REGIONAL VP of SALES | EXECUTIVE SPONSOR, SOCIAL SELLING PROGRAM 2014 – PRESENT
Reporting to the SVP of North American SaaS Sales, responsibilities include managing the Western US enterprise, public sector and small-to-medium-sized businesses (SMB) SaaS sales and marketing organization. Also serving as the N. American Executive Sponsor for PGi's N.A. Social Selling program. Full accountability in the management and oversight of sales, marketing, including corporate profitability/growth objectives. Develop sales directors, sales and support associates; build a top performing sales organization, implement comprehensive sales strategy including business plans, quotas, compensation, incentives, forecasting, competitive analysis including organizational/talent development.
STRATEGIC ACCOUNTS BRANCH SALES DIRECTOR (PROMOTION) 2013 – 2014
Engaged by National VP of Sales to transform strategic accounts segment (Fortune 50) into top-producing team generating nearly $300M in revenues while minimizing costs and stimulating bottom-line growth. With 8 direct and nearly 100 matrix-managed sales and support associates, managed profitability and growth, implemented comprehensive sales strategy including business plans, quotas, compensation, incentives, forecasting, competitive analysis and organizational/talent development. Executive go-to person for complex team dynamics requiring immediate action and results.
PUBLIC SECTOR AREA SALES MANAGER (PROMOTION) 2011 – 2013
Reporting to the Western Regional Sales Director, boosted sales performance and channel brand visibility with key regional clients in education, healthcare, local/state government, utilities and federal sectors. With eight direct, and nearly 60 indirect reports, accountable for $110M in annual revenues, including sales, customer experience, operations, financial performance and employee satisfaction. Created and managed goals, objectives, contests, marketing plans, retail store engagement practices, individual, indirect channel performance and established operational policies.
CLIENT ACCOUNT DIRECTOR (PROMOTION) 2007 – 2011
With direct accountabilities to the Enterprise Accounts Branch Manager, core responsibilities in strategic marketing, sales and business development of the McKesson Corporation account, a Fortune 14 company. Grew business from contract values of $7.2M to $36M. Led and administered complex account planning sessions while managing 60+ regional account managers, a 14 member dedicated account team and an outsourced business services channel partner to drive business sales. Administered robust communication and brand awareness marketing strategy to create efficiencies in sales process and client fulfillment. Served as relationship manager for all escalations relating to operations, sales, contract, legal and service delivery
NATIONAL ACCOUNT MANAGER (RECRUITED) 2004 – 2007
Reporting to Branch Sales Manager, managed Fortune 500 accounts totaling $20M+ in annual revenue. Accounts included Cost Plus World Markets, Ross Stores, Yahoo, Matson Navigation and Intuit Corporation. Led strategy and complex account planning sessions with regional account managers. Negotiated with cross-divisional leaders to effect complex contract terms and conditions to meet the requirements of clients.
University of California, Berkeley and St. Mary’s College | Bachelor of Arts, Business Management | GPA: 3.61/4.0
Strategic Selling and Conceptual Selling – Miller Heiman
Cold Calling on the Telephone and Calling on the Top-Level Decision Makers – Hocutt and Associates
Counter-Intuitive Selling – Strategic Selling
Financial Selling, Consulting Practice, Advance Leadership, Sales Presentations
Sales Discovery and Account Analysis Training, a 12-week course, Boston Consulting Group
Education and Certifications
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