Tori Cone

Tasked with growing the B2B Enterprise market for North America. Worked with C-level customer contacts on project landscapes and build outs. Responsible for securing high-value, complex, long-cycle deals with large organizations, focused on driving revenue growth and ARR (Annual Recurring Revenue). Key duties included, developing strategic account plans, managing sales pipelines, forecasting revenue, and negotiating high-level contracts.  Created workplace solution sales enablement tools  Expanded customer base by creating outreach digital marketing programs  Built relationships with channel partnerships and strategic alliances to increase brand awareness and revenue  Worked on vertically based selling solutions to better target customer needs and simplify the product assortment

Managed the relationships of Crestron’s top alliance partners, such as Microsoft, Zoom, and Jabra. Identify partnering opportunities to strengthen our business relationships leading to increased sales collaboration, brand awareness, product market needs, and increased revenue. Oversee co-selling activities between the Microsoft, Zoom, and Jabra Sales Reps and Crestron’s sales & product management teams. Resolve objections and add clarity for alignment to move projects forward successfully. Assist with product forecasting, product launches, and closing sales. Worked cross functionally with Product Managers, Marketing Managers, Channel Managers (RSM’s), Enterprise touch team Sales Reps, Technical Engineers, and Tradeshow Management.

Reported to the VP of Operations. Responsible for managing:  $320 million business unit = Annual 2022 sales target for Jabra’s Professional product category items Focused on producing revenue growth in the business unit by managing global product strategy stakeholders while also ensuring alignment within regional functions and their leaders. Responsible for creating a successful governance structure to continually measure and communicate the Professional products business plans, the execution of those plans, and how the region’s resources are best employed in terms of priority and impact. Managed cross functional sales & marketing teams to create successful programs to meet revenue goals for enterprise and video collaborations markets.

Managing a cross functional execution team around Collaboration products, including Business Development & Strategic Alliances, Large Enterprise Sales, Public Sector Sales, Channel, Marketing, BDM’s and Sales Operations. Responsible for creating and driving the regional strategy and Go To Market plans for North America. Manage Sales Engagement and technical support needs for our LE, Channel and Alliance Sales teams. My team supports and drives the development of new partners, partnerships and industry relationships. Establishing cross functional and team specific sales execution plans. Manage and monitor progress of plans through the virtual team. Provide and “always on” interface to the global video / collaboration sales community to share and receive best practice sales execution. Identify and evaluate vertical market opportunities. Drive the needed collateral and Go To Market content to rapidly go after the agreed verticals. Focus on building the top of funnel lead generation engine with the virtual team. Provide feedback and drive education and training needs for our sales teams.

Acting as a leader driving strategy implementation for Jabra NA. Independently supports the delivery of business results driving performance against operational objectives or through translating and implementing the overall functional strategy in a local context. Responsible for shaping and driving initiatives in a specialist area. Driving strategic projects across the NA Sales Region, as well as develop and update the strategy for NA Sales Region. Monitor and act on progress reporting. Drive refinement of corporate Operating Model including process landscape. Responsible for driving new business implementation and change.

Reported to the Head of the Americas (VP of Americas). As second in command for the Americas, I attended all global QBR’s with the VP of Americas to HQ in Denmark. Responsible for overseeing the Americas Sales and Marketing organizations. My direct reports include Marketing Manager, Credit Manager, Customer Service Manager, and Inside Sales Manager. Created all sales targets and quotas for the enterprise sales managers, channel managers, strategic alliance managers, and inside sales. Responsible for fulfilling local P&L targets through profound understanding of the business and achieving Americas revenue targets.  Local profit margin target = 28%. I achieved 32% profit margin and grew Americas annual revenue by 21%.  Responsible for reviewing all pricing deviation requests (deal registration, project pricing, bids, etc.) leading to my authorization or denial. If denied, it was discussed why and how to improve the offer.  Coordinated product and revenue forecasting, sales planning, budgeting, and marketing plans for the organization to maintain high levels of quality, accuracy, and consistency.  Provide data to sales management for them to understand and resolve sales deficiencies, process bottlenecks, and performance inconsistencies.  Appointed as the primary Facility/Office manager for the Old Saybrook, CT, US HQ facility.

Same as EPOS Audio. Sennheiser Electronics and Demant Group demerged, ending Sennheiser Communications and creating EPOS Audio. In preparation for the joint venture demerger between Sennheiser and Demant Group, I managed all demerger projects for smooth transition including locating a new CT headquarters location for the US, building set up, facilitated furniture and interior design, office IT/equipment, created new Channel Partner contract agreements, Annual Trade Act Agreements, and rolled out a logistics and customer service team to support the new EPOS company. Responsible for fulfilling local P&L targets through profound understanding of the business and achieving Americas revenue targets.  Local profit margin target = 28%. I achieved 32% profit margin and grew Americas annual revenue by 21%.  Responsible for reviewing all pricing deviation requests (deal registration, project pricing, bids, etc.) leading to my authorization or denial. If denied, it was discussed why and how to improve the offer.  Coordinated product and revenue forecasting, sales planning, budgeting, and marketing plans for the organization to maintain high levels of quality, accuracy, and consistency.  Provide data to sales management for them to understand and resolve sales deficiencies, process bottlenecks, and performance inconsistencies.  Appointed as the primary Facility/Office manager for the Old Saybrook, CT, US HQ facility.

Reported to VP of Sales & Marketing. Responsible for sales development and achievement within Sennheiser’s Call Center & Office (CC&O) Eastern Regional division, as well as the Americas. Involved in strategic planning for sales development. Managed the Eastern Area Sales Managers (ASM), worked with Sennheiser’s direct channel partners to ensure consistent growth, and executed short-and-long term strategies for all aspects within Sennheiser’s CC&O division.  Delivered 28% revenue growth year over year. Achieved 118% of a $25 million annual quota target.  Restructured sales team to focus on end customers and channel partners to expand sales opportunities  Developed field sales alignment with key UC strategic alliance partners: Microsoft, Cisco, Zoom, Avaya  Established KPI’s to measure and track ASM performance, wins, and losses  Assisted ASM’s in winning enterprise accounts: Travelers Insurance, DuPont, BoA, Century Link, Wal-Mart

Responsible for planning, developing and managing short and long term strategies for all aspects of marketing and distribution of Sennheiser Communication product for the US and Latin American.  Grew annual revenue by double digit percentages each year. Develop, execute and measure effectiveness of customer marketing. Manage and oversee the use of co-op marketing program funds, marketing campaigns, and make recommendations to improve.

*Manage the Inside Sales Team for Sennheiser Communications *Manage the Retail Sales Administrator. *Develop training programs to maximize sales growth of inside sales team *Provide ongoing support to our product distribution channel, end users, and OEM opportunities.