Kevin D. Long, MBA

Formstack

Director of Strategic Sales

Strategic Sales Manager

Pavilion

SKILLS: Software as a Service (SaaS) · Go-to-market Strategy · Sales · Account Management

Executive Member

Groundwork

Director of Sales

Led a team of 8 Growth Account Executives distributed across the United States.

Verticals:
- Healthcare
- Education
- Information Technology
- Financial Services

Manager - Growth Team

First Databank (FDB)

Part of the Sr Manager Team reporting directly to the President and then VP of Sales

- Designed onboarding plan for Business Development Representatives that reduced payback time for new hires by 50%
- Increased total pipeline generation by 115% YoY
- Spearheaded cross-functional team to redesign our sales process
- Created compensation plan and territory alignment strategy to increase activity and results by over 45%

Sr. Sales Manager

FE Moran Security Solutions

Brought on as part of the Sr Management Team, reporting to the Chief Commercial Officer. 
Focusing on process improvement coupled with consistent coaching we were able to achieve:
- Record pipeline creation in Q1 2020
- 35% increase in net-new average opportunity size
- Increased account retention by 22% YoY through proactive account health strategy
- Increased revenue by double digits through named account strategy with current clients
- 45% increase in the number of opportunities discovered

Director of Inside Sales, Retention and Business Development

Access Information Management

Built the first-ever inside sales and account management team. Recruited, trained and developed team from the ground up resulting in multiple President's Club winners in first year. Achievements include:
- 175% to goal in both Total Revenue for the year and Recurring Monthly Revenue
- Spearheaded training and on-boarding program bringing little to no experienced reps to quota busting high achievers
- Selected to create and implement demand creation referral programs across North America resulting in over 20 referrals passed per week
- Developed onboarding and ongoing training program that enabled entire team to be over 100% to quota within 90 days
- Coached team of 7 sales hunters to achieve 175% to goal through weekly training and desk-side coaching sessions. Resulting in record top-line revenue growth.
- Leader of an inside account management team consisting of 10 tenured remote named account executives responsible for retaining and growing $15.5M in annual recurring revenue 
- Enterprise AM team exceeded goal attaining over 98% retention, 15% Book of business growth, and led the company in cross-selling referrals to the digital sales team
-President's Club leader directing 3 people on team to achieve President's Club in 2018 and 2019


Access Specializes in:
- New account activation
- Cross-sell/upsell existing accounts
- White space penetration in new and existing market opportuntities 
- End to End Information Governance Strategies
- Custom Automated Digital Workflow Solutions
- Secure Digital Conversion, Storage, & Retrieval 
- Secure Physical Storage and Retrieval
- Data Protection & Disaster Recovery
- Secure Destruction of Paper & Media

http://informationprotected.com/

Sales Director - Enterprise Inside Sales and Account Management North America

Account Manager for Top 300 accounts in Indiana, Ohio and Minnesota. 

-Retained 100% of all accounts assigned
-Grew total revenue in assigned accounts 110%
-Managed relationships internally and externally between clients and operations
-cross-sell, up-sell and add new locations to named accounts.
-hunt new locations that are outside of the current serviced locations
-Promoted internally to build a brand new team at corporate headquarters and lead inside sales efforts for North America

Regional Account Executive

Shred-it

Promoted to lead a team of past peers. Leader of Sales Team, New Business Development, Closer of Large Target Accounts, Business Operation for District, P&L Management, Coach and Develop team of 15 sales professionals (comprised of Account manager, inside and outside sales) into future leaders

Consistently crush quota by empowering my team to be better versions of themselves!

FY 15'- Achieved 116% To Budget - Sent 1 rep to President's Club
FY 16'- Achieved 160% to budget- - Sent 2 reps to President's Club
FY 17'- Achieved 177% to Budget
Finished #4 out of 52 District Managers

Invited to spearhead opening the Regulated Medical Waste division within the Indiana and Central Illinois territories.

Salesforce.com Certified Super User responsible for training, reporting and on-boarding new peers and sales executives to the CRM.

Consistently nominated to pilot new initiatives and programs in the Central Region

District Sales Manager

Promoted to District Sales Manager within one year back at Shred-it
Achievers Club Q1 2015 175% to Goal
Achievers Club Q2 2015 220% to goal
Achievers Club Q3 2015 217% to goal

Current Automatic Qualifier Presidents Club 2015. Ranked 17th out of over 240 reps company wide. 

YTD Average weekly revenue 204% to quota

With the average security breach costing business $5.85 million in fees and lost revenue, you can't afford to take a chance that your documents will end up in the wrong hands. Shred-it has a range of destruction services to meet your daily or occasional need to safely dispose of unwanted or outdated confidential information.

Sales Executive

-12 month average revenue per CSA over $78, consistently topping Central Region Stack Ranking
-First team member to close LVO accounts < $525 revenue per period within my first year
-Cold called, tele-prospected, motivated and closed new clients contacting 200+ people weekly
-Developed and executed territory management plan growing revenue month on month
-Exceeded daily, weekly and quarterly sales quotas of cold calls, meetings held, meetings closed, strike rate, close rate, and all other sales targets
-Consistently lead all sales in Ohio, Indiana, and Kentucky district in regards to profitability, revenue and total sales closed per month

Harrison College

Finished #2 in entire company for enrollments out of over 100 admission reps in 8 campuses. 
Achieved MVP Award during my first full year! 
-Prospect, develop, motivate and retain existing and new admissions leads
-Conduct personal interviews, phone calls, and follow-up activity in order to recruit and enroll qualified students
-Collaborate with departments of Financial Aid, Academics, and Career Services tracking new enrollment through the entire corresponding process

Admissions Representative

I am a professional and passionate career-minded sales executive. Priding myself in my knowledge of the consultative sales process coupled with my work ethic, my true passion is finding what is best for my clients (internal and external)! 

I’m always looking for new partners and top sales candidates to join our team nationwide. Please contact me directly if you are interested in joining a winning team!

Competitive and self-motivated team player dedicated to building lasting business relationships.

My main goal is to help teammates achieve more than they ever dreamed of through coaching and development. 

--My Myers Briggs Personality type is ENTP

--My top 5 signature themes according to the Clifton StrengthsFinder are Competition, Maximizer, Command, Futuristic, and Significance

Specialties: #Coaching, #Training, Teaching, Rep Development, New Hire On-boarding, #Prospecting, developing leads, cold calling, objection handling, negotiation, closing sales, consultative sales process, social media and networking, #Businessdevelopment, #Growth #AccountManagement

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