Jim Kenneally
Director, Utilities Product @Zego
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WORK HISTORY
Director, Utilities Product @Zego
San Diego, CA, US
Oversee the entire product lifecycle with a focus on pricing strategy, profitability, and go-to-market (GTM) execution using data to drive product innovation, financial performance and market penetration. Drive product vision and strategy while ensuring that pricing and profitability objectives are met. Work closely with cross-functional teams to execute go-to-market plans that deliver revenue growth and product adoption.
EDUCATION
Case Western Reserve University
BS, Accounting
ABOUT JIM KENNEALLY
Energized and self-driven servant leader with successful record for achieving quota, profitability, quality, and service goals through creation and execution of sales strategies in all corporate environments – public, private, PE backed, etc. Adept at identifying and capitalizing on market opportunities to drive new revenue and increase profits. Demonstrated excellence in building and employing sales process to CRM systems for efficiency, sales optimization. Adept at crafting sales strategies, territories, and compensation plans to incentivize salespeople and attain corporate objectives.Significant Accomplishments:• Grew sales for health Insurance startup from $0 to $50M in 24 months.• Drove company’s entry into new market increasing business growth from $0-$15M in 12 months• Led company’s entry in new market boosting business growth by $45M in 12 months. • Revised sales process and methodology to minimize sales cycle from 145 days to 118 days ($1.2M/AAR) and boost win rate from 22% to 37% for leading Software-enabled Service Provider.• Developed strategy, product mix, and enablement tools which led to 41% growth of NEW sales from $41M to $58M for $350M Annual Revenue Division of $1B ARR Multifamily Proptech Company. • Uncovered white space to use for additional sales via detailed sales analysis, resulting in 53% growth from $15M-$23M• Originated and onboarded initial CRM tool for management of sales processes and pipeline of over $100M, which led to accomplishment of initial KPIs, attained win rate of 30%, and lowered on sales cycle from 122 days to 97 days• Turned around profits on small premium health insurance business from -$1M to +$2.5M profit in 15 months. Areas of Expertise:Sales Team Structure/Sales Strategy• Sales Job Design• Sales Team Recruiting and Selection• Sales Territory Management• Sales Quota Setting/Measurement• Sales Strategy• Go-To-Market Strategy• Strategic Planning and AnalysisSales/Revenue Operations• Sales Force Productivity• Sales Process Development and Implementation• KPI Development and Management• Sales/Marketing Tech Stack Optimization• Dashboards and Reporting• CRM (Salesforce) Design and Adoption• Sales Methodology – Implementation and Execution• Mergers and AcquisitionsSales Enablement• Sales Team Onboarding• Sales Standard Operating Procedures• Enablement Measurement KPI Reporting• Training–Initial and Ongoing• Value-Based Interactive Tools• Pricing/ProfitabilityMarketing• Lead Generation• Brand/Message Development• Competitive/Market Intelligence • Market Positioning
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