Strong leader known for dynamic approach to overcoming obstacles, inspiring positive change and delivering innovative solutions that accelerate profitable growth and capture market share.
AREAS OF EXPERTISE
Revenue & Profit Growth
Business Turnaround Situations
Employee Coaching and Development
Training & Team Leadership
Direct & Distributor Sales Force Management
Business Planning & Forecasting
Seeking a Vice President or Director role in Sales, Marketing or Operations - Telecommunications, Networking, Infrastructure industry.
PROFESSIONAL EXPERIENCE:
THE BERMUDA TELEPHONE COMPANY – 1.5 yrs – 2 Assignments
2008-2010
VICE PRESIDENT OF SALES AND MARKETING
Hamilton, Bermuda
(2009 -2010)
Promoted to direct the entire Sales and Marketing organization to guide corporate strategies for the development and implementation of infrastructures in sales, marketing, research and development, engineering and customer service. Managed 105 FTE with P/L responsibility of $127M in Revenue and $9M in Expenses.
ACCELERATED SPEED-TO-MARKET: Championed use of appropriate business intelligence software tools, redesigned the product development process, and established effective relationships with key local regulators.
CRAFTED INNOVATIVE APPROACH TO OFFER MANAGEMENT: Negotiated new tariff filing processes resulting in a 200% increase in the number of company product launches in 2009.
FOCUSED COMPANY’S RESOURCES ON IP-BASED PRODUCT LINE: Developed and launched Hosted IP PBX services- eradicating over $4 million in annual operating expenses with successful exit from non-profitable lines of business. Repositioned the company as a provider of innovative value added services.
BROUGHT STRONG MANAGEMENT DISCIPLINE and U.S. market expertise to role as board director who assumes operational oversight in absence of COO.
MAXIMIZED PROFITS THROUGH EFFICIENT VENDOR NEGOTIATIONS AND CONTRACTS, and the identification and reduction of gratuitous cost factors. Customer churn reduced to 1.5%.
VICE PRESIDENT OF SALES
Hamilton, Bermuda (2008-2009)
Recruited to rescue failing sales, rejuvenate ineffective marketing programs and improve operational performance.
REVAMPED THE SALES INCENTIVE COMPENSATION PLANS: Aligned to support the organizational goals and to promote and encourage behaviors which drive revenue growth and profitability.
CONDUCTED BOTTOM-UP REORGANIZATION OF SALES ORGANIZATION IN PREPARATION OF MAJOR REGULATORY REFORM: Resulted in introduction of new training curriculum and job skill requirements for new-hires to match external competitive environment. Sales production increased by over 20%.
ESTABLISHED INTEGRATED SALES OPERATIONAL PLANS FOR ALL BUSINESS units including, sales, operations, customer support and engineering: Focused on revenue growth, funnel management, customer loyalty, customer churn reduction and employee coaching & development.
AT&T CORPORATION
2006-2007
(AT&T acquired BellSouth Corporation in December 2006)
REGIONAL SALES VICE PRESIDENT
Indirect Sales/Alliance Channel
Atlanta, GA
Developed and executed the business development strategy, addressing new Partner On-Boarding programs and the overall Partner Migration from a Regional to a Nationally based program. Oversaw headcount of 250 channel partners and 75 internal FTE. P/L responsibility of $210M in Revenue and $15M in Expenses.
Accepted early separation offer in 2007 as the result of significant restructuring and headcount reductions with the merger between AT&T and BellSouth.
RANKED #1 IN GROSS PROFIT: Through selection, coaching, training and retention of 600+ person indirect sales force comprised of direct and indirect sales staff.
INCREASED REVENUES 12% YEAR-OVER-YEAR: Region ranked number 1 out of 18 through the planning and executing of numerous key sales initiatives.
BELLSOUTH TELECOMMUNICATIONS
10 year career – 4 assignments
(1996- 2006)
DIRECTOR OF BUSINESS OPERATIONS
Small Business Division
Atlanta, GA
(2004 -2006)
Handled all aspects of operational support, including administration of training program for 1000+ employee sales force, compensation plan development, web-based channel communications and channel management.
IMPROVED CROSS-CHANNEL RELATIONSHIPS- : Standardized Cross- Channel Sales Guidelines and Policies which reduced channel conflicts and increased sales productivity. Resulted in a 25% reduction in employee and customer complaints.
Developed detailed methods and procedures and conducted a total of 24 market trials to maximize profits from new product development.
OVER-HAULED NEW HIRE SALES TRAINING: created web-based and simulation training for new hires which reduced employee turnover by 20%.
SALES AREA VICE PRESIDENT
Alternate Channel Distribution
Atlanta,GA
(2000-2004)
Led business turnaround of Alternate Sales Channel for the Southeast Region. Created strategic partner relationships and business development plans for over 200 small to medium- sized companies. Hired, coached, mentored and developed 35 Channel Managers to ensure Partner sales objectives were met.
EXCEEDED ALL SALES TARGETS each year through a focused approach to Balanced Sales Performance.
#1 IN NATIONAL RANKING IN THE COMPANY. Achieved record breaking performance with 45% year-over-year revenue growth through aggressive personal accountability model and individual professional growth plans for employees.
SALES MANAGER
Alternate Channel Distribution
Atlanta, GA
(1998-2000)
Responsible for hiring, training, coaching, motivating, and leading team of Channel Managers.
RANKED IN THE TOP 1% OF ALL COMPANY SALES LEADERS thorough the nine-state region.
Winner or the “Pinnacle Award” for outstanding sales achievements-155% of sales targets against a $1M objective.
IMMEDIATE IMPACT: moved team from 8th place to #1 among 8 sales teams. Led the region in new partner recruitment and sales revenues.
NATIONAL ACCOUNT SALES MANAGER
Enterprise Sales
Atlanta, GA
(1996-1998)
“In-the-House” on-site planning program with key major accounts including Coca-Cola, The Home Depot and Georgia Pacific ,generated new sales of $3M and 15% revenue growth for 1996. Balanced performed resulted in 127% end of year attainment for new sales.
Developed, implemented and executed a Executive-to-Executive positioning strategy to help build sustainable business relationships at all levels within base.
CABLE & WIRELESS CORPORATION (1994-1996)
REGIONAL SALES TRAINER
Atlanta, GA
Developed and delivered sales training for account executives throughout the Southeast region.
PRIOR RELEVANT EXPERIENCE:
Held advancing sales and marketing positions in Sprint Corporation and MCI Corporation.
EDUCATION:
MASTER OF SCIENCE, MBA
PEPPERDINE EXECUTIVE MBA PROGRAM
Pepperdine University, The George L. Graziadio School of Business and Management
Malibu, CA
1986
BACHELOR OF SCIENCE- BUSINESS FINANCE
University of Southern California
Los Angeles, CA
1983
AWARDS AND HONORS:
Selected by BellSouth Senior Executive Team to participate in the Turknett Executive Leadership Program.
Served as a Senior-level mentor to Professional Women in the “Georgia 100” Mentoring Program.
Participated in BellSouth LEADS program for High Potential Managers – 4 consecutive years. |
