TRACY COTTON-MARTIN
Los Angeles,CA
Summary
Talented Sales Leader with excellent employee development, customer service and analytics skills coupled with more than 12+ years of experience. Comfortable giving engaging presentations to clients to drive new business, expand accounts and establish brand profile. Excellent team builder and leader of initiatives.
Overview
14
14
years of professional experience
1
1
Certification
Work History
Vice President, Sales
Omnicom Group Inc. (Washington Speakers Bureau)
04.2021 - Current
- Built and strengthened relationships with new and existing accounts to drive revenue growth.
- Qualified leads, built relationships and executed sales strategies to drive new business.
- Resolved issues promptly to drive satisfaction and enhance customer service.
- Collaborated with internal teams to develop account strategy.
- Managed sales cycle to maintain solid customer base.
- Strengthened customer relationships with proactive and collaborative approach to managing needs.
- Gained understanding of goals, objectives and processes to meet client business needs.
- Attended networking events to build relationships and identify sales opportunities.
Vice President, Sales
Connex Partners
08.2018 - 04.2021
- Established sales objectives through forecasting; developed annual and quarterly sales quotas for each sector and sales executive to help project sales volume and profit for new and existing products
- Increased sales from >$600M to $1.2M in two years; exceeded quota by 12% in 2018 and 15% in 2019
- Managed, developed, and coached the sales team to ensure monthly sales targets and KPIs were met; Boosted activity metrics by 180%
- Managed team through organizational restructure after leadership turnover and subsequent layoffs; during transition managed marketing team and a new product rollout as the company moved to a different pricing model
- Built our full-scale sales operations, including adopting a new CRM, recruiting and developing talent, restructuring roles and developing sales and marketing strategies
- Identified opportunities to improve business process flows and productivity.
Vice President, Sales
The Harry Walker Agency
10.2014 - 08.2018
- Oversaw management of multi-million dollar accounts for the Speakers Agency, including client development and sales, project management, budgeting, contract negotiations, promotional writing and collaborating with celebrity and world leader clients
- Negotiated multi-year, lucrative speaking engagement contracts, appearances and corporate partnerships for world leaders, entertainers, sports figures and best-selling authors
- Developed client pitches, including researching and coordinating with various departments to present proposals and package partnership deals
Division Head of Sales
GDS International
07.2012 - 04.2014
- Led team of 34 Sales Executives in selling registration packages across various conferences; Managed sales forecasts and pipeline reports for individual Sales Executives and for each of the 28 event campaigns
- Surpassed sales goals by 19% in 2012 and 14% in 2013; Ranked as #1 sales manager in 2012 and 2013
- Coached individual Sales Executives monthly, reviewing their pipelines, results, challenges and accomplishments
- Conducted ongoing training for new and existing Sales Executives, including creating urgency, philosophy of the pitch, effective lead research, objective handling, etc.
Director of Strategic Accounts
GDS International
03.2011 - 07.2012
- Planned, implemented, managed, and evaluated 40+ U.S and international meetings, tradeshows, conferences and events
- Continued to perform in top 1% globally for client acquisitions, exceeding all quarterly targets in bringing on new Fortune 500 clients
- Built and maintained relationships with vendors, members, customers, and exhibitors; negotiated and managed 200+ contracts per year through cold calling and in-person meetings
Account Executive
GDS International
09.2009 - 03.2011
Education
Master of Arts - Marketing & Corporate Communication
University of Southern California
Los Angeles, CABachelor of Arts - Communication
University of California Los Angeles (UCLA)
Los Angeles, CASkills
- Global Sales and Marketing
- Sales Team Leadership
- Business Development and Planning
- Managing Budgets
- Operational Efficiency
- Interpersonal and Written Communication
- Client Advocacy
- Sales Performance Analysis
- Persuasive Selling
- Quota Achievement
- Sales Forecasting
- New Market Penetration
Certification
Diversity and Inclusion Certificate - Cornell University
Timeline
Vice President, Sales
Omnicom Group Inc. (Washington Speakers Bureau)
04.2021 - Current
Vice President, Sales
Connex Partners
08.2018 - 04.2021
Vice President, Sales
The Harry Walker Agency
10.2014 - 08.2018
Division Head of Sales
GDS International
07.2012 - 04.2014
Director of Strategic Accounts
GDS International
03.2011 - 07.2012
Account Executive
GDS International
09.2009 - 03.2011
Master of Arts - Marketing & Corporate Communication
University of Southern California
Bachelor of Arts - Communication
University of California Los Angeles (UCLA)
Diversity and Inclusion Certificate - Cornell University
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