Kelley Johnson
Evergreen,CO
Summary
Dynamic and results-driven Sales Enablement and Business Operations Leader with over15 years of experience driving sales efficiency, implementing transformative technologies, and fostering cross-functional collaboration across sales, operations, IT, and marketing teams. Proven track record of managing enterprise-level projects, enhancing business processes, and championing strategic initiatives to optimize growth and profitability. Adept at delivering training, cultivating relationships with enterprise accounts, and aligning operational objectives with corporate strategy.
Overview
17
17
years of professional experience
1
1
Certification
Work History
Sales Operations & Enablement Leader
EMSL Analytical, Inc.
01.2015 - Current
- Customer Focus: Partnered with national and enterprise accounts to conduct business audits and deliver tailored solutions across2,000+ locations
- Consolidated services to maximize client value, resulting in strengthened relationships and multi-year agreements
- Product/Services Knowledge: Led the migration and implementation of cutting-edge technologies, including Laboratory Inventory Management Systems (LIMS) and Lab Connect Refresh (LCR)
- Designed user experiences and integration frameworks to enhance operational efficiency
- Solution Selling: Negotiated better rates, cross-sold, and up-sold services using a solution-selling approach, addressing client pain points with tailored recommendations
- Sales Acumen: Spearheaded a company-wide rollout of HubSpot CRM, cleansing25,000+ records and creating user profiles to support pipeline generation and sales efficiency
- Developed KPI metrics to monitor and improve team performance
- Communication: Liaised with C-suite executives to pitch and secure buy-in for transformative initiatives, such as pricing frameworks and data management processes that streamlined operations
- Analytical Thinking: Conducted data analysis on customer accounts to identify growth opportunities, leading to100% regional growth and contributing to a $20M book of business
- Problem Solving: Directed the integration of four company acquisitions, aligning systems and teams to achieve seamless transitions
- Collaboration: Worked with IT, operations, and customer service teams to implement ERP systems and other business processes that improved enterprise-wide efficiency
- Training & Education: Designed and delivered20+ training sessions for teams across sales, customer service, and accounting
- Created knowledge-sharing resources to ensure seamless adoption of new tools and processes
- Key Accomplishments: Achieved100% regional growth, enhanced quoting systems, and led marketing initiatives to redesign product materials and implement webinar capabilities for client engagement
Vice President of Strategic Management
Citadel Environmental Services, Inc.
01.2008 - 12.2014
- Partnered with C-suite leadership to standardize business operations and enhance customer service delivery across six business verticals, resulting in a 25% improvement in operational efficiency and a 15% increase in customer satisfaction through consistent branding and processes.
- Spearheaded the rollout of an ERP system that unified customer service, financial management, and project workflows, eliminating silos and improving cross-functional collaboration, leading to a 30% reduction in process redundancies.
- Redesigned marketing and sales materials to align with customer needs, enabling targeted communication and service-line segmentation, which contributed to a 20% increase in lead conversion rates.
- Negotiated multi-year contracts across geographically diverse locations, improving client retention by 18% and driving a 12% revenue growth across the business.
- Created employee dashboards, report templates, and technology training materials, which increased ERP system adoption by 40% and improved team performance by streamlining communication of key metrics and best practices.
- Conducted business analysis to identify operational inefficiencies, resulting in a 20% reduction in resource allocation and process bottlenecks, optimizing workflows across departments.
- Led the "Citadel Green Promise" initiative, promoting sustainability and digital transformation, resulting in a 15% reduction in operational costs and enhanced transparency for both internal and external stakeholders.
- Collaborated with operations, IT, and customer service teams to align corporate goals and integrate six independent business verticals into a cohesive model, resulting in a 25% improvement in cross-functional project delivery.
- Designed standardized training and onboarding programs using "The Carrot Principle" framework, leading to a 30% increase in employee engagement and a 20% decrease in onboarding time for new hires.
- Achieved operational alignment across six locations, resulting in a 35% increase in service offerings and a 22% growth in revenue through strategic initiatives and successful contract negotiations.
Education
Bachelor of Arts - Organizational Leadership
Brandman University, A Chapman University System
Irvine, CA05.2017
Skills
- Sales Enablement
- Solution Selling
- Onboarding Facilitation
- Project Management
- Process Optimization
- Strategic Planning
- Communication Excellence
- Problem Solving
- Cross-Functional Collaboration
- Advanced Technology Skills
Certification
- Google Project Management Certificate – December2024
- IBM Scrum Master Certification (In Progress, Estimated Completion March 2025)
- Leadership in Energy and Environmental Design (LEED AP)
Timeline
Sales Operations & Enablement Leader
EMSL Analytical, Inc.
01.2015 - Current
Vice President of Strategic Management
Citadel Environmental Services, Inc.
01.2008 - 12.2014
- Google Project Management Certificate – December2024
- IBM Scrum Master Certification (In Progress, Estimated Completion March 2025)
- Leadership in Energy and Environmental Design (LEED AP)
Bachelor of Arts - Organizational Leadership
Brandman University, A Chapman University System
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