Sales Leader
Results-driven sales executive with 20 years of proven success in business development, sales management and senior management positions. Major focus has been on recruiting, developing, coaching and motivating innovative sales, technical and service teams, selling managed solutions into multi-national accounts. Very strong P&L management with heightened attention to cost control and margins while aggressively growing new and existing business. Passionate and credible sales leader with demonstrated ability to develop strong senior level relationships with clients, partners and global affiliates.
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Professional Experience
VANCO US, New York, N.Y.
2003 – Present VP Sales
Senior Management position reporting into Vanco US CEO, responsible for building US sales team to introduce and sell Vanco’s unique VNO model (an asset light, flexible sourcing approach), to large US multi-nationals. Vanco’s services include the design, integration, implementation, security and management of global networks.
Significant Results/Contributions
• Recruited, interviewed and hired new sales, systems engineering, marketing, public relations and customer support staff significantly growing Vanco’s revenue and margin in the US.
• Sold $30+ million in contracts to new clients against significantly larger better known competitors.
• Closed new $125 million channel partner agreement.
• Led engagement teams on strategic sourcing deals for custom and complex network solutions.
• Significantly increased Vanco’s media coverage in US, by identifying and working with PR agents, industry consultants and customer testimonials.
INFONET SERVICES CORPORATION, New York, N.Y.
2000 – 2003 VP Sales – Eastern Region
Senior Management position in charge of all sales, service and support operations in the East, one of 3 Regions reporting into the President of Infonet USA. Responsible for a budget in excess of $45m through direct management of 3 branches and 35 individuals. Worked closely with Executive management team and global affiliates in employing a consultative approach to understanding the needs of multi-national customers in designing, delivering and supporting global custom solutions comprised of Infonet’s broadband, Internet, intranet, multi-media, remote and local access, application and consulting services.
Significant Results/Contributions
• Interviewed and hired new sales management, business development, systems engineering and customer support staff quickly taking the East from the worst to top performing region.
• Formed a cohesive, highly motivated sales and service team focused on delivering customer satisfaction while driving high margin recurring revenue.
• Increased revenue by 20-25% per annum.
• Significantly overachieved revenue objectives and awarded top region “Presidents Club” in FY’02 and FY’01.
• Negotiated and awarded 25 new contracts in FY’03 valued in excess of $50m.
• Extremely successful in re-signing and growing revenue in installed base despite significant price erosion, through the introduction of multiple new services.
• Voted #1 Infonet Affiliate worldwide in jointly selling and supporting overseas sales.
• Introduced “Best Practices” initiatives focused on customer support, significantly improving overall customer satisfaction scores.
BRITISH TELECOM NORTH AMERICA, New York, N.Y.
1996 – 2000 Regional Sales Manager
Regional Management position reporting into VP of Sales, responsible for recruiting, developing and motivating a team of Global Account Directors and Account Managers, in New York and Chicago, handling BT’s largest Multi-National Accounts. Created and implemented Sales Plans which consistently grew BTNA’s orders and revenue year on year while containing costs within budgets. Collaborated regularly with senior management from BT and BT alliances worldwide to develop and implement common sales strategies, and account specific targets to better position BT as the preferred global supplier.
Significant Results/Contributions
• Overachieved Region’s order and revenue target in 1997, 98 & 99.
• Top Region in 1998.
• Participated as the North America representative on a number of BT management task forces.
1989-1996 Global Account Director
Global Account Management responsibility for understanding multi-national customers business requirements, setting global revenue forecast, and managing a Global Account Team in proposing and delivering solutions to meet annual targets.
Significant Results/Contributions
• 1996 BT Global Sales Challenge Winner - Sydney, Australia
• 1995 180% of new business revenue - BT Global Communications Quality Award
• 1994 Top Sales Performer - Global Accounts - Lausanne, Switzerland
• 1993 Achieved 240% of new business revenue
• 1992 Top Sales Performer -- Global Accounts
• 1991 Top Sales Performer -- Eastern Region
• 1990 Top Sales Performer - North America
IBM CORPORATION, New York, N.Y.
Rolm Systems
1987-1989 Advisory Marketing Representative
National Account Responsibility for selling IBM and Rolm products and services to American Express/Shearson Lehman and Goldman Sachs.
ITT CORPORATION, New York, N.Y.
World Communications
1982-1987 International Business Development Manager
• 1985 & 1986 Platinum Circle – Top 5% of Sales Performers
• 1984 & 1987 Centurion Club
EDUCATION
Indiana University of Pennsylvania - BS Cum Laude, 1981 |
