Senior sales manager with domestic and international background. Highly skilled in coaching, mentoring and training. Delivered revenue in both transactional and consultative sale environments. Organizational background also includes P&L, Training, Commissions, Order Entry, Recruiting and spiffs. |
Objective
Sales Executive focused on Increasing Profits, Improving Performance and Enhancing Productivity
Summary of Qualifications
· Director of International Sales and Operations
· Transformed small under-achieving companies and business units into productive sales engines at Telecomputing and SAVANT
· Negotiated $40m sale of SAVANT inc.
· Drove profitable P&L business unit at MFS
· Outstanding team-building and collaboration skills
Professional Accomplishments
Cogent Communications Inc.
Director of International Sales and Operations 1/2003 – 11/2005
Delivered $.5M per month recurring revenue for a Tier I ISP. Ran all Sales Management and Operations functions for Sales in North America and Europe. Responsible for Operational support including Order Entry, Contracts, SOX Compliance, Sales Agents, Commissions, Recruiting and New Hire Training.
Telecomputing Inc.
VP of U.S. Sales 3/2001 – 12/2001
Transformed an under-performing sales team of 25 into a focused, accountable team of 8 ASP sales reps that consistently met monthly quotas. Implemented rigorous training, reporting and forecasting methodologies that delivered dramatic turnaround results in less than 9 months. Grew sales from less than $1m to $5m, improved sales opportunities from $2m to $80m and forecasting accuracy improved by over 80%.
SAVANT Inc. 3/2000 – 1/2001
Chief Operating Officer
Re-energized a sleepy performance management software company into a profitable business entity and then worked on the sale the company for $40m. As COO with 100% P&L responsibility, SAVANT returned to profitability within 4 months by dedicating ourselves to extensive sales training which grew our sales from $80k per month to $800k per month while at the same time, cutting overhead and streamlining our software development cycles. Negotiated the sale of the company and performed the function of Chief Transition Officer to complete the merger.
Network Access Solutions
Consulting 10/1999 – 2/2000
Performed the Change Management overhaul on all Order Management and Order Entry. Designed a scalable framework for the Sales Organization.
· Hired, staffed and organized over 30 employees in 2 months
· Designed and incorporated innovative training strategies
· Exceeded the strategic quality metrics
· Designed the strategic business model to grow the company from 3,000 to 15,000 DSL lines and $4m to $14m revenue run rate in year 2000
Teligent Inc. 6/1997 – 10/1999
Vice President, Sales Operations
I was responsible for launching the Sales Operations functions to support the sales organization. Managed 7 departments including the following.
· Hired, Staffed and Managed 100 employees
· Managed a $6m budget
· Managed the Agent Channel Sales team
· Managed the Order Entry function that processed over 3,000 orders and $1.5m in sales per month
· Designed the Training Facility, Developed Training Programs and Trained a National Sales Force of over 500 strong
· Designed the Commissions programs for over 15 individual jobs
· Established our Carrier Relations team which developed IXC agreements with over 100 LD carriers
· Designed Web-Based Sales Reporting tool and the metrics for corporate measurements
Metropolitan Fiber Systems
Business Manager 10/1994 – 6/1997
Responsible for General Management of the Mid-Atlantic and ultimately East Coast business unit.
· Responsible for $85m Budget Management
· Supported Eastern Region Sales, Service, Installation, Finance, IT and Revenue Assurance
· Managed almost all key administrative functions for almost 200 people
Ballys 1992 - 1994
Director of Telecommunications
Managed the Voice and Data Networks for 3 Regional Service Centers and 350+ Health Clubs. Implemented cost cutting and infrastructure upgrades to enable the enterprise network..
· Implemented Frame Relay Service for mission critical business applications
· Installed Fiber Redundant service to protect and manage our National Service Centers
· Saved the company over $600k per year in Network Redesign
Black & Decker 1984-1992
Senior Manager, Telecommunications
Managed and designed voice networks both domestically and internationally with increasing levels of responsibility during 8+ years of employment
· Installed PBX’s, Voice Mail Systems, Video Conferencing Rooms and Service, ISDN PRI and CTI applications for Customer Services
· Selected and installed PBX’s and networks in international markets
Education:
MAS – Johns Hopkins University - 1990
BA – University of Maryland - 1983 |
