SENIOR EXECUTIVE PROFILE
High impact, action oriented “go to market” executive with a proven track record of creating competitive advantage with all segments of business clients. Fast track promotion through a broad range of functional disciplines into executive leadership with demonstrated accomplishment in:
Creating strategic business vision
Identifying and growing new market opportunities
Delivering top line revenue results in intensely competitive markets
Streamlining processes to create efficiency, reduce cost, and maximize profitability
Building and leading high performance teams to deliver a differentiated customer experience
FIELD SALES
Direct Sales – Acquisition
Direct Sales – Account Management
Professional Inside Sales
Agent Channels/Indirect Sales
Transactional Telesales
SALES & CUSTOMER SUPPORT
Technical Overlay Sales
Field Systems Engineering
Post-Sale Service Management
Customer Care
Sales Operations
PRODUCT MANAGEMENT & MARKETING
Segment Strategy & Development
eSales & Service
Go to Market Strategy & Activation
New Product Launch
Marketing Program Development
PROFESSIONAL EXPERIENCE
Marsh & McLennan, New York, New York, 2007
Managing Director of Sales, Americas Region
Leading the new & expanded sales team focused on the Risk Management and Middle Market business segments for risk advisory and insurance brokerage services reporting to the Chief Executive Officer of the Americas.
• Recruited by Marsh for deep experience and performance in leading large field sales teams focused on business to business solution selling to develop long term account managed annuity relationships
• Leading a team of 150 Sales Professionals, 6 National Producers, and support over 300 Client Executives in 60 offices to drive sales performance. Producing approximately $30 million per month in total sales revenue.
• Supporting all major sales operations functions including staffing, training and development, compensation, funnel management, results management, recognition, and performance management. Direct major sales campaigns and programs – launched a dozen programs to structure and stimulate the sales effort across Marsh and MMC portfolio including Global Growth Day which produced over 7,500 new prospect appointments in October.
AT&T Business Services, Bedminster, New Jersey, 1986 - 2007
Vice President, Select Accounts Segment 2003 – 2007
Led the dynamic and intensely competitive “Mid Market” segment focused on 120,000 businesses in the United States. Responsible for growth of $2 billion revenue base, new sales growth of $220 million, expense budget of $60 million, and over 800 sales, pre-sale, post-sale, and sales operations professionals in seven U.S. regions.
• Key Result – improved revenue performance -24% in 2003 to -2% in 2007 - targeting positive in 2008
• Led the successful integration of the AT&T, SBC, and Bell South teams into the new AT&T for Select Accounts
• Delivered every objective: 104% attainment of billed revenue, 120% of new sales, 105% of A/R, 103% of customer satisfaction, and earned highest performance appraisal ratings for 2005 and 2006
• Created and implemented an innovative customer segmentation and distribution model utilizing direct and indirect agent resources focused on delivering comprehensive account management support to Select Accounts
• Built a “large account” customer experience with direct pre-sale and post-sale support to address all aspects of customer lifecycle – including opportunity identification, design, contracting, implementation, maintenance, and dispute resolution – increased new sales productivity by 40% and reduced base losses by 48% in 2006
• Revitalized every aspect of our sales associate development program including rigorous hiring, on-boarding, development, compensation, recognition, career progression, and performance management processes. As a result, the annual turnover rate of Account Executives reduced from 65% to 22%
• Created a comprehensive offer marketing program to target bundled solutions utilizing partners, direct mail, seminars, events, promotions, and campaigns - increased “strategic services” revenue from 35% to 55% of base
• Developed a targeted pricing program to increase customer retention and acquisition yield rate from 24% to 57%
• Re-engineered quota assignment, forecasting, measurement, and results analysis platform to provide clear line of sight between business plan, sales activity, and market performance
• Awarded “Circle of Excellence” recognition program for outstanding performance in 2004, 2005, and 2006
Vice President, AT&T Solutions Center, 2000 – 2002
Led a nationwide team of 450 field-engineers and product sales specialists to drive revenue growth with Fortune 500 and Enterprise segment customers by delivering technical designs and point of sale support to direct sales teams.
• Designed and implemented the “Solution Center” to centralize technical and deal support for all sales proposals
• Directly aligned all field engineering and specialist support associates to sales organization and sales compensation plan to create accountability for new sales and billed revenue objectives
• Created Network Architecture Assessment and Customer Lab programs to accelerate design to close cycle
• Led intensive sales activation of Data/IP Managed Services portfolio to accelerate revenue growth – grew revenue by $50 million and a three year annualized growth rate of +8%
National Sales Director, Data & IP Services, 1996 – 1999
Led a nationwide direct sales team of 230 people focused on Enterprise segment customers and a headquarters staff of 50 associates. Scope of responsibility was diverse and included compensation operations, sales team training, business planning, results analysis, and distribution design functions.
• Achieved 108% of sales objective, and revenue growth of 37% to $1 billion
• Led a massive launch and implementation of AT&T “Internet Services Portfolio”
• Built the first integrated value bundle offer - “Resources for Growth” - generated $3 million in revenue
• Awarded “Leader’s Council” recognition program for top 2% sales performance in the nation
Marketing Director, Small Business Market, 1993 – 1995
Created the Small Business Segment and its offer, marketing, and sales strategy to drive revenue and increase profitability with over four million small business customers. Led 12 marketing managers and an extended team including product management, database marketing, telesales, direct mail/media advertising, and customer service.
• Built the “Road Runner” database marketing platform to plan, evaluate, and maximize sales program profitability
• Operated 25 customer segmented acquisition, growth, and retention sales programs
• Doubled sales revenue results ($40 million in 1995) while reducing sales unit cost by 18%
• Revitalized “Profit by Association” affinity program to drive revenue growth from $200 million to $1 billion
• Recognized with Business Communications Services Award for outstanding performance
Product Manager, WATS Service Family, 1992 - 1993
Chief of Vice President’s Executive Staff, 1991 - 1992
Operations Manager, InfoWorx National Maintenance Center, 1990 - 1991
Member of Technical Staff, Bell Telephone Laboratories, 1989 - 1990
Engineering Manager, Network Operations Group, 1987 - 1989
Certified National Account Executive – Allstate Insurance National Account, 1986 - 1987
Summer Intern, 1985
EDUCATION AND PROFESSIONAL DEVELOPMENT
Master of Business Administration, Miami University, Oxford, Ohio, 1984 - 1986
Bachelor of Science in Chemistry, Miami University, Oxford, Ohio, 1980 - 1984
Foundations for Leadership, Society of Organizational Learning, Boston, 2003
Executive Development Program, Kellogg School, Northwestern University, 1997
Communications Training Program, AT&T Bell Telephone Laboratories, 1989 – 1990 |
