Joseph (J.R.) - Preferred Milam

• Held ultimate evaluation matrix mechanism for managers and contributors
• Boosted both Dedicated Access and Unified Communication revenues across region resulting in over in earnings.$177,360/22 vs. $76,800/21 230%^
• Established increase of 21% net new logo penetration mo1, and 39% mo2, in 2023 with launch and implementation of total new field plan - very tough
• Coordinated full sales operations and sales activities within region assigned 5 states; 2 Mgr., 2 sales engineers, 6 large business reps, and 19 SMB reps.
• Created led as direct Mgr to Sr. Sales Reps governing our mid-market accounts, large business group. This unit was highest gross sales yielding and highest attainment to quota in region for two consecutive years.
• Frequently work with ICB pricing to review economics and company parameters of deal vs. verbal terms and conditions with customer and negotiate 3-way on behalf of rep, customer and price teams' interest for way to land plane.
• Adopted and integrated ZoomInfo Elite B.I. tool as core prospecting intelligence tool.
• Guided and promoted 1 new managers from within our Large Business sales team.
• Reviewed with executive leadership monthly, detailed scorecard compiled together by financial audit team and business sales operations to review sales performance and trends analysis.
• Connected with prospects through trade shows, cold calling and local-area networking. Quarterly sent engagement, market-level, of regional participation, expenses, and competitive intelligence to our channel marketing coordinators.
• Established pricing strategies to maintain competitive pricing and maximize profits.
• Developed sales strategy based on research of consumer buying trends and market conditions.
• Consistently serviced accounts to maintain active contacts and continuously promote profitable offerings.
• Solely responsible for design, creation, governance, and implementation of territories, lead generation, and overall territory management practices within Salesforce CRM of our regions and accounts.

Director of Sales - Kinetic Business AR-IA. Territory account load in the SMB Mid-Market space 13,076 accounts billing over $2,050,000.00

• Field Sales Director SME: Strategic Selling - Account Plan Consistently serviced accounts to maintain active contacts and continuously promote profitable offerings.
• 2020 YOY we grew gross sales by 24%
• VoIP OfficeSuite portfolio by 19%
• 2020-2021 E-Rate Season 21% of 470s
• 2021-2022 Season 35% Target
• Find, define, and execute Covid Business Formula.
• Restructure and deploy team - Tuckman 4-Stage Model.
• Built strategic partnerships with OSP teams, recruiting, marketing, sales operations, and business intelligence
• Field Sales Director SME in Salesforce.com Boostup Advanced Management
• Field Sales Director SME, Leader, and Coach: Coaching for Performance - GROW Model
• Consistently serviced accounts to maintain active contacts and continuously promote profitable offerings.

Recruited to create and business develop a new market. Transform our HQ City Little Rock, AR from a CLEC AT&T market into a ILEC market. I recruited, staffed, and trained an SMB sales force in lockstep with a product portfolio development, marketing campaign, field engineering assessment, contractor deployment, and BU channel support standup.

• Identified need for and lead a project team surrounding Salesforce.com workflow development of account transitioning from sister BUs into the Kinetic channel from end to end processing from rep assignment to billing platform and order processing with project managers post signature to installation with friendly customers in trial period. Project identified multiple bottleknecks and three system fragmentations that would have failed the launch.
• Initial tested fiber optic symmetrical and non-symmetrical pricing models in direct sales during trial period. Worked hand in hand over each deal with finance on capital builds with field engineers and OSP to arrive at target of 70% margins and a minimum IRR% for the team threshold of 19% I would desk.
• Resolved customer issues quickly to close deals and boost client satisfaction.
• Designed the specific product depth portfolio training competency program along side team sales engineer.
• Aligned with executive team for marketing campaign launch. Scripted radio spots, chamber events, business after-hours hosting, and Arkansas Travelers Booth.
• Utilized metrics to modify low-performing sales and marketing programs and plans to increase effectiveness.
• Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
• Project Little Rock to ILEC at deployment hiring contractors came back 270% higher than (FEA) field engineering assessment - WS Kinetic abandoned the ILEC mission and to meet our revenue objectives I had to direct my team to switch sales objectives to selling (OTT) Over The Top and in outside the market ILEC exchanges.
• Identified, hired and trained highly-qualified staff by teaching best practices, procedures, and sales strategies.

• Licensed and Registered Stockbroker
• Licensed and Registered Investment Advisor
• Licensed Insurance Health, Life, and Annuity
• Series 7
• Series 66
• Resigned and relocated back to Little Rock, AR - personal motivators

Outside B2B sales. Managed a team of 8 direct report account managers.

Team responsible for selling and servicing digital marketing, software, advertising, and logistics to nation’s largest 55 dealership automotive groups. Duties included monthly forecasting, pipeline management, CRM, 1:1s, ride alongs, co-sells, contract negotiations, and service cadence agreements. Travel 75%.

• $19,000,000 dollar digital media book of business
• 127% quota achievement in Q4
• 147% quota achievement in Q1
• Lead national accounts sales team supporting largest 55 automotive dealer groups
• Created and implemented major accounts salesforce.com pilot
• Managed large-scale projects and introduced new systems, tools, and processes to achieve challenging objectives.
• Prepare and submit sales/revenue forecasts to VP of Sales
• Built senior executive relationships at target accounts and aligned solutions to business needs.
• Implemented systems and procedures to increase sales.

Outside B2B sales. Managed a team of 11 direct report account managers in upper Midwest and Northeast. Team responsible for selling and servicing digital marketing, software, advertising, and logistics to large and mid-size automotive groups. Duties included monthly forecasting, pipeline management, CRM, 1:1s, ride alongs, co-sells, contract negotiations, and service cadence agreements. Travel 75%.

• $50,000,000 multiline book of business software, retail inventory, and digital media
• 115% annual production over quota
• Responsible for all field sales and variable operations
• Designed and deployed auxiliary field support pilot leveraging inside consultants to support field sales. Reduced lost business/churn to 0% in vacant field territories
• Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
• Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
• Delivered recommendations to long-term accounts to promote brand awareness to key audience.

Outside B2B sales. Managed a team of 6 direct report account managers in Kansas and Nebraska. Team responsible for selling and servicing digital marketing and software to local dealerships. Duties included monthly forecasting, pipeline management, CRM, 1:1s, ride alongs, co-sells, contract negotiations, and service cadence agreements. Travel 25%.

• Upon arrival team was negative 3 prior consecutive quarters, returned to profitability in 2 quarters
• Rebuilt sales team - extensive HR and performance management experience
• Increased pipeline from $18,000/mo to $75,000/mo
• Increased sales from $6,400/mo avg to $22,500/mo avg
• Roving sales manager in open districts
• Established territory boundaries and account load to maximize service quality.
• Rectified billing issues quickly to maintain client satisfaction.
• Directed sales support staff in administrative tasks to help sales reps close deals.
• Grew YOY sales 28% with over 60% profit margin by consistently meeting and exceeding quotas.
• Tracked weekly sales to develop detailed reports for senior leadership, using internally built AMP - from Bane

Outside B2B sales. Individual contributor responsible for revenue growth in new and existing accounts with assigned geography territory Little Rock - South Arkansas. Duties included prospecting, account maintenance, account growth, territory planning, account planning, CRM utilization, forecasting, pipeline management, contract negotiations, presentations, sales, delivery, and service cadence.

• 2012 Rookie of the Year, Grew subscriber account base from 6 to 26 of 32 assigned book
• 2013 Sales achievement over quota 251%
• Increased monthly billable revenue $13,000 to $110,000
• Built strong client relationships and provided high value-adding services, resulting in increased company market share.
• Educated clients on specific marketing strategies to increase client sales and overall promotion effectiveness.

• Received First Class Proprietary Sales Training
• Product / Solution specific sales boot camps and role plays
• 2010 Sales Person of the Year
• 2011 Most Smartphones Sold
• 2011 Most Data Plans Sold
• 2010-2011 Accessory Attach Rate $63.50 vs target $45.00 per Transaction
• Increased sales and customer satisfaction through personalized servicing.
• Recommended merchandise to customers based on needs and preferences.
• Identified and resolved complex issues by applying advanced analytical and troubleshooting strategies.

• Undergraduate Part-time Employment
• World Class Propriety Sales Training
• Multiple Sales Person of the Month Awards
• Used consultative sales techniques to understand customer needs and recommend relevant products and services.
• Responded to telephone and in-person requests for information.
• Followed up with existing customers to provide additional support and address concerns.
• Improved sales by managing sales lifecycle from lead generation through contract negotiations and closings.

• Undergraduate Part-time Employment
• Merchandising and display
• Coaching and sales training
• Recruiting, hiring, and training
• Inventory management
• Shipping and receiving
• Account and bank deposits
• Sales and revenue forecasting