Todd Smith
Summary
Dynamic leader with a proven track record, enhancing sales revenue through expert CRM proficiency and persuasive negotiations. Excelled in building high-performing teams and fostering strong client relationships, achieving significant growth. Skilled in consultative sales and staff management, consistently exceeding goals with strategic insight and effective communication.
Overview
23
23
years of professional experience
Work History
Sales Development Manager
Complete Processing Inc
08.2023 - 12.2024
- Implemented Action Plan to migrate 4,000 clients from Evolution HCM software to iSolved HCM while implementing new customers through sales.
- Facilitated cross-functional collaboration between sales, marketing, product development, and customer success teams for seamless execution of company-wide initiatives.
- Aligned sales strategies with company objectives to drive overall business growth.
- Increased sales revenue by implementing strategic growth initiatives and fostering strong client relationships.
- Developed useful pricing models to maximize profit margins and generate leads.
- Collaborated with marketing teams to develop impactful campaigns that drove lead generation and conversions.
- Developed deep understanding of customer needs, priorities and pain points to deliver customized service.
- Cultivated a culture of excellence within the sales team by setting ambitious goals, providing regular feedback, and celebrating successes.
- Developed a high-performing sales team through targeted coaching, training, and performance evaluations.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Developed and implemented successful sales strategies to drive growth and exceed revenue targets.
Sales Manager
Bene-Care Inc
04.2013 - 07.2023
- Founded new Payroll, P&C Insurance, and HR divisions at Bene-Care. Implemented full Human Capital Management philosophy.
- Handled customer relations issues, enabling quick resolution, and client satisfaction.
- Increased sales revenue by developing and implementing effective sales strategies.
- Built long-lasting client relationships through excellent customer service and consistent followups.
- Led a successful sales team by providing motivational coaching and performance-based incentives.
- Provided ongoing training and mentorship for junior sales staff, fostering professional development and career growth.
- Implemented CRM systems for better tracking of leads, improving follow-up processes and communication within the team.
- Optimized sales funnel management, enhancing lead generation and conversion rates.
- Collaborated with marketing teams to create targeted promotional campaigns, driving customer engagement and sales growth.
- Secured lucrative contracts with major accounts, leveraging strong negotiation skills and deep industry knowledge.
- Elevated brand visibility, coordinating with marketing to launch successful promotional campaigns.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Enhanced team performance with comprehensive training sessions, focusing on product knowledge and sales techniques.
- Managed revenue models, process flows, operations support, and customer engagement strategies.
Sales Manager
Paychex Inc
03.2011 - 04.2013
- Spearheaded launch of new products, conducting market research and guiding development team on customer needs.
- Improved sales forecasting accuracy, utilizing data analytics to predict market trends and adjust sales strategies accordingly.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Coached and promoted high-achieving sales and account management employees to fill leadership positions with qualified staff and boost company growth.
Senior Sales Consultant
Paychex Inc
10.2001 - 04.2010
- Achieved #1 Sales Consultant in the country award multiple years.
- Achieved "Circle of Excellence" (top 10% in the organization) 5 years.
- Recorded record setting years in assigned finger lakes region.
- Coordinated sales presentations tailored specifically for individual clients'' needs and preferences.
- Utilized CRM software to track leads, monitor progress, and maintain accurate records of all client interactions.
- Established strong client relationships for increased customer loyalty and repeat business.
- Exceeded customer requirements with accurate and deliverable solutions.
- Explained important information regarding features and functions for various products so that customer was knowledgeable.
- Evaluated clients' needs and created plan of action to provide solutions.
- Applied consultative sales approach and followed strategic marketing initiatives to develop new business.
- Negotiated prices, terms of sales and service agreements.
Education
Selling HCM Software - Technical Sales
ISolved HCM Sales School
Charlotte, NC09-2024
Sales School Levels 1-4 - Sales
Paychex University
Rochester, NY04-2013
Management Training - Management
Paychex University
Rochester, NY04-2013
Bachelor of Science - Health Science
SUNY, Brockport
Brockport, NY04-2001
Skills
- Sales training, development, and coaching
- Staff management
- Promoting synergy between sales and operations
- White glove customer service and client retention
- Goals and performance
- CRM proficiency & prospect managing
- New business development
- Business Negotiating
- Empowers high-performing sales teams
- Problem-solving abilities
- Excellent communication
- Organizational skills
- Consultative sales
- Relationship building
Timeline
Sales Development Manager
Complete Processing Inc
08.2023 - 12.2024
Sales Manager
Bene-Care Inc
04.2013 - 07.2023
Sales Manager
Paychex Inc
03.2011 - 04.2013
Senior Sales Consultant
Paychex Inc
10.2001 - 04.2010
Selling HCM Software - Technical Sales
ISolved HCM Sales School
Sales School Levels 1-4 - Sales
Paychex University
Management Training - Management
Paychex University
Bachelor of Science - Health Science
SUNY, Brockport
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