Kathy Miller
Plano,US
Summary
Results driven Sales Leader promoting more than 20 years of expertise successfully working for organizations in the IT Consulting & Staffing Industry. Highly knowledgeable in planning and implementing sales plans, budgets, strategic initiatives and employee development programs. Known for building strong teams and developing top sales talent. Gifted at working with and developing all sorts of clients and markets.
Overview
25
25
years of professional experience
Work History
Sr. Director, Telecom
Artech
Dallas, TX
04.2023 - Current
- Developed and implemented sales strategies on clients in the Telecom Vertical outside of MSPs programs to sell SOWs, Bulk Staffing and improve fill ratios on MSP business.
- Improved Fill Ratios on B business from 10% to 33% and on D business from 6% to 10%.
- Hired and motivated high-performing sales team.
- Analyzed sales statistics to identify areas of improvement and implement more efficient sales process on both MSPs and SOWs outside of MSP programs.
- Established and maintained relationships with key clients to ensure high levels of satisfaction and repeat business.
- Coached, developed and motivated team to achieve revenue goals.
- Led sales planning, development and account management to grow existing accounts and establish new sales outside of existing programs within existing accounts.
- Monitored sales trends, identified potential markets, and developed targeted campaigns to reach new customers.
- Supervised daily activities of sales staff including territory management, prospecting techniques, account planning and development, lead generation initiatives.
Managing Director
DIVERSANT
Dallas, TX
10.2018 - 04.2023
- Grew overall yearly revenue from $9 Million to $20 Million in 3 years by diversifying business outside of one client to multiple clients and hiring the right people.
- Improved profit margin from 20% to over 30% GM by coaching and training sales reps on a consultative selling approach with clients & prospects and selling higher value business.
- Recruited, hired, developed, coached and trained multiple sales reps from scratch into top performers and achiever's club winners.
- Devised strategies to orientate, train and direct team to achieve corporate, branch and individual OKRs.
- Established strong client relationships to drive business development and taught sales reps how to develop large enterprise accounts and open new accounts.
Director of National Accounts
GDH Consulting
Dallas , TX
02.2017 - 10.2018
- Drove yearly revenue to over $9 Million on under performing National Account.
- Led a national sales team across the country developing, coaching and mentoring on selling and developing a large enterprise account.
- Developed and managed strategic relationships at the C level and with procurement to help drive sales for the sales team.
- Ran and managed QBRs and account performance.
- Partnered with the MSP to build a strong partnership to elevate our standing as vendor and stay in the program.
- Worked with offshore delivery teams to put plan in place to grow the account on the delivery side.
- Changed account perception from the red-headed step child of National Accounts that no one wanted to touch to the account people stated asking to support and be on.
- Received Supplier of the Quarter award by the MSP and Client for our continued improvement, growth and partnership on the account.
Managing Director & Sales Producer
Experis ManpowerGroup
Nation Wide
09.2005 - 02.2017
- Planned and implemented strategies to grow revenue in various roles throughout my tenure as an account manager, managing director and director of enterprise accounts in multiple cities across the US.
- Recruited, hired developed and trained employees on sales and recruiting.
- Developed and grew multiple teams from scratch in different parts of the country.
- Built and developed a start up branch and team, took underperforming teams and turned them around and took many dormant accounts and turned them into high producing accounts.
- Created, developed and launch goal planning and vision boards across multiple teams.
- Established strong client relationships to drive business development and took multiple accounts and grew from scratch.
- Hand selected for Top Gun Leadership program and finished in top of the program.
- Implemented, Coached and training producers on the Sander Sales Methodology.
Selling Branch Manager
Advantage Sales And Marketing
Dallas, TX
02.2003 - 09.2005
- Lead the start up of the Dallas, TX office as selling branch manager after being a highly successful recruiter for Advantage Tech in Kansas City market.
IT Recruiter
Bradford & Galt
Overland Park, KS
11.1999 - 02.2003
- Sourced, qualified and placed IT candidates with clients and won quarterly award every quarter awards were in place during my tenure.
Education
Bachelor of Arts - Communications
William Jewell College
Liberty, MO05.1997
Skills
- Building Teams, Goal Setting, Employee Motivation
- Hiring, Training, Coaching & Developing Talent
- P & L Management, Revenue Forecasting
- Gross Profit Management
- Account Sales and Delivery Strategy and Development
- Market Strategy and Development
- Recruitment & Delivery Strategies
- Solutions Sales
- MSP Sales
- Enterprise Accounts Sales
- Client Relationships
Accomplishments
DIVERSANT
- Gross Profit Weekly GP dollar growth at DIVERSANT went from $644,000 to $1.3 million in my three-year tenuring growing my team from $30,000 to over $108,000 in weekly Gross Profit during pandemic. Positioned organization for acquisition.
- Exceed Branch Budget year over year at DIVERSANT with last year exceeding by over 140% of plan.
- Exceed Branch Budget year over year at Experis Manpower with multiple years exceeding by over 120% of plan.
- Exceeded Sales Quota year over year at Experis Manpower and consistently performing in the top 5%.
- Supplier Of The Quarter for MSP and Client out of 50+ vendors in the program.
Timeline
Sr. Director, Telecom
Artech
04.2023 - Current
Managing Director
DIVERSANT
10.2018 - 04.2023
Director of National Accounts
GDH Consulting
02.2017 - 10.2018
Managing Director & Sales Producer
Experis ManpowerGroup
09.2005 - 02.2017
Selling Branch Manager
Advantage Sales And Marketing
02.2003 - 09.2005
IT Recruiter
Bradford & Galt
11.1999 - 02.2003
Bachelor of Arts - Communications
William Jewell College
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