Billy Ward

ELMO Software is a HRIS that offers products in Payroll, Learning, HR, Recruitment, Onboarding & Performance Management.

Achievements

• 203% to target in FY23 (#1 nationally), quota of $1M across Annual Recurring Revenue(ARR) & Professional Services Revenue(PSR).
• 90% client retention rate.
• Over 65% of ARR target was made up of new business sales, the remainder is services and renewal increases.
• FY24 target is $1.3M ARR, $230k PSR (Account Exec in my team has a roll up target of $400k ARR, $100k PSR). Total target that I am responsible for is $2.03M. Currently sitting at 65% to target, #1 nationally.

Responsibilities

• I directly manage a portfolio of 100-110 clients across Vic, WA, SA with a total ARR of approx $7M. Account Exec in my team manages a further 100 clients with an ARR of approx $4M. $11M in total ARR I am responsible for this financial year.
• Build strong internal relationships so that I can work collaboratively with Account Coordinators, Customer Success, Solutions Consultants, Implementation, Marketing and Product to achieve business outcomes for my clients.
• Maintain accurate monthly sales forecast with an eye to the quarter and financial year as a whole.
• Run quarterly business reviews across entire portfolio to develop and execute account plans, discover new revenue opportunities and maintain retention rate of >90%.
• Lead and develop an Account Executive to ensure they achieve their target. Run weekly coaching to help discover new revenue opportunities, guide through proposals, contract negotiations and forecasting.

Randstad is a leading global recruitment and staffing organisation that operates across both permanent and temporary recruitment. I worked in the Business Support and Sales & Marketing divisions.

Achievements

• Achieved 110-120% to target across my three years. Targets started at $180k and finished at $350k in my final year.
• Built the technology sales & marketing desk up from a cold desk to the top performing desk within the Vic S&M team.
• Was able to move to the FMCG sales & marketing desk when Covid put a hold of Tech recruitment globally and hit quota of $350k.
• Consistently brought on new clients through prospecting via Linkedin and cold calling.

Responsibilities

• Connect great sales professionals with great companies within the technology and FMCG sectors.
• Maintain strong relationships with hiring managers to ensure I am proactively reaching out with the talent they want to hear about.
• Build strong network of passive candidates that trusted me to float them out and help them find their next career opportunities.
• Maintain monthly sales forecast.

Kisxap is a Childcare Management Software company that was in their start up phase. I joined as a BDM focusing on their SME market.

I was responsible for prospecting, demonstrations of the product and closing my own deals.

There was a change in strategy after 10 months for the BDM's to move into customer support while the development team worked on product updates that were causing challenges with compliance. I moved on as I wanted to continue developing in a sales role.

Careers Australia was a Registered Training Organisation(RTO) that provided flexible study options for people to achieve their education goals.

My role here as a Sales Consultant was to make 60-80 outbound cold calls per day and talk to individuals about their education goals. It was important to tie these goals into career opportunities that could eventuate from their Diploma.

During my time with CA, I was consistently in the top two performing consultants, selling mostly Diploma's in Business, Project Management and Nursing.

The AIF was an RTO that helped people become qualified fitness professionals with their Cert III & IV in Fitness.

My role was to manage inbound leads that came through our website and navigate an outbound sales call for 15 minutes. The aim was to build enough excitement so that the individual would come into our office for a face-to-face consultation, where we went through a goal setting session and enrolled the individual into the Cert III & IV in Fitness via cash deposits upfront.

I was a consistent top performer at the AIF with a particularly strong conversion rate compared to my peers nationally.