Robert Half

Technology Practice Director

Farrell's eXtreme Bodyshaping, Inc.

Instructor

SHI International Corp.

Focus on building and growing business for the major K12 and Higher Ed Institutions within Iowa and Nebraska

Sales Growth:
- 2024: 
            -#1 Seller in West Region for GM % to Target
            -Finished at 243% to goal for the year.  Goal was $152k GM.  Ended at 352k GM
            -161% YOY Growth
            -Total Rev: $3.85 Million
           

-June 2023 to EOY 2024: 94.4% to goal. Goal of 67k GM, got to 63k GM. (First 6 months on Job)

Side Note: GM is Gross Margin.  Because SHI is a VAR we don't recognize revenue and only our sales by the margins we make.

Public Sector Account Executive, Education

Collective Data

Primary focus on prospecting government, law enforcement, and federal/state accounts.

Sales Growth
• In 2022 generated $440k+ ARR and surpassed yearly sales goal to achieve 110%
• In 2022 increased average ARR deal size from previous year by 52.06% 

Sales Awards:
• Achieved President’s Club Status for achieving sales quota of 110% total annual sales in 2022

Activity
On average generating 4+ demos a week
200+ outbound calls weekly to qualify sales leads
Sourced multiple leads from cold out reach such as phone, email, and high use of tailored videos.
Leading and assisting sales demos/presentations
Responding to multiple RFP’s

Sales Development Representative

⬥ ●	Managed book of business that exceeded $1 Million recurring revenue

⬥ In 2021 grew 6 accounts ARR from $27,195.50 to $90,275 for a total of 231.94% sales growth
in SaaS

⬥  Before role transition, in 2022 assisted with growth in ARR from $10,377 to $31,397.50 for a
total of 202.56% sales growth in SaaS

⬥   Implemented 8% increase on accounts for support contracts that did not convert to SaaS yet.

⬥Through the client journey mapping process, we will:
     -Ensure every touchpoint is intentional, consistent, and measured leading to a 
competitive advantage
     -Begin building effective account plans that aid in identifying all key players who 
influence the need or preference for our solution
     -Develop an account planning process that will help identify resources needed 
to achieve growth objectives that can be managed by goal setting 
     -Assume a consultative selling relationship built on trust to add value for our
clients by helping them save money, make money, or manage risk

⬥Role model/develop standards for proficiency in client advocacy

⬥ Considering the lifetime value of a client, participate in the development of upsell 
and cross-sell programs that resolve client issues while increasing revenue

⬥ Develop a collaborative partnership that includes, but is not limited to personnel from 
support and application development 

⬥ Commitment and consistent application of Collective Data Core Values

Client Success Manager

•  In 2021 assisted with $87,250 of $505,470 new business revenue
• Qualify leads from marketing campaigns as sales opportunities through research that 
leads to identifying key players and decision-makers to generate interest 
• Contact potential prospects through cold calls, e-mails, 
social mediums, and video outreach 
• Present Collective Data to potential prospects while seeking to understand the 
prospect’s needs to begin a conversation that leads to suggesting a potential solution 
and demonstration 
• Build long-term trusting relationships with prospects and existing clients
• Proactively seek new business opportunities within the target market 
• Team with strategic partners to continue the building of a pipeline at the top of the 
funnel 
• Establish meetings and / or demos with prospects 
• Assist with client upgrade sales process calls and demos
• Client spec requests
• Assist support and take existing client calls when needed
• Other duties as assigned

Republic Services

● Secured book of business from 70% to 74%
● Partnered with the operations team, to address customer services issues.
● Effectively maintained and retained existing customers by building long-term relationships
● Responsible for minimizing rate restrictions and customer credits.
● Utilized Salesforce documenting all activities including calls, meetings and proposals.

Account Manager

● Led and managed a team of 4 individuals 
● Managed book of total business exceeding 2+ million dollars recurring revenue
● In 2020 increased ARR on 15 accounts from $183,004 to $267,324 for 46.07% sales growth
● Developing a process that ensures less than 3% churn annually 
● Enhancing standards for proficiency in client advocacy 
● Building an account planning process that will help identify resources needed to achieve growth objectives that can be managed by goal setting 
● Creating a client onboarding model that ensure effective sell through, client satisfaction post-sale, and the establishment of long-term mutually beneficial relationships

Client Success Manager Lead

● Duties include, but not limited to contacting prospective clients through cold calls, e-mails, social mediums, and video outreach 
● Qualify incoming leads from marketing campaigns as sales opportunities through extensive research  
● Work closely with business partners and/or Regional Sales Managers to meet/exceed company deadlines and goals  
● Consistently meet and exceed sales metrics and expectations

● Professional client trainer  
● Delivered effective onsite training with clients in effort to provide full software optimization  
● Partnered with account management teams to coordinate and execute required training materials  
● Mentored clients and provided post training follow-ups to ensure customer satisfaction and active used of software/products  
● Transformed and modernized training material to enhance user experience

Client Trainer

● Analyzed CMS applications for appropriate functionality to align with corporate needs  
● Created automations to merge customer inquiries with sales support teams  
● Developed and executed customer surveys to measure NPS and yielded a 33% response rate 
● Analyzed data to prioritize training, and support technological/product promotional needs

Marketing Intern

Target

● Oversaw and led a team of 30+ cashiers and guest service team members  
● Ensured net promoter scores stay above a goal of 80% for guest service experience  
● Challenged team members to improve, develop, and grow professionally within the organization  
● Responsible for coaching team members on performance and behavior

Guest Service Team Lead

● Managed a team of 10+ full time employees  
● Led the charge in Red Card results with over 70 Red Card applications in the course of 1 year 
● Drove growth in the beauty department resulting in an increase of +.46 from the 2016 fiscal year 
● Trained, developed, coached, and challenged new and existing employees

Sales Floor Team Lead

● Oversaw cashiers and guest services 
● Exceeded company expectations in promotional sales by placing the top 3 of Red Card applications in the 2015 fiscal year  
● Delivered world class customer service to all guests  
● Coached employees on sales approaches and company goals

Guest Service Agent

Took on numerous roles from cart attendant, cashiering, sales floor, grocery, electronics, back room, and planograms

Team Member

As a Technology Practice Director at Robert Half, I empower businesses across industries by aligning them with top-tier tech talent and solutions. Committed to fostering innovation and success, I focus on building collaborative relationships, solving challenges, and driving results that help organizations thrive in today’s dynamic digital landscape. Let’s connect!

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