PROFESSIONAL PROFILE
Sales Leadership * Customer Advocacy * Strategic & Tactical Planning * Profit & Loss Management * Cross-Functional Team Leadership * New Product Launch * Critical Analysis & Problem-Solving
Senior Sales & Marketing Executive with proven talent for envisioning the big picture and implementing operational plans to surpass objectives and profitability targets for Fortune 500 and emerging companies. Multi-disciplined professional with strong customer focus who consistently obtains high performance through leadership and cohesive team building. Equally effective generating top-line revenue growth or bottom-line profitability.
* Achieved operational performance improvements of > 125% within 12 months for all data services through execution of recovery plan in partnership with customer. Singled out by customer as critical factor in success of the plan.
* Led national telemarketing operation to achieve growth rates > 200% by identifying and measuring key sales drivers and productivity measures.
* Led highly technical cross-functional team in strategy development and execution that preserved $16MM in revenue and $50MM in capital expenditures within 4 years.
* Developed comprehensive product portfolio management strategy that accelerated return on sales 143% in just 12 months with EBIT 137% above forecast.
* Met or exceeded revenue objectives consistently over 14-year sales career.
PROFESSIONAL EXPERIENCE
MOMENTUM TECHNOLOGY PARTNERS, PHILADELPHIA, PA
2005-PRESENT
Provider of interim executive management and corporate/board advisory services to investors, portfolio companies and corporate spin-offs.
Principal
Provide day-to-day expertise and leadership in sales and marketing functional disciplines. Lead companies into new markets and customers by developing channels/alliances and penetrating strategic accounts. Ensure alignment between sales and marketing objectives with business strategy.
EQUANT, PHILADELPHIA, PA 2003-2005
Amsterdam-based member of France Telecom Group providing global data and IP networks exclusively to multinational businesses.
Vice President, Indirect Channels
Charged with managing sales and marketing, billing and operations to ensure effective relationship management for indirect distribution channel partner billing approximately $100MM.
* Achieved operational performance improvements of > 125% within 12 months for all data services through execution of recovery plan in partnership with customer.
* Reduced average monthly bill disputes by 57% by initiating project to reconcile network elements with customer invoice.
* Consistently exceeded revenue objectives.
* Increased staff proficiency levels though strategic acquisition.
MARCONI COMMUNICATIONS, PHILADELPHIA, PA 2000-2002
UK-based telecommunications equipment manufacturer serving high-profile companies such as British Telecom, BellSouth, Qwest, SBC, Verizon, Sprint, AT&T, and WorldCom.
Vice President, Solutions Consulting
Devised and communicated new strategy components in order to refine product development focus to better align with customer expectations and fulfill revenue growth objectives.
* Led global team in developing technological solutions to solve customers’ business issues while facilitating a shift in the sales force culture from transaction to relationship management selling and realigning product development priorities.
AT&T, PHILADELPHIA METROPOLITAN AREA AND CENTRAL NJ 1978-2000
World-renowned telecommunications company
Sales Vice President (1999-2000)
Directed a 100-member wholesale market sales force in growing revenues from new and existing customers headquartered in the Southern U.S., managing a $1B revenue stream.
* Delivered 106.4% of revenue objective in 1999, leading the market segment with growth of over 30% and second highest productivity (revenue/headcount).
* Led national telemarketing operation to achieve growth rates > 200% by identifying and measuring key sales drivers and productivity measures.
* Preserved $16MM in annual revenue through development and execution of a strategy to minimize a major customer’s potential negative impact on revenue stream.
* Utilized competitive intelligence to redesign roles and responsibilities across all sales and sales support titles (600 positions) to increase sales efficiency.
Marketing Director (1996-1998)
Led a geographically dispersed, cross-functional team in developing and implementing new service offers. Evaluated and prioritized products for launch, balancing company’s aggressive financial objectives with assessed customer needs.
* Launched local service to 60% of business customer base within 1 year of the Telecommunications Reform Act of 1996. Created bundled service offerings and pricing strategies for 47 target states. Orchestrated rollout to sales teams across 4 business units which greatly reduced risk of customer defection.
* Prevented $50MM in Capital Expenditures by limiting product launch to high profit yield markets.
* Assumed leadership of major launch plan mid-stream and delivered results on time (< 30 days) with contingency plans for all risk points.
District Manager, Product Management (1995)
Directed all phases of product management, from concept/R&D through market introduction and customer support. Facilitated growth of revenue and profit by spearheading integration of new technologies into legacy service offerings and nurturing new product development.
* Improved profitability of pre-paid long distance card product by 10%.
* Led team in development of wireless long distance offers for business customers including developing billing and customer support processes.
District Manager, Group Strategy (1994)
Chartered new strategic direction by performing environmental assessments (industry, market, competitive); assessing next generation competitors and potential partners for strategic alliances and analyzing their impact to business and financial plans. Ensured congruence of tactical plans with overall strategy by serving as liaison to strategic business units and gaining acceptance of key executive stakeholders.
Operations Manager (1992-1993)
Managed 24x7 global Frame Relay Network Operations Center (staff of 50). Directed maintenance, network expansion and process development during first year of service introduction. Established and led interdepartmental risk analysis team to analyze, classify and remove vulnerabilities in the service platform.
* Raised customer satisfaction levels and provided support for 650% growth in business (with no headcount increase) by instituting training protocols, quality initiatives and performance incentives that effectively enhanced expertise, motivation and productivity of all staff while containing costs at 23% below budget.
* Orchestrated a major shift in corporate culture from entitlement to empowerment. Eliminated “time in title” advancement process and created a skills assessment/development process. Devised outplacement plans for associates with skill mismatches (20%).
Product Manager (1991-1992)
Advanced through support roles to Account Executive position managing Fortune 500 clients, delivering up to $52MM in revenues annually. Promoted to Product Manager to direct P&L and life cycle of 2 mature network services products that generated $2B in annual revenue. Challenged with revitalizing market performance, enhancing revenue growth and allocating resources for development of new products. Developed strategy to effectively balance market needs and internal constraints with aggressive business and market share objectives.
* Developed comprehensive product portfolio management strategy that accelerated return on sales 143% in just 12 months with EBIT 137% above forecast.
* Dramatically improved customer retention rates by spearheading the company’s first successful cross-product promotion under the new Harvest strategy.
EDUCATION
TEMPLE UNIVERSITY FOX SCHOOL OF BUSINESS AND MANAGEMENT
MSBA - Strategic Management
RUTGERS UNIVERSITY
BS – Accounting |
