Marci DiGaetano
West Orange,NJ
Summary
Performance-oriented Sales Leader offering an exceptional record of achievement over a 20-year career. Tenacious manager with a strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets. Talented in identifying and capitalizing on emerging market trends and revenue opportunities.
Overview
22
22
years of professional experience
Work History
Director of Sales
Fenergo
02.2024 - Current
- Increased sales revenue by developing and implementing strategic plans and setting performance goals for the sales team.
- Managed a team of sales representatives, providing guidance, coaching, and support.
- Developed high-performing sales teams through targeted recruitment, training, mentoring, and coaching activities.
- Analyzed market trends to identify opportunities for product expansion, leading to increased revenue streams.
- Streamlined sales processes by identifying inefficiencies, implementing new tools, and providing training to the team.
- Leveraged data-driven insights to adjust sales strategies in real-time, adapting to shifting market demands and competitive landscapes.
- Connected with prospects through trade shows, cold calling and local-area networking, and social selling.
- Worked closely with product teams to understand customer needs and requirements.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
- Compiled and analyzed data to determine approaches to improve sales and performance.
- Managed and motivated sales team to increase pipeline by200% in 6 months.
Sr. Director Enterprise Sales
Sayari
12.2022 - Current
- Established and grew sales department, set sales targets and introduced customer satisfaction survey.
- Managed team of sales representatives, providing guidance, coaching and support.
- Established pricing strategies to maintain competitive pricing and maximize profits.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity.
- Achieved dramatic sales increase by skillfully managing relationships and proactive sales approaches.
- Connected with prospects through trade shows, cold calling and local-area networking.
- Worked closely with product teams to understand customer needs and requirements.
- Collaborated with marketing teams to help sales campaigns reach target audiences.
- Managed and motivated sales team to increase revenue 150% in 6 months.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement.
- Implemented systems and procedures to increase sales.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Prepared sales presentations for clients showing success and credibility of products.
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers
- Directed design and execution of business transformation initiatives to drive performance, profit optimization and growth opportunities.
- Drove strategic improvements to enhance operational and organizational efficiencies.
- Led development of business operation processes and policies.
Director of Inside Sales
RapidRatings
08.2020 - Current
- Set and exceeded inside sales goals by establishing ambitious targets and motivating sales representatives.
- Worked closely with other departments to promote products and marketing campaigns.
- Led solution-selling strategy initiatives to maximize sales of financial risk solutions.
- Owned all aspects of sales planning, development, and team and account management
- Hired eight inside sales representatives over seven months.
- Managed 14 Account Executives alongside 8 SDRs by coaching on effective sales techniques, monitoring performance, and offering helpful feedback.
- Created onboarding and training program
- Trained employees on new technology and sales methods to build a highly knowledgeable and successful team.
- Overdelivered on pipeline generation H2 2020 by 300%
- Created processes and guidelines for prospecting that contributed to the 300% growth in pipeline
- Coordinated activities and projects to plan sales department operations and meet timelines for a new CRM system rollout
- Lead Generation & Prospecting tools
- Communicated progress of monthly and quarterly initiatives to internal and external sales teams.
- Streamlined SDR Prospecting procedures and outreach tasks by implementing Hubspot, SFDC, ZoomInfo, and LinkedIn Sales Nav.
- Coordinated staff sales meetings to discuss developmental strategy, best practices, and process improvements.
- Marketed Financial risk solutions to targeted audiences at Virtual trade shows and events.
- Exceeded Pipeline quotas and increased profitability through effective sales strategy and business planning.
- Held one-on-one meetings with SDRs & AEs to identify selling hurdles and offered insight, including solutions selling and competitive landscape knowledge on how best to remedy such issues and had better qualifying meetings and discovery calls.
- Initiated new sales and marketing plans for product roll-outs, including developing sales, distribution, and media strategies.
- Monitored sales team performance, analyzed sales data, and reported information to area managers.
Director Risk & Compliance
Creditsafe USA
08.2019 - 08.2020
- Work closely with clients to identify their needs and provide regulatory compliance programs
- Directed and implemented strategic improvement plans to integrate solutions to audit findings and workflow process issues
- Increased sales by 175% within 6 months
- Review financial aspects of product development, such as budgets and research and development appropriations
- Manage project deadlines and monitored milestones through completion stage
- Cultivated and managed relationships with key clients, vendors and community partners
- Identify value propositions and key messages for all of companies business strategies
- Contribute ideas to concept development, strategic planning and business operations
- Direct onsite training for business users to maximize productivity
- Delivered business strategy and developed systems and procedures to improve quality and efficiency of operations
- Researched and identified opportunities for account growth, account penetration and market expansion
Enterprise Account Executive
Accuity
08.2017 - 08.2019
- Built relationships with customers and community to promote long term business growth
- Quoted prices, credit terms, and other bid specifications
- Identified prospective customers by using business directories and following leads from existing clients
- Prospected and conducted face-to-face sales calls with business executives and directors throughout assigned territory
- Exceeded team sales goals by 120% annual target 1.5 million
- Reinvented how team interacts with prospective clients by developing innovative and creative sales pitch that was implemented into sales team strategy
- Delivered high level of service to clients to maintain and extend relationships for future business opportunities
- Asked appropriate questions to identify prospects' needs and pinpoint solutions that would be best fit
- Collaborated with customers to learn business operations and capitalize on up-selling and cross-selling opportunities
- Effectively communicated with clients using well-developed interpersonal skills, which helped to improve relationships and rapport
Enterprise Account Executive/Relationship Manager
Dun & Bradstreet Corporation
01.2013 - 08.2017
- Top 1% of sales representatives out of 4000 reps nationwide
- Handled highest volume account generating more than $3.5 million in revenue in 12 months
- Year over year revenue growth of 20%
- Obtained evaluated credit information about prospective customers
- Developed competitive comparison tables of Credit Risk & Compliance solutions pricing, fees, ratings, category and product performance to use for account sales calls
- Built client relationships by acting as liaison between the customer service and sales teams
- Consistently exceeded monthly sales quotas by more than 15% by pursuing leads and expanding prospect list
Senior Enterprise Account Manager
CreditRiskMonitor
01.2003 - 01.2013
- Built relationships with customers and community to establish long-term business growth
- Increased revenues by 115% within first year as Enterprise Account Manager
- Increased regional market share by 40% within 24 months
- Planned and directed staff training and performance evaluations
- Promptly resolved all customer requests, questions and complaints
- Acquired $1 million in sales revenue in 12 months
- Managed 500 accounts including Fortune 100, 500 and 1000 accounts, including Caterpillar, DuPont, Honeywell, AT&T, Viacom, WPP Group, Discover Financial Service, Dean Foods
Education
Bachelor of Science - Business Management
Hofstra University
Hempstead, NY05.2001
Skills
- Resolution-oriented
- Energetic and driven
- Strong interpersonal skills
- Sales forecasting
- Proficiency with CRM systems
- Creative problem solver
- Strategic sales knowledge
- Self-motivated
- Risk & Compliance Expert
- Powerful negotiator
- Compliance understanding
- Regulatory Compliance
Timeline
Director of Sales
Fenergo
02.2024 - Current
Sr. Director Enterprise Sales
Sayari
12.2022 - Current
Director of Inside Sales
RapidRatings
08.2020 - Current
Director Risk & Compliance
Creditsafe USA
08.2019 - 08.2020
Enterprise Account Executive
Accuity
08.2017 - 08.2019
Enterprise Account Executive/Relationship Manager
Dun & Bradstreet Corporation
01.2013 - 08.2017
Senior Enterprise Account Manager
CreditRiskMonitor
01.2003 - 01.2013
Bachelor of Science - Business Management
Hofstra University
Similar Profiles
Samuel BarnettSamuel Barnett
Intern at FenergoIntern at Fenergo
David FerrignoDavid Ferrigno
Senior Product Consultant at FenergoSenior Product Consultant at Fenergo
Namrta RawatNamrta Rawat
APAC Regulatory Head at Fenergo LimitedAPAC Regulatory Head at Fenergo Limited