Microsoft Teams
Rebecca Shih
Enterprise Business Development Manager
Glendale Heights,IL
Summary
Skilled Business Development leader offering over 8 years of professional sales experience in leading operations and enhancing revenue. With speciality in: CXi/Customer Experience Journey, UCaaS, CCaaS, Digital first, AI/Automation tools, etc., along with excellent interpersonal communication, relationship-building and team leadership abilities. Results-driven and proactive with demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives.
Overview
8
8
years of professional experience
2
2
years of post-secondary education
Work History
District Sales Manager
NICE InContact
Chicago, IL
06.2021 - Current
- Introduced cost-saving initiatives related to NICE's digital first offering to reduce losses and increase profit margin.
- Created digital first story telling presentation slides to educate customers on market conditions and buying behavior
- Conducted cost benefit and ROI analysis for customers to assist in opportunity cost justification
- Drove sales cycles with best practices in customer centric selling, challenger selling, and SPIN selling
- Worked cross functionally with multiple business units - Digital overlays, product owners, pricing desk, RFP desk, sales ops, security/trust, solutions engineers, connectivity engineers etc.
- Visited customers and partners onsite to build relationships locally
- Used creative problem solving to help alleviate friction in upsell opportunities and drive adherence to sequence of events
- Developed sales strategy based on research of consumer buying trends and market conditions.
- Attracted new clientele and developed customer relationships by hosting product-focused events.
- Built new business avenues by applying direct sales and channel-based strategies
- Established territory boundaries and distribution routes to maximize service quality.
- Developed strong relationships with key referral sources
- Devised strategies for retaining accounts, delivering polished sales presentations and promoting brands and products.
- Rectified billing issues quickly to maintain client satisfaction.
Enterprise Business Development Manager
NTT Cloud Communications USA, Inc.
Schaumburg, IL
07.2019 - 06.2021
- Retired 2020 FY quota at 250% to goal and as top sales rep within UCaaS division
- Awarded Sales Person of the quarter 2020 Q1
- Awarded Partner of the Year: SHI for FY 2020
- Developed, built, and maintained $6m pipeline throughout FY 2020, driven by direct sales efforts, partner channels, affiliate partners, and VARs
- Analyzed existing business processes for roadblocks and challenges, followed with streamlining and implementing new solutions/ideas to sell more efficiently
- Average close rate of ~65% and 45-60 day sales cycle
- Elevated ability to manage, maintain, and drive indirect sales and channel influence
- Provisioned demo tenants and hosted live sessions to show customers how to navigate MSFT Teams admin portal
- Hosted educational sessions with SHI, Microsoft, and other agents on NTT's product portfolio, go to market offer, and sales process
- Regularly prepared and hosted contract and service order form review sessions with customers
- Collaborated with cross functional business units within NTT - Project Managers, Legal, Finance, Channel Managers, Solutions Consultants, Executive Leadership, etc. to help pull resources together to achieve contract signature
- Accurately predicted pipeline and opportunities closed
- Accurately prioritized time spent on accounts based on key indicators when considering agent relationships, landscape, and customer needs
- Regularly performed market research to better understand competitor offers
- Negotiated and closed long-term agreements with new clients in assigned territory.
- Collaborated with company departments to develop new strategies to capitalize on emerging customer and market trends.
- Collected data and performed customer needs analysis.
- Consulted with product development teams to enhance products based on customer data.
- Helped incorporate product changes into marketing message to drive customer engagement and firm profits.
- Capitalized on industry and marketplace trends to strategize marketing solutions and enhance business operations.
- Applied consultative selling techniques to prospect senior management to close business.
Technical Business Development Manager
Addison Group
Schaumburg, IL
11.2016 - 07.2019
- Managing sales from both an account management/ business development standpoint (20/80) Strategic cold calling of accounts 50%-100% above target expectations Providing a consultative approach to IT business solutions based on each client's unique needs
- Creating tangible timelines to manage expectations for clients and candidates
- Negotiating rates with clients while still maintaining or surpassing targeted GPM
- Providing clients with market knowledge, industry trends and interview process suggestions
- Building market share through referrals, networking events, and LinkedIn connections
- Prospecting through use of multiple tools (i.e. Cold calling, emailing, LinkedIn messaging, drop offs, etc)
- Leading the team through example of high activity
- Training newer business development managers while making suggestions for best practices Researching sales and business process improvement practices Researching and experimenting new prospecting tools
- Studying qualities of our best clients to help identify new accounts to target
- Building and maintaining client/candidate relationships with consistent follow ups and visits
- Providing clients and candidates constructive interview feedback Researching and studying new technologies
- Analyzing and adjusting email messages based on data
- Aligning top resources based on their individual needs with organizations that best fit their values
- Maintaining pipeline of active leads and follow ups
- Leveraging my professional network to pitch and place key candidates.
Technical Recruiter
Addison Group
08.2016 - 11.2016
- Identified and engaged with key resources based on technical stack and needs of Addison Group clients
- Maintained pipeline of active and latent candidates
- Leveraged candidate relationships for lead and referral generation Attended networking events to meet new candidates and resources
- Studied market and new technology trends Informed candidates of their market value based on experience and technical skills
- Cold called at 50%-100% above target expectations
- Prospected for candidates through multiple tools (i.e. LinkedIn, outlook, cold calling, etc)
- Utilized Bullhorn CRM to actively prospect for passive candidates in the database.
Lancome Sales Lead
Ulta Beauty Inc.
06.2014 - 04.2016
- Produced over 130% increase in business
- Generated the highest company profit for a national event at $22k goaled at $15k in March 2015 Nominated for most Grandiose mascara units sold in 2014 Nominated for most Genefique serum units sold in 2015
- Generated consistent average dollar sales of $125+ an hour
- Acknowledged and greeted all guests; offered friendly, prompt and courteous service
- Built and maintain strong customer relationships Interfaced with existing customer base, maintained active contact with a growing preferred customer list and followed up with customer inquiries
- Informed all guests of current promotions, events and services within the store Met or exceeded individual sales and clientele goals
- Up-sold and cross-sold products effectively, driving sales and increasing revenue.
- Identified and analyzed key competitors and related products.
Education
Bachelor of Arts - Psychology
Elmhurst College
01.2014 - 01.2016
Skills
Key decision making
Vendor management
Relationship building and management
Sales expertise
Product and service sales
Verbal and written communication
Performance metrics
Relationship building and rapport
Territory Management
Revenue Generation
Forecasting ability
Strategic Planning
New Business Development
Additional Information
- PARTNER OF THE YEAR: SHI, NTT Cloud Communications USA, Inc.
- SALES PERSON OF THE QUARTER, NTT Cloud Communications USA, Inc.| July 2020
- PROFESSIONALRECOGNITION FAST TRACKED AND PROMOTED TO BDM , Addison Group | Nov 2016
- UP & COMERS NOMINEE Addison Group | Oct 2017
Software
Cisco Webex
Cloud Voice
Contact Center
Timeline
District Sales Manager
NICE InContact
06.2021 - Current
Enterprise Business Development Manager
NTT Cloud Communications USA, Inc.
07.2019 - 06.2021
Technical Business Development Manager
Addison Group
11.2016 - 07.2019
Technical Recruiter
Addison Group
08.2016 - 11.2016
Lancome Sales Lead
Ulta Beauty Inc.
06.2014 - 04.2016
Bachelor of Arts - Psychology
Elmhurst College
01.2014 - 01.2016