Summary
Overview
Work History
Education
Skills
Awards
Accomplishments
Timeline
Generic

Lance Branch

Scotch Plains

Summary

Proven track record in sales strategy and relationship building, leveraging CRM management and lead development to drive business growth. Skilled in cold calling and Salesforce, with experience partnering with diverse businesses to achieve sales objectives. Ready to apply expertise as a Business Development Representative to foster new opportunities and support team success.

Overview

16
16
years of professional experience

Work History

Business Development Rep

Automatic Data Processing
Florham Park
06.2022 - Current
  • Develop and maintain existing relationships while growing territory and offering stand alone products.
  • Build and maintain pipeline that support monthly, quarterly and annual goals.
  • Go-to-Market sales strategies planning with field and channel partners.
  • Employ strategic outreach messaging to gain access via video, social media, Webex meetings, direct calling, email campaigns, events, gifts, promos.
  • Prospect targets in major and mid-markets, up and down markets to create new logos and net new business opportunities.
  • Collaborate with field sales team to develop campaigns that drive lead generation efforts.
  • 3+ years in Human Capital Management partnering with Mid-sized, Startups, and Enterprise level comprising of 100 to 500 employees and $60M+ in annual revenue.
  • Daily high outbound call volume.
  • Manage sales cycle end to end.
  • Build relationships with prospects to increase sales opportunities.
  • Engaged with prospective customers, building rapport and generating business.
  • Utilized Salesforce CRM software to manage accounts, track progress, and generate reports.
  • Meet sales revenue goals and improve conversion rates across multiple digital platforms.
  • Provide digital marketing solutions while overcoming technical and business objections of prospective customers.
  • 10+ years across enterprise sales, key account management, and business development at B2B software companies with 80 to 5,000 employees and $500M+ in annual revenue.
  • Analyzed customer needs and interests, determining appropriate products.
  • Managed sales opportunities to consistently achieve growth and hit sales targets.
  • Consistently met or exceeded monthly targeted revenue goals of $150,000.
  • Generate and/or uncover new business through various lead sources or referrals.
  • Managed and maintained daily book of business, and existing accounts while generating net new business logos.

Solution Sales Consultant

Web.com
New York City
09.2018 - 06.2022
  • Build up pipeline daily and track activity through the Sales Logix CRM database.
  • Developed and implemented sales strategies to increase market share of existing accounts.
  • Strategically target customer base through the sales process up to and including follow up, demos, customer facings, proposals/quotes, emailing, and negotiating terms.
  • Negotiate with C-Level Executives.
  • Consistently Ranked Top 5% of all regional sales reps sales.
  • Plateaued at 118% above plan achieving Presidents Club Award.
  • Execute sales plan to meet/exceed monthly quarterly and annual goals.
  • Identify and qualify new business opportunities while generating revenue in existing accounts.
  • Develop and grow pipeline in sales territory through various channel partners, webinars, new lead sources, follow up, phone/email prospects.
  • Manage and funnel pipeline of opportunities through CRM tool, end to end closing process.
  • Schedule and facilitate client meetings, presentations via demo, building event, power point presentations.
  • Interpret client requirements, build knowledge of client challenges and present solutions that directly apply to client needs.
  • Anticipate and effectively negotiate final stage agreements, issues, RFP's/RFQ's.
  • Develop and quickly build rapport/client relationship establishing a trust level by providing exceptional customer service, product expertise and appropriate follow up and attention to detail.
  • Met or exceeded annual targets at 105% of plan.
  • President's Club Awards.

Major Account Executive

Pitney Bowes Inc.
Pinebrook
06.2013 - 08.2018
  • Cultivated relationships with C-level executives within the target accounts.
  • Managed sales opportunities to consistently achieve growth and hit sales targets.
  • Consistently meet or exceed monthly targeted revenue goals of $150K/$1.8M annually.
  • Generate and/or uncover new business through various lead sources or referrals.
  • Managed and maintained a daily book of business and existing accounts while generating net new business logos and tags, lease agreement renewals, upgrades, and upsell opportunities.
  • Build up pipeline daily and track activity through the Sales Logix CRM database.
  • Developed and implemented sales strategies to increase market share of existing accounts.
  • Strategically target customer base through the sales process up to and including follow up, demos, customer facings, proposals/quotes, emailing, and negotiating terms.
  • Negotiate with C-Level Executives.
  • Consistently Ranked Top 5% of all regional sales reps sales.(18 sales reps)
  • Achieved 118% above plan qualifying for Presidents Club.

Regional Account Manager

Cogent Communications Inc.
New York
06.2009 - 05.2013
  • Conducted market analysis to identify growth opportunities.
  • Execute sales plan to meet/exceed monthly quarterly and annual goals.
  • Identify and qualify new business opportunities while generating revenue in existing accounts.
  • Develop and grow pipeline in sales territory through various channel partners, webinars, new lead sources, follow up, phone/email prospects.
  • Manage and funnel pipeline of opportunities through CRM tool, end to end closing process.
  • Schedule and facilitate client meetings, presentations via demo, building event, power point presentations.
  • Interpret client requirements, build knowledge of client challenges and present solutions that directly apply to client needs.
  • Anticipate and effectively negotiate final stage agreements, issues, RFP’s/RFQ’s.
  • Develop and quickly build rapport with clients, establishing a trust level by providing exceptional customer service, product expertise, and appropriate follow-up and attention to detail.
  • Met or exceeded annual targets at 105% of plan.
  • President’s Club Awards

Education

Bachelor of Arts - Communication Studies

New Jersey City University
Jersey City, NJ
05-1995

Skills

  • CRM management
  • Relationship building
  • Sales strategy
  • Lead development
  • Salesforce
  • Cold calling

Awards

Presidents Club Award, 3

Accomplishments

  • ADP (3x President Club qualifier) FY'22 104% at plan- $394K revenue sales; FY'23 118% at plan- $402K revenue sales; FY'24 122% at plan- $411K revenue sales; FY'25 107% at plan- $391K revenue sales
  • Web.com- Incentives/Bonuses FY'18 Exceeded quarterly and annual attainment 109% at plan; FY'19-FY'21 Met required sales targets 95% at plan

Timeline

Business Development Rep

Automatic Data Processing
06.2022 - Current

Solution Sales Consultant

Web.com
09.2018 - 06.2022

Major Account Executive

Pitney Bowes Inc.
06.2013 - 08.2018

Regional Account Manager

Cogent Communications Inc.
06.2009 - 05.2013

Bachelor of Arts - Communication Studies

New Jersey City University

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