Summary
Overview
Work History
Education
Skills
Certification
Prosci Certified Change Practitioner
Timeline
Generic
KEN WEAVER

KEN WEAVER

Summary

Impactful and results driven sales leader with proven track record in sales and sales operations management with an eclectic and exceptional record of valuable contributions providing high level of customer service while increasing revenues. Successful at leveraging sales technologies and CRM data to identify, analyze and act upon leads, opportunities and sales funnels. Personable communicator focused on exceeding client expectations. Tenacious manager with a strategic and analytical approach to problem solving and revenue growth. Technically oriented with advanced salesforce.com skills used to optimize sales processes to gain efficiencies resulting in increased production. Passionate about creating a positive work environment, developing sales associates, and creating opportunities for top performers.



Overview

23
23
years of professional experience
1
1
Certification

Work History

Direct Sales Leader

PEAC Solutions (f/k/a Marlin Capital Solutions)
06.2022 - 05.2023
  • Re-engineered existing team from staffing to sales methodology, process design, and performance management resulting in increased sales associate/team production performance.
  • Crafted overall account sales strategies and coordinated activities of sales executives to achieve revenue goals.
  • Developed short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue.
  • Achieved sales goals and service targets by cultivating and securing new customer relationships.
  • Initiated in-depth account assessments with sales and management teams to evaluate sales potential.
  • Fostered performance development of staff through ongoing coaching and mentoring on best practices.
  • Increased revenue by implementing effective sales strategies in sales cycle process from prospecting leads through close.
  • Utilized internal lead referral tools to solicit new business opportunities and contacts.

Sales Operations Leader

Marlin Capital Solutions
02.2017 - 05.2022
  • Designed, developed, implemented, and managed organizations first sales analytics dashboards in Tableau and SFDC resulting in optimized sales performance (contributed to year over year increase in production performance ($900M in 2019).
  • Partnered with Chief Strategy Officer to design, develop, implement, and manage an automated lead generation campaign in salesforce.com resulting in the identification, prioritization, and presentation of high propensity leads to Direct sales reps resulting in 1500 outbound calls/day to the customer portfolio resulting in an additional $3M/month in production.
  • Designed, implemented and led the organization's first project management team (a/k/a PMO) to ensure project and program success, resulting in the successful completion of multiple cross functional projects leading to gains in efficiency, effectiveness, customer experience, and production volume.
  • Lead Sales BI development via Tableau & SFDC with emphasis on easily consumable reporting and dashboard designs.
  • Promoted a data governance strategy across Sales in an effort to align metrics and communicate data changes across reporting, the data warehouse and CRM (SFDC).
  • Pointed out process bottlenecks and inconsistencies to upper management, facilitating continuous process improvement to eliminate standard procedures hindering successful sales tactics.
  • Worked closely with sales management to inspect sales process quality and prioritize opportunities for improvement.
  • Evaluated performance of products and sales campaigns through review of sales data, identifying trends and applying lessons learned to future sales initiatives.

Direct Sales Leader

Marlin Capital Solutions
10.2015 - 01.2017
  • Recruited to direct all aspects of a start-up Sales Channel selling a new small business loan product.
  • Achieved first year plan by producing $25M in working capital loans.
  • Implemented salesforce.com to drive activity and manage sales pipeline and forecasts.
  • Partnered with Marketing to develop lead generation campaigns to capitalize on active/disposed client base.
  • Crafted overall account sales strategies and coordinated activities of sales executives to achieve revenue goals.
  • Fostered performance development of staff through ongoing coaching and mentoring on best practices.
  • Increased revenue by implementing effective sales strategies in sales cycle process from prospecting leads through close.
  • Exceeded sales goals by implementing aggressive sales programs, overhauling processes and facilitating market development.
  • Utilized internal lead referral tools to solicit new business opportunities and contacts.

Direct Sales & Sales Ops Leader

Benefit Consultants Group
06.2008 - 09.2015
  • Led and managed all aspects of the client experience with direct responsibility for the leadership and management of Sales, Account Management and Participant Services.
  • Produced an average of $22M monthly in new retirement plan administration assets.
  • Key member of the team responsible for signing an exclusive partnership with Guardian Insurance.
  • Solidified an exclusive partnership with PrimePay Payroll expanding product awareness and distribution operations throughout their extensive SMB client base.
  • Grew sales 150% and reduced runoff by 10%.
  • Introduced, implemented and administered net promoter score initiative and contributed to 159% increase.
  • Implemented salesforce.com to drive activity and manage sales pipeline and forecasts.
  • Developed short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue.
  • Fostered performance development of staff through ongoing coaching and mentoring on best practices.
  • Executed marketing programs and methodologies to increase customer loyalty.
  • Worked diligently to resolve unique and recurring complaints, promoting loyalty, and enhancing operations.

Director of Sales, Construction Lending

GMAC Mortgage
10.2005 - 09.2007
  • Internally recruited to lead the start-up of a new Sales Channel offering custom construction financing.
  • Established company's first dedicated custom construction financing Sales channel, including compensation plans, incentive programs, lead generation programs, marketing strategies, and a high-performing sales team.
  • Team achieved 150% of first year sales plan ($38MM).
  • Implemented salesforce.com to drive activity and manage sales pipeline and forecasts.
  • Crafted overall account sales strategy and coordinated activities of sales executives to achieve production goals; marshaled internal resources to develop plans that helped achieve service delivery objectives.
  • Implemented high-volume national email marketing campaign resulting in increased opportunity conversion rate.
  • Key member of the team responsible for signing an exclusive partnership with USAA.

Director of Sales Operations

GMAC Mortgage
02.2002 - 09.2005
  • Responsible for all aspects of sales operations including designing, building and leading sales training, quality call monitoring (QCM) and Voice of the Customer (VOC).
  • Developed and led the product, sales & service knowledge management process to improve sales performance, competitive advantage, innovation and the sharing of lessons learned.
  • Direct responsibility for national and state regulatory licensing and continuing education compliance.
  • Designed and implemented the first quality call monitoring function including performance criteria, scoring, data/trend analysis, recommendations and reporting.
  • Developed and led the first divisional VOC function leading to improved customer experience and sales conversion rate.
  • Liaised with other directors and departmental heads to align operational and sales priorities with total company direction.

AVP of Sales (Direct Lending)

GMAC Mortgage
01.2000 - 01.2002
  • Promoted from branch manager to AVP of Sales to lead national sales center operations through direct training, leadership, and supervision of seven Sales Branches comprised of 100 sales associates conducting business in all 50 states generating $1.4 billion in annual residential loan production.
  • Produced an average of $120M monthly in residential purchase, refinance, and ome equity loans.
  • Led all major account sales fulfillment presentations; point person in discussions to influence decision making and win client confidence to unlock potential opportunities.
  • Key member of teams responsible for signing customer partnerships such as GM Card, Northwest Airlines, Fidelity Investments, American Express and General Motors.
  • Responsible for on-site sales leadership, playbook formulation, goal setting, incentive programs, product promotions, and competitive sales commissions.

Education

Bachelor of Arts -

THE COLLEGE OF NEW JERSEY

Skills

  • Sales Management
  • Sales Operations
  • salesforcecom
  • Change Management
  • Strategic Planning & Execution
  • Process Management & Optimization
  • Sales Data Management & Analytics
  • Account Growth of Key Programs
  • Microsoft Excel

Certification

Prosci Certified Change Practitioner

Prosci Certified Change Practitioner

A Prosci Certified Change Practitioner is an individual who has completed Prosci's Change Management Certification Program and has demonstrated an understanding of change management principles, tools, and methodologies.

Timeline

Direct Sales Leader

PEAC Solutions (f/k/a Marlin Capital Solutions)
06.2022 - 05.2023

Sales Operations Leader

Marlin Capital Solutions
02.2017 - 05.2022

Direct Sales Leader

Marlin Capital Solutions
10.2015 - 01.2017

Direct Sales & Sales Ops Leader

Benefit Consultants Group
06.2008 - 09.2015

Director of Sales, Construction Lending

GMAC Mortgage
10.2005 - 09.2007

Director of Sales Operations

GMAC Mortgage
02.2002 - 09.2005

AVP of Sales (Direct Lending)

GMAC Mortgage
01.2000 - 01.2002

Bachelor of Arts -

THE COLLEGE OF NEW JERSEY

Similar Profiles

CREATE PROFILE
KEN WEAVER