Jennifer Roche
Williamsville,NY
Summary
A performance driven, results-oriented management professional in search of the next exciting challenge and growth opportunity leading a team from the front. Focused on creating and fostering a work culture which balances fun with bottom line results and low attrition. Past and current experience with managing both inside and outside sales teams who have worked in traditional office environments as well as remotely. In-depth understanding of growth, retention and new business acquisition.
Overview
18
18
years of professional experience
Work History
Remote Local Sales Manager
Yelp Inc
11.2021 - Current
- Implemented data-driven strategies to optimize inside sales process and improve conversion rates.
- Developed and executed lead generation strategies through Salesforce CRM that resulted in much more productive call strategies for reps, significantly increasing their success, while optimizing efficiency.
- Conducted 1on1 as well as group coaching via Google meet or Google chat daily within team of 12-14 reps.
- Selected to join more senior managers in hiring manager group; currently ranked #2 out of 48 hiring managers, based on new hire retention and % to quota.
- Exceeded team quota 10/12 months in 2023 and 11/12 in 2024 through consistent strategies and accountability.
- Selected to ejof elite managers in the sales org, called RISE, to come together and collaborate on improving processes and give feedback on product changes in order to foster improvements and productivity for our sales representatives as well as customers.
Territory Account Manager
Emedco
01.2021 - 10.2021
- Identifying and developing new opportunities, with consistent focus on exceeding monthly sales targets.
- Work with sales team to collaboratively reach targets; recently exceeded my first month post-training at 130% to goal.
- Exceeded results for July finishing at
- Conferring with customers to understand needs and make targeted Safety Solution recommendations.
- Partnered with leadership on assisting the team with Salesforce best practices and more strategic use of email templates through targeted lists and better email content.
Sales Production Manager
Strategic Financial Solutions Inc.
09.2019 - 06.2020
- Contributed to effective hiring process by interviewing applicants and making recommendations for best candidates
- Used ADP payroll software to manage employee payroll and benefits; successfully lead company initiative for self managed time-keeping for all sales division employees
- Managed high volumes of activity in fast-paced, constantly changing work environment. Team consistently was in top 5 for activity
- Liaised with sales, marketing and management teams to develop solutions and accomplish shared objectives
- Communicated progress of monthly and quarterly initiatives to internal and external sales teams
- Coordinated staff sales meetings to discuss developmental strategy, best practices and process improvements
- Collaborated with upper management to implement continuous improvements and exceed team goals
- Managed revenue models, process flows, operations support and customer engagement strategies
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning
Regional Sales Manager, Buffalo NY
Complete Payroll
03.2017 - 09.2019
- Achieved regional sales objectives by coordinating sales team, developing successful sales strategies and assisted in servicing accounts to strengthen business relationships
- Evaluated staff performance against expectations
- Team successfully on-boarded 121 new client accounts
- Established training programs
- Oversaw operations for sales account executives in Buffalo region
- Understood and capitalized on industry trends to shape and enhance value-added solutions and strategies for new market developments
- Successfully lead team finishing with over 7% sales net and total new client growth over 24% in 2018 vs 2017
- Identified new product opportunities and target customers. Team Increased multi-product sales in region by 40% in 2018 vs 2017
- Provided support and management to sales team of 6, driving productivity through hands on partnership with my team; weekly ride along appointments with their clients as well as scheduled weekly check-ins reviewing wins and opportunities
- Effectively recruited and hired highly talented individuals who brought exceptional skills and expertise to our sales team
- Provided consistent and relevant feedback to sales personnel to improve their overall telephone/in person communication and selling skills
- Monitored weekly, monthly and quarterly progress towards team and individual contributor goals
- Enforced quality of products, service and customer support, ensuring comportment with cultural idiosyncrasies
- Created new sales and marketing strategies to drive growth
- Held regular performance evaluations to assess strengths and weaknesses of team members and provide them with counseling to improve outcomes
- Collaborated with senior executives to evaluate performance in Buffalo market and develop strategies to expand revenue generation
Inside Sales Manager
Dex Media Inc.
01.2014 - 03.2017
- Lead a dynamic sales and marketing team in new business development, client retention, quality assurance, and performance development. Increase efficiency by conducting procedural analysis and follow-up with direct reports in order to implement process improvements and foster a culture of accountability and consistency
- Consistently exceed daily, weekly, monthly, and annual sales goals and revenue targets by implementing strategic incentives, conducting ongoing performance training, and developing strong client relations
- Ranked #1 2 years running (2015, 2016) for multi-product growth in the division and #1 out of 5 sales manager for overall performance
- Monitored team performance through call listening, desk-side coaching, and weekly one-on-one performance review Facilitated new-product roll-outs by partnering with the training department on implementation and follow-up training
- Drove organizational division and team goals through consistent business analysis and follow-up with direct reports creating an environment of accountability and consistent expectations
- Improved job efficiency through observation and analysis of procedures used by direct reports ensuring more efficient processes were put in place to balance client contact and administrative responsibilities
- Supported division recruiting and interviewing through partnership with the regional recruiter and sales director to ensure best possible candidate selection
- Fostered a positive and collaborative team culture through rewarding and inspiring high performance and activity
- Continually encouraged peer-to-peer mentoring within the team
- Focus on daily, weekly, monthly & annual goals for each direct-report in order to increase motivation and accountability through personal development, driving financial gain and career development
Inside Sales Representative/Outside Sales Representative
Dex Media Supermedia LLC, Idearc Media Corp., Verizon
10.2005 - 01.2014
- Visited customer locations to evaluate requirements, demonstrate offerings and propose strategic solutions for diverse needs
- Prospected minimum of 50 potential customers per week through cold calling, warm leads and networking and maintained solid 50% conversion rate
- Followed up with customers after completed sales to assess satisfaction and resolve any technical or service concerns
- Determined needs, delivered solutions and overcame objections through consultative selling skills
- Prioritized daily workflows, including all inbound calls, quotes and sales-related inquiries
Education
Associate of Applied Science - Information Technology - Computer Network Systems
ITT Technical Institute
Getzville, NY2014
Skills
- Production Management
- Strategy development
- Mentoring and Coaching
- Teamwork/Collaboration
- Operations Management
- Quality Assurance and Control
- CRM Proficiency (Salesforce, Hubspot, Velocify)
- Sales Development
Timeline
Remote Local Sales Manager
Yelp Inc
11.2021 - Current
Territory Account Manager
Emedco
01.2021 - 10.2021
Sales Production Manager
Strategic Financial Solutions Inc.
09.2019 - 06.2020
Regional Sales Manager, Buffalo NY
Complete Payroll
03.2017 - 09.2019
Inside Sales Manager
Dex Media Inc.
01.2014 - 03.2017
Inside Sales Representative/Outside Sales Representative
Dex Media Supermedia LLC, Idearc Media Corp., Verizon
10.2005 - 01.2014
Associate of Applied Science - Information Technology - Computer Network Systems
ITT Technical Institute
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