Phillip Kammerer
Pacifica,CA
Summary
Results driven sales leader with 7 years experience in technology sales and a proven track record of success with key B2B sales initiatives along with generating multimillion-dollar growth and market expansion. Ability to leverage data driven mindset and strong customer relationship management to drive sustainable pipeline growth with a diverse client base. I have a passion for creating, developing, and directing effective business development teams to success through exceptional organizational, operational, presentation, and communication skills.
Overview
8
8
years of professional experience
1
1
Certification
Work History
BDR Manager- Americas
Honeywell Life Sciences
04.2023 - Current
- Leading and coaching a team of 5 BDRs supporting the NAMER and LATAM regions, having core responsibilities including inbound and outbound lead generation, qualification, and pipeline creation.
- Drove 16% YoY increase in total contract value of new logo sales pipeline and increased YoY win rate by 53% within 16 months.
- Setting and communicating team and individual KPIs while implementing development plans and coaching direct reports to achieve their highest potential. Through effective mentorship, one report successfully promoted to closing sales role.
- Responsible for building and maintaining reports and dashboards within Salesforce to track progress against business plan, evaluate individual performance and analyze pipeline creation trends.
- Allocating workloads to fully utilize each employee's unique skillset to maintain motivation and retain key talent while identifying and recruiting external talent to ensure effective mix of competencies.
- Developed and continuously maintaining onboarding curriculum to effectively train and ramp new hires to quickly maximize performance within 90 day timeframe.
- Regular touchpoints with customer success teams of various sales tools within tech stack including Outreach.io, 6Sense, Demandbase, and LinkedIn Sales Navigator to drive adoption and maximize ROI.
- Worked closely with internal project management team on Salesforce CRM migration effort to verify end-to-end BDR workflows accurately transitioned to new instance and ensured minimal impact to existing processes through User Acceptance Testing of record layouts and integration with sales tools, identifying and escalating defects during post go-live hypercare, and recreating existing reports and dashboards.
Senior Business Development Representative
Honeywell Life Sciences
05.2022 - 04.2023
- Researched market conditions and target accounts while prospecting to key contacts to identify new logo sales opportunity and drive pipeline growth within Life Science Vertical for suite of SaaS based Quality Management software products.
- Achieved 100% quota attainment and sourced $2.5 million in closed won business within 12 months.
- Qualified inbound and outbound leads to determine budget, authority, need, timeline and facilitated initial qualification calls between Accounts Executives and potential customers.
- Connected regularly with Sales Directors and Account Executives to develop territory plans and ensure proper BDR support for Mid-market, Enterprise and Strategic account base.
- Continuously ensured Salesforce CRM is up to date with accurate data using tools such as LinkedIn Sales Navigator, Demandbase, Dunn & Bradstreet, and 6Sense.
- Promoted to Region Team Manager after one year of stellar performance.
Senior Business Development Representative
Wind River Systems, Inc.
02.2021 - 09.2021
- Collaborated with Sales Enablement to develop onboarding curriculum and training modules for new employees.
- Spearheaded development of product focused email marketing campaigns to accelerate team's outbound prospecting efforts.
- Ensured performance of BDR email campaigns by analyzing data gathered using Outreach.io including open, click and response rates and A/B Testing, making necessary iterations as needed.
- Responsible for higher quota attainment as a senior member of my team.
- Built lists using platforms such as LinkedIn Navigator, ZoomInfo and DiscoverOrg to identify target personas and imported them as net new leads into our database to expand account penetration.
- Assisted leadership in developing process around a new product vision as the company pivoted towards Digital Transformation technology.
Business Development Representative
Wind River Systems, Inc.
01.2019 - 02.2022
- Inbound and outbound prospecting by phone, email and social media platforms for potential sales opportunity.
- Qualified leads sourced by marketing department and B2B databases (LinkedIn Navigator, ZoomInfo) using the BANT (Budget, Authority, Need, and Timeline) methodology and relayed the information to our sales team.
- Coordinated and facilitated discovery calls between Account Executives and prospects to identify potential overlap between our solutions and their program needs.
- Applying extensive knowledge of platforms including Salesforce, Outreach.io, and Quip to optimize workflow.
- Consistently overachieved quota with quarterly performances ranging from 101-123% attainment.
- Demonstrated high learning agility and an aptitude for technical sales environments by quickly becoming familiar with Wind River technology and embedded system design.
Senior Account Executive
AbacusNext
10.2018 - 01.2019
- Full cycle sales representative managing opportunities to capture net new revenue.
- SaaS products focusing on practice management for legal and accounting industriesand IaaS Private Cloud solutions.
- Through qualification of leads sourced either by myself or BDR team, I approached all prospect engagements seeking to understand their pain points in order to deliver product demonstrations that positioned our solutions with tangible value and return on investment.
- Closed a $48k contract with a California-based accounting firm before end of my training ramp.
Business Specialist
Apple, Inc.
05.2016 - 10.2018
- Connected business professionals and entrepreneurs with tools needed to integrate Apple solutions into small, mid-market and enterprise level organizations.
- Helped customers procure, deploy, manage, and utilize Apple technology to it's full potential.
- Coordinated IT solutions such as custom purchasing web portals and mobile device management (MDM) tools.
- Helped drive lead generation from consumer sales team who facilitated introductions to local business community during their interactions.
- Showcased Apple technology to potential and existing customers through product workshops.
- Managed customer accounts and pipeline with growth mindset and enabled team by training and mentoring new employees.
- Sold over $1 million in Apple products to business community within first fiscal year of employment.
Education
Chabot College
HawardHigh School Diploma -
St. Joseph Notre Dame
Alameda, CASkills
- Lead Generation
- Salesforce
- Communication
- Microsoft Office
- Data Analysis
- Talent recruitment
- Digital Marketing
- Social Selling
- Change Management
- Teamwork and Collaboration
Certification
Successful completion- Social Selling Mastery
Sales For Life
Issued Nov 2019
Successful completion- Woodward Strategies Outbound Accelerator Course
Woodward Strategies LLC
Issued September 2019
Timeline
BDR Manager- Americas
Honeywell Life Sciences
04.2023 - Current
Senior Business Development Representative
Honeywell Life Sciences
05.2022 - 04.2023
Senior Business Development Representative
Wind River Systems, Inc.
02.2021 - 09.2021
Business Development Representative
Wind River Systems, Inc.
01.2019 - 02.2022
Senior Account Executive
AbacusNext
10.2018 - 01.2019
Business Specialist
Apple, Inc.
05.2016 - 10.2018
Chabot College
High School Diploma -
St. Joseph Notre Dame
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