Erin Frederickson
Los Angeles ,CA
Summary
Highly successful Account Manager driven to continuously increase sales and customer retention. Delights customers with expert, personalized service and consistent follow-up. Well-versed in revenue growth, account management, B2B, B2C, and ecommerce subscription based business.
Overview
8
8
years of professional experience
Work History
Strategic Account Manager, Mid-Market II
Greenhouse Software Inc.
10.2022 - Current
- Negotiate renewal and upsell contracts with Mid-Market II and Enterprise clients to maximize partnership success and company profitability.
- Develop strategies to increase revenue from 290+ existing accounts.
- Attend trade shows and conferences as a representative of the company.
- Act as the main point of contact in matters relating to all client commercial concerns and needs.
- Determine cost and deal pricing of all renewal and upsell proposals, while owning and managing the full commercial cycle.
- Renew over 290+ existing accounts annually by building and fostering relationships with Mid-Market II and Enterprise clients.
- Conduct upsell product demonstrations for existing customers.
- Hold record for highest upsell achievement in H1 of 2024 ($250k off-cycle expansion).
Strategic Account Manager, Mid-Market I
Greenhouse Software Inc.
Los Angeles, CA
07.2021 - 07.2022
- Developed and implemented strategic account plans for Mid-Market I clients.
- Negotiated contracts and pricing agreements with Mid-Market I clients.
- Collaborated with cross-functional teams to develop innovative solutions for BoB of 270+ customers.
- Implemented strategies to drive growth and profitability of 270+ accounts.
- Drove 900k of upsell sales of additional company products and services by meeting with customers using strategic and organized approach.
- Resolved customer inquiries and complaints in a timely manner.
- Listened to customer needs to identify and recommend best products and services, paired with live software demonstrations for add-on services.
Corporate Account Manager
Caroo (formally SnackNation)
Los Angeles, CA
01.2021 - 05.2021
- Managed a $390k+ portfolio of business with a focus on re-sell strategy and closing sales to drive growth.
- Consistently met monthly quotas, and exceeded 2021 Q1 quota by 120%.
- Supported and grew existing account base with effective selling and promotional strategies.
- Maintained consistency in service, responsiveness and follow-up to keep accounts satisfied and maximize revenue.
- In May of 2021 I achieved my personal best performance month by selling $72k+ in new business, re-sell, and upsell opportunities.
Mid-Market Customer Success Manager, Team Lead
Caroo (formally SnackNation)
Los Angeles, CA
10.2019 - 01.2021
- Managed a $250K+ portfolio of business with a focus on upselling and churn reduction.
- Consistently exceeds churn, retention, and revenue goals, averaging 1.27% lower net churn than the team goal and 0.55% lower in cancels than the team goal for 4 consecutive quarters.
- Addressed incoming customer inquiries and offered productive solutions, increasing customer satisfaction ratings 99% in 2020.
- Served as a team lead by collaborating with leadership and technology on products/system launches to ensure that our solutions bring added value for our customers.
- Created a coaching plan and held weekly trainings for a junior team member, resulting in a recent promotion for that individual.
Customer Success Manager
Caroo (formally SnackNation)
Los Angeles, CA
10.2018 - 09.2019
- Owned a $180k+ portfolio of business, including on-boarding, retention and upselling to grow accounts.
- Ensure customer retention by identifying customer’s evolving needs and resolving issues, resulting in contract renewals, upgrades, and location expansions.
- Consistently hit quarterly revenue and churn goals, resulting in achieving 160% to annual quota.
Outside Sales Representative
ADP
Culver City, CA
07.2017 - 10.2018
- Achieved 110% of annual quota.
- New business sales exceeding $75,500 during year timeframe.
- Consistently top performer in customer sales, resulting in the 60% increase in customer upsells within our division.
- Generated sales by executing complete sales cycle process from prospecting through contract negotiations and close.
- Awarded MVP of 2017 training class.
Executive Assistant to Chief Executive Officer
Davis Elen Advertising
Los Angeles, CA
09.2016 - 07.2017
- Represented CEO to executive clients, VIPs, investors and board members.
- Researched topics of interest and culled gathered information to produce concise reports.
Education
BBA - Business Administration
University of Oregon
Eugene, OR06.2016
Skills
- Relationship building
- Critical thinking
- Working collaboratively
- Customer upselling
- New business sales
- Sales closing
- B2B and B2C sales
- Prospecting skills
- Product and Service Promotion
- Cross selling
- Lead Identification and Generation
- Objection handling
- Negotiation Tactics
- CRM: Salesforce, Zendesk, Zuora
- Microsoft, Google Suite, Trello, Ironclad
- Pipeline Management
- Revenue Growth
- Strategic Planning
- Competitor Analysis
Accomplishments
- Sold largest off-cycle expansion/early renewal deal to date at Greenhouse - ($600k over 3yrs of added revenue)
- Promoted from Mid-Market 1 to Mid-Market II Account Manager in less than 12-months (post ramp)
- Promoted from Customer Success Manager to Team Lead/Mid-Market Customer Success Manager in less than 12 months.
- Exceeded sales and churn goals by an average of 123% in 2018, and by an average 155% in 2019.
- First person at Caroo (formally SnackNation) to sell Palindrome coffee - which is the first and only exclusive product developed by Caroo.
- Consistently maintained high customer satisfaction ratings for 2+ years at Caroo.
- Awarded MVP of 2017 ADP training class.
Timeline
Strategic Account Manager, Mid-Market II
Greenhouse Software Inc.
10.2022 - Current
Strategic Account Manager, Mid-Market I
Greenhouse Software Inc.
07.2021 - 07.2022
Corporate Account Manager
Caroo (formally SnackNation)
01.2021 - 05.2021
Mid-Market Customer Success Manager, Team Lead
Caroo (formally SnackNation)
10.2019 - 01.2021
Customer Success Manager
Caroo (formally SnackNation)
10.2018 - 09.2019
Outside Sales Representative
ADP
07.2017 - 10.2018
Executive Assistant to Chief Executive Officer
Davis Elen Advertising
09.2016 - 07.2017
BBA - Business Administration
University of Oregon
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