WILLIAM WALTERS
Business Consultant
Pompano Beach,FL
Summary
Analytical Consultant with expertise in developing and executing robust business plans. Skilled in identifying weaknesses, monitoring existing business practices and recommending effective solutions. Driven and logical with strengths in handling key accounts and exceeding expectations. William has an entrepreneurial spirit and thrives at meeting challenges head on. He is a self- motivated professional and possesses over 22 years of consulting, marketing, sales and leadership experience. His proven track record demonstrates his ability to leverage strategy and practical knowledge to drive revenue while optimizing client experience. He is a highly organized and detail orientated individual who performs well in a fast paced environment. Dedicated and focused, William is able to prioritize tasks to achieve goals. He excels at growing positive relationships with clients and colleagues at all organizational levels.
Overview
22
22
years of professional experience
Work History
Regional Sales Director
Quit Genius
Remote - Southeast US
05.2022 - 11.2022
- Accountable for large market new client acquisition
- Established ambitious sales targets, managed deployment strategies and developed go-to-market plans to capitalize on every revenue opportunity.
- Built a $2 million pipeline within 7 months and additional upside in partnership opportunities
- Forecasted annual, quarterly and monthly sales goals.
- Sell Digital Addiction Treatment services to large employer groups
- Consult with stakeholders to articulate the value of partnering with Quit Genius to save lives while reducing claims costs to self-funded medical plans
- Collaborate with leadership to enhance and refine sales process to maximize efficiency and effectiveness
- Develop and manage growth opportunities through broker and consultant channel partners
- Connected with prospects through trade shows, cold calling and local-area networking.
Senior Account Executive
Eden Health
Remote - Southeast US
07.2021 - 03.2022
- Responsible for new large market client acquisition
- Developed and executed a strategic plan to build brand awareness within territory and sell Direct Primary Care Services to large employer groups and through partners
- Consult with C-Level and VP stakeholders to articulate the value of partnering with Eden Health to reduce claims utilization and costs associate with self-funded medical plans
- Collaborate cross-functionally with internal teams to help align our product roadmap and marketing materials with prospect and customer feedback
- Develop and manage growth opportunities through broker and consultant channel partners
- Built a $5 million pipeline within 9 months and an additional $20 million in partnership opportunities for FY2022
- Promoted company offerings to diverse customers with targeted and disciplined approach.
- Networked at events and prospected for new customers with diverse strategies.
Sales Executive - Healthcare Navigation
Alight Solutions
Remote - East Region US
09.2020 - 07.2021
- Develop and execute a strategic plan to penetrate and sell Healthcare Navigation to prospects with over 10,000 benefit eligible employees (Large Market)
- Accountable for new client acquisition in a 20-state region in the eastern United States
- Articulate the “One Alight” message to prospective clients
- Consults with C-Level Executives to provide industry insights and best practices related to their 2nd largest operating expense: Employee Benefits
- Leads with a consultative approach and conducts discovery to better understand the client’s needs and complexities
- Builds business case to validate ROI
- Acts as the quarterback to engage the correct internal/external resources to support the case
- Manages pipeline and entire life-cycle of the sales process
- Manages and updates CRM (Salesforce) daily for business intelligence and visibility
Regional Sales Executive
Benefitexpress (WEX)
Remote - Southeast US
12.2017 - 09.2020
- Consistently recognized as top performer
- Booked $1.5 Million (ARR) and Ranked #2 in FY2020 prior to resigning from the role
- 2019 Plan Year - Ranked #1 of 6 Regional Sales Executives in the United States
- 2019 Sales - Closed $2.3 Million (ARR) on $2 Million (ARR) Annual Quota
- Accountable for new enterprise clients in the Southeast USA
- Build business case and provide recommendations to increase ROI - reduce total cost of ownership, save time and mitigate risk
- Collaborate with internal C-level and team leaders to strategize on deals and leverage resources to support the case
- Negotiate pricing and finalized contractual agreements to close high-value enterprise SaaS agreements
Senior Sales Consultant
Businessolver
Remote - Florida And Carribean
09.2016 - 10.2017
- Closed $1.9 Million (ARR) in Sales on $1.2 Million (ARR) Quota
- Generated new business through effective prospecting, telemarketing, territory planning and relationship building.
- Tailored approach to C-Suite, VP and Executives to build lucrative and lasting relationships
- Evaluated clients' needs leveraging a SWOT analysis to build business case, ROI and cost of no change
- Develop solution presentations and proposals encompassing all aspects and product lines of the business
- Manage sales through forecasting, resource allocation, account strategy and planning
- Utilized Salesforce to track activities and set appointments.
- Completed: “The Challenger Customer” training
Sales Director - Employer
Benefitfocus
Remote - Florida & Carribean
03.2013 - 09.2016
- Responsible for executing new high-value enterprise clients
- Ranked Top 3% of the Employer Sales Division - 2015/2016
- Top 5% 2013, 2014
- Increased territorial share by executing JMA to drive new market penetration and expand into international markets
- Quarterback the entire sales process from discovery to implementation
- Performed analysis of competition to determine strengths and weaknesses as compared to other benefits administration solutions
- Work with external partners to drive in-bound revenue
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Completed “The Challenger Sale” Training Program (CEBS)
Sales Executive
ADP
Remote - East US
07.2012 - 03.2013
- Responsible for a $18.5 Million Division
- Tasked with building and leading a sales team of 18 District Managers located in 11 major markets across the Eastern US for a new start up division
- Identify, hire, train, and coach new District Managers
- Develop structure and accountability pertaining to the DM role
- 70% travel to meet with District Managers and conduct field rides
- Collaborate with VP’s, Executives and local field leadership to create and execute growth strategies
Channel Sales Manager - Strategic Alliances
ADP
Remote - Southeast US
05.2011 - 07.2012
- Responsible for $11.8 million in partner sales (30% of overall revenue for the Southeast Division) in 7 states plus the Caribbean
- Achieved 123% of Plan FY12 YTD = $14.6 mil in annual revenue
- Increased partner contribution rate by 11% YOY
- Surpassed FY12 partner sales goal by end of FY12Q3
- 30% travel to 17 offices supporting 170 internal associates and multiple external partnerships
- Collaboration with DVP, 6 Regional VP’s, 18 Sales Executives
- Provided sales support for division/area sales leadership with channel education, measurement and performance
- Develop and execute strategy to drive sales through third party distribution, referrals, and relationships - including but not limited to: Benefit Brokers, Financial Advisors, Private Equity, Banks, Accounting Firms, and Franchises & Associations
- Develop, cultivate, educate and maintain internal and external relationships for program development,
District Manager
ADP
Cleveland, OH
07.2008 - 05.2011
- President’s Club Achievement FY11
- Ranked #1 (125%) FY11 Q1
- Ranked #1 in sales FY10
- Ranked #1 new Units Sales FY10 and YTD FY11
- Achieved 114% of plan FY10
- Attained District Manager of the Month five times
- Regional District Manager of the Month Achievement
- Responsibilities Include: prospecting for new business, analyzing administrative processes, and proving return on investment to C-level decision makers in all vertical markets
- Successful at cultivating external relationships with alliance partners to generate referrals
- Responsible for nurturing internal relationships to cross sell between divisions and multiple product/service lines
- Hand selected for Leadership Development Program & Sales Advisory Board
Account Executive
Aramark
Cleveland, OH
07.2006 - 07.2008
- Ranked #1 in sales in 2008 - Cleveland Market
- Achieved 150% of direct sales quota
- Increased territory prospects through new business development
- Completed Strategic Selling – sales training program
Account Executive - Outside Sales
AT&T Advertising Solutions
Uniontown, OH
12.2000 - 07.2006
- President’s Club Achievement and promotion to Outside Sales
- Established new accounts through cold calling and personal visits to potential customers.
- Recommended a mix of multi-media solutions to generate revenue for clients (print, internet, websites, optimizations services, direct advertising, radio, etc.)
- Served as advertising and marketing consultant to decision makers at all levels
- Consistently exceeded required sales objectives and quotas with proven results
- Maintained large sales assignments within strict time limits
Education
Business Management
University of Akron
Skills
Business Consulting
Sales training and leadership
Forecasting skills
Managing quotas
Expanding territories
Contract negotiations
Goal Setting
Pipeline development
Review of contracts
Sales processes
B to B sales
Strategic planning
Strategic account development
Database Management
Solution selling
Territory Management
Extensive professional network
Analytical problem solver
Sales presentations
Coaching and mentoring
Systems and software programs
Sales Reporting
New Business Development
Technical Skills
SWOT Analysis
Additional Information
AWARDS AND ACHIEVEMENTS
- 2019 - Exceeded Quota Achievement - benefitexpress
- 2018 - Quota Achievement - benefitexpress
- 2017 - Exceeded Quota Achievement - Businessolver
- President’s Club Achievement FY15 - Benefitfocus
- President’s Club Achievement FY12 - ADP
- President’s Club Achievement FY11 - ADP
- President’s Club Achievement 2002 - AT&T
- Promotion to Sales Executive - ADP
- Promotion to Channel Sales Manager - ADP
- Promotion to Outside Sales - AT&T
- District Manager of the Month - 5 times - ADP
- Regional District Manager of the Month - ADP
Timeline
Regional Sales Director
Quit Genius
05.2022 - 11.2022
Senior Account Executive
Eden Health
07.2021 - 03.2022
Sales Executive - Healthcare Navigation
Alight Solutions
09.2020 - 07.2021
Regional Sales Executive
Benefitexpress (WEX)
12.2017 - 09.2020
Senior Sales Consultant
Businessolver
09.2016 - 10.2017
Sales Director - Employer
Benefitfocus
03.2013 - 09.2016
Sales Executive
ADP
07.2012 - 03.2013
Channel Sales Manager - Strategic Alliances
ADP
05.2011 - 07.2012
District Manager
ADP
07.2008 - 05.2011
Account Executive
Aramark
07.2006 - 07.2008
Account Executive - Outside Sales
AT&T Advertising Solutions
12.2000 - 07.2006
Business Management
University of Akron