JAMES R. JOHNSON
Lexington
Summary
Sales and Sales Enablement professional of 12 years experience with a proven history of building out territories in markets with and without historical market penetration. Created robust sales training programs, and have executed on onboarding and ongoing training for experienced sales reps. Experience selling in both the field and inside sales environments. Organized with a keen eye for detail, demonstrated ability to prioritize and manage large books of business while still acquiring net-new accounts. Thrive in fast-paced, collaborative and diverse environments.
Overview
12
12
years of professional experience
Work History
Sales Enablement Lead
2-10 HBW
05.2023 - 12.2024
- Established a consistent onboarding process and training curriculum for all new sales hires, reducing time to full productivity by streamlining training materials and resources.
- Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Developed a comprehensive library of sales enablement assets, including case studies, whitepapers, and presentations that helped reps quickly address prospect needs.
- Managed cross-functional projects aimed at improving overall sales operations and support functions, resulting in better alignment between departments.
Project Coordinator - Sales Ops
2-10 HBW
10.2021 - 05.2023
- Kept projects on schedule by managing deadlines and adjusting workflows.
- Supervised multiple projects from project start through delivery by prioritizing needs and delegating assignments.
- Liaised between sales and operations to facilitate communication and keep appropriate parties updated on project developments.
- Monitored project progress, identified risks and took corrective action as needed.
- Trained new field sales hires.
Senior Account Executive, Mid Market
Apartment List
12.2020 - 10.2021
- Attained 116% of quota by the time I left the company.
- Built rapport with prospects and clients at every level including property managers, regional managers, and C-Suite leadership
- Maintained a consultative approach by providing data and analytics to highlight client success and gain buy-in to purchase additional premium services
- Subject-matter expert on Apartment List suite of solutions, property management software & client’s challenges
- Conducted regular portfolio review’s to highlight customer success, uncover additional acquisitions, and find opportunities for revenue growth
- Mentored under project management team, to learn that side of the business when I had free time.
Field Account Executive
National Credit Care Group
12.2016 - 12.2020
- Real Estate Software
- Consistently generated an average of $1.6M in ARR, exceeding company quotas of $1.1M
- Identified performance gaps to develop onboarding and training material for account executives
- Regularly led sales presentations & seminars on our product with attendances ranging from10 to450 attendees
- Organized and facilitated seminars about sales methodologies to bolster team knowledge and improve performance
- Created a comprehensive training guide given to all newly hired Account Executives
- Maintained market growth by traveling to mid-Atlantic region26 weeks out of the year
- Gathered buy-in at every level from front line staff to C-Suite leadership
Outside Sales Representative
American GLI
10.2015 - 12.2016
- Industrial & Commercial LED Lighting
- Implemented effective strategies to consistently achieve and outperform established sales goals managed30 established accounts and added20 additional accounts against a quota of15
- Generated400k against a quota of300k
- Maintained and expanded a robust account portfolio, continuously boosting revenue and securing new accounts
- Fostered lasting professional relationships with clients by identifying their needs and providing customized solutions
- Answered client inquiries and requests, providing information in a prompt and professional manner
- Responded to client grievances, working efficiently to resolve issues in a timely manner
- Ensured adherence to project deadlines while complying with all outlined policies and procedures
Recruiter
Medicus Healthcare Solutions
10.2014 - 10.2015
- Healthcare Staffing Firm
- Located and contacted potential candidates through cold calling, database sourcing, the Internet, academic journals, medical associations, mass mailings, and referrals
- Created and administered compensation surveys to develop marketing proposals
- Scrutinized recruiting plans according to each individual contract
- Interviewed with physician candidates to inform them about hospital locations, compensation, composite development, malpractice details, and details about the community
- Crafted engaging content to disseminate through letters and postcards mailed to physicians
- Coordinated with the scheduling department to ensure sufficient staffing by filling open shifts, as well as addressing full time and part-time needs
- Participated in various conferences and job fairs located both in-state and out of state
Sales Consultant
CarMax
09.2012 - 10.2014
- Automotive Retail Sales
- Outperformed expectations, consistently being recognized as a top3 sales performer within a team of over40 consultants
- Obtained a CarMax mentor certification in February2013 in order to guide and mentor new sales consultants
- Trained new consultants to assist them in successfully achieving all steps of the sales process
- Awarded with the Presidents Club Award within my first eight months of employment
- Awarded with the Above & Beyond award in December2013, recognizing exceptional performance
Education
B.A. - PSYCHOLOGY
University of Arizona
01.2014
Skills
- Salesforce Lightning
- Microsoft Suite
- SaaS
- Field Sales
- Prospecting
- Client Retention
- Account Management
- Sales Training
- Challenger Sales Method
- Project Management
- Agile Project Management
Awards
Top Performer Inside Sales Olympics - Apartment List, 2021
Rookie of the Year - National Credit Care Group, 2017
Presidents Club - Carmax, 2012-2014
Timeline
Sales Enablement Lead
2-10 HBW
05.2023 - 12.2024
Project Coordinator - Sales Ops
2-10 HBW
10.2021 - 05.2023
Senior Account Executive, Mid Market
Apartment List
12.2020 - 10.2021
Field Account Executive
National Credit Care Group
12.2016 - 12.2020
Outside Sales Representative
American GLI
10.2015 - 12.2016
Recruiter
Medicus Healthcare Solutions
10.2014 - 10.2015
Sales Consultant
CarMax
09.2012 - 10.2014
B.A. - PSYCHOLOGY
University of Arizona
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