VP / DIRECTOR OF TELESALES
Senior Sales and Marketing leader expert in building high performance Inside Sales teams and instituting best of breed tele-selling processes. Uniquely skilled in synergizing inside sales with field sales, e-commerce, and marketing campaign strategies. Proven record of success, driving revenue growth and increased profitability in the technology, software, and business information industries. Uncommon personal integrity, a passion for leading teams to the next level, and demonstrated thought leadership in the areas of:
* Transitional Leadership
* Organizational Design
* Sales Channel Integration
* Field Sales / Telesales Leadership
* e-Commerce Strategies
* Marketing Campaign Design
* New Business Development
* Talent Acquisition & Development
* Performance Culture Creation
* Process Re-engineering
* Tele-selling Technology
* Business Partner Strategic Alliances
PROFESSIONAL EXPERIENCE
DUN & BRADSTREET CORPORATION 2005 – 2006
Vice President of TeleWeb Sales – Bethlehem, PA
Recruited by the VP of U.S. Sales to re-engineer “DNB TeleWeb,” DNB’s inside sales organization, to accelerate revenue growth of the small and medium business segment. Actively led a sales organization comprised of 200 first line managers, second line managers, relationship reps, new business specialists, product specialists and marketing specialist responsible for driving sales of DNB’s credit, marketing and supply business information products.
* Grew channel sales $7M to $146M, exceeding 2005 sales target through organizational and process re-engineering, innovative sales tools, and creation of a performance culture.
* Reduced channel expenses $2M, exceeding 2005 expense budget target by rationalizing resource requirements and implementing outsourcing strategies.
* Created superior teams through strategic recruitment, talent development, shared vision, motivational techniques, performance management, and consistent celebration and sharing of successes.
* Established a “Winning Culture” across the organization with improved employee communications, increased ownership and accountability, performance incentives, and recognition programs, raising the employee satisfaction index by 4 points.
* Maximized selling effectiveness by integrating telesales, direct marketing campaigns, and e-commerce strategies.
* Re-engineered sales processes by integrating Siebel driven call cues with direct marketing campaign frameworks and web collaboration selling tools.
* Championed the development of channel ready products addressing the needs, appetite, and budget of small and medium sized customers.
* Spearheaded the development of significant new business streams by pursuing leads identified by customer service, upselling e-commerce customers, and executing outbound campaigns targeting prospects that model our best customers.
BEA SYSTEMS, INC. 2001 – 2005
Senior Director of Sales – Dallas, TX
Successfully designed and implemented “BEA eSales,” BEA’s inside sales organization responsible for account ownership of non-named customers and prospects in North America. Actively led a sales organization comprised of 55 first line managers, account managers and system engineers responsible for driving sales of BEA’s application server, portal, integration and web-services enterprise software and services.
* Grew the organization’s revenue contribution from a baseline of zero in 2001 to $36M in 2002, $43M in 2003, and $60M in 2004… exceeding revenue targets each year.
* Successfully consolidated sales teams from Boston and San Francisco into Dallas.
* Maximized selling effectiveness by integrating inside sales with field sales, direct marketing, and business partner selling efforts.
* Created significant new business streams by leveraging a business development lead generation model.
CANDLE CORPORATION 1999 – 2001
Director of Sales and Marketing – Dallas, TX
Aggressively recruited by Candle Corporation to design and implement the restructuring of “Candle Direct,” Candle’s inside sales organization responsible for account ownership of all non-named customers and prospects in North America. Actively led an organization of 50 first line managers, account managers, business partner managers, systems engineers, campaign marketing specialists, and opportunity developers responsible for driving sales of Candle’s systems management enterprise software and services.
* Grew the organization’s revenue contribution from $5M in 1998 to $9M in 1999, and $32M in 2000, exceeding annual revenue targets each year.
* Re-engineered and led sales and management teams to go to market more effectively and efficiently.
* Directed the development of integrated marketing campaigns incorporating direct mail, email, telemarketing, telesales, web marketing, field marketing, and field sales using a closed loop lead process.
IBM 1984 – 1999
Business Unit Executive – Dallas, TX (1996 – 1999)
Actively led an organization of 105 first line unit managers, brand sales specialists, business partner channel representatives, and opportunity developers responsible for selling IBM’s full line of hardware and software products to small and medium sized customers in the manufacturing, distribution, retail, finance and insurance industries across the U.S.
* Attained revenues of $1.9B, exceeding 1998 revenue objectives and on track to exceed revenue objective of $2.3B in 1999.
* Grew business unit responsibility to include sales of all hardware brands as well as enterprise software.
* Managed business partner selling efforts, working closely with regional third-party value add resellers to drive incremental revenue.
Marketing Manager – Atlanta, GA (1994 – 1996)
Led a team of 12 marketing specialists responsible for Midrange Systems marketing strategy development and the conception, design, and execution of direct marketing campaigns for AS/400 and RS/6000 brands and associated storage and software product lines. Managed a $4M marketing budget and maximized the return on investment. Recognized for outstanding performance against marketing objectives.
Sales Manager – Atlanta, GA (1992 – 1994)
Strategically recruited, trained, coached and directed a team of 15 inside sales representatives responsible for selling IBM products and services to installed accounts and prospects across the New England territory. Nominated to lead a national task force to identify and implement “best of breed” telesales processes and build IBM’s first Telesales Megacenter.
Sales Manager – Syracuse, NY (1990 – 1992)
Developed and implemented the initial telesales model in the Northeast area. Designed team vision, strategy and processes. Recruited, trained, coached and directed team of 20 inside sales representatives responsible for selling IBM products and services to customers across the Northeast. Received the “Quality Person of the Year Award” for successfully implementing a new sales channel for IBM… essentially IBM’s first telesales model.
Area Sales Specialist – Boston, MA (1989 – 1990)
Spearheaded an effort focused on closing large and complex server and storage deals across the Northeast area. Recognized as premier “go to” sales resource responsible for negotiating and closing large deals in the Northeast area.
Sales Systems Engineer – Syracuse, NY (1984 – 1989)
Joined IBM as a Systems Engineering Specialist and became the lead Systems Engineer responsible for closing Server and Storage sales across the branch office. Recognized for outstanding performance against sales objectives.
EDUCATION
MBA Studies, Syracuse University – Syracuse, NY, 1983 – 1984
Completed the first year of a two-year MBA program before joining IBM.
BA, cum laude, St. Lawrence University – Canton, NY, 1983
Coordinated SLU Intramural Sports Program (full-time) from 1979 – 1983
COMMUNITY SERVICE
Kinder Soccer Coach – Parkland Soccer Club, Allentown, PA, 2005 – Present
U5 Soccer Coach – Lewisville Soccer Club, Dallas, TX, 2004 - 2005
Volunteer, “Feed the Homeless” program – Salvation Army, Dallas, TX, 1999 – 2003
Board of Advisors, IT Consultant – Rescue Mission, Syracuse, NY, 1988 – 1996
Fundraising and Volunteer Coordinator – United Way Telethon, Syracuse, NY, 1993 – 1996 |
