Martin Ott III , MBA
Riverton,NJ
Summary
Proven leader in strategic sales and relationship building, with a track record of exceeding targets by leveraging expertise in outbound lead generation and a robust COI network.
Overview
23
23
years of professional experience
Work History
Business Development Executive
Conner Strong & Buckelew
2022.11 - Current
- Expertise in outbound lead generation for mid-market organizations filing 5500 (daily cold calling, weekly e-mail, Linkedin, seminar promotion, video introduction)
- Well developed COI network
- Able to articulate value proposition and present capabilites deck to prospects
- Expertise in identifying areas of opportunity during initial meetings
- Versed in leveraging internal resources to position solutions and further engage prospects to move through sales process
- Able to understand HR and Finance needs and build group buy in to further sales process
- Building relationships with prospects through networking events, golf, sporting events etc.
- Weekly time devoted to industry education and market solutions
- Partnering with centers of influence (CPA/Bank/HCM/Attorney/Executive Recruiter/HR Consultant) to deliver value to their clients and initiate introductions
President
Disrupt HR : Princeton
2024.01 - Current
- Networking group targeting mid market HR executives that serves as a feeder for relationship building and initial meetings
- Incubator for COI's in related industries
- Exposure to HR thought leaders and practitioners that are looking to present at events
- Able to deliver presentations on employee benefit industry trends and updates
- Brand building on a global platform
- Ability to create content that will scale online
Vice President
USI
2021.12 - 2022.11
- Execute 4 appointments per month through multiple lead generation channels including networking, cold-calling, e-mail, LinkedIn, educational presentations and content creation.
- Drive sales process by leveraging and engaging internal resources including practice leaders, underwriters/actuaries , vendors and internal partnerships
- Move sales process through stages through preparation and debrief with internal team
- Prepare finalist presentations, isolate and overcome objections and obtain broker of record
- Build relationship with Bank, Attorney, Accounting and HCM partnership center of influences
Executive Board Member
National Association of Healthcare Underwriters
2019.10 - 2021.12
- Serving as active membership chair
- Increased membership to highest level in 12 years
- Serving on nationwide advisory committee for membership initiatives and best practices
Enterprise Account Executive, NE Broker Channel
Ascentis Human Capital Management Software
2021.01 - 2021.11
- Built out USI relationship in four states
- Generated new contacts through networking and cold calling.
- Developed creative solutions to meet individual client needs.
- Marketed and sold solutions and services to stakeholders across multiple levels of organization.
- Communicated between internal and external stakeholders, clients and vendors.
- Prospected new clientele through networking, cold calling, canvassing and referrals.
Major Market Sales Executive
Paycor
2016.11 - 2020.05
- Self generate 4 new appointments weekly through multi touch prospecting campaigns
- Prospect to "Mid-Market" organizations with 100-3,000 employees
- Follow detailed 9 step sales process with periodic checks and balances to ensure accurate forecasting and opportunity strength
- Average deal size 51K
- Maintain accurate Salesforce records to ensure accurate 90 day closing forecast
- Develop vertical driven sales campaigns for niche business segments in manufacturing, non-profit and healthcare.
- Develop relationships and sales partnerships with complimentary technology integrations in specific verticals to edge out competition
- Develop strong referral relationships with bank and broker partners to leverage technology integrations
- Develop analysis and custom demonstration for prospects with 500 or less employees
Major Accounts District Manager
ADP
2015.03 - 2016.11
- Self generate appointments to C Level executives on a weekly basis using multiple marketing methods
- Leverage external partners such as CPA's, banks and healthcare brokers to close business
- Leverage internal ADP partners to gain access and bring value added services to new prospects
- Execute a well planned and thorough sales process
- Research verticals and conduct due diligence on prospects to maximize gaining access
- Cold call 50 prospects on a weekly basis
- Perform 20 drops in the field on a weekly basis
- Conduct weekly phone blitzes with partners to follow up on existing leads and new prospects
- Develop weekly e mail campaigns to gain access to executives
- Utilize trigger events in the marketplace to educate referral partners and gain access with new prospects
- Qualified for Super Starts first quarter on quota
- Signed 2 new ADP revenue share agreements with healthcare brokerages
- 162% of plan YTD current fiscal
Territory Sales Manager
WMI
2009.01 - 2015.03
- Developed a business plan and sales strategy for the market that significantly exceeded corporate sales goals and profitability.
- Developed a database of qualified leads through referrals, telephone canvassing, fact-to-face cold calling on business owners, direct mail, email and networking.
- Make 40-50 daily outbound cold calls to new businesses
- Visit 3 to 4 customers in current book of business daily to identify and execute cross sell opportunities
- Partner with inside sales team to create sales opportunities
- Update pipeline in Salesforce daily with new opportunities and appointments
- Reviews P and L with District Manager to make sure district is exceeding corporate budgets
- Presented market area metrics reports in Salesforce to Senior Leadership in Monthly Business reviews.
- Achieved 156% of net new revenue budget for 2012, 2013, 2014.
Consultant
Allied Mortgage Group
2007.01 - 2010.03
- 100% commission based lead generation
- Rookie of the Year Award for highest annual fee income
- Visit 10 local real estate offices daily to drive new mortgage referrals
- Promote company at networking events and Chamber of Commerce
- Develop referral partnerships with centers of influence including realtors, brokers, attorneys, CPA's and financial advisors.
- Preform lunch and learns with realtors to educate them about niche financing products
- Develop relationships with bank brokers to drive joint ventures
- Develop lending channels with First National Bank for small business owners seeking commercial financing
- Developed marketing partnerships with ReMax, Surety Title and Oak Realty.
- Developed print advertising and online marketing channels resulting in 300% increase in annual revenue in 2007
Licensed Financial Specialist
Wachovia Securities
2005.02 - 2006.03
- Obtained Series, 6 and 63 licenses
- Partnered with front line banking staff to generate new sales opportunities
- Developed and executed cross selling opportunities with existing banking clients during consultations
- Partnered with stock brokers to develop sales opportunities
- Cold called existing high net worth clients daily to generate appointments
Mortgage Consultant
Cendant Mortgage
2001.09 - 2003.10
- Top Dog Award 2002 for annual sales
- Consistently exceeded monthly budgets
- Make 100 to 200 outbound phone calls daily to referral sources
- Highly competitive and fast paced sales environment
Education
CEBS - Employee Benefit Consulting
Wharton School of Business
Online12.2025
Executive MBA -
Rider University Graduate School of Business
Princeton2014
Bachelor of Arts - Economics
Rutgers University
Camden, NJ2003
Skills
- Closed and Co-produced multiple qualified mid-market EB and P&C opportunities
- Founder & President of Disrupt HR: Princeton
- Committee Chair Tri State HRMA, nominated for board membership
- Multiple Platinum/Presidents Club Winner
- Burlington County Elected Official
- Expertise in outbound lead generation for mid-market organizations filing 5500 (cold call, e-mail, Linkedin, video introduction)
- Well developed COI network
- Able to articulate value proposition and present capabilites deck
- Expertise in identifying areas of opportunity during initial meetings
- Versed in leveraging internal resources to position solutions and further engage prospect
- Able to understand HR and Finance needs and build group buy in to further sales process
- Building relationships with prospects through networking events, golf, sporting events etc.
Affiliations
- Bio NJ
- Life Sciences PA
- Tri State HRMA
- Disrupt HR Princeton
- New Jersey Economic Development Authority
- Burlington County Regional Chamber of Commerce
Timeline
President
Disrupt HR : Princeton
2024.01 - Current
Business Development Executive
Conner Strong & Buckelew
2022.11 - Current
Vice President
USI
2021.12 - 2022.11
Enterprise Account Executive, NE Broker Channel
Ascentis Human Capital Management Software
2021.01 - 2021.11
Executive Board Member
National Association of Healthcare Underwriters
2019.10 - 2021.12
Major Market Sales Executive
Paycor
2016.11 - 2020.05
Major Accounts District Manager
ADP
2015.03 - 2016.11
Territory Sales Manager
WMI
2009.01 - 2015.03
Consultant
Allied Mortgage Group
2007.01 - 2010.03
Licensed Financial Specialist
Wachovia Securities
2005.02 - 2006.03
Mortgage Consultant
Cendant Mortgage
2001.09 - 2003.10
CEBS - Employee Benefit Consulting
Wharton School of Business
Executive MBA -
Rider University Graduate School of Business
Bachelor of Arts - Economics
Rutgers University
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