Phillip Charlton
Summary
Strategic Sales Professional bringing more than 25 years of experience in account acquisition and relationship building to enhance the bottom line. Accustomed to cultivating partnerships and growing profit channels. Self-motivated with proficiency in expanding network connections, introducing products and developing pipeline and territory to drive revenue.
Overview
16
16
years of professional experience
Work History
Sales Executive
Slalom
07.2022 - Current
- Asked to join a startup office to pave the way for market success in the highly competitive technology and business process consulting business
- Leveraging my network of executives, I was successful in creating market awareness of Slaloms capabilities and growing market share during difficult market conditions
- Closed my first sale within 5 weeks of hire creating a multimillion dollar strategic account
- Boosted sales revenue by cultivating strong client relationships and implementing effective sales strategies.
- Listened to customer needs and desires to identify and recommend optimal products.
- Negotiated contract terms with clients, securing favorable conditions for both parties while maximizing profitability.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Mentored junior sales representatives, providing ongoing coaching to improve their performance.
- Managed pipeline efficiently, prioritizing tasks according to urgency/importance while maintaining focus on long-term objectives.
- Developed key partnerships, resulting in increased lead generation and cross-selling opportunities.
Sr. Account Executive
Zoom
07.2020 - 08.2022
- Responsible for new business development, delivering strategic solutions to support clients' evolving communication needs
- Develop and sustain high-level, key client relationships to promote business growth and partnership
- UCaaS specialist identifying areas to improve cost efficiencies
- Partnered with internal departments to promote One Zoom to our customer base
- Lead the team of 9 in activity to include meetings and phone calls, a key metric at Zoom
- Selected as a New Hire representative to a leadership roundtable identifying ways to improve
- 2021 104% of plan
- 2020 98% of plan.
- Collaborated with research analysts to devise strategies for lead generation and growth.
- Brought in over $[Amount] in revenue while managing multiple high-profile accounts.
- Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.
- Met with customers to discuss and ascertain needs, tailor solutions and close deals.
- Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing.
Account Executive
Gartner
02.2017 - 03.2020
- Partnered with senior supply chain executives and business leaders to deliver strategic business objectives through improved supply chain performance
- Grew assigned accounts to achieve revenue goals with current customers and zero spend accounts
- 105% of plan and 87% retention in 2018
- 200% of plan and 85% retention in 2017.
- Built and strengthened relationships with new and existing accounts to drive revenue growth.
- Developed creative solutions to meet individual client needs.
- Strengthened customer relationships with proactive and collaborative approach to managing needs.
- Mentored junior account executives, fostering a culture of professional development within the team.
National Account Executive
Monster Worldwide
09.2014 - 02.2017
- Responsible for account growth for established customers and zero spend prospects
- Grew assigned account spend in 2015 by 125%
- Selling Software as a Service into human resource departments
- Consistently ranked as a top-performing National Sales Account Executive within the organization, achieving recognition for outstanding performance in both revenue growth and client retention.
- 140% quota attainment Quarter 4, 2016
- Won back an account that left Monster in 2013 with a core contract of over $200,000 in annual spend.
- Demonstrated products to show potential customers benefits and advantages and encourage purchases.
Sr. Account Executive
Netchemia, Inc.
06.2013 - 09.2014
- Responsible for new account acquisition in key states of California, Georgia, Pennsylvania, Minnesota and Florida
- Sales of cloud based Talent Management software as a service (SaaS)
- Lead sales team in all activity to include phone calls, meetings, and presentations and sales
- Players Club attainment
- Sales presentations to key decision makers in the K-12 market.
- Contributed to annual revenue goals by selling new services and developing new accounts.
Associate District Sales Manager
ADP
06.2012 - 06.2013
- Managed sales growth for a multi-state territory selling to Fortune 1000 size organizations
- Specialize in human capital management software as a service (SaaS) to include Talent Management, Compensation Management, Applicant Tracking, Performance Management, Learning Management Systems, Benefits, and payroll
- Awarded rep of the Month two times in first 6 months
- August 2012 achieved 166% of quota
- September 2012 achieved 250% of quota.
- Grew YOY sales 127% by consistently meeting and exceeding quotas.
Sales Executive
SHORT CIRCUIT ELECTRONICS, INC.
06.2011 - 06.2012
- Developed and implemented strategic and tactical sales and marketing strategy focusing on national retail organizations
- Built and maintained client relationships with diligent follow up to drive and close sales.
- Negotiated and closed profitable sales contracts with new and existing customers to increase loyalty and retention.
Corporate Sales Manager - Tax Credit Services
ADP
07.2010 - 06.2011
- Hired into this newly formed role to expand tax credit business through applicant tracking system integrations
- Leveraged internal relationships with talent sales executives to expand TCS sales in ADP
- Awarded Rep of the Month in September 2010
- Lead sales relationship with new ATS partners.
Director - Client Solutions Center
CAREERBUILDER.COM
10.2009 - 03.2010
- Monitored office workflow and administrative processes to keep operations running smoothly.
- Tracked trends and suggested enhancements to both challenge and refine company's product offerings.
- Responsible for strategy development and execution of seven offices, 42 sales professionals, in five states with revenue production of $45 Million
- Accountable for revenue growth in all non-core products and services
- Designed territory strategy, developed programs, and closed incremental revenue in each office
- Grew territory by $190,000 in February 2010
Area Sales Manager
CAREERBUILDER.COM
03.2008 - 02.2009
- Responsible for revenue growth, employee selection and development for a challenged Kansas City office
- Implemented activity based metrics to increase pipeline production
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- 7.2 Million revenue production in 2009 – 2nd place in region and top half in company
- Awarded Office of the Month in March, July, and August.
Education
Bachelor of Science - Management
University of Phoenix
Tempe, AZNo Degree - Communications
University of Kansas
Lawrence, KSSkills
- Consultative Sales
- SaaS Expertise
- Executive Communications
- Goal Setting and Achievement
- New Business Development
- Staff Training & Development
- Sales expertise
- Territory Management
- Territory expansion
- Business Development
- Client acquisition
- Strategic account development
- Sales Development
Key Skills Assessment
- Sales – Background in Challenger, consultative, solution, value, and team selling strategy. Consistently achieve sales goals and establish long-term client relationships within Fortune 1000 companies.
- Sales Management – Recruited, coached, and managed a diverse group of sales professionals in multiple industries. Responsible for office P&L. Lead teams of up to 7 managers and 42 sales professionals.
Timeline
Sales Executive
Slalom
07.2022 - Current
Sr. Account Executive
Zoom
07.2020 - 08.2022
Account Executive
Gartner
02.2017 - 03.2020
National Account Executive
Monster Worldwide
09.2014 - 02.2017
Sr. Account Executive
Netchemia, Inc.
06.2013 - 09.2014
Associate District Sales Manager
ADP
06.2012 - 06.2013
Sales Executive
SHORT CIRCUIT ELECTRONICS, INC.
06.2011 - 06.2012
Corporate Sales Manager - Tax Credit Services
ADP
07.2010 - 06.2011
Director - Client Solutions Center
CAREERBUILDER.COM
10.2009 - 03.2010
Area Sales Manager
CAREERBUILDER.COM
03.2008 - 02.2009
Bachelor of Science - Management
University of Phoenix
No Degree - Communications
University of Kansas
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