Chief business development officer

Andrew Carlton

Chief Business Development Officer - The Pursuit Group

Pittsburgh, PA

Work Experience

Chief Business Development Officer

The Pursuit Group -

Pittsburgh, PA

2011 to Present

Provide high-level sales & business development leadership for this innovating technology company providing automated marketing solutions to small and medium (SMB) level clients. Infuse new life into sales strategies, relationship and channel development and quickly acquire 10 new, long-term contracts valued at nearly $1MM.

- Lead all strategy, planning and execution of business development initiatives to acquire new clients and champion launch of new marketing automation product that allows clients to gain greater control in tailoring their marketing message to specific clients utilizing a compounded marketing methodology.
- Disseminate complex technical language and explain product features, functionality and benefits to audiences of all levels; quickly gain the trust and cooperation of key decision makers and influence buying decision through targeted ROI and value-added consultative approach.
- Maintain ownership of entire sales cycle from inception to closing; serve as key liaison during product integration phase and ensure that the client enjoys full product benefit from strategy, automation workflow, messaging and metrics.
- Develop cross-collaborative partnerships with referral sources to drive steady flow of new opportunities; quickly assess potential new business, conduct in-depth qualification processes, identify needs and develop potential sales into structured, closed deals.
- Manage integration & management of marketing automation platforms with SalesForce and other CRM systems for sales alerts, sales intelligence and lead to close tracking.

Vice President, Sales & Business Development

Elliance Incorporated -

Pittsburgh, PA

1997 to 2011

Began tenure in role as a Senior Sales and Marketing Strategist and achieved successive promotions to Director, New Business Development and subsequently Vice President, Sales & Business Development. Evolved to rapidly changing business landscape to provide strategic guidance and leadership for this digital marketing firm. Adapted to changing technologies to integrate relevant products and services encompassing SEO, social media, mobile, response marketing and lead generation platforms.

996 Grandview Avenue * Pittsburgh, PA 15237
412.389.1259 * carltonandrew42@gmail.com

- Instrumental in taking this business to ranking as a top rated Digital Marketing Firm, acknowledged as one of the Top 20 Web Firms in the US, as named by Business 2.0, and Top 10 Interactive Agencies according to Interactive Media Awards, 2008.
- Developed, trained and mentored a high performing team of Inside Sales professionals tasked with leading aggressive outreach, lead generation and sales of SaaS platform resulting in phenomenal reoccurring revenue results.
- Drove new business development, client relations and capitalized on market opportunities to grow revenue from $300K to over $4.2MM.
- Built sales, marketing and account management infrastructure to grow revenue 30%, year over year; defined sales goals, integrated performance metrics and worked with a diverse team of Account Managers to secure new opportunities for web, search, social and mobile marketing products and services.
- Secured high value deals with medium and enterprise level clients with the retail, CPG, financial and education industries including Ameritrade, Readers Digest, Wal-Mart and Rue 21; developed trusting partnerships with key decision makers and built long-term relationships, resulting in repeat and referral business.
- Secured multi-million dollar agreement to provide digital media marketing for Cisco, led aggressive negotiations, business development and deal structuring to close the largest sale in company history.
- Led focus to enhance and expand higher education channel and successfully landed a "Top 5" college; developed relationships with colleges and universities, invited speaker to multiple education conferences to present fundamentals of digital and social media marketing to high level administrators.
- Created and launched progressive business model to improve strategic sales processes; widely adopted model leading to greater client loyalty, 50% increase in spend on interactive digital media products and highly improved profit margins across the board.

Sales Manager

Nets, Incorporated -

Pittsburgh, PA

1996 to 1997

Launched grass roots sales efforts for this highly innovative website concept that allowed buyers to source, review and purchase MRO products within a single location. Led a team of 12 Inside Sales Representatives to grow new account acquisition by 300% within the first 60 days.

- Brought cohesion and continuity to the team; developed customer profiles and identified key business issues to create meaningful business conversations with decision makers.
- Selected by Senior Management to represent the organization at National Sales Conference.

Early Career
Integra Bank, Pittsburgh, PA - Retail and Commercial Management
Centre for International Business, City, State - Marketing Consultant