SALES & MARKETING EXECUTIVE
World-Class Telecom Enterprises - Business Development - Management Consulting
Business Development & Marketing Executive Proven track record of identifying, securing and optimizing the value of business opportunities on behalf of world-class telecom enterprises. Acute understanding of the global marketplace, and expert in partnering sales with enterprise-level strategies and objectives. Strategic visionary relating day to day goals to long term company focus.
Talented Sales Professional & Team Leader Exemplary history of personal sales achievement combined with the proven ability to lead others to exceed corporate and personal goals. Expertise in recruiting, training, developing and motivating top-performing sales teams.
Corporate Officer & Management Executive Trusted as a key advisor, visionary leader and prudent strategist in collaborating with corporate management of start-up up to some of the largest organizations in the world.
Growth and Revitalization Outstanding reputation for analyzing existing processes and procedures, identifying flaws and outdated methods and implementing solutions to enhance efficiency, reduce waste, cut costs and boost profits.
Telecom Industry Specialist Highly-respected for forward vision, innovation and technical knowledge. Extensive contacts and long-lasting relationships with C-level industry executives worldwide.
CAREER ACCOMPLISHMENTS
Sector, Inc.
" Strategically restructured a voice networking company into a leading IP enterprise by steering business and technology strategies, and aligning new product development and sales with client needs and the competitive marketplace.
" Revamped the sales team by creating key account management teams, focusing account management strategies on long-term relationships, implemented a new incentive structure, and successfully attracting, developing and retaining a team of top-performing sales professionals who consistently met/exceeded sales goals.
" Created a product marketing focused group within the organization comprised of engineering, operations and sales functions/teams involved in creating packaged solutions to meet client needs. Provided essential technical, strategy, client communications and field sales support to new product development plans and priorities.
" Achieved $64.5 million revenue target and offset decline in voice market share by generating $28 million in new business through new services and products.
" Delivered a dramatic increase in sustainable revenue by successfully selling contracts with significantly longer commitments from 30 days to 2+ years.
" Spurned 25% annual growth in solution sales revenue by training the sales staff in effective cross-selling techniques and a strong focus on the ROI for the client.
" Slashed negotiation/client commitment cycle from 20+ to 3 days by standardizing and simplifying legal aspects of the services contract.
Zephyr Telecommunications, Inc.
" Developed sales and business strategies; for the expansion of the US and European aggregation services market and for the entrance into the provisioning of the fiber network in Eastern Europe.
" Generated $4.5 million in new business by establishing strategic alliances with industry leaders AT&T, MCI, IDT, Sprint for making Zephyr their primary service provider for Eastern Europe.
" Produced $2.5 million in annual revenue with an additional $2.5 million pipeline for 2002 by cultivating relationships with major carriers Austria Telecom, Telefonica de Espana, British Telecom, Deutsche Telekom, France Telecom, Telecom Italia for services in Eastern Europe.
TM Forum, Morristown, New Jersey 2013 to Present
A global trade association trusted by the worlds largest enterprises, service providers and suppliers to help them continuously transform to succeed in the digital economy.
Membership Acquisition Manager, Americas
" Develop new membership opportunities to bring clients into the TM Forum.
" Established a working funnel of new client from verticals such as service providers, utilities, and software vendors.
" Managed high priority accounts to develop greater participation in the Forum.
SOLUTION PIONEER GROUP, Central New Jersey 2005 to 2013
A Management Consulting group that specializes on business and sales plan development for small and medium enterprise industries. The Group also established a permanent placement management firm as well as a benefits consulting group.
Managing Partner
" Developed and conceived the business plan and launched a management consulting group.
" Modified corporate mission during difficult economic times to assist companies in downsizing and consulted with managers to find new opportunities.
" Transitioned business from management consulting to permanent placement as part of a national organization.
Independent Agent
" Developed new book of business 16 new accounts in first year.
" Established a pipeline of revenue through marketing and business development efforts to attract new clients.
" Established an agency through recruiting to providing clients with value proposition on existing benefits.
SECTOR, INC. A SIAC COMPANY, New York, New York 2001 to 2005
A $65 Million division of Securities Industry Automation Company (SIAC), known for producing high quality, cost-effective telecom services and solutions for the financial services industry.
Managing Director National Sales
" Functioned as the expert consultation to the CEO and the SVP in making key strategic business decisions.
" Managed the ongoing strategic sales and business plan management and forecasts.
" Spearheaded all business development, sales, sales operations and product marketing.
" Developed, implemented and managed all business strategies, budgets and projects designed to drive revenue and profitability; focused on re-establishing a competitive edge in the financial market place.
" Trained, mentored and motivated Sales Managers, a national sales force, and customer service staff.
" Established revenue forecasts and sales goals, structured and administered commission plans, implemented/led training programs, and guided career development for high-potential individuals.
" Personally targeted and secured major accounts, and built, strengthened and protected key account relationships.
ZEPHYR TELECOMMUNICATIONS, INC., Florham Park, New Jersey 2000 to 2001
A $40 Million Integrated Telecom Enterprise Designer, Builder and Marketer of Fiber Network Services Connecting Cities in Poland, Czech Republic, Hungary, Germany and Austria with US Operations Providing Aggregated Services to Global Customers
Corporate Officer and Vice President of Sales US & Eastern Europe
" Directed corporate sales strategies and campaigns focused on rapid business development and revenue growth through the sale of network and broadband services to other carriers.
" Established sales models and built a sales team for the US and Europe.
" Closely managed off-net connection and termination fees by creating competitive price structures, and personally negotiating all carrier contracts.
" Facilitated the CEOs exit strategy by initiating deal to sell network to major European telecom.
AT&T GROWTH MARKETS, FORMERLY TCG 1999 to 2000
$110 Million Voice and Data Telecom Services and Solution Provider Formed Following the Acquisition and Merger of TCG with AT&T.
Regional Sales Director Local Services, AT&T Growth Markets
" Recruited to manage regional sales teams, drive revenue and manage relationships with National Account teams.
" Marketed a full-line of Local Services (voice, private line, IP), and delivery of services to accounts throughout the Northeast. Led a core team of three City Directors and managed a total workforce of 125 people in three offices.
" Improved performance of operations and product delivery by reengineering processes, establishing clearly defined goals and time lines, and implementing performance accountabilities at the management and staff levels.
" Led the sales force to achieve 125% of revenue plan and improved regional ranking from #3 to #1 out of four.
" Increased sales-per-person by 25% by introducing consultative sales techniques and account management tactics.
TELEPORT COMMUNICATIONS GROUP - TCG, Dayton, New Jersey 1997 to 1999
$75+ Million provider of Connectivity and Analog Private Line and Switched Voice Services to 26 NFL Cities
DIRECTOR NATIONAL SALES, Internet & Advanced Data Services
" Chosen to launch a startup national data networking business, and boost revenue and market share.
" Developed strategic sales plans, creating a new revenue stream through the existing customer base.
" Managed business and sales operations for a group comprised of 55+ professionals including regional management (New York, San Diego, Los Angeles, Chicago and headquarters), Sales Engineering, Data Sales and support roles.
" Identified business targets, developed sales plans, and teamed with each General Manager in achieving goals.
" Achieved over 140% of sales plan by building a dynamic organization, and a best-in-industry sales team.
" Invited to join the Executive Committees monthly Strategy & Planning Meeting to contribute to product development, business planning and enterprise-level decision-making.
" Trained sales team in selling data network services and coached all General Managers in leveraging the data sales team to drive their top-line.
" Landed the companys first data network deal - a $50+ million account with Staten Island University Medical Center.
AMERICAN COMMUNICATION SERVICES, INC. ACSI, Annapolis Junction, MD 1996 to 1997
$35 Million CLEC Provider of Analog Private Line, Switched and LD Services to 32 Tier 2 Cities in Southern and Western US
VP MAJOR ACCOUNTS, Advanced Data Services
" Conceived and executed strategies, and directed all aspects of the sales cycle for the entire data services portfolio for all major accounts in all markets nationwide.
" Recruited by the SVP of Data Services to develop a new sales strategy, revenue-cost forecast, resource allocation, hiring plan and product delivery structure for presentation to the CEO and Board of Directors for leveraging the companys technology and capacities in and between cities.
" Gained commitment for data network services from 10 customers representing $3.75+ million pipeline.
" Mapped-out a viable business plan, sales strategy, revenue-cost forecast, resource allocation, hiring plan and product delivery structure for a new corporate line of business.
GTE CORPORATION (CONTEL/ASC), Rockville, Maryland 1986 to 1996
$72 Million, Multi-Divisional Enterprise Offering Telecom Technologies, Solutions and Services to Customers Worldwide
MANAGER NETWORK SALES, GTE Telecom (1994 to 1996)
MANAGER EASTERN REGIONAL SALES, National Network Services, GTE SpaceNet (1991 to 1994)
MANAGER SALES & CARRIER RELATIONS, Contel/ASC (1987 to 1991)
MANAGER NATIONAL ACCOUNTS, Contel/ASC (1986 to 1987)
" Promoted the sale of emerging telecom technologies, solutions and services satellite-transponders, voice and data networks to new and existing carriers, commercial customers and vertical industry clients.
" Led sales teams generating as much as $15+ million in revenue annually.
" Achieved 100% customer retention during multiple corporate transitions by minimizing impact on clients.
" Consistently exceeded goal -110% to as high as 250%- for business development, total revenue and growth.
" Secured GTE Telecoms first major win against AT&T in the financial services industry outside of NYC.
" Targeted and won then the largest transponder sale to the cable industry, closed business with the top three IXC providers (AT&T, MCI, Sprint), and opened new territories in Puerto Rico, USVI and Hawaii.
" Achieved growth and maintained revenue performance despite decreases in prices and increases in competition.
EDUCATION
FAIRLEIGH DICKINSON UNIVERSITY, Rutherford, NJ
Masters Degree in Business Administration Concentration in Management
WESTERN CONNECTICUT STATE UNIVERSITY, Danbury, CT
Bachelors Degree in Business Administration Concentrations in Economics & Computer Sciences |
