Timothy F.

• Delivered 111% to a $13,478,436 team quota through disciplined execution, coaching, and pipeline operating rhythms.
• Helped build a new sales department from the ground up focusing on hiring, onboarding, and developing Account Managers, including training, workflow design, and performance management.
• Architected an enterprise grade sales operating system including discovery framework, multi-stakeholder talk tracks, cadences, and Salesforce standards.
• Developed the team’s Salesforce reporting environment, enabling leadership to forecast accurately, measure rep performance, and identify revenue opportunities faster.
• Introduced a rigorous accountability model with daily activity expectations, talk track adoption, and follow-up standards that ensured consistent execution across the team.
• Led a territory turnaround from –28.6% YOY decline to +18.3% YOY growth, reversing a multi million dollar shortfall through strategic targeting and improved customer workflows. (-$4.9M to +$2.2M)
• Generated $859K in incremental revenue outside assigned territory by sourcing, qualifying, and routing cross-department opportunities
• Served as strategic lead for the launch of a new medical tech (SaaS) sales vertical, owning early-stage GTM structure, training development, and process architecture.

Palmetto Solar provides solar energy solutions and services to residential and commercial clients.

• Led a sales organization focused on coaching, reporting, and enhancing conversion performance.
• Developed compensation plans and staffing models to maximize lead conversion outcomes.
• Built performance reports to drive month-over-month improvements and strategic leadership decisions.
• Conduced biweekly pipeline reviews to enhance forecasting accuracy and accountability.

• Headed national sales development and account executive team of over 40 reps and managers over all US regions.
• Trained, coached and developed an outbound sales team executing full cycle complex B2B sales, navigating multi-stakeholder buying committees from prospecting through close.
• Scaled the Sales and SDR teams from 16 to over 40 total FTE.
• Partnered with marketing to develop account-based targeting strategies, ICP definitions, and GTM campaigns aligned to enterprise demand generation..
• Collaborated with marketing to develop white page content and GTM strategies.
• Improved SDR lead / demo set conversion from 5% to 14% (YOY). Maintained a show rate of 80% and a Stage 2 conversion of 65%.
• Increased SMB sales team average contract value of $1,300 to over $2,000 (YOY)(+70%).
• Raised the average Per Employee Per Month (PEPM) contract value from $17 to over $25 (+35%).
• Developed compensation and incentive plans for the organization.
• Worked with sales enablement to develop and update new-hire and recursive training programs.
• Created and managed reports Salesforce dashboards and monthly forecasting and quarterly projections.

• Built and led an Outbound Sales team of 20 account executives and two managers
• Co-facilitated Sales Demos and contract closings of Enterprise Telecom and SaaS services packages.
• Created and manage relationships with internal and external associates and business partners
• Worked with team and leadership to plan and deliver year over year sales productivity
• improvements
• Conducted weekly meetings with individuals and Senior leadership to review and maintain pipeline integrity and sales forecasts
• Increased average sales of individual contributors by an average of 45% MoM ($45k to $65k).
• Led growth in sales of strategic growth products by 120% (largest increase of any sales group)
• Established revenue, productivity and performance objectives
• Drove performance reviews and development planning
• Provided strong customer escalation management

• Manage daily operations of the customer care department in the Fort Mill, SC facility.
• Responsible for 150 direct reports throughout the year. During peak season scaled up to 450 direct reports.
• Created and implemented standardized performance tracking reports and agent performance standards that have increased productivity by 33% year over year.
• Implemented performance coaching processes that have resulted in higher quality agents resulting in a lower cost per contact that has saved the company over $100K in operational budget year over year.
• Created and implemented a special tasks team off leads to handle one-off duties resulting in a more efficient streamlining of staff saving over $250K in operational headcount.
• Responsible for recruiting and hiring numbers for Fort Mill site.
• Managed the onboarding and offboarding of the customer care team.
• Responsible for maintaining labor budget operational work hours.
• Partnered with and help manage our workforce management team to forecast operational needs.
• Manager of local recognition team to help maintain and increase employee morale.

Charter Communications is a leading broadband connectivity provider offering internet, TV, and phone services under the Spectrum brand.

• Directly managed a team of sales coaches across the Carolinas region, enhancing sales team performance.
• Implemented sales performance guidelines in collaboration with managers and directors.
• Delivered comprehensive performance evaluations for direct report employees.
• Led the team to surpass sales goals by 9%, achieving $4 million in incremental revenue in Q1 2014.

• Creation, Implementation & Management of sales incentives and compensation plans on a regional level.
• Managed call center supervisors and their teams toward team performance goals.
• Interview potential new hire candidates for Customer Care.
• Designed and implimented personal action plans for improved performance & productivity throughout the call center.
• Directed Charlotte Care Sales to over 100% financial budget in 2011 & 2012.
• Consistently coached and managed low performers to increase sales yield over 150%.