Malcolm J. Winston-Townsend

• Promoted to Sales Director role growing from Sr. Strategic Accounts Manager
• Managed nine direct reports, including Sales Managers, Market Development Managers, and Sales Associates
• Spearheaded innovative approaches to resource allocation and strategic planning
• Leveraged marketplace trends to create solutions and refine business strategies
• Created reports and presentations detailing business development activities
• Solved complex problems to increase sales effectiveness and streamline business direction
• Generated new business with marketing initiatives and strategic plans
• Taught consultative selling techniques to new and existing team members to build expertise

Results:

FY22 H2: 101% of the revenue target

• 50%+ of the team made sales goal/100% of the team over 90%
• 100% of new hires made sales goal

FY23 H1: +18% YoY, drove over 1.5M in new business sales

• Increased new business sales per rep by 25%

• Promoted from Strategic Accounts Manager and added additional manager responsibility
• Used critical thinking to break down problems, evaluate solutions and make decisions.
• Resolved conflicts and negotiated mutually beneficial agreements between parties.
• Utilized metrics to modify low-performing sales and marketing programs and plans to increase effectiveness.
• Led account planning strategy sessions to retain and acquire customers and increase business opportunities.
• Tracked pipeline data, won vs. lost opportunities, and lead response times with Salesforce CRM.
• Closed lucrative sales deals using strong negotiation and persuasion skills.

Results:

Sp20:

• 1st - Total Business
• 1st - Most New Business
• 1st - Percent to New Target
• 1st - Most New Accounts
• 1st - Most New Courses

Fa20

• 1st - Total Business
• 1st - Most New Business
• 1st - Percentage to New Target
• 1st - Most New Accounts
• 1st - Most New Courses

Sp21:

• 1st - Percentage to Total Business Target
• 1st - Percentage to New Business Target
• 1st - Most New Accounts
• 1st - Most New Courses

Fa21:

• 1st - Most New Courses
• 3rd - Most New Accounts
• 1st - Percentage to New Business Target
• 2nd - Percentage to Total Business Target

• Forecasted sales of $1.4M and set successful policies to achieve 110% of objective.
• Achieved dramatic sales increase by skillfully managing relationships and proactive sales approaches
• Captured and completed sales with customer-savvy quotes, proposals, and contract management strategies
• Led special projects such as live chat implementation, customer dinners, and webinar workflows
• Worked effectively coordinating across departments to achieve growth and operational goals
• Evaluated inventory and delivery needs, optimizing strategies to meet customer demands
• Serviced existing accounts on a regular basis to maximize revenue
• Performed cold-calling and follow-ups with leads to secure new revenue
• Researched potential clients and markets to prepare for appointments
• Followed up with customers after completed sales to assess satisfaction and resolve any technical or service concerns
• Interacted with problematic accounts, helping to build lasting rapport and boosting revenue opportunities
• Used Salesforce CRM to maintain company database with essential account and sales information

Results:

Sp19:

1st - Top New Business

1st - Top Most New Accounts

1st - Total Business

2nd - Top New Course

Fa19:

1st - Total Business

2nd - Most New Courses

• Maintained and organized customer database of over 1,000 prospects
• Hired and trained 10 new Lead Generation Reps
• Successfully developed sales plan based on company and personal goals
• Grew revenue from 109k to 850k in just 2 years resulted in 88% above goal for 2016
• Identified new business opportunities through cold calling, networking, marketing and prospective database leads