Phillip Lia, MBA

Experience

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  Enterprise Rent-A-Car

  Jun 2004 - Jun 2007

  Branch Manager
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  Follett

  Feb 2008 - Mar 2015

  Account Manager
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  Follett School Solutions

  Jul 2013 - Apr 2022

  • Took on role of manager of West Region from April 2020 to April 2022, leading nine inside sales consultants for region consisting of more than $16 million in annual sales. • Served as manager of South Region from March 2016 to March 2020, leading inside sales consultants for region consisting of more than $29 million in annual sales.• Coached and drove appropriate representative behavior surrounding Salesforce rigor, pipeline management, and quota attainment.• Analyzed current and historical data to conduct effective pipeline, forecasting, and coaching sessions to drive performance and accountability.• Evaluated and determined pricing strategies and sales approach for large opportunities and key accounts.• Partnered with adjacent departments to improve internal processes and more effectively engage customers.• Led formal sales training for entire inside sales team and outside purchasing team on several occasions.• Managed inside textbook sales region of the year for fiscal years 2017, 2019, 2020, 2021, and 2022.• Achieved a proven record of growth with 100%-plus to target finishes four of six years. Show less • Served as entrepreneurial product manager responsible for developing and expanding service offerings to K-12 marketplace.• Prepared managed services product launch and presented to sales teams at 2015 FSS national sales meeting.• Created tools to aid sales department in their effort to hunt down opportunities.• Coached sales consultants through initial customer engagements for services.• Consulted with and presented to customers over phone and in-person regarding service products.• Supported purchasing team Q4 initiative by writing and delivering comprehensive sales training session and follow-up modules. Show less • Operated as leader in sales department, conducting training during new hire onboarding, providing training to sales staff on new processes and procedures, and collaborating with other departments on promotions, projects, and best practices. • Took on interim manager role during vacancy from May to September of 2014.• Trained and coached new hires and veteran reps on my team and other teams. • Implemented and continued to host new-hire checkups and meetings to gauge new associates’ acclimation to their sales roles and coached on sales strategy.• Collaborated with adjacent departments to develop best practices for new processes and initiatives that would increase efficiency, productivity, and effectiveness of the sales team. Show less

  • Manager of Inside Sales

    Mar 2016 - Apr 2022

  • Managed Services Consultant

    Mar 2015 - Mar 2016

  • Regional Team Leader

    Jul 2013 - Mar 2015
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  Follett

  Apr 2022 - Nov 2023

  Senior Manager of Inside Sales

  • Oversaw two other inside sales managers and their teams, along with team of more than 30 sales consultants and more than $75 million in annual sales.• Guided and coached two inside sales managers toward success in their first year in role under my leadership, one finishing more than 95% to target and other more than 100% to target.• Implemented process improvements to existing pipeline, forecast, and communication processes.• Developed and tracked KPI rigor and held managers accountable for progress toward metrics.• Collaborated with adjacent departments, such as HR and recruiting, learning and development, sales analytics, marketing, sales support, and customer service to provide sales managers and sales consultants with tools and resources they needed to be successful.• Worked with vice president of sales and outside directors to design and implement sales strategies at leadership level.• Partnered with HR and recruiting to interview and hire top sales consultant prospects to fill ten openings on my new team within five months.• Built and submitted monthly and 90-day forecast packages.• Monitored daily, weekly, and monthly reporting to coach and drive appropriate representative behavior surrounding call activity, Salesforce rigor, pipeline management, and quota attainment.• Examined current and historical data to conduct effective pipeline, forecasting, and coaching sessions to drive performance and accountability.• Reviewed and determined pricing strategies and sales approaches for large opportunities and key accounts.• Won 2022 President’s Club for achieving 107% to regional target finish. Show less

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  Clever Inc.

  Apr 2024 - now

  Inside Sales Manager, District Partnerships