Jennifer Roche
Williamsville,NY
Summary
Highly accomplished and driven management and sales professional seeking the next challenge. Skilled in leading teams, fostering a balanced work culture, and achieving bottom line results. Proven success in managing inside and outside sales teams in diverse environments. Expertise in business-to-business account management, new business development, growth strategies, and customer relationship improvement.
Overview
19
19
years of professional experience
Work History
Director of Media Sales
The Buffalo News & Amplified Buffalo
726 Exchange Street
04.2024 - Current
- Hired and onboarded a high-performing team by providing mentorship, guidance, and opportunities for professional growth.
- The senior representative who moved to my team consistently hit quota over 110% every month since joining. She previously was not hitting quota.
- Five out of 6 new hires hit or exceeded their quotas in their first month on my team.
- Facilitated cross-functional collaboration for improved decision-making processes within the organization.
- Spearheaded innovative approaches to resource allocation and strategic planning.
- Increased company revenue by streamlining processes and implementing cost-saving measures.
- Cultivated a positive work environment that fostered employee engagement, increased retention rates, and boosted overall team morale.
Remote Local Sales Manager
Yelp Inc
Remote
11.2021 - 04.2024
- 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
- Consistently chosen to take on struggling reps with the goal of turning around their production, in turn helping over all retention.
- Very successful track record ramping up month 3 reps to full quota (month 6 goal) by month 4
- Consistently in the top 5 managers for revenue per rep as well as pitches per rep
- 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 join 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
Williamsville, NY
01.2021 - 10.2021
- Identifying and developing new opportunities, with a consistent focus on exceeding monthly sales targets.
- Work with the sales team to collaboratively reach targets; recently exceeded my first month post-training at 130% to goal.
- Exceeded results for July finishing at over 110% to quota.
- Conferring with customers to understand needs and make targeted Safety Solution recommendations.
- Partnered with leadership on assisting the team with Salesforce best practices, 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 the effective hiring process by interviewing applicants and making recommendations for the best candidates.
- Used ADP payroll software to manage employee payroll and benefits; successfully led company initiative for self-managed timekeeping for all sales division employees.
- Managed high volumes of activity in a fast-paced, constantly changing work environment. The team consistently was in the 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
Amherst, New York
03.2017 - 09.2019
- Achieved regional sales objectives by coordinating sales team, developing successful sales strategies, and assisting in servicing accounts to strengthen business relationships.
- Team successfully onboarded 121 new client accounts.
- Established training programs
- Oversaw operations for sales account executives in the Buffalo region.
- Successfully led 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.
- 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.
- Collaborated with senior executives to evaluate performance in the Buffalo market and develop strategies to expand revenue generation.
Inside Sales Manager
Dex Media Inc.
01.2014 - 03.2017
- 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.
- 2015 Top manager for best call time per day, per rep.
- 2015 Top manager for most new, non, and increased revenue per rep per day.
- In 2015, the top manager achieved the highest percentage of team flat or above the goal.
- Ranked #1, 2 years running (2015, 2016), for multi-product growth in the division, and #1 out of 5 sales managers 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.
- Supported division recruiting and interviewing through partnership with the regional recruiter and sales director to ensure the best possible candidate selection.
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 a minimum of 50 potential customers per week through cold calling, warm leads, and networking, and maintained a solid 50% conversion rate.
- 2007 finished all markets with production between 124-302% to goal.
- 2008 finished #1 for Chautauqua County market at 949% to goal.
- 2012 Top internet sales net and % to goal over 165%.
- In 2014, the top new non and increase for the division, along with top digital penetration of 48%, top digital growth of 75%, and top digital new business dollars.
Education
Associate of Applied Science - Information Technology - Computer Network Systems
ITT Technical Institute
Getzville, NY2014
Skills
- Project Management
- Contract Management
- Project Coordination
- Staff Management
- Contract Negotiation
- Business Development
- Sales and market development
- Lead prospecting
- Business Networking
- Sales Presentations
- Market trends understanding
- Territory Management
- Sales analytics
- Closing Techniques
- Sales Team Leadership
Timeline
Director of Media Sales
The Buffalo News & Amplified Buffalo
04.2024 - Current
Remote Local Sales Manager
Yelp Inc
11.2021 - 04.2024
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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