Summary
Overview
Work History
Education
Skills
References
Timeline
Generic

John Irrgang

Aston,PA

Summary

Highly motivated and self-starting B2B sales professional with 10 years of experience in sales, sales development, and team leadership. Proven track record of driving revenue growth through consultative sales strategies, process improvements, and closing complex opportunities. Very adaptable, and possesses a strong passion and dedication to build, grow, and coach successful teams.

Overview

10
10
years of professional experience

Work History

Manager, Sales and Business Development (SaaS)

Atlantic Training
REMOTE
10.2020 - 02.2025
  • Company Overview: Provides cloud-based e-learning and compliance solutions for businesses of all industries. Specifically, LMS software with HR/EHS online training content.
  • Some key target industries consisted of Construction, Chemical Manufacturing, Utilities, Facility Services, Food and Beverage Manufacturing, and Government Administration.
  • Built, grew, managed, and oversaw the entire Sales Department, which consisted of SDR, BDR, and AE teams.
  • Recruited, hired, and trained all sales team representatives.
  • Improved outbound processes and strategies for the SDR team, which resulted in higher-quality conversions and exceeded targets.
  • Implemented consultative/solution selling strategies (MEDDPICC), processes, and KPIs that immediately improved revenue growth year over year.
  • Built, tracked, and maintained all workflows, reporting, and forecasting, utilizing HubSpot CRM.
  • Developed improved training programs, which resulted in higher-quality production.
  • Conducted weekly and monthly meetings with all teams that consisted of coaching, strategy building, risk management, brainstorming, etc.
  • Worked closely with the Product, Marketing, and CS teams to consistently review data, feedback, industry trends, competitors, and website traffic to improve growth and retention.
  • Occasionally, I stepped in to either close or help close complex opportunities.

Sales Development Representative

Comp Pro Med
REMOTE
05.2020 - 10.2020
  • Temporary 1099 contract.
  • Made outbound calls and emails to laboratories and other health care facilities to educate decision-makers on our Laboratory Information Systems through SuiteCRM.
  • Conducted discovery calls to identify pain points, qualify, and present valuable solutions.
  • Set meetings with qualified prospects, and handed them off to the Sales Executive team.
  • Maintained consistent communication with the Sales team to discuss challenges, feedback, and strategy.

Sales Development Representative (Inbound & Outbound)

Atlantic Training
Middletown, DE
12.2019 - 02.2020
  • Tracked inbound leads that were conducting research on our website by using HubSpot CRM.
  • Made outbound calls and emails to educate prospects on our LMS and e-learning solutions that would streamline employee compliance.
  • Set up cadences and campaigns to strategically get prospects to engage.
  • Set up qualified meetings with the decision-makers for our Account Executives to close contracts.
  • Received inbound calls from businesses that were interested in our Learning Management System and/or other products that we sold.
  • In charge of closing and processing sales for products that did not warrant a contract.
  • Managed accounts that did not warrant a contract.
  • Consistently exceeded all KPI targets.

Tele-Sales Supervisor

Waterlogic USA
Newark, DE
08.2017 - 09.2019
  • Was responsible for recruiting, interviewing, and adding qualified candidates to the team.
  • Supervised up to 18 tele sales agents.
  • Had the lowest employee churn rate in the company for 2018, and the 1st and 2nd quarters of 2019.
  • Was responsible for B2B outbound calling and appointment setting for the Field Sales Team across the country.
  • Helped develop new training operations and one-on-one techniques to increase production.
  • Generated leads from D&B that were strategic to the up-market accounts that the company was moving towards for our agents to target.
  • Held daily team meetings to review production.
  • Monitored live and recorded calls for quality assurance.
  • Worked with the Field Sales Representatives to target more up-market accounts, to increase the number of units sold per appointment.
  • Helped to increase the appointment-to-product sale conversion from 10% to 18%.
  • Averaged 120% of the team's appointment-setting target, and 93% for overall call quality.

Tele-Appointer/Inside Sales

Waterlogic USA
Newark, DE
03.2017 - 08.2017
  • Company Overview: Provides state-of-the-art POU drinking water solutions for businesses with proprietary filtration systems.
  • Was responsible for cold calling decision makers of all industries across the country.
  • Set quality appointments with decision-makers to meet face-to-face with our Field Sales Executive.
  • Kept strong communication with the Field Sales Executives regarding which markets we were targeting and how to approach them when calling
  • Very proficient in utilizing Salesforce and InsideSales.com power dialer.
  • Exceeded all monthly KPIs from 3/17 to 7/17 (Dials, Appointments set, Quality, Appt to Sale conversion rate, and Direct Sales).
  • Directly sold products in territories that did not have Field Sales Reps available.

Field Sales Development Manager

Pinnacle Energy
Newark, DE
01.2015 - 01.2017
  • Recruited, hired, and trained new field and call center representatives for our home remodeling sales team.
  • Strategically researched the areas for our sales team to target.
  • Held daily and monthly meetings to boost morale and discuss overall performance
  • Conducted one-on-ones with each rep to discuss strengths, opportunities, and ideas they may have.
  • Was responsible for meeting or exceeding monthly targets.
  • Coordinated local events to promote our products and services.
  • I helped train and worked with the call center agents to reset missed appointments and offer current customers promotions for their next project.
  • Helped create and develop a training/coaching model that has produced a very strong team of field reps.

Education

High school or equivalent - General

Interboro High School
Prospect Park, PA
01.2001

Skills

  • Consultative selling
  • Negotiation
  • B2B sales
  • Software sales
  • Sales strategy
  • Sales Management
  • Sales cycle understanding
  • Sales forecasting accuracy
  • Team building
  • Team leadership
  • Cross-functional team leadership
  • KPI tracking
  • Pipeline management
  • CRM management
  • Sales process improvement
  • Data analysis
  • Problem solving
  • Risk management
  • Performance coaching
  • Employee training

References

References available upon request.

Timeline

Manager, Sales and Business Development (SaaS)

Atlantic Training
10.2020 - 02.2025

Sales Development Representative

Comp Pro Med
05.2020 - 10.2020

Sales Development Representative (Inbound & Outbound)

Atlantic Training
12.2019 - 02.2020

Tele-Sales Supervisor

Waterlogic USA
08.2017 - 09.2019

Tele-Appointer/Inside Sales

Waterlogic USA
03.2017 - 08.2017

Field Sales Development Manager

Pinnacle Energy
01.2015 - 01.2017

High school or equivalent - General

Interboro High School

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