Vice President, Telecommunications
(Sales/Marketing Management & General Management)
-Documented success & increasing responsibility at leading telecommunications companies including MFS Telecom, Time Warner Telecom and Con Edison Communications.
-Spearheaded turn-around of Con Edison’s sales efforts. Met $42 million revenue goal while reducing headcount expense by 31%. Current revenue growth rate exceeds 20%.
-Grew annual revenues to $48 million for Time Warner Telecom’s NY/NJ Region. During turn-around phase grew monthly revenues from $297,000 to $2.2 million in 24 months. Posted highest EBITDA growth rate of any Time Warner Telecom Region.
-Co-founded fiber-optic construction consulting firm. Developed $27 million in construction projects, negotiated strategic contribution of engineering services worth $5.2 million.
-Recruited, hired, trained national sales force within 6 months for start-up broadband carrier, Novo Networks. Reached 114% of revenue plan by 8th month.
Professional Experience:
April 2002 – present
Con Edison Communications, LLC, New York, NY
Vice President of Sales
(Promoted from Sr. Director of Carrier Sales, July 2005)
+Spearheaded turn-around of sales effort
+Realigned and refocused sales force
+Met $42 million revenue goal; achieved 20% growth rate
+Reduced headcount expenses by 31%
-Revamped sales strategy to increase volume and profitability of CEC services sold. Introduced structure and procedure in order to ensure focus and accountability for the sales force.
-Lead representative to Board of Directors for sales/marketing issues. Led forecasting and revenue due diligence efforts as CEC was put up for sale by parent company. (RCN, Inc. announced its intention to acquire CEC, 12/05).
-Manage carrier and enterprise sales efforts to large national/international carriers and leading Wall Street firms including; AT&T, Sprint, Paetec, Morgan Stanley, SIAC/NYSE, Goldman Sachs, Lehman Brothers, Bank of New York and Thomson Financial.
-Teamed with other executives to design and implement processes and procedures across the organization including: ROI analysis, network expansion, billing, credit & collections, contract negotiation and pricing.
May 2001- April 2002
The Consortium Project, LLC, Mountainside, NJ
Co-Founder & Managing Director
+Developed $27 million in construction projects
+Negotiated contribution of engineering services worth $5.2 million
+Structured negotiations with more than 20 leading IXC’s, CLEC’s & Utilities
-Developed business plan to save carriers 34%-67% in construction costs by forming joint-build consortia for metro & regional fiber-optic networks.
-Recruited Lexent, Inc., a $296 million engineering firm, as a strategic vendor to contribute $5.2 million in engineering services. Recruited Swidler Berlin, ranked #1 telecom legal practice in U.S., as strategic advisor.
-Crafted business plan, operating budgets and supervised registration and LLC formation.
-Developed network designs, construction budgets, payment terms and major consortia contract terms.
July 2000 – May 2001
Novo Networks, Jersey City, NJ
Sr. Vice President, Broadband Services, Sales & Marketing
+Recruited, hired, trained national sales force within 6 months
+By 8th month reached 114% of YTD Plan of billed revenue
-Senior executive at start-up public company deploying a facilities-based, international broadband network targeted to bandwidth-intensive users.
-Responsible for sales and marketing of Novo’s broadband product line including data, private-line and Internet Access. Constructed sales and marketing organizational structure and spearheaded recruiting for sales, management and customer service personnel throughout North America. Designed & implemented: margin-based software pricing tool & margin-based commission plan; customer-facing, web-based applications including service ordering, order status and e-brochure. Conducted competitive benchmarking of Service Level Agreements (SLA’s) and spearheaded the development of Novo’s standard SLA and Terms & Conditions. Supervised company-wide marketing effort.
-Developed broadband business plan complete to sales per account executive, churn, sales per product line, profit margins, fixed and variable costs, overhead allocations, bad debt impact and commissions. Advised on development of deployment schedules, network design and capital budgeting.
-Selected to provide operating insight for directors and investor relations’ efforts including analyst and investor banking reviews, M&A efforts, development of road show book and presentation.
July 1997 – July 2000
Time Warner Telecom, New York, NY
General Manager, New York & New Jersey
(Promoted from Director of Sales, June 1998)
+Increased Monthly Run Rate from $297,000 to $2.2 million in 24 months
+July 2000 Monthly Run Rate, $4.0 million
+Posted highest positive EBITDA growth of any Time Warner Telecom City
-Successfully engineered turnaround of Time Warner Telecom’s worst performing City. Grew sales and operations staff by 52% while attaining positive cash flow.
-Profit and loss responsibility for New York City and Northern New Jersey. Managed and motivated 50 person sales, operations and administrative staff. Direct reports included, sales managers, office manager, manager of customer support and matrix reporting of Director of Operations.
-Managed $22 million capital budget and $8.7 million operating budget.
-Directed forecasting, planning and implementation of network expansions, capacity build-outs, technical design, rights of way analysis, building access/landlord negotiations and service installations.
-Experienced in most aspects of telecommunications industry including; interconnection agreements, local/regional/national/international network and switch deployment, financial measures, LEC collocation, mutual compensation, sub-contractor management, labor union relations, real estate resources, contract negotiations, credit and collections, outside counsel management, marketing & press relations, and back-office provisioning & billing systems.
September 1993 – July 1997
MFS Communications, New York, NY
Sales Manager, National Accounts
(Promoted from Senior Account Executive April, 1996)
+242% of quota, through 1Q 1997
+1996 President’s Club, ranked #1 Sales Manager in NY Region
+1995 488% of quota
+1994 111% of quota
-Managed the sales and account management efforts of national account executives. Major clients include financial industry accounts such as Salomon Brothers, New York Stock Exchange, American Stock Exchange, New York Mercantile Exchange; as well as regional telecommunications carriers and Internet service providers. Control all areas of sales team management including hiring, evaluations, reporting and compensation.
-Part of original, 2-person sales team tasked with marketing the MFS New Jersey Expansion Network. Within 24 months the network led the nation at 290% of plan and displaced Chicago as the number 3 metro area in gross revenues.
June 1992 - September 1993
Graphnet, Inc., New York, NY
Account Executive
-Managed implementation, operation and customer contact of an electronic data interexchange system (EDI) for the 15 largest foreign exchange brokers in the U.S. and U.K. and the 100+ international bank clients; total project accounted for more than $2 million in annual revenue.
-Marketed data communications services to a variety of industries including foreign exchange, international banking, investment houses, advertising services and foreign missions. Conducted consultative selling of international and domestic telecommunications services including: EDI, X.25 PDN, Frame Relay, Store & Forward Messaging and Enhanced Fax.
August 1990 - May 1992
NYU Stern School of Business,
+Attended M.B.A program full time
+Graduated with MBA in Marketing and International Business
-Financed education by working as Director of Residence Life for Marymount Manhattan College. Supervised 160+ undergraduate students, managed and trained staff of 10 resident assistants, oversaw building maintenance staff and outside contractors, managed a residence life budget of more than $600,000.
September 1988 - August 1990
Reeser & Sperling Advertising, Reading, PA
Account Executive
-Spearheaded new business development effort that increased agency billings by more than 40%. Conceived, planned and implemented marketing, advertising and public relations campaigns for agency clients including financial institutions and telecommunications equipment manufacturers. Designed award winning advertising campaign for a major Pennsylvania State University.
June 1988 - September 1988
AT&T, Information Management Systems, Liberty Corners, NJ
Associate Product Manager
-Conducted analyses of profitability, pricing, demand and cost recovery for a variety of internal AT&T products. Recommended continuation or termination of specific internal products to upper level management. Performed benchmark studies on competitive products and services.
Education:
New York University, Stern School of Business, New York, NY
M.B.A. Marketing/International Business May 1992
G.P.A. 3.1/4.0
King’s College, Wilkes-Barre, PA
B.S. Marketing, ranked 1/58, May 1988
B.A. Communications, ranked 1/37, May 1988
G.P.A. 3.7/4.0, Magna Cum Laude |
