Business Administration
University of Phoenix
Tempe, AZSkills
- Consultative & Solution Sales
- Strategic & Analytical Thinker
- Cost Reduction and Avoidance
- Business and IT Strategic Planning
- Operational Sales & Business Development
- GTM Strategies
- Key Account Development
- Product/Brand Integration
- Direct & Channel Sales
- SAAS/HAAS
- Market Analysis/Trends
- Team Leadership
- Wireless Networks
- Contract Development/Negotiations
- Telecommunications
- IoT
- Sales coaching
- Negotiation expertise
- Rapport and relationship building
- Performance tracking and evaluations
- Sales presentations
- Profitability optimization
- Personnel management
- Pipeline management
- Business growth and retention
- Sales tracking
- Brand-building strategies
- Business development
- Contract negotiations
- Sales enablement
- Contract negotiation expertise
- Key account development
- Relationship building
- Sales planning
- Empowers high-performing sales teams
- New business development
- Sales operation
- Proposal development
- CRM software
- Social media savvy
- Sales operations
- Analytical problem solver
- National accounts management
- B to B sales
- Consultative sales
- Strategic account development
- Marketing strategy
- Client relationship management
- National account management
- Review of contracts
- Key account management
- Systems and software expertise
- Verbal and written communication
- Sales team training
- Business development and planning
- Training and development
- Sales processes
- Strategic partnerships
- Solution selling
- Sales strategy development
- Project management
- Operations
- Performance management
- KPI tracking
- Salesforce
- Territory sales management
- Order management
- Account management
- Promotional sales events
- Business planning
- Vendor relationship management
- Cross-functional collaboration
- Change management
- Sales forecasting
- Process optimization
- Trend analysis
- Advanced Salesforcecom user
Training & Certifications
- Cisco Sales Expert
- Ruckus Wireless Networking
- Formal Sales Trainings (Variety) Challenger Professional Sales Training
- Six Sigma
- Cisco Wireless Networking
- SalesForce
- Multi-Year Presidents Club Award Winner
Timeline
New Markets -Senior Sales Manager
Vocera Communications, now a part of Stryker
01.2012 - 01.2023
Sr. Hospitality Sales Director – National
Ambiance Radio
01.2010 - 01.2012
Sales Director – National
Velocity
01.2010 - 01.2011
Regional Sales Manager
SoniFI (Formerly LodgeNet Interactive Corporation)
01.2007 - 01.2010
Director of Sales- Worldwide
Compris Technologies
01.2000 - 01.2003
No Degree - Business Administration
University of Phoenix
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