Kisha Webster
MD
Summary
Exercising vulnerability-based leadership that drives true connection, and authenticity which establishes trust in a way that motivates people. Diversified tenure coordinating varied projects. As an Account Manager and Strategic Partnership Manager, I've become experienced in proactively executing plans, strategies, and processes to drive efficiencies and minimize redundancies.
Recognized as an engaging professional, with a preference to work cohesively with individuals or teams to fully understand their needs to drive desired results. My longest-standing career taught the value of efficiency and effectiveness. Successfully gained and maintained buy-in from internal and external clients. My approach has been to understand the importance of effectiveness to drive capitalization for the client-to-company partnership through the principles of relationship building and the art of enrollment.
Overview
17
17
years of professional experience
Work History
Solutions Consultant
CareFirst
Owings Mill, Maryland
11.2021 - Current
- Drafted execution plans encouraging product adaptation to drive program engagement
- Collaborated with internal teams to establish a legitimate process eliminating oversight and vulnerabilities.
- Functioned as liaison between external vendor partners and sales team directly to drive program momentum and increase sales velocity.
- Worked with IT, to establish post-sale technical processes for implementation and technical support.
- Coordinated support responses to customer issues, verifying closure of concerns and correction of deficiencies.
Sales Trainer
CareFirst Owings
, MD
04.2020 - 11.2021
- Worked closely with internal SME’s and external partners to develop training for CareFirst sales force
- Aided with creating content and facilitated foundational training on sales cycle to sharpen sales skills, encouraging optimized performance towards partnership-based selling
- Identified training needs through interacting with Directors, sales associates, and internal work groups
- Facilitated engaging training that reinforced effective selling techniques
Project Coordinator
CareFirst Owings
, MD
09.2019 - 04.2020
- Worked cohesively with team to design sales curriculum for small, mid, and large sales sector
- Co-created sales training curriculum which included virtual instructor-led courses, for varying sales audiences
- Interviewed internal candidates to capture their experience and feedback regarding existing sales and training process. Their feedback was used to incorporate into curated learning labs
- Compiled data received from mixed pool of stakeholders to consider the most effective way to create a learning path for sales resources
- Researched effective learning techniques applicable for further development of existing sales associates
- Creating successful onboarding plans and curricula for new and future sales talent to minimize turnover and allow for a more seamless transition into their permanent role.
Regional Sales Manager
Primerica Inc
Baltimore, MD
08.2016 - 05.2019
- Led team of 10 consultants and successfully coached sales behaviors to increase revenue and recruitment goal realization
- Identified opportunities, and educated clients on overall principles of wealth
- Implemented feasible strategies to assist with long-term goal accomplishment
- Earned top performer award for 8 consecutive months amongst team of 45 performers
- Ranked top 10% of District, Division, and Regional Leaders repeatedly competing against hundreds of consultants
- Conferred with Vice President involving type of training modules to assist on-boarding new sales consultants to drive positive outcomes and relationships with potential and present clients
- Facilitated duplicable model, teaching principles such as appointment setting, needs assessment, Rule of 72, policy presentation, and DIME method
- Measured effectiveness of training by how consultants utilized training to maneuver sales calls and convert meetings into partners
- Managed and motivated sales team to meet and exceed their monthly sales goals by providing actionable methodology for accomplishing goals
- Recommended customized financial plans to clients based on needs analysis
- Researched customer needs, market trends, and competitor activities to gain deeper level of understanding and insight for unique competitive advantage within the marketplace.
Strategic Partnership Manager
Better Business Bureau Inc
Baltimore, MD
08.2016 - 02.2017
- Established relationships within local community to encourage business owners and decision-makers to support BBB's mission through sponsorships
- Developed new relationships with clients and accomplished understanding target audience, and cold calling untapped opportunities
- Broadened scope of existing clients by doing account evaluations to project how deeper penetration could align best with their business goals
- Leveraged existing relationships in community to ask for referrals, attended networking events, and cold-called based on articles discovered in local magazines
- Persuaded existing relationships to partner with us beyond initial commitment to increase their digital footprint while supporting organizational vision beyond centennial.
Senior Account Manager
United Parcel Service Inc
, Maryland
09.2004 - 10.2015
- Consulted with clients to understand their supply chain needs and develop tailored solutions
- Assigned to territories ranging from 40 middle market clients to 1,100 small businesses. Accountable for $5.5M to $20M portfolios
- Awarded Top 5% of the Global Sales Force, Chairman's Award
- Managed C-level client relationships and expanded growing customer base within assigned territory
- Used industry trends, current news, and market conditions to effectively assess client needs relative to current and future state desired marketplace position in marketplace and their desired position
- Negotiated and Implemented business agreements between UPS and client organizations that were mutually beneficial
- Leveraged competitor pricing to support pricing strategy used in RFPs and pricing requests
- Retrieved data from internal industry guides to create pre-call action plans for effective sales calls
- Influenced stakeholders within accounts to bundle solutions leading to maximized performance with increased effectiveness
- Performed supply chain mapping sessions to identify potential or existing bottlenecks and presented solutions to reduce overall client operating costs and increase efficiencies; introduced new streams of revenue-generating opportunities and presented implementation schedules
- Prepared presentations, contracts, and custom addendum's showing trends, improvements, and recommendations based on data collected from industry, direct customer feedback, and case studies
- Facilitated weekly training sessions for client staff ranging from 1-20 participants covering topics such as shipping software, billing analysis tool, and integration for effectiveness
Education
Bachelor of Business Administration - Finance
North Carolina Central University
2004
Skills
- Skills
- Sales proficiency
- Strategic communications
- Team Building
- Sales management
- Online instruction
- Program implementation
- Public speaking
- Training material development
- Relationship building and management
- Problem-Solving
Accomplishments
- Founded and registered non-profit organization in 2012 that caters to the less fortunate population in varied states, and Nairobi Kenya
- Supporting orphanages and local churches in Kenya with primary resources for living, education, and mentorship
- Created, organized, and lead teams into minimizing the need for local government to fulfill needs the homeless and impoverished community had
- Partnered with Catholic Charities to provide meals, resources, and services encouraging positive behaviors for civilized living for their homeless populations.
- Created and led a group of professional women leaders or aspiring to be leaders and/or entrepreneurs
- Met weekly in sessions to network and share various concepts on how to obtain their goals by creating processes that minimize stagnation, discouragement, and ways to overcome the fear of failure
- Children's Ministry Director that led kid safe, fun filled challenging experiences twice weekly for a ministry of 300 plus kids, 25 plus volunteers for elementary aged children
- Planned weekly curriculum, games, and activities that drove inclusion
LACC Foundation, Baltimore MD
Catholic Charities & Daily Bread, Baltimore MD
i5 City/Union Church, Glen Burnie MD
World Overcomers Church, Durham NC
Timeline
Solutions Consultant
CareFirst
11.2021 - Current
Sales Trainer
CareFirst Owings
04.2020 - 11.2021
Project Coordinator
CareFirst Owings
09.2019 - 04.2020
Regional Sales Manager
Primerica Inc
08.2016 - 05.2019
Strategic Partnership Manager
Better Business Bureau Inc
08.2016 - 02.2017
Senior Account Manager
United Parcel Service Inc
09.2004 - 10.2015
Bachelor of Business Administration - Finance
North Carolina Central University
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