Neil Braccini
Centerville,OH
Summary
Seasoned sales professional with a proven track record in managing large scale accounts, driving revenue growth, and exceeding sales targets. Skilled in cultivating strong client relationships, resolving complex issues, and leading teams towards sustained business growth. Adept in strategic planning and experienced in maintaining high levels of customer satisfaction and loyalty.
Overview
19
19
years of professional experience
Work History
Senior Director of Sales
Tech4TH
Dayton, OH
11.2022 - Current
- Developed and executed a sales growth strategy for the Travel and Hospitality industry, focusing extensively on the airline, airport, and travel tech sectors.
- Successfully expanded the prospect base by securing new logo opportunities through targeted outreach, generating new business opportunities and increasing the pipeline $4 million+
- Promoted a culture of collaboration among staff members through regular communication, feedback, and recognition.
- Monitored industry trends and made recommendations on how they could be leveraged by the organization.
- Established and cultivated a robust partner network with engineering and consulting companies resulting in over $3.0 million in new business opportunities, and significantly enhanced industry credibility through these strategic alliances
- Managed inside sales team, setting and monitoring performance benchmarks using the Apollo.io platform, resulting in enhanced productivity and increase of sales targets.
- Developed strategic outreach program by coordinating with marketing team, optimizing messaging through targeted emails, cold call scripts, and event contact campaigns, improving lead generation and engagement.
- Collaborated closely with C-Suite executives from prospective companies and clients to understand their strategic plans and initiatives.
- Expertly advised prospects/clients on consulting and strategic service options tailored to meet specific business needs in technology strategy, innovation, data analytics, data science, and engineering areas.
- Led commercial and contract negotiations with prospects and clients.
- Drove client engagement and satisfaction by delivering tailored recommendations that optimize business outcomes and enhance operational efficiencies.
- Collaborated with internal and external technical teams to derive proposals and solutions.
- Worked closely with customers' / prospects' cross-functional teams to align technical solutions with their business objectives and ensure seamless execution.
Account Manager
SITA
Dayton, OH
10.2014 - 11.2022
- Executed strategic sales plan to increase the saturation of multiple product lines within the current customer base, which included airlines and airports, and addition of new accounts in each space to grow the territory 15% year over year, as well as provide a plan to fill the pipeline for projected future growth.
- Conducted regular account assessments, utilizing adjusted solution offerings, to enable customers to meet KPIs within the industry.
- Provided a comprehensive software solution to large organizations within the ATI (Air Transport Industry) allowing them to realize goals for customer experience, passenger flow, and operational performance
- Produced over $25M in new business TCV since joining SITA in October 2014
- Closed 2020 at 113% of goal, 2021 at 195% of goal, and H-1 of 2022 at 230% ACV and 126% of Revenue
- Experience working within an extended sales cycle process of 18+ months
- Established and maintained key relationships with technology partners and industry consultants that allowed me insight into customer requirements, assisting my ability to shape sales opportunities.
- Managed account and partner relationships that provide value in mitigating RFP threats and alleviating the potential of our competition winning customers based primarily on lowest price.
- Attended trade shows and conferences as a representative of the company.
- Collaborated with marketing team to develop promotional materials for clients.
- Participated in brainstorming sessions to develop new ideas for business development initiatives.
- Developed and maintained relationships with key accounts to ensure customer satisfaction.
Director of Grocery, Retail, and CPG Industry Sales (National)
Edict Systems, Inc.
Beavercreek, OH
03.2005 - 10.2014
- Managed national customer base, including key clients: Kraft, Ralcorp Holdings, and Retail Owned Food Distributors and Associates.
- Delivered double-digit growth for 4 consecutive years and raised bottom-line sales of assigned industry vertical accounts from $5.9 million to $6.5 million, an 11% growth
- Executed the largest single deal in the company’s history (14 wholesale/retail grocery distributors): valued at $600K initially and generated $2M in the first 3 years and expanded supply chain partners by 1%
- Formulated a new hybrid solution for CPG vertical; revenue realization of $200K in the first year with expansion that raised sales to $400K with a profit of 25% by year 2
- Added 17 new accounts and gained an 18% increase in vertical market saturation.
- Developed and implemented strategic plans to ensure organizational goals were met.
- Led cross-functional teams in the development of innovative solutions to complex problems.
- Collaborated with senior leadership to set long-term objectives for the company.
Education
Columbus State University
Columbus, OH01.1987
Skills
- Problem-solving
- Strong communicator
- Relationship building
- Pipeline Development
- Market understanding
- Prospecting skills
- Stakeholder Relations
- Staff Development
Timeline
Senior Director of Sales
Tech4TH
11.2022 - Current
Account Manager
SITA
10.2014 - 11.2022
Director of Grocery, Retail, and CPG Industry Sales (National)
Edict Systems, Inc.
03.2005 - 10.2014
Columbus State University
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