John Cullen
Snoqualmie,WA
Summary
SALES PROFESSIONAL, BUSINESS DEVELOPMENT LEADER
Business Development Manager skilled in growing sales and improving stakeholder relations. Strategically-minded in capturing new business and leveraging dynamic market opportunities. Accomplished in exceeding targets with results-driven approach. Creative Business Development Manager with impressive track record of improving sales and growing company customer base. Innovative program management, strategic planning and team leadership skills. Successful team builder with exceptional communication abilities.
Overview
16
16
years of professional experience
Work History
Director, Business Development
Unify Consulting, LLC
08.2021 - Current
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
- Full sales cycle business development- prospect to close- renewals, consultant engagements oversight
- Built business book from ground zero to > $5M/year
- Client range: VP through Manager, Business Managers, Technical leaders within sphere of influence
- Led proposal development efforts, crafting compelling pitches that successfully secured new contracts and projects.
- Facilitated business by implementing practical networking techniques.
- Monitored market trends and competitor activities to identify areas of potential opportunity.
- Aligned company goals with customer outcomes and increased satisfaction by automating contact management systems.
- Drove sales by developing multi-million dollar contract sales.
- Organized promotional events and interacted with community to increase sales volume.
- Kept meticulous client notes and updated account information in company databases.
Corporate Sales Executive
Egencia- An Expedia, Inc. company
12.2012 - 08.2021
- President's Club winner 2018, #1 in North American team for closed business and account productivity
- Internal leader and team player- Involved in several company committees for innovation, marketing content, work flow, CRM relaunch, and implementation project dexterity
- Consistent top 10% overall performer: Exceed quota for business closed, top producer for new client yield, and top 25% for signature value
- Field sales and face-to-face meetings to C-suite level, HR, Procurement, Purchasing and other VP level buyers
- Enterprise Accounts, Large Enterprise, and SME companies all represented in closed customer base
- Consistent alliances with industry supply partners and other 3rd party integrators to develop opportunities for sales growth and success, to include American Airlines, Enterprise Holdings, United Airlines, Chrome River Expense, Coupa Expense, Expensify, US Bank, Choice Hotels, Hyatt
- Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.
- Conducted thorough competitor analysis to identify gaps in the market strategically positioning our products as superior alternatives effectively.
- Achieved consistent sales growth by maintaining high level of product knowledge and staying informed on industry trends.
- Contributed to team objectives in fast-paced environment.
- Provided exceptional post-sale support by addressing any concerns or issues promptly ensuring customer satisfaction and building trust.
Regional Account Director
Enterprise Holdings, Inc. DBA Enterprise Rent-A-Car
07.2009 - 07.2012
- Develop large, strategic accounts and manage accounts worth over $20M in annual revenue for Enterprise Rent-A-Car (ERAC) non-airport locations
- Earned 2 Regional Exceptional Achievement Award (top 10%) for overall performance
- Hold P&L responsibility and manage portfolio of sales contracts of local national customers across 3 state territory
- Manage daily customer performance and monthly, quarterly, and annual account analysis
- Grew and implemented use of proprietary technology by over 300% in two years
- Performance matrix ranking- placed in top 20% of account managers in company for all 3 years in this role
- Managed and exceeded quotas and goals for growth relationships accounting for over 40% of local company insurance referral business
- Led annual charity fundraiser golf event, raising money for partners: United Way and Special Olympics Washington.
- Managed team of account managers, providing support and guidance for optimal performance.
Business Rental Sales Executive
Enterprise Holdings, Inc. DBA Enterprise Rent-A-Car
01.2008 - 07.2009
- Sold and implemented over 50 net new accounts per year and managed relationships for growth
- Led implementation of auto sharing programs at two commercial accounts
- Negotiated contracts daily for local and national car rental business partners
- Successfully re-prospected underachieving and dormant B2B customers and added them back into revenue stream
- Grew existing customer revenue by 25% or more each year in this position by use of consultative, solution-based sales methodology
- Reduced operational risks while organizing data to forecast performance trends.
- Managed purchasing, sales, marketing and customer account operations efficiently.
Education
Bachelor of Arts - Economics
Whitman College
Walla Walla, WASkills
- Strategic Sales & Account forecasting
- Relationship Development & Networker
- Sales CRM Usage / Pipeline management
- Team player/collaborator in company scope
- Consultative, Customer-Centric B2B sales
- Consistent team & individual quota attainment
- MS Office; Sales CRM systems (including SalesForcecom)
- Staff Management
- Negotiation
- Strategic Planning
- Process Monitoring and Improvement
- Incidents management
- Process Improvement
- Analytical Thinking
- Complex Problem-Solving
- Contract Management
Affiliations
- Founding Board member; Panthers Youth Rugby Club (2016-present)
- Board member, Snohomish County Sports Commission (2006-2009)
- Board member, Membership services director, Meeting Planners International- MPI- Washington State Chapter (2006-2009)
Timeline
Director, Business Development
Unify Consulting, LLC
08.2021 - Current
Corporate Sales Executive
Egencia- An Expedia, Inc. company
12.2012 - 08.2021
Regional Account Director
Enterprise Holdings, Inc. DBA Enterprise Rent-A-Car
07.2009 - 07.2012
Business Rental Sales Executive
Enterprise Holdings, Inc. DBA Enterprise Rent-A-Car
01.2008 - 07.2009
Bachelor of Arts - Economics
Whitman College
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