KEVIN TRUEX
Atlanta,GA
Summary
Hardworking and driven sales management professional with 16 years experience that is equipped to revitalize sales operations and align procedures to maximize profits and client acquisition. Successful at improving sales procedures to streamline and strengthen processes. Multifaceted leader with analytical and diligent approach to building and leading strong teams.
Overview
18
18
years of professional experience
Work History
ENTERPRISE SALES DIRECTOR
Tricentis
06.2022 - Current
- Leads team of 8 Account Executives that are product specialist in automating load performance testing
- Positions sales team to successfully grow revenue targets year over year
- Weekly, monthly, quarterly accurate forecasting and reporting to various levels of executive leadership tracking results
- Exceptional interpersonal skills, collaborative style, and ability to communicate effectively at all levels
- Well defined and compelling annual plan, driving culture of strong execution, developing new accounts, expanding existing accounts, and ensuring highest retention rates among existing accounts
- Coaches to and implements MEDDPIC deal qualification as well as proper CRM hygiene
- Works closely with extended team of solution architects, partner channel, services, training, legal, renewals, marketing, and demand generation.
- Created innovative sales strategies through monitoring and evaluating market trends and competitive offerings
- Increased profits by 52% through effective recoveries and sales
- Exceeded sales targets and revenue goals in 2021 by $1.2m
SALES MANAGER
Fiserv
06.2018 - 06.2022
- Successfully managed team of Business Development Executives who supported Financial Risk and Management unit at Fiserv
- Provided senior management oversight to drive all pertinent issues related to sales strategy and goal attainment
- Coordinated monthly activities including planning and implementing forecasts, marketing campaign development, relationship development, customer satisfaction and collateral material development and distribution
- Established short-term and long-term goals and quotas in line with corporate objectives
- Identified and qualified important Enterprise sales opportunities at management level
- Functioned as coach, mentor, and educator to all of sales
- Implemented effective coaching and development of team
- Collaborated with executive leadership to develop performance metrics
- Hired, developed, and led inclusive, engaged, and high performing team
- Grew from $22M to $207M TCV in 3 years
- 201% attainment in 2021
- 186% attainment in 2020
- 185% attainment in 2019
- 3-time manager of quarter (Q1 2021, Q2 2020, Q2 2019)
- Manager of year in 2020.
- Grew sales and boosted profits, applying proactive management strategies and enhancing sales training
SALES MANAGER
Horizon Software International
10.2016 - 06.2018
- Leader in K-12 POS and payment technology for foodservice operations
- Developed, coached, and managed team of sales executives and sales development representatives
- Worked closely with Sales Engineers, RFP coordinators, and Marketing to win complex government RFPs
- Adopted and implemented Miller Heimans conceptual selling & strategic selling concepts for complex sales
- Drove collective strategy by partnering with leadership team to establish sales goals, targets, and forecasts, to ensure individual and company sales objectives were met or exceeded
- Developed, implemented, and managed consistent overall sales process, set appropriate metrics for sales pipeline management, and used automation tools to effectively measure sales team on metrics relevant to outcomes
- Actively participated in client interactions; assisted in negotiations and closing major deals when needed
- Achieved 2017 team award for highest attainment
- Sales Manager of month in June 2017 &
- March 2018.
- Identified, hired and trained highly-qualified staff by teaching best practices, procedures, and sales strategies
ENTERPRISE SALES EXECUTIVE- Team Lead
NCC Group
05.2016 - 10.2016
- Targeted large public corporations delivering software escrow and verification solutions protecting their critical business technology and intellectual property
- Engaged both C-suite and software developers
- Collaborated with key stakeholders across solution engineering, product, and marketing while spearheading optimization efforts for call campaigns
- Improved go to market procedures
- Certified in CEB Challenger Sales Model.
NATIONAL SALES MANAGER
Sports Licensing Solutions
06.2010 - 05.2016
- Officially licensed sports product manufacturer delivering products globally
- Built and managed team of national sales executives and inside sales representatives
- Led talented team to achieve incremental growth
- Developed sales team through proactively identifying, hiring, coaching, and managing direct reports
- Reported to and collaborated with company President to increase revenue attainment plan for market and requisite reporting while ensuring efficient operations by implementing lean and effective go-to-market structure
- Maintained awareness of relevant market knowledge and trends, evolving competitors and their management, client needs, expectations, and opportunities, shifts in competitive landscape, and operational efficiencies
- Managed key account relationships and programs with companies such as Amazon, Walmart, Target, and Dick’s sporting goods
- Attended, participated, and helped organize all trade show events
- Achieved on average 45% YoY growth from 2011-2016.
SENIOR ACCOUNT EXECUTIVE
Lonesource
03.2008 - 06.2010
- Provided office products and consumables to businesses to help keep them operating efficiently
- Developed and sustained healthy relationships with key clients to support recurring revenue growth
- Took responsibility for client satisfaction, expediently addressed client concerns and requests, and prioritized client retention
- Identified opportunities for growth within existing client accounts managed and presented upselling opportunities to clients to generate additional revenue
- Negotiated contracts with key clients and met established deadlines for fulfillment of each client's long-term goals
- Managed business stakeholder engagements while executing successful account strategies in highly competitive marketplace
- Navigated city, county, and state government contracts to win RFPs
- Consistently hit monthly sales targets and maintained gross profit margin over 40%
- Won rookie of year 2008
- Promoted to senior team in late 2009.
SALES MANAGER
J&B Trading
01.2005 - 03.2008
- Directly imported general merchandise, supplying these products at wholesale to broad range of businesses
- Successful in hiring, training, and coaching team of sales associates in expanding company’s footprint into midwest from east coast through key acquired partnerships
- Led wholesale team with vision, clarity, and optimism while celebrating their strengths, and helping them develop in areas of opportunity
- Built sustainable relationships and trust with customer accounts through open and interactive communication
- Meet monthly, quarterly, and annual sales and profit goals
- Promoted to Sales Manager after 6 months in sales role
- Doubled revenue from 2005 to 2007
- Identified, hired and trained highly-qualified staff by teaching best practices, procedures, and sales strategies
Education
Some College (No Degree) - BUSINESS MANAGEMENT
Georgia State University
Atlanta, GASome College (No Degree) - BUSINESS MANAGEMENT/MARKETING
Georgia Perimeter College
Decatur, GASkills
- Certified in Challenger Sale Method, Miller-Heiman Conceptual Selling, Fiserv Way of Selling, Situational leadership, DISC for sales, MEDDICC/MEDDPICC opportunity qualification
- Proficient in Salesforce, NetSuite, SalesLoft, Outreach, LinkedIn Sales Navigator, ZoomInfo, Clari, Gong, Power BI, DemandBase, Quip, Marketo, HubSpot, WebEx, Teams, Zoom
- Team Building & Leadership
- Budget & Strategic Planning
- Coaching Performance
- Sales Process & Pipeline Management
- Revenue Growth & Target Achievement
Timeline
ENTERPRISE SALES DIRECTOR
Tricentis
06.2022 - Current
SALES MANAGER
Fiserv
06.2018 - 06.2022
SALES MANAGER
Horizon Software International
10.2016 - 06.2018
ENTERPRISE SALES EXECUTIVE- Team Lead
NCC Group
05.2016 - 10.2016
NATIONAL SALES MANAGER
Sports Licensing Solutions
06.2010 - 05.2016
SENIOR ACCOUNT EXECUTIVE
Lonesource
03.2008 - 06.2010
SALES MANAGER
J&B Trading
01.2005 - 03.2008
Some College (No Degree) - BUSINESS MANAGEMENT
Georgia State University
Some College (No Degree) - BUSINESS MANAGEMENT/MARKETING
Georgia Perimeter College
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