THOMAS SHEEHAN
Carpentersville,IL
Summary
Creative Inside Sales and Business Development Manager with impressive track record of improving sales and growing company customer base. Innovative program management, strategic planning and team leadership skills. Marketing and Sales Operations expertise. Successful team builder with exceptional communication abilities.
Overview
14
14
years of professional experience
Work History
Sales Development Manager
Sandata Technologies
08.2021 - 12.2022
- Grew team to 6 SDRs, who prospect for sales opportunities, and qualify them in order to set qualified meetings for Regional Vice Presidents and Sales Executives.
- Created comprehensive onboarding and training programs for Home Care SDRs and I/DD SDRs
- Created sales playbook, content library, and campaign calendar and checklist to maximize effectiveness
- Achieved remarkable growth: 58% increase in qualified meetings set per month per SDR, and 92% increase in qualified meetings per SDR originating from cold outreach. Average deal size increased from $10K to $30K.
Sales Operations Manager
Gauge Telematics
01.2021 - 07.2021
- Administrator of HubSpot CRM and primary internal resource for marketing and sales content
- Worked with CEO, President, and VP of Business Development, supporting them by providing detailed reporting on sales team performance, including sales forecasting, pipeline, and activity reports.
- Built out sales and growth strategies aimed at helping Gauge grow from a local company to a regional powerhouse in the telematics industry, and creating infrastructure to support the effectiveness and reach of the sales team, growing from 1 account executive in January to 4 by June 2021
Business Development Manager
Clinix – Division Of Performance Health
03.2020 - 04.2020
- In collaboration with Training Director and vendor partners, created detailed onboarding plan covering all preparatory, developmental, and HR-mandated learning requirements for new Clinix inside sales team members
- Created initial sales playbook and full sales training and prep library
- Working with data team and various data sources, created target campaign list for Clinix launch with names, phone, and email
- Created marketing and sales messaging and content in conjunction with Marketing team for launch announcement and inaugural sales campaign
- Clinix was shuttered due to Covid impact on the physical therapy industry
Sales Development Manager
NCC Group North America
07.2019 - 03.2020
- Led team of 8 Sales Development Representatives tasked with developing and qualifying sales leads (‘Qualified Meetings’) for the Account Managers they were aligned with
- Responsibilities included all aspects of team building – hiring, training, observing, assessing, coaching, and taking any needed remedial steps to address performance or other issues
- Within 2 months of my arrival, my team doubled output of Qualified Meetings, from 28 per month to 58 per month, as a direct result of my coaching the team in touchpoint strategy/cadence, moving to a campaign-driven sales model, and improvements in product and sales training
Sales and Marketing Operations Manager
Complia Health
06.2017 - 05.2019
- Primary administrator for Salesforce CRM and HubSpot and Act-On email marketing automation systems, created and analyzed detailed reporting and dashboards on lead tracking, state of pipeline, sales trends and gap analysis, and individual activity and effectiveness to CEO for the US, Canada, and Australia, executive leadership team, and board of directors.
- Analyzed marketing operations top to bottom, leading to cost savings of over $50,000 annually due to cancellation of underutilized or ineffective products, excessive user licenses, and underperforming lead sources.
- Worked with executive leaders to restructure Sales and Marketing leading me to personally take on additional direct involvement with marketing activities and event management, offsetting reduction of Marketing team by one
- Set and executed marketing strategies around email and digital marketing, SEO, and tradeshows and played key project management role in organizing annual user conference in Orlando, with additional anticipated future benefits to the company from approved new website and adoption of HubSpot as our primary marketing automation platform, replacing Act-On.
- Acquired and managed data and data sources needed for sales prospecting and marketing, including ZoomInfo, private and government online data sources, FOIA requests, Google alerts, and others.
Sales Manager - Interim
Security Locknut
08.2015 - 08.2016
- Created policies and processes to serve as foundation for sales team
- Rebuilt distributor network by evaluating fit, selectively retaining the most capable distributors and cultivating and managing relationships with them, dropping others, and creating a network that provides a great customer experience and delivers results, with very heavy focus on OEM sales, both inside and outside sales
- Engaged major customers in discussion of engineering and other challenges that impact their product quality and warranty/service costs, and needs and expectations of us and our distributor partners
- Created library of training material, trade show calendar, marketing strategy, and other tools and resources needed to support customers, distributors, and Security Locknut employees and maximize opportunities for growth
- By time of departure, I acquired key new customers including roller coaster manufacturer E&F Miler (‘Wild Mouse), expanded existing business with Caterpillar’s longwall mining division, and WS Tyler, a Canadian manufacturer of vibratory screening equipment, and several others, positioning the company for growth.
CellTrak Technologies
Inside Sales Executive
08.2014 - 08.2015
- Highest performance in company in number of deals and very close second in average value of deals, over $2000 in monthly recurring revenue per deal, for CellTrack’s home health care mobile solution
- Created and presented product demonstrations and webinars to educate clients, prospects, and internal partners on CellTrak’s impact on home health care management and topics of importance to the industry
- Engaged prospective clients in exploratory dialogue to assess needs, address concerns, position solutions, and calculate ROI
- Created foundation of processes, metrics, and structures for growth of inside sales
Inside Sales Account Executive
Experian PLC
09.2012 - 07.2014
- Achieved 97% in first year and year-over-year growth in FY 13 and FY 14, despite being assigned 4 different territories in 3 distinct verticals in a total of 18 months with company - $1.7 million in revenue, largely focused on auto lenders and credit unions
- Very high client satisfaction and loyalty – Satmetrix Net Promoter Score of 56 – World Class for data providers, highest in entire National Sales Center
- Engaged C-level and executive contacts in strategic conversations to uncover goals and gaps and increase understanding of their business and responsibilities and position relevant solutions
- Educated clients on uses of credit data and Software/Data-as-a-Service for risk-management, employment screening, marketing, cross-selling, upselling, and collections purposes for both business-to-consumer and business-to-business environments
- Worked closely with other departments upstream and downstream, including product teams and membership team
Inside Sales Team Lead
W. W. Grainger, Inc
09.2009 - 06.2012
- Revenue Attainment – 2010, $1,824,648 (103.85% to goal); 2011, $2,856,073 (100.20% to goal); 2012 Q1 - $986,796 (131.14% to goal – pre-qualified for Annual Achievers.
- Provided leadership and support team of 10 sellers through department closure, maintaining high degree of professionalism and sales performance
- Engaged user, buyer, and executive contacts in strategic conversations to uncover goals and gaps and increase understanding of their business and responsibilities, including oil & gas, food production, packaging, and transportation
- Earned Grainger’s Pinnacle of Excellence Award for Making the Team Better, presented to me at Grainger’s annual sales event in Florida, for contributing to the success of those around me
Inside Sales Supervisor
ADP Dealer Services
07.2006 - 09.2009
- Leading provider of software and services auto dealers rely on to manage their dealerships, – managed 2 separate sales teams, one team of inside sales representatives and one specializing in the laser forms used by dealer finance managers, leading 15 sellers covering both US and Canadian territories
- Led group of 4 inside sales managers in revenue and growth, 107% to plan
- Named Top Performer 14 months in a row out of 30 sellers on 100% new business – taking business from competitors and increasing share of wallet of existing ADP clients – no re-sale or re- orders of past purchases included in sales achievements
- Sold contracted hosted technology (Software-as-a-Service), marketing, and credit solutions to automobile dealers to drive profitable growth
- Managed 2 sales teams concurrently, totaling 15 sellers, with responsibility for maximizing sales effectiveness through coaching/mentoring of sellers in sales, time management and other skills; working cross-functionally with internal and external business partners to support sales teams and create an exceptional customer experience; and detailed reporting to upper management
Education
political science and history
Arizona State University
Skills
- Team Leadership
- Training and Development
- Coaching and Mentoring
- Business Development
- Process Improvement
- Sales and Marketing
- Employee Retention
- Team Recruiting and Onboarding
- Salesforce Software
- Microsoft Office
- Microsoft Onenote
- Tradeshow Events
Hobbies
- Two-wheeled adventures
- Foodie
- Visiting Japan, studying Japanese
- Seasoned traveler - spent at least two consecutive days in every US state
- Seasoned presenter of sales training, sexual harassment training, and other topics
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Quote
"Nice guys finish first. If you don't know that, then you don't know where the finish line is."
Garry Shandling
Timeline
Sales Development Manager
Sandata Technologies
08.2021 - 12.2022
Sales Operations Manager
Gauge Telematics
01.2021 - 07.2021
Business Development Manager
Clinix – Division Of Performance Health
03.2020 - 04.2020
Sales Development Manager
NCC Group North America
07.2019 - 03.2020
Sales and Marketing Operations Manager
Complia Health
06.2017 - 05.2019
Sales Manager - Interim
Security Locknut
08.2015 - 08.2016
CellTrak Technologies
Inside Sales Executive
08.2014 - 08.2015
Inside Sales Account Executive
Experian PLC
09.2012 - 07.2014
Inside Sales Team Lead
W. W. Grainger, Inc
09.2009 - 06.2012
Inside Sales Supervisor
ADP Dealer Services
07.2006 - 09.2009
political science and history
Arizona State University
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