Marshal Caffey
Harvest,AL
Summary
Results-driven Inside Sales Manager with over 7 years of experience leading sales teams to exceed revenue targets. Expertise in sales strategy development, consultative and value-based selling, and business development. Proven ability to coach and develop sales associates to consistently close deals while maintaining high customer satisfaction scores. Proficient in CRM software and skilled in analyzing market trends and competitor activities to identify opportunities for growth. Exceptional negotiation and communication skills with a successful track record of exceeding sales quotas.
Overview
11
11
years of professional experience
Work History
Inside Sales Manager
WEX, Inc.
Apr.2017 - Mar.2024
- Supervised a sales force of 9 direct reports spanning to 20 account executives providing coaching and guidance to drive performance and achieve revenue goals
- Exceeded sales targets annually with my team averaging 141% of yearly quota over 5 years
- Developed and implemented strategic sales plans to increase productivity resulting in a 30% increase in revenue
- Assisted employees in closing large and complex deals to ensure a smooth process and high customer satisfaction scores (SMB/Enterprise)
- Analyzed market trends and competitor activities to identify opportunities for business growth and adjust sales strategies accordingly
- Conducted regular training sessions on product knowledge, objection handling techniques, and closing strategies for the sales team
- Created comprehensive sales reports analyzing KPIs such as conversion rates, average deal size, and pipeline velocity for senior management review.
Inside Sales Manager
Comdata
Aug.2015 - Apr.2017
- Supervised a sales force of 12 direct reports spanning to 36 account executives providing coaching and guidance to drive performance and achieve revenue goals
- Grew revenue inception to date by 271% for the Small Fleet Department
- Developed comprehensive training programs for sales associates focusing on consultative and value based selling
- Completed performance evaluations that provide growth feedback on an individualized basis
- Conducted regular training sessions on product knowledge, objection handling techniques, and closing strategies for the sales team
- Collaborated with cross-functional teams (marketing, operations) to ensure seamless execution of client projects from start to finish.
Strategic Sales Executive
Comdata
Apr.2015 - Aug.2015
- Achieved 216% of sales quota during tenure (1st in department and 3rd in company)
- Consistently exceeded monthly sales targets by over 25% through proactive prospecting and effective closing techniques
- Built and maintained a strong pipeline of qualified leads, resulting in an average conversion rate of 50%
- Utilized Salesforce CRM software to track sales activities, manage customer relationships, and generate accurate reports on sales performance
- Delivered persuasive sales presentations to key decision-makers, highlighting the unique value proposition of products or services
- Negotiated pricing agreements with clients while maximizing profitability for the company
- Identified customer pain points and tailored solutions that addressed their specific needs effectively.
Junior Partner
South, Inc.
Apr.2013 - Apr.2015
- Averaged 30 sales per month through door to door prospecting (B2C) while training sales reps
- Oversaw daily office operations for a staff of 25 employees
- Designed structured goals and criteria for individual and team sales
- Ascended employee rank from entry associate to junior partner in 14 months
- Implemented creative strategies to overcome objections and close sales
- Mentored and coached trainers on instructional techniques, ensuring consistent delivery of high-quality training
- Provided ongoing support through coaching sessions after initial trainings were completed.
Education
Associate of Arts in Business -
Copiah-Lincoln
Wesson, MSSkills
Sales Management
Business Development
Salesforce CRM
Negotiation
Consultative Selling
Value Based Selling
Sales Team Leadership
Motivational Skills
Sales Coaching
Sales Statistics Analysis
Recruiting & Onboarding
Sales Development
Account Management
Product Development
Upselling
Program Management
Inside Sales (Outbound)
B2C Sales
B2B Sales
Outside Sales
Timeline
Inside Sales Manager
WEX, Inc.
Apr.2017 - Mar.2024
Inside Sales Manager
Comdata
Aug.2015 - Apr.2017
Strategic Sales Executive
Comdata
Apr.2015 - Aug.2015
Junior Partner
South, Inc.
Apr.2013 - Apr.2015
Associate of Arts in Business -
Copiah-Lincoln