Summary
Overview
Work History
Education
Skills
Accomplishments
Training
Timeline
Generic

Shannon H. Mapp

Sales Executive
Greensboro,NC

Summary

President's Award-winning strategic, dynamic, consultative sales executive with 20+ years of experience surpassing multi-million-dollar sales quotas. Tenacious work ethic, expertise in sales strategy, leadership, and market expansion. Consistently exceeds targets using strong negotiation skills and fostering long-term relationships.

Overview

17
17
years of professional experience

Work History

Vice President, Client Development and Sales

Employment Learning Innovations, Inc.
07.2022 - Current
  • Coach, train, and lead the Client Development team to achieve revenue targets and strengthen sales competencies. Design and implement a consultative selling process. Manage key strategic accounts and client relationships. Collaborate with cross-functional departments to align and deliver exceptional client service, deal profitability, and seamless implementation projects. Understand industry and client trends. Provide industry insights and serve as resource for product development, research, measurement, and other key business strategies. Report sales metrics and design strategy to achieve overall product diversity and profitability.
  • Achieved year-one individual revenue targets.
  • Developed and implemented DCD Playbook outlining sales process and best practices to drive success.
  • Created themes to focus skill growth in 3 areas: Be Curious. Drive the Sale. Bring Value.
  • Largest sale in company history

Managing Director, Client Development – Public Sector

Employment Learning Innovations, Inc.
01.2019 - 01.2022
  • Charged with establishing a federal government vertical and managed a key, strategic private sector client. Onboarded, trained, and managed a Business Development Manager. Developed expertise in the federal government procurement process. Created a sales strategy aligned with the government’s buying cycle.
  • Closed and managed implementation of a virtual instructor-led, custom training program delivered to 35,000 leaders in 8 months (private sector).
  • Closed $550K contract in first 6 months (federal government); renewed contract for $680K.
  • Converted one-time orders to multi-year contracts.
  • Consistently exceeded revenue targets.

Director, Client Development – Enterprise Sales

Employment Learning Innovations, Inc.
01.2015 - 01.2018
  • Collaborated with senior-level executives of large national and international organizations to diagnose challenges, uncover sales opportunities, and design, present, and implement learning solutions that address behavioral, cultural, and legal workplace issues. Prospected new business through social media and networking events. Grew revenue with current clients by selling creative solutions that expanded company capabilities. Managed a pipeline and outreach efforts through the CRM system/Salesforce.
  • Quadrupled territory revenue in the first year
  • 2016 & 2017: 115+% to goal
  • 2018: 127% to goal

National Business Development Manager – Sales

American Express – Global Corporate Payments
01.2012 - 01.2014
  • Targeted companies in GA and SC with annual revenue between $250M - $1.5B to design, sell, and implement Corporate Card products as well as Cash Flow Management software solutions specific to customer needs.
  • Closed $40M in new business.
  • Utilized executive insights and consultative solution-oriented selling techniques to understand the Client’s industry, company objectives, and build relationships with C-Level decision-makers.
  • 40% Growth of Existing Client Portfolio by demonstrating the financial acumen and analytical skills required to problem solve and drive a high level of Client satisfaction.
  • Responsible for entire top executive experience: prospect, gain access, uncover needs, present solutions, implement and manage.
  • Developed an 8-point appointment setting system to effectively manage territories and maintain a robust pipeline. The system resulted in an average of 10 appointments per week.

Manager Business Development, B2B

American Express – Global Merchant Services
01.2008 - 01.2012
  • Sold merchant product (hardware/software) solutions to business-to-business companies within a 3-state territory to expand acceptance for American Express business Cardmembers. Developed and executed strategies to close key accounts that generated high volume and led to exceeding goals year after year:
  • 2009 – 151% to goal of $8.2M
  • 2010 – 139% to goal of $11.1M
  • 2011 – 102% to goal of $29M
  • 2012 – 141% to goal of $30.6M
  • Produced Client-facing sales literature that became standard use in the Southeast Region.
  • Mentored, trained, and helped hire new Business Development Managers
  • Created and presented customized solutions to C-Level managers for new business opportunities.
  • Selected to develop program for District Best Practice training for implementation.
  • Conducted training sessions during District and Regional team meetings.
  • Managed Salesforce Pipeline to track prospects.

Education

Bachelor of Science - Communications/Broadcasting, Sociology

Appalachian State University
Boone, NC

Skills

  • Executive consultation, presentation, and negotiation
  • Strategic analysis
  • Solves complex problems
  • Grow market share while maintaining value
  • Project management and implementation
  • Forecasting and pipeline management
  • Critical thinking
  • Relationship building
  • Results-driven

Accomplishments

    Created the company's first sales Playbook

    Closed the largest deal in company history (2020)

    Stood up the Federal Government sector

    Multiple top performer awards

Training

  • The Challenger Sale
  • Accountability & Conflict Resolution Skills
  • AMA – Manager Fundamentals
  • Financial Analytics
  • Consultative Selling
  • Executive Conversations

Timeline

Vice President, Client Development and Sales

Employment Learning Innovations, Inc.
07.2022 - Current

Managing Director, Client Development – Public Sector

Employment Learning Innovations, Inc.
01.2019 - 01.2022

Director, Client Development – Enterprise Sales

Employment Learning Innovations, Inc.
01.2015 - 01.2018

National Business Development Manager – Sales

American Express – Global Corporate Payments
01.2012 - 01.2014

Manager Business Development, B2B

American Express – Global Merchant Services
01.2008 - 01.2012

Bachelor of Science - Communications/Broadcasting, Sociology

Appalachian State University

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Shannon H. MappSales Executive