Fortune 100, global leader in wireless and broadband communications, 2004 to Present
Senior Director, Business Operations
Government and Commercial Markets - Americas, Jan. 2008 to Present
Asked by senior executive of $4B business to be chief of staff and drive transformation of successful cash cow business from single to double digit growth. Position is an interim step to subsequent line management role.
• Establish and manage the business planning and quarterly governance process across product, service and distribution teams
• Identify and lead strategic initiatives to accelerate growth in key market segments: Federal, State and Local, and Commercial
• Developing and articulating the future vision of the business, while directing change management process for 4,000 person organization
• Selected to attend WNNRs club for second consecutive year
Director, Global Sales Operations, Mobile Devices, Jan. 2007 to Dec. 2007
Selected by Global Head of Sales to begin sales transformation of $20B business unit, including 10,000 person sales organization. Position was eliminated after departure of head of sales and subsequent global restructuring.
• Created a global Sales Operations function to drive improvements in sales effectiveness through compensation, training, and sales automation
• Realigned incentive plans to accelerate return to profitability and retain talent in underperforming geographies
• Designed and implemented a semi-annual sales effectiveness survey process to identify and prioritize global improvement projects and track progress
• Developed and implemented training for emerging Retail Sales channels in China, Brazil, Southeast Asia and India – ($255M/yr gross margin opportunity)
• Developed comprehensive sales assessment and training program to reduce skill variations across Carrier Sales teams
• Selected to attend WNNRS Club in recognition for sales leadership
Director, Corporate Initiatives, Corporate, May 2004 to Dec. 2006
Hired by Chief Quality Officer to join team of mid-career hires recruited to enhance commercial capabilities while driving change initiatives for the CEO.
At request of CEO, organized and managed Council of senior sales executives to develop and execute Motorola’s Corporate Sales and Services strategy
• Responsible for quarterly reporting to CEO and SLT on Sales and Services initiatives and progress
• Developed, staffed and implemented a strategic account management program for Motorola’s top ten corporate customers leading to the identification and pursuit of $10B in incremental Seamless Mobility revenue over 3 years
• Worked with Service executives to develop growth initiatives aimed at doubling Motorola’s service revenues from $2.5B to $5B over three years
• Selected common IT platforms for the Sales function, cutting the number of redundant sales applications by 25% over two year period
• Launched Sales Operations functions across three business units to achieve global efficiencies ($20M/year cost reduction opportunity)
• Co-led team to develop inaugural recognition event for top 10% of sales professionals (WNNRs Club)
At request of CQO, developed and implemented two highly successful quality improvement programs widely recognized for Quality turnaround
• Launched the Quality Vital Signs Program, a performance management program for Motorola’s top 150 executives
- Improved Motorola’s quality leadership skills by 50% during first year
• Launched the Customer Scorecard Program to improve operational performance among its top 30 customers (representing $12B per year in sales)
- Developed detailed measurement systems and resolution process, integrating action plans from product development, supply chain, and go-to-market functions
- Since inception, company has doubled its scorecard leadership among top accounts from 25% to over 50%
• Completed Six Sigma Black Belt training program
TOWERS PERRIN, Chicago, IL 1999 to 2004
General management consulting arm of a $1.4B global consulting firm.
Managing Consultant, Sales Effectiveness Practice
• Worked with Sales executives and CXOs from over 30 Fortune 1000 organizations to improve lagging performance or achieve next level of growth
• Led cross functional client teams through a proven performance improvement process involving strategy validation, sales role clarification, incentive alignment, and talent management
• Rated as a top performer during two years of a “soft” market by generating $1M+ in new business
• Expanded the Practice to Southeast Asia by training junior staff in Malaysia
• Co-authored Talent Management white paper used as part of the University of Chicago MBA curriculum
Sample Client Projects
• Super Regional Bank – Enabled the acquisition of 100 new sales people and a 35% increase in annual fee revenue by designing new selling roles and rewards program; $5MM ROI over two years
• National Insurance Company – Lowered staffing costs by 25% by automating business processes, redesigning job roles, and introducing a new team structure; $5.6MM ROI over five years
• Telecommunications Equipment Manufacturer – Identified opportunity to increase sales revenue by 5% or $250MM by improving customer segmentation and sales time allocation
AT&T, Chicago, IL and Columbus, OH 1990 to 1999
Business Communications Services Division
Leadership Continuity Program, 1990 to 1999.
• Selected every year to participate in executive training for top 2% of managers
Client Business Manager, Profile Account Acquisition Initiative, 1994 to 1999.
• Selected from the top 10% of US Sales to join a strategic initiative to acquire low-share Fortune 1000 accounts from key competitors (e.g. MCI and Sprint)
• Created and implemented sales acquisition strategies, led multiple sales teams (3 to 5 people), negotiated large contracts, and developed senior client relationships (CEO, CIO and VP levels)
• Acquired $68M of new revenue, improving share within assigned account portfolio from 5% to 50% during a three year period
Sales and Sales Management, Commercial Markets, 1990 to 1993.
• Participated in new initiative to grow AT&T’s small business market share
• Managed multiple sales team including inside and outside sales reps
• Promoted every year to increasing responsibilities
Education
UNIVERSITY OF CHICAGO, GRADUATE SCHOOL OF BUSINESS, Chicago, IL
M.B.A., June 1998. Concentration in Finance.
Awarded full tuition reimbursement from AT&T based on superior performance.
MIAMI UNIVERSITY, Oxford, OH
B.S., Magna Cum Laude, Honors Program, May 1990.
Marketing Major, Spanish Minor, 1990 Business Student of the Year.
Vice President, Phi Kappa Psi Fraternity.
Additional Information
• Serve on Threshold’s board of directors, largest non-profit psychiatric rehabilitation agency in US (2002 to present)
• Served as a Committee Co-Chair for the Human Resource Management Association of Chicago (2003 – 2004)
• Proficient in Spanish |
