Position with BostonCoach: Client Development Representative
Years with BostonCoach: Almost 3
Location: Everett, MA
What’s your professional background? How did you get started with BostonCoach?
I’ve always been a natural salesperson — even back in junior high and high school I did really well with fundraisers. Sales is something I know I can do. Before I started here at BostonCoach, I had a pretty extensive sales background as well as a hospitality background from working in hotels and restaurants. When I moved back east in 2003, I got a sales job with a wholesale seafood company and ended up working there for five years. Then the economy hit bottom and everything changed. Around that time, I was really trying to find a sales position that was a fit for me; I didn’t want to take just any position. Because if a company invests in me, I will give them results.
In fact, right before I started at BostonCoach, I got another offer that I was going to take. But I just had a better feeling about BostonCoach. So I was dying to get an offer here instead. Sure enough, BostonCoach called me the day before I started at the other job. Things fell into place and I’m glad I made the choice.
What do you do here at BostonCoach? What’s your role like?
My goal is to find new prospects and companies we aren’t working with, and sign them up. I also work with current clients in order to find new opportunities at their companies. But it’s the new customers that are the hardest to get. That challenge really motivates me. This job takes someone who can hear “no” and not care. I’m known for my persistence.
What do you do to make sure every client or customer has a great experience?
Active listening. It may seem like a sales cliché, but it makes sense. When it comes to dealing with an issue, concern or question, you have to understand what the problem really is. I often say “What I’m hearing is this…” because I’ve learned how to listen and repeat back what I think is going on. When I worked in hospitality, I learned how to deal with the angriest customers and learned that sometimes people just want to scream and yell and throw a fit. I don’t experience that here, but when there is any sort of incident, we resolve it. I offer empathy and sometimes act as a buffer to try to figure out exactly what’s going on.
It’s like playing the Telephone Game, when you hear a story retold many different ways and you’re trying to get a clear understanding of what’s going on. But I’m good at talking to people. When speaking with clients or customers, I always guarantee that their issue will be resolved. It’s all about getting things done.
I prefer the phone to email. Talking is a much better way to communicate than the written word. Sometimes emotion can be misconstrued in text. It’s always good to actually have a conversation.
What do you enjoy most about your job?
First, I like the people here at BostonCoach. Everybody here is great to work with; it’s a good group of people. I think the second thing I like is the work-life balance. The culture here and our CEO, Larry Moulter, really allow for that balance. I don’t feel like I’m on the clock 24-7, and I have definitely felt that way at other jobs. I like that when I go home, I’m not thinking about work and waking up and having the same nightmare, like when I worked in hospitality. But it’s not that stressful here — I like that.
What’s your most memorable experience at BostonCoach?
There are three that stand out:
- A few years ago, we had a big sales & marketing meeting where all our regional sales directors came to Boston. Our SVP at the time suggested everyone do a video or skit relating to BostonCoach. My group did a video about the corporate office in Boston where we worked. It came out really funny, and we won first prize. A sense of humor is a huge part of my everyday life and I definitely try to bring that to work.
- Last year riding in the Pan-Mass was great — all of the philanthropy we do here at BostonCoach. We give back to so many different causes and every year we do one major cause. The Pan-Mass ride was especially meaningful to me because my parents are cancer survivors. Being part of the team was a great experience. This year we are doing Bike MS.
- Another memorable experience was a company breakfast we had celebrating the history of BostonCoach. The CEO and I cooked omelets for everyone — we had a whole station set up. I made home fries and prepped everything beforehand at home. It was great because I got to use my restaurant experience and actually saved the company $2,000. For me, it was another way to get people together and I was able to contribute as someone who works in sales but has other things to offer the team.
What do you do outside of work?
I have all sorts of things going on. I golf a lot. Sometimes I golf with people from work. I have some real estate projects — I manage a few properties and acquire more properties when I can. It’s a good time to be doing that since the market’s bouncing back. And I really love doing dinner parties and cooking for big groups. Even though I don’t want to do it for work, I’m still passionate about food and hospitality. I’ve gained so much knowledge that I can whip up practically anything you want to eat — and you will love how I make it.
What do you think would surprise people about BostonCoach?
I think people would be surprised at how real the executives are. You can basically stroll into any office and have a conversation. Even the top-level people are always approachable. At some companies, you’d never speak to the CEO, but it’s a much different culture here. You feel like you’re on the same team with everyone, from the senior managers to the drivers.
Anything else you’d like to share?
I am not on Facebook — it’s my goal to be the last human without a Facebook account. I like effective, necessary communication. I’m on the phone all day long but I don’t like to call just to chat with people. I’m not that guy. There’s got to be a reason to have a conversation.