Summary
Overview
Work History
Education
Skills
Websites
Timeline
Generic

Jeff Apostolakes

Hudson,NH

Summary

Business Operations Executive offering 30-year history of leading strategic and tactical business initiatives. Proven expertise in large-scale business transformation and change management to consistently exceed company objectives. Offering effective communication, team building and coaching skills with commitment to fostering company vision and building professional culture rooted in trust and mutual respect.

Overview

13
13
years of professional experience

Work History

Sr. Director of Business Development

Anju Software
09.2023 - present
  • Player/Coach identifying and pursuing new business opportunities with existing clients and new prospects
  • Identify inefficiencies and develop processes for the organization
  • Prospect for Net New Sponsors and CRO’s
  • Uncover, develop and create opportunities as an SME
  • Full cycle from cold calling to close
  • Respond to RFI /RFP’s, create proposals, close new business
  • Conduct needs, analysis, demo’s, construct and review proposals, ensuring vendor selection
  • Assist clients from Pre-Clinical through all phases of clinical trials including post market management
  • Leader, outstanding character, excellent communication skills, presentation skills, as a leader maintains a professional attitude and appearance under any circumstances.

Global Director, Inside Sales, and Sales Development

ArisGlobal
01.2022 - 01.2023
  • Recruit, hire, and train the Global Inside Sales / Sales Development team for the US, LATAM, EU, and APAC
  • Motivate, manage, coach, develop and scale SDR / Sales teams to exceed monthly, quarterly and yearly goals by transitioning to an outbound proactive organization
  • 2022 - 134% attainment
  • 2023/2022 YOY
  • Q1 96% increase over 2022
  • Q2 76% increase over 2022 YTD
  • Effectively develops and executes business plans and strategies in order to grow new business thus meeting and exceeding annual revenue goals
  • Develop and implement training programs to deliver increased performance/metrics to assure milestones and goals are surpassed
  • Manage performance to KPI’s, Metrics, the established development strategies resulting in superseding both business and career development objectives
  • Develop and execute automation tool content/sequences/cadences
  • Leverages a strong working knowledge across products, pricing, competitors and procedures within the Life Science industry
  • Work with leaders to suggest changes and improvements to products, strategies, messaging, pricing, promotions and policy
  • Engaged in the development of monthly, quarterly and yearly goals and quotas and develop and deliver accurate forecasts by developing a robust sales funnel and pipeline
  • Collaborate cross-functionally with the Marketing Team, Product Teams, and Regional Sales Teams, Regional AVPs to outline strategies, refine lead quality, and increase conversion rates
  • Actively manage and measure all metrics, and KPIs and deliver Executive Summaries and progress reports to C-Level executives
  • Utilize all data to identify areas of coaching and to optimize team performance resulting in the delivery of excellent results to clients as well as the organization.

Global Director, Inside Sales

CALYX
01.2020 - 01.2022
  • Recruited, Hired, and Trained the entire Inside Sales Team within the US and EU
  • Responsible for achieving and exceeding the ambitious customer acquisition and revenue growth objectives of the organization
  • Focused on strategic objectives while maintaining a focus on team development ensuring quota and predefined KPI attainment
  • Collaborate with all internal stakeholders (Outside Sales, Marketing, Operations, Contracts, Finance, Sr
  • Executive Management, etc.) to create and successfully execute strategies, processes, compensation, tech stack improvements, etc
  • Results: Brand New Inside Sales team hired
  • 2021 finish: 140% of the yearly attainment goals ($183m on a $128.9m first-year team objective)
  • 81/19 split New Customers vs Existing Clients as a result of cold calling and a targeted approach
  • Results New Customer Opportunities 343/ $148.3m Existing Customers 81 / $33.9m
  • 2022 Q1 Finish vs 2021 YOY
  • Meetings 41% Increase
  • Generated Pipeline 206% Increase.

Inside Sales Manager

Mansfield Sales Partners
01.2019 - 01.2020
  • Build, lead, and manage a team of Inside Sales Representatives and Business Development Representatives
  • Measure performance by metrics, financial and non-financial KPIs
  • Engage, coach, mentor, and provide daily feedback
  • Interview, hire, and onboard new candidates
  • Responsible for increasing the rate of pipeline growth, sales productivity, and accelerating new logo acquisition
  • 1v1 coaching sessions including career development planning
  • Work closely with clients to develop their strategic messaging, define markets, and test market
  • Enhance client go-to-market strategies, provide feedback the Client C-Levels regarding their sales presentations to prospective clients of theirs.

Manager Account and Sales Development

Kronos Incorporated
01.2010 - 01.2019
  • Support North American, and Canadian Sales and Lead Development Teams: Manage the Lead Development Reps' lead queues, provide feedback on calls, activities, and build analytics to increase conversion rates and ROI for SaaS, Cloud, Subscription, and On-Premise Solutions resulting in the team consistently being the top-producing team YOY
  • Daily communication with Inside Sales, Field Sales, and AVPs within the Healthcare, Manufacturing, Services and Distribution, Retail, and Public Sector Verticals to deliver a quality product
  • Manage all activities in Salesforce including activities, pipeline, convert SQLs to pipeline, sales lead stages, net new contacts, prospects, CBI's, cadence, etc
  • Resulting in closed won opportunities
  • Coach, train, manage metrics /KPIs, conversion rates, hire, onboard and develop the BDR Team to not only meet but exceed quotas
  • Providing career development, 1v1 reviews, compensation discussions, employee engagement, and retention all
  • Work closely with marketing and sales to develop ABM to drive pipeline into targeted net new accounts
  • Meet and exceed monthly, quarterly, and annual quotas achieving over 100% of quota YOY
  • MQLs, SALs, and Closed Won Opportunities by delivering quality products to sales
  • Leveraging and training to enhance the efficiency and effectiveness of outbound prospecting efforts uncovering high-value opportunities
  • Work closely with the Sales Enablement team
  • Provide consultation, recommendations, and implementing organizational changes on an ongoing basis to drive efficiencies and productivity to expand the business
  • Develop the Intern Program which led to many successful hires.

Education

Skills

  • Salesforce
  • Outreach
  • SalesLoft
  • Drift
  • Zymewire
  • Citeline
  • Mindtickle Enablement Platform
  • Oracle CRM Siebel
  • Excel
  • PowerPoint
  • Office 365
  • LinkedIn Navigator
  • Zoom Info
  • Connect Leader
  • Eloqua
  • Lattice Engines
  • Valor Performance Training
  • Mandel
  • Sales Gauge
  • Americas Return
  • Corporate Visions
  • Miller-Heiman
  • Sandler
  • Afterburner
  • Culture Transformation
  • Collaborative Leadership
  • Key Performance Indicators
  • Data Analytics
  • Stakeholder Relations
  • Reporting expertise
  • Administrative Oversight
  • Pipeline Development
  • Market understanding
  • Core Values Management
  • Prospecting skills
  • Strategic Planning
  • Verbal and written communication
  • Project Management
  • Contract and Vendor Management
  • Strategies and goals
  • Crisis Management
  • Creativity and Innovation
  • Business Planning
  • Negotiation
  • Contract Management
  • Issues Resolution
  • Project Coordination
  • Contract Negotiation
  • Business Development
  • Corporate Communications

Timeline

Sr. Director of Business Development

Anju Software
09.2023 - present

Global Director, Inside Sales, and Sales Development

ArisGlobal
01.2022 - 01.2023

Global Director, Inside Sales

CALYX
01.2020 - 01.2022

Inside Sales Manager

Mansfield Sales Partners
01.2019 - 01.2020

Manager Account and Sales Development

Kronos Incorporated
01.2010 - 01.2019

Similar Profiles

CREATE PROFILE
Jeff Apostolakes