Zackary Kellogg
Londonderry
Summary
Operations professional prepared for this role with strong analytical skills and strategic mindset. Demonstrated ability to streamline processes, optimize resources, and enhance operational efficiency. Strong focus on team collaboration and adaptability to changing needs. Expertise in data analysis, project management, and problem-solving, ensuring reliable and impactful performance.
Overview
11
11
years of professional experience
Work History
Revenue Operations Analyst
Merchants Fleet
Hooksett, NH
12.2023 - Current
- Drove 10% YOY growth by developing and implementing advanced Salesforce processes designed to optimize pipeline visibility, sales funnel management, and KPI tracking.
- Empowered data driven decision-making by utilizing Salesforce, PowerBI, and Excel to design and deliver dynamic dashboards that significantly enhanced operational efficiency across the organization.
- Engineered an internal scorecard system to monitor marketing performance against KPIs, aligning cross-functional efforts with strategic business objectives and improving overall marketing effectiveness.
- Streamlined lead intake, forecasting, and Salesforce layouts, eliminating bottlenecks and driving a 10% YOY increase in business performance through process optimization.
- Redesigned the sales conversion process, resulting in a 20% increase in opportunities and a 10% improvement in closed business by addressing operational inefficiencies and enhancing optimizing workflows.
- Championed enterprise change management initiatives, strengthening team capability through targeted training and collaboration to ensure successful transitions and long-term business impact.
- Delivered critical insights and reporting on sales performance to C-Suite executives, creating self-service dashboards that enabled leadership to independently monitor and align with strategic goals.
- Work cross-functionally with sales, leadership, finance, and marketing teams to design and execute sales strategies.
- Manage the business relationships with a portion of our technology stack.
Manager, Inside Sales & Analytics
Merchants Fleet
Hooksett, NH
12.2022 - 01.2023
- Created new MBO commission plans for new hires. While also creating reports and dashboards for sales leaders and reps to track their progress.
- Developed and implemented the Marketing Response Representative (MRR) position, reducing response time and increasing closed business, enhancing overall marketing efficiency and driving revenue growth.
- Revamped the scoring and grading process to mirror our new GTM strategy.
- Managed a team of BDR’s and helped get both promoted in the business within two years.
- Created new workflows to enhance the buyers journey.
- Trained BDR’s and Sales team members on new enhancements that would help them be more productive.
- Managed the business relationship with our digital marketing firm.
Business Development Specialist
Merchants Fleet
Hooksett, NH
09.2020 - 12.2022
- Created and optimized Salesforce reporting tools, streamlining database cleaning processes and improving production efficiency by 20%, while ensuring enhanced data accuracy and consistency.
- Designed and executed Account-Based Marketing (ABM) strategies that resulted in a 5% increase in opportunity generation, driving more targeted and effective lead generation efforts.
- Established and formalized a reporting cadence for Sales and Marketing teams, driving accountability and ensuring alignment with departmental growth objectives and annual performance goals.
Sales Support Specialist
Secondwind Water Systems
Manchester, NH
03.2019 - 03.2020
- Led the development of a travel optimization system for sales representatives, reducing travel time and increasing sales call frequency by 20%, enhancing overall sales productivity.
- Designed and implemented targeted product training for technicians, equipping them with the expertise to accurately recommend and sell appropriate equipment during service calls, resulting in a 12% month-over-month increase in tech sales.
- Streamlined the intake process by refining key questioning protocols, improving operational efficiency while capturing critical customer insights to inform sales strategies and decision-making.
- Drove the integration of embedded sales practices by delivering specialized training to technicians, contributing to a 5% MoM growth in embedded sales during service visits.
Senior Account Specialist
Enterprise Rent-a-Car
Manchester, NH
06.2015 - 03.2019
- Spearheaded a 12% increase in branch growth over the course of one year through strategic account management, fostering strong customer relationships, and implementing high-impact sales strategies.
- Consistently surpassed monthly sales targets by over 10%, directly contributing to significant revenue growth and consistently achieving organizational performance objectives.
- Achieved a customer satisfaction score of 88% by proactively gathering and analyzing customer feedback to drive targeted improvements in service quality and client retention.
- Led the onboarding and mentoring of new team members, accelerating their integration and enhancing team productivity and operational effectiveness.
Education
Bachelor of Science - Business Administration
Southern New Hampshire University
Manchester, NH05-2015
Skills
- Sales Process Optimization
- Salesforce CRM Management
- KPI Tracking & Performance Metrics
- Change Management
- Lead Generation
- Forecasting & Sales Strategy
- Automating reports
- Strategic thinking
- Attention to detail
- PowerBi
- Advanced Excel
- Lead Scoring & Grading
- Data analysis
- Workflow optimization
- Operational efficiency
- Pipeline management
- Sales technology
- Sales process optimization
- Staff training
Timeline
Revenue Operations Analyst
Merchants Fleet
12.2023 - Current
Manager, Inside Sales & Analytics
Merchants Fleet
12.2022 - 01.2023
Business Development Specialist
Merchants Fleet
09.2020 - 12.2022
Sales Support Specialist
Secondwind Water Systems
03.2019 - 03.2020
Senior Account Specialist
Enterprise Rent-a-Car
06.2015 - 03.2019
Bachelor of Science - Business Administration
Southern New Hampshire University