Copia Automation

Brought onboard to build out the Enterprise Sales Team and GTM plan

Enterprise Sales Director

DS-IL LLC

Co-Owner

Whitney Reynolds Show

Rapid Robotics, Inc

We are opening up the traditional robotics TAM by decreasing the financial burden and increasing the speed to value of bringing automation into manufacturers in the US!

Sales Director

Plex Systems, Inc.

Pitched organization shift to high focus role growing and leading a new team.  Team of 4 F&B sellers and added 1 supply chain planning AE.
-105% of Q1 quota; 130% of Q2 quota; likelihood with pipeline to achieve Plex Elite Club
-Grew F&B rolling 4q rolling pipeline by 2x
-Led the creation of a sub-industry focus and associated activities (Data/Marketing/website)

Director Of Sales - Process & Food and Beverage & DemandCaster (S&OP) 

Led team of 8 Senior Account Executives.  Responsible for strategy development, demand generation, forecasting and pipeline management, sales execution, and Account Executive hiring and development.  Frame approach around MEDDICC deal qualification & Challenger Sales methodology.
-Team Average ACV ~$152k on 3-5 year contracts
-Averaged 97% attainment
-Annual ACV quota:  $3.2M of ACV contribution
-Created “Techy Tuesdays” an educational series on the manufacturing

Director Of Sales - Process (US) and Discrete (Western US) Manufacturing

Sr. AE at Plex Systems for Mid Market and Enterprise.  Responsible for all new client interactions in the Midwest to East Coast in process manufacturing.  Prospecting to close.

Results:
-Sold 31 new accounts
-During tenure personal ACV average from $65k ACV to $175k  
-177% of 2016 plan; 87% of 2017; 103% of 2018
-AE of the Quarter Q1 & Q3 2016; Q2 2017
-AE of the Year, 2016
-Developed sales pipeline of approximately $2.0M

Trained on:
-Strategic Story Telling (Kinda Hall)
-MEDDICC Deal Qualification (Force Management)
-Challenger Sales Model/methodology 
-Situation Sales Negation techniques (Corporate Visions)
-Introductory Sales Led Demo techniques (Internal - Certified 10/17)

Plex Systems is a cloud based ERP that was built from the plant floor up.  It is the only cloud ERP that specializes in manufacturing and plant floor-focused execution.  Our cloud solution powers innovation based on real-time, anywhere access to information, instantaneous communication and global collaboration.

Senior Account Executive

Voxware

Hired by CEO to grow the Midwest market in a complex sales process involving multiple corporate functions.  Engage with new prospects, current customers, and partners.  Offering includes both SaaS and licensed/perpetual software, as well as related hardware.  
-Developed sales pipeline of approximately $2.0M
-Sold two new business SaaS customers (5-year contracts - $54k and $85k) and one license based for $325k
-Sold $117K of add-on revenue to current customers
-Migrated 1 customer from perpetual licenses to SaaS
-Created relationship with partner who sold 2 new accounts contributing $160k

Voxware delivers a Cloud/SaaS software and is a pioneer in the voice-enabled communications industry.  Our cloud offering is the first to the market place just as our original solution.  This new market disruption and enhancements to our product have enabled our customers with more flexibility of the solution, faster realization of value and protection against future changes to technology or their own business.

Account Executive

Codifyd (formerly ByteManagers)

Tasked by CEO to develop a new service offering.  Created market penetration strategy, pricing structure, marketing material, service delivery structure, and training program for future sales representatives.  
-Executed fastest 1st sale in company’s history for a new AEs
-Sold additional lines of business to 3 current customers by uncovering undiscovered opportunities
-Sold 3 new business customers

Also sold consulting services:  Search engines (Endeca, Solr and FAST), ERPs (SAP, Oracle, Sage, and Microsoft), PIM/PDMs (Heiler, Stibo, Prophet 21) and DMS/CMS/ERMs (Onbase, Documentum, Kofax, Digitech, Autonomy, Alfresco).

Sales Representative

Cintas

Promoted to sales management position and tasked with turning around an under-performing sales team.  Learned first-hand the importance of hard work and having the right people.  Improved the sales team by leading by example with passion and hard work, hiring the best talent and removing under performers.  

-Initially managed 13 sales reps; evaluated sales representatives and territories and consolidated to 6 territories to increase productivity and manage expenses
-Drove sales productivity higher by 23% from Q3FY08 to Q1FY10; exceeded 2nd full year projection by 9%
-2nd year 159% to Plan. 

During third year was asked by upper management to concurrently manage sales team and open document storage business in Chicago.  Without a service center, staff, or sales team.
-Landed 3 anchor clients and developing a sales team for the Chicagoland market
-Contract values were $2.2M, 1.1M and 600K.  
-Also involved with many other greenfield activities during this time
-Initiated additional productivity accelerators of quarterly sales and personal goal presentations, weekly mailers, referral sheets, target trackers, book club, and competitor binders

Sales Manager

Quickly became a top performer and highly respected sales person on 15 person sales team.  Exceeded goals by developing time and territory management practices in a highly diverse sales territory.  Results oriented sales environment: 
-North Central Best of the Best (Out of ~80 reps): #1:  Q1'07, Q2'07, Q4'07, Q3'08, Q4'08, 12/08; #3:  Q2'09, Q3'09  
-Cintas Achiever's Club - 2007: Q2/3/4 2007; 2008: Q1/2/3/4
-Cintas President's Club - 2007, 2008 
-Nominated to be one of 55 to participate in nation-wide pricing study.
-Assisted in hiring process for new hires.
-Nominated to Captain's Club

Outside Sales

CH Robinson

My first role out of college was a fantastic opportunity to build a solid foundation and understanding of activity metrics critical for success.  Learned the strategies and principals of new account development and customer relationships.  Completed sales training program and was chosen to be in the leading sales group.  Acquired 5 new accounts through cold calls and 2 from a referrals.  The position demanded multi-tasking and acting decisively in a numbers-driven, competitive sales environment.

Sales Leader

*Father of twins, Runner, Reader, Churchgoer, Reliable Friend, Handyman
*Trained in Challenger, Force Management, MEDDICC, and Franklin Covey
*Not all readers are leaders, but all leaders are readers - Harry Truman

Taplio

David Heiner's Linkedin Analytics

David Heiner

Want to drive more opportunities from LinkedIn?