Patrick West
Cicero,IN
Summary
Results oriented leader dedicated to building a sustainable, scalable, high performing sales culture that places value on inclusive collaboration, personal development and accountability. Passionate about helping others unlock their full potential, lead by example, and become agents of positive change to the organizations mission and providing compounded value. Relentless in the self pursuit of learning, building skills, and growing as a person.
Overview
12
12
years of professional experience
Work History
Sales Director
PowerFleet
06.2023 - Current
- Generate Net-New Opportunities through sales channels that include outbound hunting, account management, strategic alliance/partner programs, tradeshows execution, and inbound qualification from marketing/business development.
- Identified, piloted and actively generating follow on work to support a new solution offering around 3rd party integration capabilities.
- Collaborates on designing and refining Go-To Market Strategies that include ICP, Persona Based strategy, Tradeshow Execution, Collateral Development, and defining and refining sales process for improved execution and customer experience
- Mentor and coach assigned business development rep on best practices and strategies for strategic outbound hunting through exercise and feedback in weekly 1:1.
Business Development Manager
enVista
12.2020 - 03.2023
- Created and implemented strategies that grew rolling pipeline from 24M to 100M+ across all business lines through historical data analysis to accurately define ICP, target personas, and value based messaging and discovery that shared strategic visions of success with executive personas solving for organizational transformation.
- Developed holistic talent management program focused on personal development and growth that led to 6 team members being promoted across sales, marketing, and consulting functions
- Redefined operational KPIs to work collaboratively with marketing and delivery teams to create actionable roadmaps of refinement to support net-new ARR consistently, improved ACV with increased margin, stabilized opportunity forecasting for sales and delivery, and improved yield on go to market investments, and reduce COGS.
- Proactively strengthened strategic partnerships with sales, marketing, and solutions delivery leaders to enable executive support for early stage pursuit and create meaningful messaging and collateral targeted to resonate with key executive personas in accounts.
- Created, piloted, and refined a Senior Business Development program to structure professional development, increased average business development tenure, allowed for mentorship program for new hires to improved onboarding experience and shortened ramp time.
- Conducted comprehensive market research and analysis to identify emerging trends and potential areas of expansion based on organizational growth goals.
- Created a white space program for Senior Reps to refine enterprise sales skills, improve client retention, and increase average revenue per account.
- Successfully lead department through divestiture of proprietary software in sale to Koerber through multi-phased change management strategies.
Sr. Business Development Rep
enVista
09.2018 - 12.2020
- Hunted exclusively for Global Freight Audit and Bill Pay, Transportation BI, and Carrier contract negotiations across all modes targeting shippers with $100M+ in transportation spend
- Leveraged outbound strategies to uncover enVista's single largest global freight audit and bill payment opportunity with a $2.6M Total Contract Valuation over 3 years with global life science company
- Uncovered a $531,000 EDI transformation project through cross-sell techniques that aligned with executive vision.
- Generated over $9M+ worth of opportunities succesfully converted sales for close. Solution offerings included: Global Freight Audit and Pay, Carrier Contract Negotiation Support, EDI, 3PL evaluation & selection, Supply Chain Network Strategy, Transportation Network Modeling, and TMS evaluation and Selection.
Business Development Rep
enVista
02.2017 - 08.2018
- Self-Sourced and converted 18 leads into sales opportunities in 10 months spanning life science, manufacturing, food & beverage, CPG, and retail industries
- Self-Sourced and supported to close a $700,000 parcel audit and contract negotiation solution that closed as won within 60 days of first cold outreach.
Transportation Analyst
enVista
09.2015 - 02.2017
- Supported Walmart.com's inbound transportation network through operational managed services in Mercury Gate TMS
- Provided training, customer service, system support, and new vendor set ups
- Planned and executed Walmart's dynamic daily mode optimization and routing through Mercury Gate's MOJO tool
- Successfully helped support acceptance testing and lead a multi-phase reverse logistics program to support Walmart Store and DC Returns.
Account Executive
TQL
07.2014 - 09.2015
- Successfully closed customers 15 customers across food and beverage, manufacturing, and CPG industries
- Successfully Brokered a heavy haul load that required government permits and escort from Minnesota to Texas that paid a $20,000 margin
- Awarded a 10 year preferred vendor contract with a steel manufacturer
- Average Sales Margin: $550 a load.
Warehouse Operations Manager
Target
07.2012 - 03.2014
- Managed and coached 25+ hourly associates to leverage best practices and safety standards to exceed daily throughput goals
- Drove Talent Management through interviews, onboarding, coaching to performance, and cross training
- Successfully Onboarded 5 Seasonal Workers into full time employees
- Cross-trained top performing associates for all warehouse functions to allow for dynamic staffing.
Education
History/Economics
Wabash College
05.2012
Skills
- Coaching and Development
- Complex Problem Solving
- Critical Thinking
- Persona Based Messaging
- Advanced Prospecting and Research Tactics
- Enterprise Level Discovery
- Cross Functional Collaboration
- Value Based Cross/Up Sell
Self Sourced Key Accounts
Hobby Lobby, Signet Jewelers, Francesca’s, Bass Pro/Cabela’s, Dyson, Carhartt, Best Buy, L Brands, Rogue Fitness, Ace Hardware, Perrigo, Academy Sports+Outdoors, Medtronic, Baxter, Mylan, Alcon Labs, Vyaire Medical, Smith & Nephew, McKesson, Acelity, Starkey Laboratories, Grainger, Nidec Motor, Hilti, Heritage Food Services, Idex, Toshiba Business Solutions, Konica Minolta, Rexel, Anixter, Acer, Emerson, Dell, Tennant, Allison Transmission
References
- John Stitz - enVista, Co-Founder & CEO
- Ryan Gerde - enVista, Corporate Controller
- Jessica Money - enVista, VP Marketing
- Aaron Coleman - enVista, Sr Director Human Capital
- Mike Jackson - enVista, Sales Director
- Zach Kubsch - Manhattan Associates, Sr Account Manager
- Kyle Braaksma - Reveel Consulting, VP of Strategic Accounts
Timeline
Sales Director
PowerFleet
06.2023 - Current
Business Development Manager
enVista
12.2020 - 03.2023
Sr. Business Development Rep
enVista
09.2018 - 12.2020
Business Development Rep
enVista
02.2017 - 08.2018
Transportation Analyst
enVista
09.2015 - 02.2017
Account Executive
TQL
07.2014 - 09.2015
Warehouse Operations Manager
Target
07.2012 - 03.2014
History/Economics
Wabash College
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