Craig Ackerman

Craig is a member of the Atlanta office’s leadership team. His consulting work focuses on developing actionable go-to-market strategies for leading sales organizations. His areas of focus include market segmentation, customer coverage models, sales process effectiveness, sales job design, quota setting and incentive compensation design. Craig works with sales organizations across many industries, including medical devices, biotechnology, financial services and high technology.

Recent Engagements
Craig recently worked with a leading medical devices company to lead sales force planning efforts. Craig’s role included optimizing sales force deployment, developing sales compensation plans and building quotas. The efforts of the planning process delivered
growth that exceeded expectations.

He also worked with a healthcare services provider to assess target segment potential and test whether sales strategies aligned with growth opportunities. He found over-emphasis on current, small clients at the expense of growth opportunities in the mid-market. He recommended redeploying field assets toward higher potential mid-sized accounts while using tele-resources to grow business at smaller accounts.

Another recent project entailed assessing the go-to-market strategies of top retail banks. This project compared the differences in strategies and the financial impact on both revenue and cost. During the project, Craig considered differences in sales strategies, sales force deployment, service resource deployment, recruiting profiles and training programs. 

Prior Experience
Prior to joining The Alexander Group, Craig held leadership positions in sales, marketing and consulting capacities with Fortune 500 firms. He was responsible for developing and implementing the online customer acquisition strategy for a Fortune 50 company. During his tenure with a Big “5” consulting firm, he managed business process improvement projects focused on critiquing and recommending improvements in wholesale operational support systems. Craig also held sales positions for major telecommunication and distribution companies where he focused on new market entry and development.

Education
MBA Goizueta School of Business, Emory University
BS Florida International University