Richard Danna
Shakopee,MN
Summary
Results-oriented sales leader with over 10 years of experience driving revenue growth and consistently exceeding targets. Demonstrated success in building and mentoring high-performing sales teams, achieving top rankings in performance. Expertise in strategic sales planning, business development, and key account management. Skilled at fostering a collaborative and results-driven culture that maximizes team productivity and delivers exceptional client satisfaction.
Overview
18
18
years of professional experience
Work History
Business Development Manager
Comlink Solutions
01.2024 - Current
- Developed and implemented personalized outreach programs, resulting in a 30% increase in client satisfaction scores
- Negotiated and secured contracts worth over $1 million
- Conducted comprehensive market analysis to identify high-potential opportunities, leading to successful expansion into two new regional markets within the first year.
Regional Sales Manager
ATG USA
11.2020 - 01.2024
- Led and mentored a high-performing sales team of 8, fostering a performance-driven culture that resulted in a 35% increase in team sales productivity and exceeded regional sales objectives by 25%
- Developed and executed a targeted sales strategy for the AEC industry, incorporating competitive analysis and product positioning, resulting in a 40% growth in software solution sales
- Spearheaded initiatives that drove significant sales growth from $5.3M in 2021 to $10.8M in 2022, including launching new product lines and expanding into untapped markets
- Recognized as the #2 overall manager in the company for sales performance in 2021, 2022, and 2023, achieving exceptional revenue growth and client satisfaction.
Sales Manager II
AT&T
04.2017 - 11.2020
- Launched and led a startup field sales division, driving a 60% increase in new business acquisition within the first year through targeted sales strategies
- Developed and implemented a sales and operations strategy focused on high-value accounts and market penetration, resulting in a 35% increase in market share
- Built strategic partnerships with clients ranging from medium-sized businesses to major organizations, including the Department of Veteran Affairs, contributing to a 50% increase in client retention rates
- Collaborated with upper management and leveraged data-driven insights to implement process improvements, resulting in a 30% improvement in sales performance and a 120% increase in sales productivity
- Surpassed launch targets by 23% in 2018 through innovative sales techniques and digital marketing campaigns; increased sales by 47% in 2019 by optimizing sales processes and expanding market coverage.
Sales Manager II
Lumen Technologies
06.2020 - 10.2020
- Onboarded and managed a sales team of 8, focusing on Multi-tenant fiber-lit buildings
- Successfully aligned team goals with company objectives, driving initial market penetration
- Successfully adapted to a rapidly changing environment during organizational restructuring due to COVID-19, maintaining team morale and ensuring a smooth transition despite role elimination
- Implemented strategic plans that streamlined the sales process and increased lead conversion rates by 20%
- Developed strong relationships with cross-functional teams to support sales objectives, enhancing communication and collaboration to meet tight deadlines and organizational shifts.
Field Sales Manager
Charter Communications, Spectrum
06.2015 - 05.2018
- Led a 7-member field sales team, driving a 30% increase in regional revenue through strategic sales initiatives and effective account management
- Cultivated strong relationships with B2B clients, from local businesses to major organizations like Hormel and United Healthcare, resulting in a 25% increase in enterprise sales and expanded service offerings
- Developed and managed sales budgets, while exceeding KPIs for company, regional team, and individual performance through data-driven decision-making and process improvements, resulting in a 15% reduction in operational costs, a 20% increase in profitability, and top rankings within the region
- Collaborated cross-functionally to deliver customized telecommunications solutions, achieving a 95% client retention rate, a 30% increase in customer satisfaction, and a 40% increase in cross-functional sales
- Achieved exceptional sales performance, growing sales by 21% in 2016 and 56% in 2017 through innovative marketing campaigns and sales process optimization
- Recognized with the Platinum Circle award in 2017, ranking in the top 2% of sales managers company-wide.
Field Sales Manager
Comcast
11.2010 - 06.2015
- Spearheaded a market penetration strategy and coached a sales team of eight, increasing regional market share by 15% over two years and boosting team productivity by 40%
- Implemented advanced CRM systems and streamlined sales processes, driving a 200% increase in overall sales team performance over five years, a 30% increase in sales efficiency, and a 20% reduction in the sales cycle
- Expanded the sales team and implemented targeted marketing campaigns and strategic partnerships, leading to a 50% increase in market coverage, a 35% boost in annual revenue, and a 15% increase in regional market share.
Business Account Executive
Comcast
03.2007 - 10.2010
- Developed and maintained strong relationships with over 50 business clients, leading to a 30% increase in repeat business and a 20% improvement in customer satisfaction ratings
- Negotiated pricing and contracts with key clients, successfully securing agreements that increased average deal size by 15% while maintaining competitive margins
- Conducted in-depth needs assessments and gap analyses for clients, resulting in tailored product and service recommendations that boosted sales by 25% annually
- Achieved #1 account executive status in the region for two consecutive years (2008, 2009) by driving the highest sales volume and maintaining exceptional client retention rates
- Recognized as an Elite Club winner for 11 consecutive quarters, an honor awarded to top-performing sales executives based on revenue generation.
Education
MBA - Business Administration
Indiana University Bloomington
Bloomington, IN06.2017
Master of Science in Marketing -
Indiana University Bloomington
Bloomington, IN06.2017
Bachelor of Science in Strategic Management Information Systems -
Cardinal Stritch University
Milwaukee, WI06.2014
Skills
- Sales Leadership
- Team Building & Mentoring
- Strategic Sales Planning
- Business Development
- Key Account Management
- Contract Negotiations
- Goal Setting
- Managing Quotas
- Staff Development
- Operations Management
- Consultative Sales
- Salesforce
- Microsoft Dynamics
- Excel
- PowerPoint
Timeline
Business Development Manager
Comlink Solutions
01.2024 - Current
Regional Sales Manager
ATG USA
11.2020 - 01.2024
Sales Manager II
Lumen Technologies
06.2020 - 10.2020
Sales Manager II
AT&T
04.2017 - 11.2020
Field Sales Manager
Charter Communications, Spectrum
06.2015 - 05.2018
Field Sales Manager
Comcast
11.2010 - 06.2015
Business Account Executive
Comcast
03.2007 - 10.2010
MBA - Business Administration
Indiana University Bloomington
Master of Science in Marketing -
Indiana University Bloomington
Bachelor of Science in Strategic Management Information Systems -
Cardinal Stritch University
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