Kandice Coltrain

Boutique consultancy servicing SaaS companies within Consumer Insights industry, specializing in bolstering sales team development, integrating cutting-edge technologies, refining Ideal Customer Profile (ICP) strategies, facilitating sales enablement, and optimizing operational processes. Dedicated to driving growth and maximizing efficiency through tailored solutions and strategic guidance.

SaaS based, consumer insights solution for brands and agencies to conduct sophisticated market research utilizing innovative survey software and an advanced analysis platform.

Built and scaled a division of the organization focused on revenue capture and revenue growth for Mid-Market & Enterprise, consisting of a team of over 20. Developed Account Expansion frameworks for enterprise key account relationships that supported client retention, growth and product adoption KPIs. Established a formal process for business intelligence dashboards and sales forecasting that provided key insights for strategic C-Suite decisions such as hiring planning, cash forecasting, and R&D investments.

Orchestrated onboarding, training, sales enablement and professional development programs for sales personnel.

Key Achievements:

• Achieved 200x growth, with an annual growth of 30-40% YoY, and was awarded as one of leading consumer insight tech companies in industry.
• Designed yearly commission structures and quota assignments resulting in achievement of annual revenue goals and retention of key high-performing sales team members.
• Teamed up with marketing to implement new business lead funnel program, significantly boosting number of SQL opportunities for sales team, which resulted in higher conversion rates and shortened sales cycles.
• Drove strategic initiatives across senior leadership, encompassing pricing revisions, subscription models, and sales enhancement programs.
• Stood up Salesforce CRM and built reporting dashboards that provided key data flows for executive leaders to inform critical business decisions.
• Built a streamlined legal and procurement process that reduced enterprise sale cycle.
• Brokered & developed relationships with clients that laid the foundation for Key Accounts team (Portfolio of clients included: Disney, Microsoft, Cargill, General Motors, Nike, Fidelity Investments, Voya Financial, Exxon Mobil, and more).

SaaS based, real-time survey & analytics platform for consumer insight professionals to conduct end-to-end research globally.

Assisted Group Vice President in steering enterprise sales team by contributing to proposal development, delivering training on new business acquisition, and conducting product training. Leveraged extensive market research and specialized industry insights to educate and promote the adoption of innovative digital insights solutions to global brands. Oversaw and nurtured relationships with Fortune 500 clients, ensuring consistent year-over-year accelerated growth, resulting in $4M+ in annual sales.

Key Achievements:

• Pioneered launch of company’s Consumer Goods division, securing + $1M in new business within inaugural year.
• Crafted comprehensive strategic research plans and objectives for clients, encompassing areas such as marketing awareness and effectiveness, concept and package testing, and brand tracking and positioning.
• Earned two promotions, demonstrating ability to surpass key job requirements and collaborate across departments to successfully deliver on strategic action items.
• Led cross-functional teams to deliver successful projects on time and within budget, enhancing company reputation in industry

Marketing and B2B Technology firm that helps tech brands with key business decisions through primary research findings and strategic consulting.

Key Achievements:

• Achieved 45% growth in supply chain practice within initial 12 months of employment.
• Revitalized and led sales training program for new hires, resulting in accelerated revenue generation compared to historical onboarding.
• Implemented a firsthand training approach that incorporated mentoring, sales development and closing tactics, as well as pipeline management.

Research and advisory services firm for global supply chain & IT executives.