Divisional PRESIDENT/COO OR VICE PRESIDENT SALES
„« Extensive experience in building sales organizations and high performance organizations in various market conditions
„« Demonstrated ability to motivate sales organizations and departments to identify and capitalize on existing and emerging market opportunities.
„« Demonstrated capability in directing the development and implementation of initiatives and processes that increase results, reduce costs, increase profits, and improve organizational efficiency and productivity of the organization.
„« Recognized leader who possesses strong ethics, excellent judgment, unquestionable integrity, decisiveness, and credibility.
„« Strategic thinker with a track record of movement through progressively more responsible general and sales management assignments in a wide range of business environments including start-up, turnaround, and high growth.
„« Ability to lead organizations to reach levels of success that consistently meet or exceed the expectations of customers, employees, shareholders and strategic partners
2006-Present
MANAGED SERVICES AND DATA CENTER DIVISION OF PUBLIC COMPANY
New York, NY
PRESIDENT/COO
This division that I head is a leading managed services and collocation provider in the greater New York area. Services include network monitoring and management, network design, systems monitoring and design, server monitoring and management, collocation, mass storage services, tape automation services, disaster recovery, managed firewall redundant internet access, wide area network services, metro network services. Customers include a wide variety of enterprise and service providers.
Recruited by the Chairman to head the Managed services and Data center divisions. The company owns and operates 3 neutral carrier data centers in New York, Jersey City and Brooklyn.
„« Increase revenue by 18% from 2006 to 2007
„« Increased EBIDTA 11% from 2006 to 2007
„« Restructured the company into a functional organization by increasing operational and engineering staff and shifting key personnel to other departments.
„« Staffed a new CTO, design engineer, three operation techs, and created a logistics control position for Services.
„« Developed long range strategic plan for the division.
„« Developed a strategic budget that augmented existing core strengths of division.
„« Developed new products that augmented existing Engineering and Operations organizations competencies which strengthened Access ITˇ¦s position as a premier service provider.
„« Restructured the CapEx model to emphasize the growth of top line revenue and introduction of new products.
„« Developed and institutionalized scaleable processes in forecasting, product innovation, product life cycles, strategic planning and employee performance and compensation.
„« Improved employee morale through improved communication, productivity tools, instituting merit pay increases program, revamped benefits program.
„« Structured the deal to outsource and divest the management of the data centers to an outside organization.
2000-2006
LARGE CARRIER NEUTRAL /COLLOCATION-DATA CENTER COMPANY
New York, NY
VICE PRESIDENT SALES-EASTERN REGION
Recruited to this privately-owned $100 million provider of data center/neutral interconnection collocation and managed service provider as Vice President Sales for Eastern Region. I was offered a lucrative compensation and options package and the incentive to be the next SVP of Sales. This company delivers comprehensive collocation, interconnection, security, storage, monitoring, content delivery and peering solutions in a neutral marketplace. Markets and customers it services include carriers, CDNˇ¦s, search engines, content providers, cable companies, VOIP, e-commerce, managed service providers, enterprise, ASPˇ¦s.
Following is a summary of my regionˇ¦s revenue and quota performance since I joined in 2000:
% Revenue %
Quota ($millions) Change
2005 68 +15
2004 59 +28
2003 46 +39
2002 33 +13
2001 29 +360
2000 8
„« Lead a team of 15 Senior Sales Account Directors, National Account Managers in consultatively managing and selling to a highly technical prospect and customer base.
„« Owns the original selling and continued maintenance of 67% of the entire companyˇ¦s run rate. Responsible for 65% of the companyˇ¦s sales growth from 15 million to 98 million in annualized revenue. (2000-2005).
„« Initiate training programs and conduct training on telecommunications, collocation and datacom principles and process.
„« Four Year Sales Club Winner.
„« Conceived and directed sales strategies, promotions, compensation plans and quota assignments.
„« Developed a unique major account support model that delivered a dramatically differentiated service and support level, enabling the organization to achieve a greater level of market share in our core customer base.
„« Represented sales on company customer satisfaction team. Created a feedback process which gave customers a direct communication into our development teams, resulting in industry leading customer satisfaction scores.
„« Assisted in the integration of company acquisitions into existing company structures.
„« Architected the re-organization of the nationwide sales force to work out of home offices. Reduced SG&A expenses by 22% in 2000.
1994 ˇV 2000
LARGE INTERNATIONAL DATA AND LOCAL ACCESS PROVIDER
New York, NY
Recruited to rapidly growing company to sell to financial and IXC carrier markets. The companyprovided high speed local access services including Private line, Data, Sonet, DWDM, ATM, Frame Relay, IP, Internet infrastructure and Voice Services. Promoted to Regional Sales Director in 1998 and groomed for the Regional Vice-President of Sales position before being recruited to next company.
Awards, honors and performance
1999 Presidentˇ¦s Club - Circle of Excellence
1998 Presidentˇ¦s Club - Circle of Excellence
1997 Presidentˇ¦s Club - Circle of Excellence
1996 Presidentˇ¦s Club - Circle of Excellence
1998-2000: Consistently maintained over 75% AE quota participation
1998-2000
REGIONAL SALES DIRECTOR
„« Managed and motivated a team of 12 Senior Account Executives and 7 sales support employees in the companyˇ¦s four year, top performing, outside Sales division ˇV Telecom.
„« Maintained over 75% AE Quota Participation
„« Consistently recognized at every level of sales management as a top performer.
„« Responsible for new sales production of $120,000 monthly.
„« Target markets and customers include: Carriers, ISP, IXC Carrier, ILEC, CLEC, Metro Access Providers, DSL, ASP, Reseller, Fortune 1000.
„« Served on committee to improve internal business process teams on subjects such as: internal order processing, commission reporting/payment structures, Sales software, marketing products, customer satisfaction.
„« Recruiting: achieved and maintained 100% of teamˇ¦s headcount. Achieved region-leading turnover rate of 15% for 1998 and 1999. Region had one of the lowest turn-over rates in all of WorldCom Sales
Quota
2000 156%
1999 120%
1998 257%
1994-1997
SENIOR ACCOUNT MANAGER
„« Responsible for consultative Sales and Account Management for companyˇ¦s wide range of data, voice and metro access private line services
„« Recognized as top performer, consistently at top 10% of Account Managers in the country: see awards and honors above
„« Developed new client relationships and revenue opportunities. Started territory with no base accounts and within a year (1995) built it into a territory generating 1.17 million annually based on a monthly quota of $6000
„« Customers include NTT Data, Liberty Brokerage, Nomura Securities, IPC Networks, InterNap, Bloomberg, Bank of New York, American Express
Quota
1997 201%
1996 240%
1995 163%
1994 136%
1991-1994
REGIONAL CLEC
New York, NY
SENIOR ACCOUNT EXECUTIVE
Invited to manage some of their most strategic accounts. The company was one of the largest NYNEX authorized agents that managed Fortune 1000 accounts for NYNEX. Through successful selling of NYNEX services into these accounts, was promoted to Senior Account Executive.
„« Sold NYNEX services including frame relay, private line, switched voice and data services to Fortune 1000 accounts (Anne Klein Inc., El Diareo Publishing, Murjani International).
„« Achieved Presidentˇ¦s Achievement Club over 150% of sales quota for 1992, 1993
„« Represented Sales on Product Development team-design and market network products and services
Quota
1994 140%
1993 191%
1992 162%
1991 101%
1989-1991
FOREIGN-OWNED INTERNATIONAL COMMUNICATION AND INTERCOM COMPANY
Elmsford, NY
REGIONAL VICE PRESIDENT-AGENT SALES
Joined this Norwegian based manufacturer of Micro-processed based intercom systems for the financial, military, healthcare markets. I was in charge of recruiting system integrators and value-added resellers to market companyˇ¦s products.
„« Recruited, trained and managed companyˇ¦s largest agents, IPC Trading Systems and AT&T. Grew IPC from $0 sales to $3.5 Million annually in two years
„« Managed companyˇ¦s USAˇ¦s largest enterprise client, JP Morgan. Sold Stentofonˇ¦s largest trading turret intercom system in U.S to JP Morgan ($2.8 Million sale)
„« Successfully authored and implemented guidelines for training agent service and sales representatives on companyˇ¦s products, procedures, and pricing
„« Increased revenue 43% from 1989 to my departure in 1991
1986-1988
DOMESTIC AND INTERNATIONAL VOICE AND DATA CARRIER
New York, NY
NATIONAL ACCOUNT EXECUTIVE
„« Successfully sold switched and dedicated voice and data services to Fortune 1000 accounts.
„« Accounts sold included, ADP, Wang Financial, Garban Ltd., Drexel Burnham, NTT
„« Achievers Club 1988. 175% of annual quota
„« Achievers Club 1987. 220% of annual quota
1984-1986
DOMESTIC AND INTERNATIONAL VOICE AND DATA CARRIER
New York, NY
ACCOUNT EXECUTIVE
„« Successfully sold MCI dial one and hard wire WATS services to accounts within assigned territory.
„« 210% of quota for 1986
„« 160% of quota for 1985
„« #4 ranked Account Executive in 1985 in New York branch of 30+ sales representatives.
EDUCATION: Rutgers University-Cook College
Bachelor of Science-Economics- 1984
Four year baseball scholarship
Deanˇ¦s List
PERSONAL: Born February 26, 1961
Married |
