Mark Essa

N

Vice President, Regional Sales

News Direct,

Apr 2020 - Sep 2020 (6 months)

• Orchestrated business development, account management, and customer success initiatives for an early-stage SaaS startup in the news release and content distribution sector. • Drove revenue by winning new business from companies and 3rd party agencies. • Enhanced customer experience through platform recommendations, streamlined processes, pricing strategy optimization, and product enhancements. • Developed a comprehensive go-to-market strategy through collaborative efforts with internal and external stakeholders.

B

Vice President, Sales, Competitive Business Analysis

Business Wire, a Berkshire Hathaway Company,

Sep 2010 - Jun 2019 (8 years 10 months)

• Achieved $14.7M+ in revenue growth through strategic sales initiatives and process refinement, guiding and motivating 80 global sales reps and managers to secure 304 IPO clients from 2015 to 2019. • Led the global sales team's efforts to capture over 85% of the NYSE's newly listed companies, optimizing the BW/NYSE partnership. • Overhauled Salesforce CRM capabilities, introducing groundbreaking tools for territory assessment, pipeline development, and forecasting, resulting in a 75% increase in sales efficiency, empowering decision-making, and enabling precise resource allocation. • Slashed the sales and support teams' lead sourcing time by 80% by designing a revolutionary lead-gen tool, optimizing lead generation, and refining the sa

B

Vice President, Sales, Tracking & Analysis

Business Wire, a Berkshire Hathaway Company,

Mar 2008 - Sep 2010 (2 years 7 months)

• Spearheaded defining and tracking Key Performance Indicators (KPIs), driving actionable insights that optimized Standard Operating Procedures (SOPs) and refined sales processes, resulting in a 20% increase in sales efficiency and overall performance. • Attained a 100% client retention rate by taking charge as interim sales manager during periods of managerial turnover by communicating with at-risk clients and fostering a high performance sales team culture. • Achieved a 150% increase in sales training efficiency and reduced managerial involvement by 50% by developing the company's inaugural sales training program by partnering with subject matter experts thus enabling sales managers to focus on office-specific initiatives. • Analyzed

B

Vice President, Regional Sales Manager

Business Wire, a Berkshire Hathaway Company,

Mar 2005 - Mar 2008 (3 years 1 month)

• Directed and accountable for all aspects of new business development, account management, customer success, and administrative functions for the LA office, achieving $14M in annual revenue and driving substantial pipeline growth and operational excellence. • Led the sales team to achieve a 20% revenue growth amidst high employee turnover by implementing strategic recruitment, training, and mentorship programs, successfully acquiring new contracts, upsells, and renewals, driving sustained revenue growth. • Guided the sales team to secure 70% of the region's IPOs, the most significant source of new business and recurring revenue. • Played a pivotal role in client retention by actively participating in key client meetings alongside new a

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Mark's likely patterns of behavior, thought, values, and emotion. Based on the HEXACO model, OCP instrument, and Torre’s own research.