Executive Summary
Business Leadership – Leveraging over 20 years of business experience in increasing levels of responsibility from technical through project leadership, sales, sales management, operations management and consulting management. Proficient in creating demand and crafting custom solutions driven by customer centered, customer focused requirements gathering.
P&L Management Team Building Sales Management Proposal Writing Contract Negotiation Consultative Selling Solution Selling Strategic Planning
Corporate Contributions
Sold solutions and staffing in excess of targets for the local branch. Managed national sales team to generate $30M in solutions. Managed the turnaround of operating loss into over $1 M in annual profit through operational streamlining and the implementation of a comprehensive methodology for sales & operations. Won re-bids of major contracts by focusing on customer satisfaction. Implemented a strategic sales plan to meet objectives related to increasing revenue, gross profit and expanding solutions portfolio.
Professional History
VP of Sales & Operations 7/2008 – Present. Implemented process and management controls as a foundation for business growth – custom application development shop with supplemental staffing and project services capability.
Managing Director 7/2005 –7/2008. Turn-around effort on underperforming branch. Exceeded all targets; increased YOY NOI 500% year 1, won Fast Start award 2006, Performance Forum winner 2007. Continuing YOY growth into year 3. Tracking rev at $18M, NOI= $1.2M. Recent wins include $1M/yr help desk, $4.3M/yr staffing in exclusive prime staffing.
Branch Manager 11/2004-7/2005 Reorganized branch in turn-around effort. Implement sales & operations infrastructure. Improved GM by 6% and average bill rate by $8 with sales & recruiting reengineering.
Self-employed 2002-2004 Owner/Sales and Management Consultant Providing services to implement sales and operational infrastructure to small mid size staffing companies..
$600 Million IT consulting company 1994-2002 (five mergers/buyouts during eight years of employment)
VP/Area Director 1998-2002 Generated and managed a pipeline in excess of $26 million dollars. Managed four sales/account executives. Increased in NOI on revenue from 6% to over 10%. Implemented sales plan to expand solutions focus to include a variety of technology, SME practices. Penetrated new accounts with a focused prospecting methodology. Helped establish and sell new practice areas established by corporate. Established consultant and customer focused programs to improve employee and customer satisfaction. Consistent top performer in branch rankings. Stabilized operations during the owning corporation’s bankruptcy, retaining consulting personnel and customers. Utilized Solution Selling techniques and methodology to cross sell entire scope of company’s solutions. Managed local sales team 6 total on pace to exceed $14 million in revenue at the time of corporate bankruptcy.. Managed national sales team 8 total generating $30 Million in total corporate revenue. Led the cross training of sales personnel in the areas of consultative IT solutions and internet access and hosting. Implemented sales/marketing plan to transition from IT staffing to IT solutions. Increased sales through strategic market development and focused customer satisfaction. Spearheaded account management of the largest customers within the geographic region.
Sales/Sales Support 1996-1998 established DOT practice winning $6M partnership with SAP @ NCDOT. Provided project leadership to various engagements emphasizing customer satisfaction. Led the turnaround of a several engagements, winning re-bids for continued services/revenue.
Project Manager 1994-1998 Florida Department of Transportation Primary customer facing role as technical and non-technical account manager focused on follow-on sales and improved customer satisfaction. Technical effort resulted in improved financial controls, reporting, and projections, reduced project costs and increased financial reimbursement from federal programs. Most successful IT project in Florida DOT’s history.
Halliburton Energy Services 1981-1994
Project Lead. Served as liaison between shop floor and IT personnel within a manufacturing environment. Led the SFC module implementation project.
Education Bachelor of Business Administration in Finance, University of North Texas
Member: Technology Association of Georgia, Business & Technology Alliance Board Co-Chair, HR Society Board, Excalibur Awards Organizing Committee, Employee Enablement Committee, High Tech Ministries Ambassador, |
