Marc Metzner
Marc is a Vice President with The Alexander Group, and has over 15 years experience working across industries (e.g., publishing, telecom, computer software, services and manufacturing) to improve sales and marketing strategy and effectiveness. As National Director of the Firm’s Sales Coverage Practice, he leads bi-monthly executive roundtables and benchmarking programs with Fortune 500 Sales and Marketing VPs on key sales strategy topics. He also frequently speaks and writes articles and white papers on best practices for optimizing sales coverage. Topics on which he has focused recently include: Managing Sales Transformation, Creating An Agile Sales Organization, New Products Selling, Sales Force Integration, Leveraging Inside Sales and Change Management For Sales.
Recent Engagements
Marc recently conducted an engagement with a major electronic publishing company to document the practices of their star sales reps and replicate these practices across the organization. The project started by clarifying desired strategies with senior management, followed by evaluating the alignment of sales practices, time management, teamwork, coaching and skills with strategy implementation. Marc helped define winning practices and produced detailed recommendations to improve sales coverage and productivity. The project team created individual development plans for all reps designed to scale up winning practices throughout the organization. The project has helped the client increase revenue growth, decrease cost of sales and improve new product launches.
Prior Experience
Prior to joining The Alexander Group, Marc was a manager in an international Big "5" consulting practice. There he worked on strategy development, market analysis and sales organizational redesign for computer, high tech and telecom companies, as well as strategy and market entry for telecom service providers.
Education
MBA Yale School of Management, Yale University
MPA Woodrow Wilson School of International Affairs, Princeton University
BA State University of New York