Sales & Marketing / Business Development Executive
An Accomplished, Growth oriented Executive with experience in Sales & Marketing, Business Development, Strategy, and Operations. An Effective, Persuasive, and Transformational Sales & Marketing Leader with a Global Reach who Effectively Recruits, Coaches, Mentors, Motivates, and Retains superior Human Capital by focusing on Client Relationships, Results, and Continual Improvement. An Entrepreneurial Spirit who enjoys Challenges where Problem Solving skills can be utilized.
Areas of Expertise Include
Effective Sales & Marketing Leadership
Complex Contract Negotiations
Executive and Board level Interactions
Incentive Compensation Plans
High Value Transactions
Strategic Alliances & Sales Channels
Opportunity Driven Strategic Planning
Client Relationship Management
M&A and Integration Experience
Financially Focused Management
Marketing & Trade Event Management
Familiar with current Technologies
Cash Constrained Environments
Fortune 500 & Start-Up Experience
Experience, Key Contributions and Performance Milestones
McLeod USA, Inc. (now PAETEC) 1997 - 2008
Vice President, Asset Strategy (2007-2008), VP Wholesale Sales (2000-2007)
Highly visible leadership role managing all aspects of the Wholesale business, including strategy, P&L, marketing, customer relationships, account support, sales engineering, and business development. Direct, guide, and motivate Wholesale client sales, marketing, and support teams focused on IXC, CLEC, ISP, ILEC, RBOC, Wireless, and University markets in the US (serving 400+ service providers). Role requires expertise in a broad spectrum of telecommunications technologies, services and markets, astute general management skills, and experience with alternate sales channel management: agent, re-seller, and affinity, while minimizing channel conflict.
Delivered Significant Revenue Contribution & Market Penetration. Established strategic direction to monetize underutilized assets that lead to $242 million new revenue. Led the expansion of Wholesale revenues by over $300 million, adding $43 million new revenue annually. Averaged 157% of departmental new revenue goals over 7 years. Grew Wholesale revenue to 25.4% of company total revenues, utilizing just 2% of sales resources and less than 6% of budget.
Maximized Team Performance. Attracted, developed, and retained a top-caliber team. Implemented open communications, key performance metrics, and instilled accountability to ensure consistent performance. Created a culture of shared vision and customer focus to continually improve productivity, quality, market responsiveness and profitability.
Established Strategic Direction. Played a key role in managing multi-million dollar optical fiber asset transactions, with particular emphasis on ensuring strategic alignment between McLeod and Paetec (as a result of recent acquisition) by gaining consensus across Paetec functional organizations.
Director, Wholesale Marketing (1997-2000)
Directed and managed strategic marketing and brand building initiatives for Wholesale products, including product development and management, market management, trade show activity, and promotions with responsibility for product P&L. Served as a strategic partner with multiple functional organizations, collaborating on the development, planning and achievement of overarching business strategies and objectives.
Mcleod USA, Inc. (now PAETEC) continued
Launched Highly Responsive Marketing Campaign. Analyzed market needs and competitive landscape and created a comprehensive marketing program, including introducing next generation products. Served as the companys interface to the customer and market, identifying issues related to product development to ensure quality, reliability and performance expectations could be met.
Expanded Market Footprint. Cultivated and maintained effective relationships with clients, demonstrating strengths in understanding client business needs, developing and presenting value-based sales proposals to build brand awareness. Penetrated new markets, actively participating in negotiations of Service Agreements and Master Service Agreements with key client accounts, growing revenues from $5 million to over $40 million by 1999. Added agency sales channel.
US One Communications 1996 to 1997
Regional Director, Carrier Sales
Joined start-up during market deregulation of competitive local services, driving sales of Wholesale class 4 and 5 switching and access services to IXC and CLEC clients, such as MCI and AT&T. Managed account management and project implementation, gaining extensive knowledge of the CLEC environment, switching equipment and technologies, regulatory compliance, and competitive issues regarding local service. Leveraged strong personal reputation in the industry and already established relationships to introduce new service provider to the market, winning MCI and AT&T contracts, and achieving 150% of new revenue goal.
Earlier Career: Director, Carrier Sales, Cincinnati Bell Long Distance 1996
Managing Partner, National Voice & Data 1991 1996
Carrier Account Executive, Sprint Corporation 1987 1991, 1982-1983
Director, Operations, TeleDial -1983 - 1987
Education: MBA, University of Chicago, Graduate School of Business, March 2009
Bachelor of Business Administration, Webster University
Member, American Economic Association
National Account Selling and Digital Transmission, Sprint Corp.
Switch Administration training, AT&T and Digital Switch Corporation; SONET, ATM Networks, VoIP training, McLeod USA.
Proficient with Microsoft business applications |
