SENIOR SALES AND MARKETING EXECUTIVE
Results oriented Sales and Marketing Leader with a consistent record of increasing revenue and profitability. Areas of particular expertise and passion include:
Strategic Planning/Execution Client/Vendor Partnerships
P&L Management Best Practices Facilitation
New Product Launch Sales Force Effectiveness
Sales Channel Utilization Business Transformation
Call Center Sales Performance Field Sales Leadership
EXPERIENCE
ADELPHIA COMMUNICATIONS, Denver, CO 2005-2006
Vice President, Sales-Southern California Region
Created and led the sales strategy and execution plan during the sale of Adelphia to new buyers. Exceeded company sales and profitability targets.
Successfully established and implemented the sales strategy, channel, and organizational structure of 105 employees, direct sales contractors, and five sales and customer service call centers with responsibility for delivering one billion dollars in sales revenue and over one million customers.
Year over year customer growth of 65% for all products and basic video customer growth of 90%.
Grew revenue year over year by 8% and profitability 3%.
GIANT GOLF, Rancho Santa Margarita, CA 2003-2004 Vice President, Sales and Marketing
Led the strategy and execution of sales and marketing initiatives for national distribution of golf equipment and accessories.
Exceeded revenue in 2003 every month vs. prior year resulting in a 27% increase overall. New sales channels, including warehouse and outlet locations, represented 14% of 4th quarter revenue.
Created the content and executed the facilitation of new hire and on-going training of in house and outsourced sales teams. Results included improved conversion and sales rates of >30%.
AT&T BROADBAND, Denver, CO 1996-2002
Vice President, Corporate Sales and Channels (2001-2002)
Group Vice President, Sales-Western Group (2000-2001)
Led the development and implementation of the corporate sales channel strategy. Partnered with 16 market senior vice presidents to achieve sales targets for customer growth expectations and delivery of financial budgets. Led field sales execution in nine Western Group markets.
Led the creation and execution of the 2002 corporate sales strategy plan and expense budget of $25 million. Maximized sales channel efficiencies, productivity, and cost per sale.
Successfully managed a 25% favorability to the 2001 corporate sales expense budget.
Exceeded national customer growth expectations in 2001: increased digital video 47%; high speed data 60% and telephone service 92%. Revenue grew 16% and profits by 25% serving 16 million customers.
Spearheaded the outsourcing of inbound/outbound sales plan. Projected cost savings - $27 million.
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Vice President, Sales Western Region, El Segundo, CA (1998-2000)
Developed and led the first region to transition to a stand-alone, multi-product sales team to deliver customer, revenue and profitability expectations.
Successfully established the sales strategy, channel, and support organizational structure responsible for $490 million in sales revenue with 250 employees and over one million customers.
Opened an inbound sales call center that grew from 35 to 175 employees improving sales close rates from 20% to 36%.
Exceeded budgeted customer growth expectations in 1999: 10% in analog video, 1% in digital video, 14% in high speed data, and met the overall revenue and profitability budgets.
Grew customers for all products by 6%, revenue 9% and profitability by 6%.
Vice President, Advertising Sales-Western Region, Bellflower, CA (1996-1998)
Built, trained, coached, and led the advertising sales and sales operations team to exceed annual sales goals and financial targets.
Combined multiple operations and selling teams into a unified, regional organizational structure including sales, production, customer service, finance and operations. Achieved $36 million in sales revenue leading 225 employees.
Exceeded 1998 sales revenue by 32% and profitability by 37%.
Exceeded 1997 sales revenue budget by 2% and grew 11%; met profitability budget and grew 24%.
KRAFT FOODS, Chicago, IL 19861995
Region Manager, Irvine, CA (1995)
Profitably led sales and market development of 38 categories. Managed $600 million in sales and financial budgets of over $100 million with a 200 employee direct selling team.
Successfully led the unification of three sales organizations into one customer business team with a cost savings of 10%, exceeding the annual sales budget in the top three volume divisions by 5%.
Managed a 6% favorability to the annual sales expense budget.
Achieved 100% distribution goals for 48 new item introductions.
District Manager, Irvine, CA (1994-1995)
Led sales, key customer, and market development of 25 categories. Responsible for $350 million in sales and financial budgets over $60 million with a 120 employee direct selling team.
Achieved annual sales budget, which was accomplished for the first time in four years.
Gained 100% authorization of goals set for 35 new item introductions.
Director, Sales Operations, Orange, CA (1992-1994)
(The All American Gourmet Company, Subsidiary of Kraft General Foods)
Region Manager, Chicago, IL (1990-1992)
EDUCATION
Bachelor of Arts, Education, Grove City College, Grove City, PA |
