Experienced, innovative leader with an extensive background in general management, operations, and business development. Consistently drives outstanding performance and “get things done” as evidenced by a proven record of revenue and profit delivery, sales channel optimization, and operational process improvements. |
GENERAL MANAGER
Operations / Business Development/ Sales Management
Senior executive with a track record of success and increasing responsibility in general management, operations, and business development. Demonstrated ability to think strategically, drive outstanding performance, and “get things done”. Consensus-builder, problem-solver, and change agent with a history of innovation. Skilled at building effective teams and developing individual talent. Proven record of:
* Revenue and profit delivery
* Sales distribution channel optimization
* Growth, turnaround, and restructuring
* Operational process improvements
* Capital spending and expense management
* New technology introductions
EXPERIENCE
Major Wireless Telecommunications Provider- 1992 to 2003
Vice President, Business Development and Strategy- 2001 to 2003
Recruited to develop next generation (3G) wireless operations strategy and to coordinate the field introduction of 3G systems, products, and services. Promoted to manage the company's IT investment of $219 million of capital and $50 million of expense in 2003.
* Instrumental in the industry’s first commercial availability of 3G GSM/GPRS wireless service in the U.S. which is now serving millions of customers with 41% less capital required.
* Led the “Business Transformation” program which delivered new business processes and IT systems supporting 3G and Customer Relationship Management (CRM).
* Supervised the initial development of new Enterprise Incentive Management (EIM), Sales Force Automation (SFA), and Partner Relationship Management (PRM) systems.
* Pioneered new approaches for project prioritization and analysis resulting in a 38% cost savings (150 projects detailed in 2003 versus over 400 in 2002).
* Introduced new cost-saving, cross-functional processes for IT development and deployment (five independent processes consolidated to one) and improved delivery lead time 33%.
* Launched a company-wide Change Management initiative focused on communication, training, and process improvement which enhanced inbound productivity 18% over the first 90 days.
Vice President and General Manager- 1998 to 2001
District General Manager- 1997 to 1998
Led all business functions and operations for the Nevada District. Managed 180 employees and delivered $203 million of revenue and $131 million of profit contribution in 2000.
* Restructured sales and marketing organization and practices in 1998 and 1999 with marketing expenses declining at 10% and 2%, respectively. Positioned the operation for efficient sales growth.
* Optimized sales distribution channel mix which increased unit sales from 51,000 in 1997 to 106,000 in 2000, representing 35% average annual growth. Held sales expense growth at only 9% per year.
* Implemented customer satisfaction and retention programs which grew customer base from 135,000 in 1997 to 218,000 in 2000, representing 20% average annual growth.
* Reorganized administrative, technical, and other support functions in 1998 with total operating expenses declining 9%. Enabled efficient revenue growth and greatly improved margins.
* Grew revenue from $115 million in 1997 to $203 million in 2000, representing 25% average annual growth. Held operating expense growth at only 10% per year.
* Increased profit contribution from $46 million in 1997 to $131 million in 2000, representing 49% average annual growth. Improved margin from 40% to 65%.
Market General Manager- 1996 to 1997
Director of Sales and Marketing- 1994 to 1996
Sales and Marketing Manager- 1992 to 1994
Led all business functions and operations in the Reno Market. Managed 40 employees and delivered $34 million of revenue and $17 million of EBITDA contribution in 1997.
* Expanded sales distribution channels which increased unit sales from 2,200 in 1991 to over 21,000 in 1997, representing 45% average annual growth. Held sales expense growth at only 27% per year.
* Grew customer base from 5,000 in 1991 to over 50,000 in 1997, representing 40% average annual growth.
* Grew revenue from $6 million in 1991 to over $34 million in 1997, representing 30% average annual growth. Held operating expense growth at only 22% per year.
* Increased profit contribution from $2 million in 1991 to $17 million in 1997, representing 44% average annual growth. Improved margin from 31% to 49%.
Major Computer Systems Manufacturer- 1984 to 1992
Major Account Sales Manager- 1990 to 1992
Senior Account Manager- 1988 to 1990
Account Manager- 1985 to 1988
Sales Representative I and II- 1984 to 1985
EDUCATION
University of Nevada, Reno
Bachelor of Science in Business Administration- 1983
Major: Accounting Minor: Managerial Science
Arizona State University
Graduate courses in Business Administration- 1984
Major Computer Systems Manufacturer
“Opportunity” Sales Development Program- 1984
“Fast Track” Sales Management Program- 1989
Major Wireless Telecommunications Provider
Advanced Management Program- 2000 |
