The year before, quota was made the ordinary way. In 2017, a different discipline produced 176% of it: seed the pipeline early and aggressively, then hold for the right moment to convert.
Role
Regional Account Manager → Senior Account Manager → Strategic and Regional Growth Specialist
Affiliation
MilliporeSigma (Merck KGaA)
Capability
A single quota year built by seeding early and converting on the right timeline
Enterprise Win
Case Study
A territory restructuring pulled the strongest accounts out to the global team before this one was assigned. What was left were the accounts nobody else wanted. No inherited relationships, no established wins, no benefit of the doubt
A single quota year built by seeding early and converting on the right timeline
The territory sat in MilliporeSigma's manufacturing supply division, where winning a deal meant getting a product qualified into a customer's manufacturing workflow ahead of competing suppliers, then converting that qualification into the account's full volume. The year before, quota was made the ordinary way, generating and converting leads as they came in. Going into 2017, the approach changed: seed the pipeline early and aggressively, then hold it for the right moment to convert. That discipline, an oversized pipeline built early and converted on its own timing, produced 176% of quota for the year.
