Norman McArthur
Apex,NC
Summary
An experienced Hunter/Farmer with 9 years experience across healthcare and product management technology, seeking a revenue generating role that focuses on business development and overall client success within the SaaS industry. Self-motivated with emphasis on a consultative sales approach.
Overview
17
17
years of professional experience
Work History
SCALE ACCOUNT MANAGER
PENDO
Raleigh, NC
01.2022 - 02.2024
- Guide existing clients through contract renewal and upsell to increase market saturation, improve client satisfaction, and maximize retention/renewal rate
- Online sales presentations and software demonstrations
- Build pipeline through multiple prospecting motions
- Maintain an accurate week over week forecast
- Identify areas for improvement and product differentiation enhancements via marketplace, competition, and industry standards
- Exceeded annual quota 2 years in a row
COLLECTIONS ACCOUNT MANAGER
RELIAS
Cary, NC
04.2018 - 12.2021
- Manage at-risk clients whose LMS has been suspended for nonpayment (100+ days past due)
- Experience with securing payment from severely delinquent clients in all verticals and of all size (Small Business to Enterprise)
- Negotiate, create and track payment plans
- Exceeded $1 million+ in collections quota in 2018, 2019, and 2020.
SMB REGIONAL ACCOUNT EXECUTIVE
RELIAS
Cary, NC
05.2017 - 03.2018
- Lead generation through cold calling, representation at conference/tradeshow events, and personal email communications
- Business consulting/SaaS solution selling to Post-Acute Care industry
- Online sales software demonstrations and contract negotiations
- Paced at 100% bookings quota prior to promotion to current role.
SMB ACCOUNT MANAGER
RELIAS
Cary, NC
01.2016 - 04.2017
- Guide existing clients through contract renewal and upsell to increase market saturation, improve client satisfaction, and maximize retention/renewal rate
- Offer alternative solutions and managed at-risk client negotiations
- Online sales presentations and software demonstrations
- Identify areas for improvement and product differentiation enhancements via marketplace, competition, and industry standards.
BUSINESS DEVELOPMENT SPECIALIST
RELIAS
Cary, NC
05.2015 - 12.2015
- Proactive lead generation through cold calling
- Managed inbound leads and online chat inquiries from prospects
- Provided qualified leads and set appointments for Enterprise Sales
- Data quality for account information.
SALES ASSOCIATE/OFFICE MANAGER
HELZBERG DIAMONDS
Raleigh, NC
11.2006 - 07.2015
- Personal selling engagements to meet client needs with complimentary products/services
- Maintained invoicing for inventory, repair services, and payment processing
- Daily inventory control management - inspected incoming merchandise, repairs, and store supplies.
Education
Bachelor of Science in Business Administration - Finance
NC State University
05.2019
East Wake High School
Skills
- Strong ability to be relatable, overcome objections and navigate complex contract negotiations
- Industry insight, research and competitive analysis
- Public speaking presentations
- Proficient in the Microsoft Office 365, Google Suite, Sage Intacct billing application, SalesForce CRM utilization, reporting, and CPQ quoting
- Familiar with sales methodologies Force, MEDDICC and SPIN
- Time management
- Forecast accuracy
- Pipeline creation
- Experience with Zoom, Gong and Outreach
- Experience with Adobe Audition and Premier Rush
Accomplishments
- Received annual sales award 2022 and 2023 at Pendo for exceeding annual quota
- Awarded Most Impactful at Relias in 2020 for exceeding collections goal
Affiliations
- Avid tennis player
- Long time percussionist
Timeline
SCALE ACCOUNT MANAGER
PENDO
01.2022 - 02.2024
COLLECTIONS ACCOUNT MANAGER
RELIAS
04.2018 - 12.2021
SMB REGIONAL ACCOUNT EXECUTIVE
RELIAS
05.2017 - 03.2018
SMB ACCOUNT MANAGER
RELIAS
01.2016 - 04.2017
BUSINESS DEVELOPMENT SPECIALIST
RELIAS
05.2015 - 12.2015
SALES ASSOCIATE/OFFICE MANAGER
HELZBERG DIAMONDS
11.2006 - 07.2015
Bachelor of Science in Business Administration - Finance
NC State University
East Wake High School
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