Holly Phillips
Gainesville,GA
Summary
Unique leader with sales and human resources experience. Broad experience in Animal Health, Leadership, Recruiting and Human Resources. Self-motivated professional experienced in coaching, interviewing and selection; project management, inside and outside sales, employee development; change management and process improvement. Skilled in developing and implementing strategies to increase efficiency and performance. Passionate about driving business growth and creating positive work environment.
Overview
32
32
years of professional experience
1
1
Certification
Work History
Associate Director, Field Sales Development
Boehringer Ingelheim/Merial
01.2018 - Current
- Lead career development program in which 20+ individuals are trained and developed from early career to field-ready sales professionals for companion animal field sales team
- Guide 2 junior-level sales managers through a leadership development program in tandem with managing sales team
- Prior junior sales managers have been promoted to senior sales management and marketing leadership roles
- Revitalized team in 2022 hiring 25 new team members and 2 new managers in 60 days
- Inspired sales team to sell over $17MM in both 2023 and 2022, $14MM in 2021 and $13 MM in 2020
- Virtually hired, onboarded, and trained 7 new employees in 2020-21 (Covid-19)
- Designed and implemented the FSD Coach Program providing high-potential field sales representatives opportunity to gain practical sales management skills under the guidance of an experienced leader
- Hired over 230 Sales Trainees and 7 managers in 15 years
- Developed over 140 sales trainees into Field Sales Professionals with 60% retention rate over 15 years
- Designed Sales Incentive Plans and retention strategies
- Built FSD-Representative competency model for optimal coaching and performance management
- Project manager for Commercial National Sales Meeting (all species, 1000+ attendees) 2020 and 2021
Associate Director, Field Development and Inside Sales
Boehringer Ingelheim/Merial
01.2017 - 01.2018
- Managed integration of 3 sales teams during Boehringer acquisition of Merial
- Led cross species teams for all outbound phone sales representatives including pet, cattle and equine
- Managed 3 internal supervisors and 2 contracted supervisors as well as the vendor contract
- Responsible for communication and training for inside sales representatives
- Navigated contract negotiations as well as reductions in force
Senior Manager, National Accounts
Boehringer Ingelheim/Merial
01.2016 - 01.2017
- Managed largest distribution partner with over $400M in sales, 20 Regional Sales Managers, 250 Sales Agent Representatives and Tele-centers with over 120 Inside Sales Representatives
- Earned 2016 Parasiticide Supplier of the Year
- Drove sales growth increase over 20%
- Built incentive programs for both outside and inside sales teams to drive sales results
- Delivered analytics to drive sales performance
- Created and facilitated sales and product training for a pioneer outbound sales team
- Promoted a culture of continuous learning through customized workshops, seminars, and training sessions for national sales meetings
- Utilized data-driven insights to make informed decisions that resulted in higher returns on investments
Senior Manager, Field Sales Development
Boehringer Ingelheim/Merial
01.2008 - 01.2016
- Led 25 Sales Representative Trainees
- Developed sales professionals while increasing market share in veterinary clinics by gaining new product penetration and uncovering opportunities/threats to existing business
- 2012 Vital Circle Award Winner
- Advised 3 partner managers for District Manager promotions
- Delivered sales results including 106% in 2015 and over 290 new product penetrations in 2014
- Designed metrics systems to evaluate and rank performance
- Utilized data-driven insights to make informed decisions that resulted in higher returns on investments.
- LEAN project: Sanofi University Relations Continuous Improvement
- Trainer for National Conferences including NAVC, WVC, AAHA and AVMA
- Contributed to cross-functional teams including Marketing, Compensation, and Ecommerce
Human Resource Manager
Boehringer Ingelheim/Merial
01.2006 - 01.2007
- Managed HR and organizational effectiveness for US Business Operations including 60 managers and over 500 employees
- Directed talent and selection process including implementation of Caliper
- Hired 50 new sales representatives and 5 sales managers during Q4 of 2006
- Resolved employee relations matters such as expense fraud, separation negotiations, termination, leave abuse, and employee complaint investigations
- Managed compensation planning for over $40 million
- Conducted job evaluations and grading for positions including Sales, Finance, Customer Care, and Marketing
- Developed training programs including Performance Improvement, Performance Development Planning, Harassment Avoidance, and Employment Law
Human Resource Manager
Travelers Insurance
01.2000 - 01.2006
- Strategic business partner to Claim Center President; directed six senior leaders, forty-three Line Managers, and three hundred employees in performance management, employee relations, staffing, training, and career development
- Handled employee relations matters such as employee theft/embezzlement, and discrimination
- Collaborated with executive leadership to align HR initiatives with overall business goals and objectives.
- Hired over 130 new employees in 2005 and over 80 during 2003 – 2004
- Reduced turnover from over 25% to 15% in 2000
- Managed compensation planning of $16 million
- Special projects included: HR Best Practices, Compensation, Internal Dispute Resolution and HR Operations
- Developed and facilitated training programs including New Manager Training, Change Management, Assessment Based Behavioral Interviewing, and DISC Behavioral Styles
Human Resource Generalist
Automatic Data Processing
01.1998 - 01.2000
Sr. Human Resource Assistant
Automatic Data Processing
01.1997 - 01.1998
Inside Sales Representative
ADP Peachtree Software
01.1994 - 01.1997
Sales Representative
Enterprise Rent-A-Car
01.1992 - 01.1994
Education
Bachelor of Business Administration - Human Resources Management
Georgia Southern University
Statesboro, GASkills
- Leadership
- People Development
- Emotional Intelligence
- Project Management
- Process Improvement
- Critical Thinking
Certification
Senior Professional in Human Resources (SPHR), 2004-present
Professional Memberships
Women's' Leadership Initiative Business Resource Group, 2018, present
Timeline
Associate Director, Field Sales Development
Boehringer Ingelheim/Merial
01.2018 - Current
Associate Director, Field Development and Inside Sales
Boehringer Ingelheim/Merial
01.2017 - 01.2018
Senior Manager, National Accounts
Boehringer Ingelheim/Merial
01.2016 - 01.2017
Senior Manager, Field Sales Development
Boehringer Ingelheim/Merial
01.2008 - 01.2016
Human Resource Manager
Boehringer Ingelheim/Merial
01.2006 - 01.2007
Human Resource Manager
Travelers Insurance
01.2000 - 01.2006
Human Resource Generalist
Automatic Data Processing
01.1998 - 01.2000
Sr. Human Resource Assistant
Automatic Data Processing
01.1997 - 01.1998
Inside Sales Representative
ADP Peachtree Software
01.1994 - 01.1997
Sales Representative
Enterprise Rent-A-Car
01.1992 - 01.1994
Bachelor of Business Administration - Human Resources Management
Georgia Southern University
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