Blair Shank

Blair Shank’s Resume: Senior Sales Executive & Business Development Proven success as a Senior Sales Executive and Business Development Manager with a solid history of Both Inside & Outside Sales, Extensive Knowledge in Management, SaaS (Solution Sales), Digital Marketing, and Recruiting. Specializing in working with C-Level Executives while Building Key Rapport to help Cultivate Long Term Working Relationships. Proficient in developing opportunities in new Verticals and Markets. Strong analytical and planning skills, Detail Oriented with an ability to quickly learn new Products & Services while identifying how they will bring value to the Clients. Highly Skilled Trainer and Mentor with a unique skill set to Recruit the ideal Candidate for specific Opportunities. _______________________________________________________________________________________________________ ACHIEVEMENTS Club 3 out of 4 years (PartsBase) Open satellite location for The Insurance Specialist making it completely turnkey Recruiting – Entire Hiring Process & Compensation Devolvement (Coast to Coast/AHO/Ins. Specialist) Have been in the position as an Inside Sales Manager for over 10 years.  Managed inside sales teams of various sizes, from a team of seven to a sales force of 50 plus. Top Sales Rep (Inside) for “New Business” and Retention’s Money in Money out two years in a row (PartsBase) Implemented a digital marketing platform (Coast to Coast) Grew Company Sales Revenues from $200k annually to $2.5M (Coast to Coast) Expand the Inside Sales Team by managing the Recruiting & Hiring process (Coast to Coast/PartsBase) Promoted from Inside Sales Manager to Director of Sales and Marketing Promoted from Inside Sales Representative to Inside Sales Manager Obtained MBA in 2006, Graduated Magna Cum Laude Currently writing a sales book on: Perception, Voice Inflection and Confidence _______________________________________________________________________________________________________ EMPLOYMENT Business Dev. Manager/Sales & Product Consultant (Contractor) (August 2019 – Contract Expiring) The Original Marketing Group WPB, FL (Digital Marketing Firm, {SaaS} Reporting & Automation Software) “Account Executive & Business Development” Being a Consultant, I had to assumed these Roles for the first few weeks, giving me the opportunity to develop the Call Track & Pre Call Planning using the A/B Testing Method – Among other Methods (This helped with my Leadership Skills, made for being a better Mentor & Allowed for more effective Solution Sales Training of a SaaS product Quickly became very effective in New Business Development by being very Strategic from the first stage of the Sales Cycle – Prospecting/Lead Development through the Sales Process to the Close on to the Post Sale & Customer Service Became Retention Focused, Retained my Clients By taking the time & effort to build lasting relationships Helped with the Recruiting Process for the Sales Force, Marketing and IT Departments. Mentored and Motivated the staff Providing extensive SaaS sales training focusing on Solution Selling principles and demonstration/presentation techniques Provided sales leadership and motivation for local and remote Account Managers Sales Forecasting, Processed revenue reports, created sales initiatives and goals, and documented standard operating procedures. Responsible for discovering and launching a new SaaS platform to generate enterprise class revenue Sales Manager/Business Consultant (Contractor) (Dec. 2018 - August 2019) American Health Options (AHO) Deerfield Beach, FL (Health Insurance Call Center) -Contract/Temporary Consultant Setting up and Launching Insurance Call Center- Negotiating/Contacting and handling all of the vendors Recruiting & Hiring process Built a new team of Sales Executives to advise and sell Health Insurance to individuals and Families Provided extensive sales training including Solution Selling principles and demonstration/presentation techniques Mentoring the New Sales Force Sales Reps (Hands-On Management Style) Handled all the contracting with the proper Carriers, making sure the company had all of the best Policies with the right ancillaries to give complete coverage Sales Consultant, Outside Sales (March 2016 – Oct. 2018) TriNet Corp Palm Beach Gardens, FL (Technology Platform {SaaS}, HR & Benefit Consultant) Sales tools: SalesForce, Office 365, ZoomInfo, InfoUSA, GoToMeeting/Zoom.US Lead Generation (Cold Calls, Email Campaigns, Trade Shows, Networking Events and Pop-Ins) C-Level prospect engagement only Daily and Weekly team meetings Monthly and Annual quotas along with weekly pipeline reviews Prepare ROI’s & Proposals Sales cycle management from the First Meeting through to Close Director of Sales (Hired as Sales Executive & Promoted Multiple Times) (Dec 2007 – Feb. 2016) Coast to Coast Publishing Group Delray Beach, FL (Digital Marketing & Advertising/ISO Merchant Processing & Payroll) Recruited, coached, mentored and motivated Sales, Marketing and Customer Service teams Grew the Inside Sales Force from 7 to 39 (Three teams: Two Team Leads per team with 12 reps per team, 4 in house Graphic Designers, a Project Coordinator and a Office Administrator) Developed new channels of business and lasting relationships Constant training of new products. Mentoring, One on Ones, Role Playing Developed new scripts Critiqued and made sure that all the Sales Reps (Inside/Local Outside/Remote Reps by using different Software Systems so having constant contact & help was Extremely Simplified) were exceeding their quotas Created new Territories and Verticals Implemented a Digital Marketing Platform Created compensation plan which was constantly changing with market and new products All new clients of a Certain “Status” or Spending a certain Dollar Amount Monthly was transferred into my queue Manager of Renewal Team (Oct 2005 – Dec. 2007) PartsBase, Inc. Boca Raton, FL ({SaaS} - Online Parts Locator Software for Aviation, Aerospace and Defense Industries) Launched new marketing initiatives for growing SaaS company including SEO, SEM, press releases and strategic advertising Trained and mentored team of 6-8 Inside Sales Representatives Trained team on product knowledge, sales processes, and closing strategies Achieved both new business quota and renewal quotas as performing manager Responsible for 1.5 million of the company’s revenue National and International trade show attendance including Singapore and Hong Kong. Responsible for maintaining 500+ domestic and 250+ foreign paid customers. Managed and Retained all Major Accounts (World Wide) Account Executive/Business Development (Feb 2004 – Oct. 2005) PartsBase, Inc. Boca Raton, FL ({SaaS} Parts Locator Software - For the Aviation, Aerospace and Defense Industries) Prospected and cold called Aviation/Aerospace/Defense organizations throughout the world Assisted in closing deals and prospecting leads Achieved new business quota Conducted detailed online product demonstrations Finished in the Top three of nearly 50 sales reps during the first year of employment Closed new business accounts while maintaining 80%+ renewal rate on existing clients EDUCATION Lynn University, Boca Raton, FL 2006 – BA: Major: Business Management 2009 - MBA: International Business, 3.8 GPA, Graduated: Magna Cum Laude Certifications Microsoft Office Specialist Certification (MOS) Demonstrate that you have the skills needed to get the most out of Office by earning a Microsoft Office Specialist (MOS) certification in a specific Office program.  Mentorship Certification Sigma Beta Delta – Mission, Vision, Core Values, and Long-Term Plan (International Honor Society for Business, Management & Administration) _______________________________________________________________________________________________________ TECHNOLOGY SKILLS SalesForce, Office 365, Word, Excel, Outlook, Power Point, Automated Dialing Technology, Internet Savvy, lead generation and online database research tools, Social Media, GoToMeeting, Zoom.US, Multiple CRM Systems SALES SKILLS Consultative, enterprise, solution, outside, inside, international, government and contract sales, time management, product knowledge and application, motivation, leadership, problem solving, trade show sales. Perseverance Specialties SaaS, B2B/B2C Sales, Business Development, Sales Leadership, Traditional Marketing, Online Marketing, Sales Training, Vendor Negotiations/Purchasing, Staffing &, Sales Force Structuring, Compensation Development