Brian Tabbert

• Led BDR Team to develop and qualify leads and support outbound prospecting programs • Partnered with marketing leadership to ensure that Marketing Qualified Leads meet qualification criteria • Partnered with sales leadership to ensure that Sales Assigned Leads meet the threshold for a sales opportunity

• Recruited, onboarded, managed, coached and developed a team of BDRs prospecting leads and setting and running qualification calls • Created and fostered roadmap to success including team goals, key metrics and performance management • Identified key performance and process gaps and developed and implemented solutions for improvement • Increased BDR SQL performance 67% YOY from 2018 to 2019

• Responsible for client adoption and retention of key revenue accounts through a highly-technical, diverse portfolio of online recruitment solutions totaling $1 million in annual revenue • Developed and delivered strategic business plans, revenue forecasting, contract negotiations, and management of contract implementations • Averaged 107% to revenue target, exceeding all other KPIs • Strong focus and success involving win-back, underperforming and new business accounts

• Managed, coached and developed a team of five sales managers and 50 sales representatives selling recruitment solutions across 35 territories • Responsible for managing and meeting an annual revenue goal of $19 million • Partnered with Sales Director to establish sales goals, identify and eliminate performance gaps, and analyze and correct market trends for overall department success • Established and led several new business and client retention initiatives to address gaps in forecasted revenue; responsible for high-level strategic endeavors to increase total market share • Successfully expanded portfolio of products to capitalize on emerging market trends • Consistently led the department’s top performing teams; exceeded monthly quarterly and annual revenue targets in previously underperforming markets

As a member of the sales leadership team, supervised, directed, and coached a team of inside sales reps using motivation as a driving force to surpass goals individually and as a team. Other Responsibilities: • Supervised, directed and coached a team of inside sales reps including establishing performance goals (operational metrics and sales expectations), providing performance reviews, and supporting team and individual employee development. • Communicated and managed expectations by fully utilizing available reports, CRM technologies and available resources. • Partnered with the leadership team to actively promote and motivate individuals and the team toward achievement of sales goals. • Facilitated positive employee relations by fostering an environment of open communication, approachability, and fair and consistent treatment of employees. • Identified team member performance gaps as well as overall department performance gaps. • Met regularly with leadership team to provide feedback on patterns and trends observed during call monitoring and provide recommendations for ongoing training opportunities. • Served as a Market Liaison/Expert to designated markets and DESC team members regarding pricing, packages, systems, marketing information, processes, etc. • Responsible for managing assigned market(s), analyzing trends, conducting market research, and resolving issues. • Gathered and analyzed data to complete monthly reports on sales metrics and market conditions. • Responsible for managing lead generation for the team, utilizing Wanted Analytics and other lead generation sources. • Market Visits - Traveled with Senior Sales Consultant to attend sales calls and meetings with Vice Presidents and Publishers in the market.

I consulted with businesses (over the phone and face-to-face) by conducting needs analysis conversations to identify clients’ employment advertising needs. I created and presented customized annual contract solutions supplemented with transactional CareerBuilder.com and other Gannett-owned recruitment advertising products to ensure both short-term and long-term success for the client and Gannett. Other Responsibilities: • Developed, maintained and utilized professional selling skills that included effective prospecting, needs analysis, preparing and making presentations, timely follow-up, handling objections and closing sales • Set and conducted face-to-face and phone appointments with prospective clients to close annual employment solutions • Grew existing book of contract business/partnered with inside sales reps to close new business contracts • New business development focusing on top companies in the local market • Followed established contract customer lifecycle process meeting all milestones and customer contact expectations • Utilized available resources such as Wanted, Nexus, and Salesforce to identify sales opportunities, monitored accounts and served as an expert to all clients • Developed and maintained a high level of product knowledge to offer a professional service to clients • Achieved monthly, quarterly and annual sales goals using a high volume of quality calls, coupled with using DESC resources and technology to influence decision makers in organizations

As an Inside Sales Representative I managed the entire sales process from prospecting to close using consultative methods. This was a highly independent role requiring both strategic planning skills and the ability to tactically execute on that plan every day. Other Responsibilities: • Attained 100% of assigned revenue goal monthly through a high level of business development activity (50-65 outbound calls daily and other KPI’s) • Built and maintained a healthy pipeline to achieve and exceed monthly quota • Uncovered client needs, offered appropriate solutions, negotiated price and closed accounts on the phone • Moved customer or prospect towards commitment and closed deals while exceeding customer expectations • Conducted tailored, web-based presentations of Careerbuilder.com products over the phone with clients • Managed the creation of print display ads in Gannett newspapers • Grew existing client base and generated new revenue