Neal Benedict
Chief Revenue Officer/Head of Sales
HOUSTON, TX
281-771-2876
NEAL.BENEDICT@GMAIL.COM
Increased Revenue and Profits at >40 Companies Over the Past 8-Years as a Fractional Sales Executive, Coach & Trainer
ABOUT ME
Executive Sales Management Professional with significant achievements in launching new companies plus a history of leadership in four world-class Companies (Intel, Reuters, Oceaneering & Eaton). Broad functional expertise in Executive Management, Sales & Marketing Leadership, Sales Operations, Channel Sales, Sales Coaching, Sales Training, and Leadership Development, resulting in consistent YoY growth of revenue and profit.
Contact Details
PHONE:
216-334-4557
EMAIL:
LINKEDIN:
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PEOPLE
Systematic approach to recruitingand onboarding sales talent reducing turnover by over 33% and with a 40% faster ramp to quota.
PROCESS
Implement structured sales processes for prospecting, opportunity management and post-sales reducing sales cycles by over 20% while improving win rates by doble digits.
TOOLS
Deploy arsenal of sales tools including CRM, Al, social platforms, auto dialers, sales ready messaging and talk tracks increasing first-time meeting rates by over 60% and opportunity pipelines by 280%
Highly proficient at implementing 5-critical sales leadership behaviors that “move the performance needle.”
One-on-Ones
One on ones that are consistent, transparent and meaningful
Sales Meetings
Sales meetings must encourage, share best practices and drive accountability
Coaching Sessions
Effective coaching leads to discovery and encourages greater situational awareness
Reviews
Regularly scheduled formal feedback sessions encouraging growth
Career Development
Regularly scheduled formal feedback sessions encouraging growth
PROFESSIONAL HISTORY
FROM
2015
TO
Present
SILVER BRICK SOLUTIONS
President
Founder and President of this business growth advisory firm that specializes in sales & sales management with a focus on helping small and medium-sized businesses build high-performing sales organizations that consistently meet revenue goals through process creation, sales tools & technology, and team development.
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Built company as a “fractional” service for small and medium-sized businesses to solve for poor-performing sales organizations and mentor sales leaders that fail to deliver results that resulted in revenue growth at >50 clients in less than 7 years.
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Led diverse sales teams (as a fractional Head of Sales) of more than 100 sales professionals to over 90% quota achievement inindustries such as SaaS, manufacturing, technology, oil & gas, construction products and professional services.
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Achieved revenue and profit goals in 7 out of 8 years with a YoY double digital growth trajectory.
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Executed our tested and successful sales processes, to act as a turnaround agent for multiple company’s sales organizations, resulting in gains as high as 40% increase in sales within 12 months.
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Created and implemented for all clients, a streamlined and efficient sales infrastructure including a sales strategy, repeatable sales process, and a forecasting methodology resulting in an average 118% increase in lead generation and 43% more sales opportunities.
FROM
2014
TO
2015
WOOD MACKENZIE
VP Sales
Strategic sales leader for this private equity-owned technology and services company with responsibility for >$130 million of annual revenue. Focused on creating a winning sales culture that valued fun and rewarded for performance while also improving sales force efficiency. Provided coaching and leadership to regional sales directors.
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Lead team of >35 account executives and business development managers responsible for selling our data services (SaaS) platform resulting in 18% YoY growth.
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Identified growth territories and vertical markets to maximize profits and customer reach resulting in the acquisition of >40 new customers across 2 vertical markets.
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Designed and implement a new variable pay structure designed to incentivize key sales behaviors resulting in a 12% growth in upselling and a 23% growth in cross-selling at existing accounts.
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Implement a new sales process and methodology focused on Sandler to increase sales force efficiency leading to a focus on enterprise accounts resulting in 3 new $1+ million customers in 2014.
FROM
2012
TO
2014
VERDANDE TECHNOLOGY
Head of Sales
Drove growth at this early-stage private equity SaaS software company focused on the energy, financial services and healthcare industries. Led the team with a charter to grow revenue and a global customer base. Full P&L responsibility while leading revenue expansion as well as the strategic initiative of ensuring “repeatability” in the business.
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Successfully managed full P&L creating 46% compound growth while reducing costs 20% and improving customer capture rate 15%.
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Created and implemented the company’s strategic sales leading to sales growth of $5.5 million to $12 million in year 1 and $12 million to $15 million in year 2 prior to the sale of the company.
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Built and executed the strategy targeting the healthcare vertical while signing the first strategic partnership with Houston Methodist.
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Implemented a SaaS license model resulting in a 30% decrease in time to close of newclients.
FROM
2012
TO
2012
OCEANEERING
VP Sales & Marketing
Responsible for worldwide sales and marketing for the subsea umbilical division. Led the team in customer acquisition, bid management and technical sales.
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Mentored the team in signing the largest contract in company history of > $150 million.
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Increased bid efficiency by refining the filtering process resulting in increasing the win percentage by 22%.
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Built client segmentation process to focus on high-profit business increasing profitability 4%.
FROM
2010
TO
2010
EATON CORPORATION
Global Sales Director
Directed global energy strategy and go-to-market programs for $3 billion industrial division. Established global strategic plan, identified key customers, resource gaps and sales strategies.
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Led organization in defining and executing industrial business strategy targeting energy vertical markets that resulted in a 22% revenue growth & a market share gain of 8%
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Guided global sales and marketing team in effectively targeting customers resulting in wins at customers such as NOV, Aker, Shell, ONGC, Petrobras, Petronas & Seadrill.
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Developed a global marketing communications plan to target OEMs & channel partners, resulting in a 40% increase in sales pipeline and a 120% increase in sales leads.
FROM
2008
TO
2010
EATON CORPORATION
Director, Sales & Marketing
Global sales and marketing director responsible for sales, marketing, product strategy, customer service and application engineering at this $80 million industrial product business.
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Led sales team on growing revenues by 24%, resulting in a division record of > $80 million.
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Improved sales force effectiveness through the efficient use of CRM (Salesforce), strategic account plans & targeted incentive plans resulting in an increase in sales opportunities by 68% & an increase in close rates of 11%.
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Rebuilt distribution strategy by rationalizing underperforming distributors while designing multi-tier structure resulting in a 14% increase in sales through distribution while reducing the cost of sales by 21%
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Guided team to a record-breaking financial performance by redefining incentive scheme and aligning objectives to profitability resulting in a reduced DSO of 7 days and increased standard margin by 3%.
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Implemented the Eaton Business System focusing on employee retention to reduce turnover by 12% and increasing promotions 50%.
FROM
2007
TO
2008
REUTERS
Director, Partner Sales
Worldwide Director of alliance partnerships for software group based in Hong Kong. Responsible for building a vibrant ecosystem focused on establishing sales channels that drove revenue for Reuters and alliance partners.
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Successfully managed product launches resulting in 3 multi-million-dollar customers.
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Created program value for our alliance partners leading to 14 software partners (from 0) in year one.
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Developed go-to-market programs with strategic partners generating $6 million in new sales pipeline.
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Created and led alliance partner program that generated 300% ROI back to the company.
FROM
2000
TO
2007
INTEL CORPORATION
Senior Manager / Alliances / Sales
Responsible for managing the strategic partnerships across Asia Pacific that included SAS, IBM (Cognos) & SunGard driving sell-through programs to increase revenue for Intel and partners. Developed strategic plan for Asia Pacific to maximize market share and revenue. Group sales manager for the software products division relocated to Asia to start a new software business.
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Built and implemented the strategic planning process resulting in >70% being implemented globally.
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Built software channel program resulting in 20% revenue & 12% profitability growth.
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Drove strategy with OEMs and executed marketing plans resulting in YoY sales pipeline growth of 82%.
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Implemented the solution selling process resulting in a 15% increase in the sales closure rate.
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Drove pipeline review while implementing a sales process leading to a 33% increase in forecast accuracy
EDUCATION
The Pennsylvania State University
State College, Pennsylvania
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Master of Business Administration (MBA)
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Master of Education (M.Ed.)
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Bachelor of Arts in Political Science (B.A.)
United States Marine Corps
Quantico, Virginia
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Distinguished graduate of the United States Marine Corps Officer Candidates School
SKILLS & LANGUAGE
SALES STRATEGY
SALES LEADERSHIP
SALES PROCESS
SALES COACHING
Languages
ENGLISH:
MANDARIN:
ADVANCED
BASIC
RECOMMENDATIONS
Neal Benedict is a pleasure to work with. Although I have 20+ years of experience in business, I was new to both the building industry and to sales when we first started working together. He is patient, insightful, and most importantly listens to his clients. I can recall numerous occasions when he gave me great sales tools and even more occasions when he listened and modified a strategy when I disagreed with the approach or concept. It is refreshing to have a partnership with a creative, responsive, and adaptive group like Sandler.
NEAL BENEDICT
Fractional Sales Executive, Coach & Trainer
SAY HELLO
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