Krista Gonzalez
Martinez,CA
Summary
Results-driven professional eager to apply dynamic business management skills toward actively supporting and optimizing revenue performance while providing top notch customer service. Strong, proven track record for efficiently streamlining processes, training and developing sales support teams, and accurate forecasting.
Overview
24
24
years of professional experience
Work History
Senior Director, US Sales Support
IDG Communications
08.2019 - Current
- Leads a team of 4+ managers and a team of 20 Account Coordinators that are responsible of all post-sale advertising programs in the US
- Build, mentor, and manage a team of 25+
- Defined roles and elevated customer experience responsibilities with quarterly KPI’s
- Created a bonus program for team based on client retention and renewals
- Developed and streamlined processes for sales support which has created 20% more efficiency.
Client Director
- Customer Success Group
- Leads a team of 5+ that is responsible of all post-sale advertising programs on the west coast
- Oversees and supports a team of 5+ Account Coordinators
- Currently overseeing all virtual events – leading a team of 14+ to assist sales and production of events
Manager of Sales Operations
CBS Interactive
12.2011 - 07.2019
- Charged with overseeing and supporting a team of 8+ and is ultimately accountable for ensuring the successful creation, management, delivery, and revenue of all ad campaigns
- Oversees and supports a team of 8+
- 365+ campaigns quarterly with roughly $120M of annual revenue
- Assists the team in prioritization, management, and execution of the sales cycle and account workflow
- Works closely with Sales and Account Management to make recommendations and support campaign optimizations on a daily basis
- Works with internal stakeholders to resolve any campaign execution issues
- Coordinates issue resolution between internal teams including Sales, Ad Product Management, Ad Operations, and Finance
- Global Account Management
- Responsible for revenue optimization and renewals for $40 million in global revenue, including bridging the gap between back-end operations, inventory and yield management, and front-end sales
- Manage revenue at risk to ensure full delivery at the end of every quarter, minimizing lost revenue
- Create mid-point and post campaign wrap-ups for all lead generation campaigns to ensure renewal
- Renewal rate of 93%
- Sales-facing manager of inventory and yield management to ensure inventory maximization
- Create and manage all processes related to back end sales support
- Responsible for training account coordinators and account managers
Manager of Sales Operations, West
TechTarget
02.2007 - 08.2011
- Key member of the team tasked with forming the strategic plan for sales execution and revenue maximization
- Led day-to-day management of sales operations including optimizing the sales order process, managing documentation of system and processes, communication of enhancements, changes, and new services to the west coast sales teams
- Provided analysis and recommendations on how to increase west coast revenue execution and propel business and drive revenue growth
- Managed forecast to a 3% margin of error
Senior Account Executive
- Global Accounts
- Ensured success for over $30 million in online lead generation and branding campaigns for TechTarget global accounts (i.e
- Microsoft, HP, Oracle, Cisco, Intel, etc)
- Produced sales proposals/presentations based on client objectives
- Informed sales of campaign progress and on-going campaign results
- Managed global account forecasts reports for west coast account team
- Liaison between sales operations, client consulting, sales, and finance departments
Senior National Accounts Service Representative
TechTarget
01.2003 - 10.2004
- Ensured success for online lead generation and branding campaigns for TechTarget global accounts (i.e
- Microsoft, HP, Oracle, Cisco, Gateway, SUN, Intel, etc)
- Managed an average account load of 25 quarterly programs
- Through successful campaign management, maintained an 80% renewal rate
- Managed revenue reports for west coast account executives
- Expanded Account Service department on the west coast and recruited, trained and supervised new hires
- Worked with the client consulting department to maintain advertising best practices for all campaigns
Web Producer
InfoWorld Media Group
05.2000 - 12.2002
- Responsible for executing online strategy and all online product development from creation, to implementation, and marketing
- Created new online products for sales team to increase advertising and new revenue
- Acted as a liaison between marketing, engineering, and editorial departments
- Developed new products for InfoWorld.com with CEO and CIO
- Worked with Finance department to ensure proper billing of online campaigns
- Trained Regional and District Sales Managers in online market and sales techniques
Education
Extension – 1997, Dale Carnegie Sales Training -
Sacramento City College, UC Davis
1994
IAB Certified in Digital Media Sales -
Skills
- Interdepartmental Collaboration
- Client Base Retention
- Staff Management
- Team Building and Motivation
- Key Performance Indicators
- Collaborative Leadership
- Strategic Planning
- Sales Tracking
- Pre-Sales Support
- Lead Generation
- Analytical Problem Solver
- Sales Program Coordination
- Revenue Growth
Timeline
Senior Director, US Sales Support
IDG Communications
08.2019 - Current
Manager of Sales Operations
CBS Interactive
12.2011 - 07.2019
Manager of Sales Operations, West
TechTarget
02.2007 - 08.2011
Senior National Accounts Service Representative
TechTarget
01.2003 - 10.2004
Web Producer
InfoWorld Media Group
05.2000 - 12.2002
Client Director
Senior Account Executive
Extension – 1997, Dale Carnegie Sales Training -
Sacramento City College, UC Davis
IAB Certified in Digital Media Sales -
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