SENIOR MANAGEMENT / BUSINESS UNIT LEADER
General Management Operations Sales Marketing P&L Key Account Management M&A Integration Branding
Product Development Strategic Planning Leadership Team Building Public Relations
Business unit leader with a proven track record of developing and implementing distinctive, forward-looking,
strategic plans, while controlling costs and developing world class sales and marketing efforts that dramatically
increase revenues and market share.
~ Developed the comprehensive strategic plan that allowed regional revenues to increase from $600M to $1.4B annually for this $56B global telecommunications company.
~ Led the regionfs expansion from 81 business sales executives to 210, the retail sales force from 294 to 450, and the number of retail stores from 12 to 45, as part of a sophisticated market segmentation study.
~ Increased company revenues from $937M to $1.1B, or 17.4%, in 12 months.
PROFESSIONAL EXPERIENCE
VERSATECH COMMUNICATIONS, INC., Irvine, CA 20032007
A provider of structured voice and data cabling and business telephone systems servicing local and regional companies.
Vice PresidentGeneral Manager (company successfully sold in 2007)
As the owner and general manager led the restart of this 20 year old communications company including re-incorporating, re-branding and relocating the corporate headquarters while implementing HR and financial infrastructures and streamlining overall operations while retaining the original customer base.
Grew company revenues by 37%.
Increased overall customer base by 20%.
Maintained 100% customer retention during organizational restructuring process.
Reduced expenses by 17% through the consolidation and renegotiation of distribution agreements, lowering workerfs compensation rates by 65% and by aligning labor rates and commission schedules with the market place.
Sold the largest business telephone system and maintenance program for the company valued at over $250K.
Increased vendor rebates by over 75%.
Improved customer response time from an average of 3.7 days to one day or less.
RMC CONSULTING, Irvine, CA 20002003
General Manager (bought controlling interest in Versatech Communications)
Provided consulting services for telecommunications end users and wireless communications incubator company.
Worked with major commercial property management organization to develop and implement a state-of-the-art telecommunications network resulting in significantly enhanced operating efficiencies while reducing costs.
Conducted market research and product development analysis for a convergence technology incubator company.
Provided telecommunications consulting services to multiple businesses in a variety of industries.
VERIZON WIRELESS (formerly AirTouch Communications), Irvine, CA 19972000
A $56B global telecommunications company.
Vice President, Sales and Marketing (Company headquarters relocated to New Jersey post merger)
Managing executive for the operations of the companyfs largest region serving 2.5M customers, managing seven direct reports, 975 employees and a $365M annual operating budget. Led strategic planning, market segmentation, customer base marketing, business and product development, sales and distribution, and training/development.
Developed the comprehensive strategic plan that allowed revenues to increase from $600M to $1.4B annually.
Increased 1999 revenues by $300M while reducing marketing costs by $2M.
The region achieved, on average, more than 110% of targeted sales annually.
Directed the development and execution of measurable targeted marketing programs utilizing TV, radio, print and direct mail, contributing to the regionfs rapid revenue growth.
Led the regionfs expansion from 81 business sales executives to 210, the retail sales force from 294 to 450, and the number of retail stores from 12 to 45, as part of a sophisticated market segmentation study.
Implemented a reorganization of the entire sales and marketing operation eliminating redundancies and allowing for increased focus and performance.
Implemented a customer base marketing strategy that increased average revenue per user by 4.8%.
PROFESSIONAL EXPERIENCE
INTERNATIONAL WIRELESS COMMUNICATIONS, San Mateo, CA 19961997
A $2B Communications Company that developed, supported and operated wireless telephone companies in first-tier developing countries primarily in Asia, South America and Latin America.
Senior Vice President, Marketing (Recruited for position with Verizon Wireless)
Responsible for developing the marketing and sales strategies of the company and operating affiliates, managing three vice president level positions and reporting to the COO.
Partnered as a management consultant with operating companies in Asia and South America to develop measurement programs that ensured all growth and revenue targets were met or exceeded.
Collaborated in the preparation, analysis and development of the companyfs initial public offering documents, spearheading marketing research supporting investment and positioning strategies.
SPRINT CORPORATION 19881996
A $16B global communications company offering long distance, local and wireless communications.
Vice President, Marketing 360 Communications, Chicago, IL (Division sold and relocated to Arkansas) 1996
A Sprint wireless subsidiary serving over 1.6M customers in 100 markets spread over 14 states. Managed three director level positions, 34 employees and a $134M annual operating budget. Directed the corporate marketing strategy and development of business plans for voice and data products.
Company revenues increased from $937M to $1.1B, or 17.4%, in 12 months.
Assisted in the creation and introduction of new company name and brand (360) through an advertising and promotional campaign generating record revenues, earnings and customer growth.
Directed the creation of regional strategic pricing models for multiple products and services increasing market share by 33% and growing net profits by 18% from $165M to $195M.
Successfully launched prepay wireless service, long distance service and wireless data products, all meeting or exceeding revenue projections.
Directed the marketing research in support of brand awareness and positioning.
Vice President, MarketingSprint Cellular, Chicago, IL (Appointed Corp. VP-Marketing new subsidiary) 19941996
Chief marketing executive responsible for corporate marketing strategy and development of programs in distribution, pricing, advertising, direct mail, retail merchandising, national accounts, customer satisfaction, market research and product development. Managed three director level managers, 25 employees, and a $124M operating budget.
Revenues increased from $426M to $937M or 120%; customers grew by 85% from 650,000 to 1.2M; and operating income improved from $85M to $165M or 94%.
Increased accessory sales by 75% in 1995 while margins improved from 12% to 40%.
Negotiated and managed $100M Motorola customer equipment contract and associated inventory allowing the company to reduce inventory levels by $7M and to receive $1.4M in market development funds.
Received quality award for development of team-oriented product management and product development organization.
Regional Vice President Sprint Cellular, Raleigh, NC (Sprint and Centel merged in March 1993) 19901994
Managing executive for all operations in the companyfs largest region including sales, customer service, marketing, advertising, regulatory issues, partnership relations, accounting, network operations, and public and community relations. Managed eight direct reports with 400 employees serving over 220,000 customers.
Increased revenues by 300% in three years to $130M; expanded customer base by 700%; improved customer retention by 20% and acquisition costs by 56%.
Oversaw construction and opening of 40,000 square foot regional customer service center, and 12 business/retail stores region wide.
Added 189 new agents/dealers to distribution network and expanded business sales force from 41 to 110 representatives.
Promoted to Corporate Vice President Marketing.
PROFESSIONAL EXPERIENCE
CENTEL CELLULAR 19881990
This $3B telecommunications company was acquired by Sprint in 1993.
Director of Engineering, Chicago, IL 1990
Managed all engineering activities, cell site construction and real estate acquisitions in West and Southeast regions. Managed four senior and eight junior engineers, 22 field technicians, and one real estate manager. Accountable for $30M capital budget.
Revenue in the two regions increased to $19M while capital budget was brought in on target and all projects were completed on schedule.
Promoted to Regional Vice President for the companyfs largest region.
General Manager, Greensboro, NC 19881990
Responsible for all market operations including: marketing, sales, customer service, equipment service center (installation and repair), and public and community relations. Managed nine direct reports and 120 employees serving over 8,000 customers with full P&L responsibility.
Revenues grew to over $6.4M; customer growth was 112% of plan; all other customer and financial targets for the market were met or exceeded.
Promoted to Director of Engineering.
AWARDS AND HONORS
Verizon (AirTouch) Quality Award
Sprint Quality Award
Sprint (Centel) Outstanding Customer Service Leadership Award
Sprint (Centel) Outstanding Sales Leadership Award
Sprint (Centel) Presidentfs Award
EDUCATION
Columbia University, Graduate School of Management ~ Executive Development Program
Northwestern University, Graduate School of Management ~ Executive Development Program
University of Nebraska ~ Bachelor of Science |
