Kate Miller
196 River Road, Lake Forest, IL 60045
647-845-8740 | kate.miller54@gmail.com
Objective
Sales leadership position with a company seeking an individual with a successful track record in managing and leading productive sales teams while promoting and sustaining high-output sales culture.
Background Summary
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Over sixteen years of industry sales and sales management experience
, primarily in technology products and services, also relationship management (“Farmer” retention and sales).
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Achievement highlights
have included:
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attaining consistent individual and team success in diverse and dynamic environments;
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engendering trust, collaboration, and achievement of shared goals;
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leading the organization to the highest ever annual installed base sales at 110% of target (2007);
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leading a team to the highest consecutive quarterly installed base sales in company history (2006);
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top sales producer (2004 and 2005);
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Excels at relationship development and management
, leveraging and translating company resources into competitive advantage, revenue, and assuring that value is provided to the client.
Experience
ACME Corporation
, Lake Forest, IL, (January 2006 to present)
The global leader in education, advisory services, software tools and frameworks that enable companies to mitigate, measure, and manage compliance risk
Senior Sales Executive
Hired by former top competitor to help create the new Strategic Enlistment (sales) function and advance the company’s mission to foster and reinforce principled performance for sustainable 21
st
century enterprises.
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Codified and articulated the value of having true insight and perspective exchanges with our prospects and created the processes and structures to institutionalize these best practices;
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Initiated and supported meaningful interactions with decision makers that control strategy and budget measurable, in part, by new contracts with iconic brand leaders which generated bookings of more than $3m;
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Fostered collaboration and communication to achieve outcomes beyond those directly related to Strategic Enlistment in support of long-term growth and progress;
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Supported the new hire onboarding process;
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Assumed responsibility for certain strategic partners (customers) at the request of management in response to organizational changes and restructuring in 2009;
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Enhanced C-level prospecting initiatives;
Risk Management Corp
., Oak Brook, IL, (August 1999 to December 2006)
A leader in training, advisory services, and software tools that enable companies to mitigate, measure, and manage compliance risk exposure
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Senior Vice President of Relationship Management
(2004-2006)
Vice President of Relationship Management
, Client Services (2003-2004)
Key participant in the execution of a major re-organization of the sales model, assuming responsibility for the entire installed account base. Led a team of six relationship managers and five major account client managers. Developed and conducted strategic relationship management training. With each relationship manager, created the strategy and tactics for customer up-sell and renewal.
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Achieved the highest installed base sales in the history of the company for each quarter, while simultaneously introducing critical new products with their related positioning and messaging.
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Promoted and achieved a success-oriented corporate culture.
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Implemented the processes and structure that facilitated vital client retention and up sells.
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Closed the median renewal a month earlier than in the same periods in 2004 and 2005.
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Retained over 90% of clients including over 80% of non-contractual renewals.
Interim
Vice President of Sales
, Western Region (2001-2003)
Assumed this position on an interim basis, commuting to California weekly, in response to a request by senior management to assume leadership of this region.
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Developed new hire ramp-up process that decreased time to competency for new hires by 50%.
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Closed new business deals with ACB Telecom, XYZ, Big Corp, and others.
Senior Account Executive
(1999-2001)
Originally joined this recent start-up, reporting to the VP of Sales and responsible for the Western Region where the company had been having little success.
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Quadrupled the number of accounts in 18 months, ranking as the top growth region nationally.
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Success led the company to establish a permanent West Coast office.
Subsequently reassigned to the Mid-West region to build sales in key industries.
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Established the company in such accounts as ABC, XYZ, AAA and Big Corp.
exxethos Corporation
, Oak Brook, IL, 1998-1999
Company is a leading provider of knowledge-based solutions for product development, lifecycle management, and portfolio management
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Regional Director
Recruited by the VP of Sales of SOTAS Software prior to its acquisition by Ethos, charged with building sales for this start-up.
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Created and implemented cold calling best practices, sales strategies and win initiatives.
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Grew the pipeline from zero to $2 million in three months, a record for the company.
Granite Software Inc
.
, Plymouth, MI, 1996-1998
UK-based company providing mid-market Oracle-based applications
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National Sales Manager
, Fleet Management Business Solutions (1999-2000)
Recruited to this company for development of new accounts and management of existing accounts, gaining promotion from Account Manager after one year. Maintained management responsibility for the Fleet product as well as having to meet a quota.
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Led the team that closed the largest deal in company history.
Bob’s Relocation Service, Inc
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, Plymouth, MI, 1994-1996
Sales Manager
, Commercial Division
Developed the Commercial Division including sales strategy and marketing materials.
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Increased division sales by 325%.
Education
University of michigan
B.S. Degree
, 1994
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