Go-to-Market Strategy and Implementation

As the Commercialization Leader, I led a 30-member cross-functional sales team through the identification, prioritization, and execution of new growth initiatives for the $12B global energy services business and monitored baseline and synergy growth from executed launches.

As the Mid-Tier CT Segment Leader, I achieved a projected $1 billion in first-year global sales by directing a cross-functional team through the development and rollout of new marketing and sales mechanisms and customer-focused value selling. I also trained approximately 250 sales employees across the US and worked with external partners to grow and satisfy customers.

As the VP of Go-to-Market, I was responsible for leading and operationalizing a new go-to-market sales and policy team, process, and programmatic work to develop, implement, and track an integrated national strategy to improve access to contraception and reduce unplanned pregnancies across the US. I operationalized a Sales Partnerships & Community Engagement strategy as a part of an organization-wide transformation initiative, which delivered the following process components:
1. Pre-prospecting – Research and identify leads
2. Prospecting – Product/service introduction and review
3. Discovery & Data Overview – Product/service applications and data generation specific to customer use
4. Negotiation – Contract detail review for acceptance and approval
5. Closing – All agreements signed
6. Internal Team Transfer and Hand-Off – Transfer of client post-contract execution from the sales team to internal project workgroups

A separate process was completed, which outlined the specific steps needed to transfer post-contract clients from the sales staff to the internal project delivery teams and the roles and responsibilities, which included the following stages:
 Pre-Pipeline
 Recruitment Strategy
 Customer Engagement
 Post-Pipeline / Pre-Contract
 Contract Execution
 Project Preparation

Project Type: Go-to-Market Strategy and Implementation – New Berlin, WI; Charlotte, NC
Date: 2006 – 2014; 2019 – 2023