Jim Lynch

Experience

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  Automatic Data Processing

  Jan 2001 - Oct 2007

  Director of Sales - North America, Tax and Financial Compliance Service

  ✪ Managed all aspects of the client development organization, which provides tax-filing services to over 350 National accounts (Fortune 500 clients). ✪ Oversaw the business growth, sales support and client retention initiatives to assure year-over-year revenue growth. ✪ Led a group of 15 Account Executives each with a client base that resulted in $118.5M in annual revenue each year. Skills and Expertise: Solution Selling, SaaS, Sales Process, Salesforce.com, Go-To-Market Strategy, Professional Services, Strategy, Account Management, Sales Enablement, Cross-functional Team Leadership, Direct Sales, Enterprise Software, Product Management, Sales Operations, Cloud Computing, Channel, Lead Generation, Channel Partners, Product Marketing, Business Development, Start-ups, Entrepreneurship, Strategic Planning, Strategic Leadership, Consultative Sales, Business Strategy, Marketing Strategy, Collaborative Problem-Solving, Business Transformation, Executive Management, Sales Management Coaching, Coaching, Organizational Development, Talent Management, Business Growth Strategies, Driving Business Growth, Strategic Planning for Growth, Strategic Insights, Problem Solving, Innovation, Forward Thinking, Passion to Succeed, Win Strategy Development, Inspiring Teams, Inspiring Leadership Show less

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  Iron Mountain

  Oct 2007 - Jul 2015

  Senior Director of Sales -Western Region

  (5X Presidents Club Winner)✪ Business & Growth Opportunities: Analyzed new business opportunities, evaluating strength and financial feasibility to exceed 100% of goals for net new business quotas. o Piloted new pricing initiatives for customers, delivering an additional $400K in annual revenue for all product lines in the territory before the initiatives were adopted organization-wide. ✪ Quota Overachievement: Exceeded revenue targets by 15%+ each year, including surpassing revenue targets by up to $2.5M as a 5X President’s Club winner. o Played a key role in piloting the sales strategy implemented across the organization, enhancing quota attainment across the SoCal region.✪ Client & Account Retention: Established an account retention strategy that provided the sales team with the tools and motivation to surpass the target retention goal of 95% YOY.o Developed a Strategic Account Planning Program adopted across the entire organization.✪ Risk Management: Defined KPIs to determine at-risk customers and collaborated with the Salesforce Development team on a warning system to preempt sales and customer service risks, reducing client loss by 9% across the organization. • Sales Management: Created a sales management tool that rolled out organization-wide, allowing Directors to establish a cadence, leverage data, diagnose issues, and outline action plans.Skills and Expertise: Cross-functional Team Leadership, Strategic Planning, Business Development, New Business Development, Team Building, B2B, Project Management, Budgeting, Program Management, Marketing Strategy, Salesforce.com, Process Improvement, Revenue, Budgets, Contract Negotiation, Management, Strategy, Negotiation, Leadership, Sales Management, Strategic Partnerships, Sales Operations, Sales, Sales Presentations, Product Management, Business Intelligence, CRM, Human Resources, P&L Management, Solution Selling, Selling, Key Account Management, Competitive Analysis, SaaS, Business Strategy Show less

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  TriNet

  Jul 2015 - Mar 2023

  As a 5X Presidents Club winner, brought on with this growing provider of HR solutions to launch the North American Industry Sales team, including developing strategic network partnerships, overseeing pipeline development, and supporting new hires. Recognized for business, industry, and market knowledge and promoted to generate new business within the Southern California market. ✪ Strategic Leadership & Transformation: Turned around the Southern California region within 6 months, championing a strong team culture, sales successes, and team empowerment to exceed prior year quota attainment by 12%. o Worked closely with Regional Directors to diagnose issues, design strategies, and roll out solutions to reestablish the company brand reputation within Southern California.o Captured 80% of prior channel relationships, with a projected 100% recapture by mid-2022.✪ Sales Management & Growth: Forged a stronger market by hiring and developing top talent, providing exceptional leadership to 4 new Regional Sales Directors and nurturing a world-class sales culture for 30+ Sales Consultants.o Defined regional budgets, sales objectives, and strategies to exceed monthly, quarterly, and annual sales goals to exceeding both KPI's and quota attainment. ✪ Forecasting & Sales Improvement: Introduced accurate forecasting tools by building a Salesforce.com dashboard to improve forecasting accuracy while enabling consistent and precise reporting on financial targets.o Shattered Key Performance Indicator (KPI) achievements with a 25% increase in first meetings for first-year employees, a 33% increase in proposals, and a 23% increase in YOY revenue. Show less ✪ Team, Market & Revenue Growth: (5X Presidents Club Achievement) Launched the industry vertical, hiring 25 sales consultants in each major market, expanding into 10 new markets, and securing multi-millions in annual revenue. o Adopted a data-driven approach to select the most promising markets and integrated proven processes into the GTM playbook, identifying client targets, communications, tools, and strategies for ROI optimization. o Established a channel network of over 15 new strategic alliance partners, contributing to 12% of total annual revenue. o Designed and executed the education GTM strategy, aligning company products, services, and technologies with specific industry needs and receiving Key Play of the Year over 6 other industries. ✪ Quota Overachievement: Exceeded quota for 5 years, achieving 138% quota attainment following the first-year launch and earning consistent President’s Club awards. Show less

  • Executive Director/RVP of Sales - California

    Oct 2021 - Mar 2023

  • National Industry Director of Sales

    Jul 2015 - Oct 2021
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  Montgomery DME

  Apr 2023 - Mar 2024

  President and CEO

  ✪ Recruited to serve as SVP of Sales and quickly promoted to also assume the responsibility of President & CEO of a growing durable medical equipment company owned by Incline Equity Partners. Leadership grew rapidly to include a concurrent Acting President role with Post Acute Care https://www.pacsocal.com ($11MM), followed by four rapid acquisitions rolled under Montgomery DME ($32MM).✪ Strategic Leadership & Transformation: Directed a complex growth strategy including market expansion, acquisition, and strengthening partner opportunities by delivering operational value and a seamless customer experience, resulting in a 74% growth in average daily patient counts within one year. ✪ Managed HR, operational, and customer service issues associated with rapid growth, wrapping in 75 new employees, migrating all acquisitions to a single ERP, and building a customer service hub that grew customer satisfaction from 25% to 98%. Show less

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  HUB International

  Apr 2024 - now

  Vice President of Sales Operations

  As the Regional Vice President of Sales Operations, my role encompasses a strategic and operational leadership capacity, with a focus on driving the company’s organic growth and ensuring the execution of our core strategies. My responsibilities include:✪ Strategizing and Executing Business Growth Initiatives: Championing HUB’s principal strategies and tactics to meet our annual organic growth targets, which are centered on new client acquisition, comprehensive cross-selling, account rounding, and strategic recruitment of new producers.✪ Designing Organic Growth Frameworks: Crafting and implementing systematic approaches to enhance large account management, Center of Influence (COI) networking, and recruitment of top-tier producers.✪ Competitive Intelligence Analysis: Conducting real-time monitoring and analysis of competitor activities to inform our strategies for acquiring new business and understanding client attrition.✪ Overseeing Producer Business Planning: Managing the annual business planning process for producers, including reconciliation, in-depth analysis, and formulating strategic recommendations.✪ Managing Producer Compensation: Administering all aspects of producer compensation, including adjustments, true-ups, and incentive programs.✪ Producer Performance Dashboard Development: Creating and maintaining a comprehensive dashboard to monitor producer activities, track results, forecast performance, and manage the sales pipeline.✪ CRM Optimization: Ensuring the effective utilization of our Customer Relationship Management system to enhance productivity and maintain compliance.✪ Collaborative Leadership: Working in concert with the executive leadership team to support the organization’s business planning and achieve our growth objectives. Show less