EXPERTISE: Sales Leadership – Project, Product and Team Management – Regional, National, and International Sales and Marketing
Record of success delivering consistent performance of sales goals:
2000 2001 2002
121% 131% 123%
Strengths:
Maximizing profit and revenue in a predictable and repeatable manner.
Training and developing sales professionals…communicating the science of the art of selling.
Creating an implementing sales and marketing strategies for existing and new products.
Contributing sales expertise to corporate planning and cross-functional initiatives.
Driving highly effective sales organizations…communicating vision, methodology and goals.
Proven performer committed to continued excellence.
SOMERA COMMUNICATIONS, INC. 1999 to Dec 2002
SALES MANAGER/New Jersey 2000-Dec 2002
Managed $7 million sales group focusing primarily within the enterprise and end-user companies in New Jersey, New York and Connecticut. The group had the highest gross profit and gross margins (39%) of all company branch offices. Prepared annual sales and expense forecasts for $600K annual budget. Additionally had the responsibility for group P&L, along with sales training for the entire branch.
Exceeded profit and sales plan 2000 (121%), 2001 (131%) and 2002 (123%).
Formulated and implemented weekly forecasting tool providing 45% improvement in accurate forecasting. This tool is now standard within the entire company.
Successfully developed, directed, motivated, and evaluated sales team of 3 account managers and 2 logistics personnel. Interviewed, hired and trained staff.
Improved team sales volume and profits annually, increasing sales by 27% from 2000-2001.
Produced the #1 account manager (data sales) for 2002.
Implemented sales and marketing strategies through network of manufacturers.
Increased overall equipment and services revenue by 22%
Led negotiations with various large customers in New York, New Jersey and Massachusetts.
Team had largest data sale in company history in 2002.
CLIENT SERVICES MANAGER/NJ 1999-2000
Managed $3 million staffing group at 45% gross margins. Staffing group was formed in early 1999 and exceeded revenue expectations by $1 million. Interviewed, hired, trained and motivated sales staff while monitoring their achievement of sales plan goals and division sales and marketing strategies.
Spearheaded and managed negotiations for largest staffing contract sale for over 250 technical personnel.
AT&T CORPORATION 1990 to 1999
Networked Commerce Services 1997 to 1999
Offer Manager, Fax Services, Lincroft, NJ
Managed the process of identifying, analyzing, developing and implementing new fax offers to increase shareholder value, revenue, profitability and market share. Included strategic decisions, market research and analysis, negotiation and interfacing with various internal departments such as Customer Care, Research/Development, and service offering discussions with field sales and customers. Assisted in the development of marketing collateral materials for the offer.
Additionally managed the life cycle of seven existing fax offers and provided support to field sales organizations to increase revenue. Assisted field with sales closure to customers.
Extensive knowledge of the messaging/Internet market and products/services which include electronic commerce such as electronic mail, fax, EDI, telex, IP (Internet Protocol), web site services and associated networking technology.
Successfully developed and implemented a new Internet protocol (IP) fax offer within four months which was announced and available in March 1998 as AT&T’s first offer in the IP fax market.
Developed an enhancement to an existing fax service which will increase revenues by 20%
Through life cycle management and with the lack of a dedicated sales force, increased existing fax services revenue by over 6% in 1997 while maintaining profitability.
Received “Think Big Award” in December 1997 for work performed with the IP fax offer.
Networked Commerce Services 1996 - 1997
Business Development Manager, MailPower Program, Parsippany, NJ
Responsible for identifying, recruiting, developing and supporting independent software vendors (ISV) for AT&T Mail and Fax services. This included marketing the program at trade shows, seminars and AT&T sales training classes and the development of marketing collateral.
Accomplishments
Increased the program membership by over 19% within 6 months.
Identified the need for and managed the development of a comprehensive “Message Enabled Application” training guide for ISVs.
Developed and delivered a “MailPower” training module for AT&T field sales.
Researched and developed a software certification program modeled after similar Microsoft programs.
Networked Commerce Services 1993 - 1996
Training Manager, Parsippany, NJ
Managed a messaging training group, provided a comprehensive education curriculum for field sales personnel, technical support specialists, agents/resellers and staff personnel. Responsibilities included the identification of knowledge gaps within these groups and the design, development and delivery of a professional training agenda, with the associated financial responsibilities and business planning. Managed a training staff of developers/instructors.
Designed, developed and delivered the first comprehensive product sales training course.
Designed, developed and managed the first comprehensive technical training course.
Initiated and developed a “needs/gap” analysis program.
Significant contribution to a 38% increase in agent/reseller revenue.
Always achieved overall “excellent” feedback scores from students.
Maintained excellent cost/expense controls.
Networked Commerce Services 1990 - 1993
Senior Account Executive, Chicago, IL
Responsibilities included the identification, qualification, solicitation and sales of electronic commerce products, which included electronic mail, fax, EDI and telex products/services to Fortune 500 accounts. Included responsibilities consisted of the development and delivery of proposals and presentations. Knowledge of networking technology and associated software was required for success. Additional responsibilities included the management, training and support of third party channel members.
Achieved over 100% of quota year after year
Attended multiple sales achievement events - President’s Club
Closed and implemented the first fax on demand sale.
Major sales included Fortune 500 accounts such as Amoco and Motorola.
Developed new business from industry segments not previously penetrated and increasing 22%.
MCI INTERNATIONAL 1985 - 1990
Account Executive, Chicago, IL
Responsibilities included the solicitation and sales of electronic mail, fax, EDI and telex products/services to Fortune 1000 accounts. Consistently achieved over 100% of sales quota year over year.
Achieved over 100% of quota year after year and increasing revenue by over 30% each year.
Attended multiple sales achievement events - President’s Club
Developed proposal format that was adopted by the Central Region as the standard template.
EXTEL CORPORATION 1983 - 1985
Distributor Representative, Northbrook, IL
Responsibilities included support of distributors for dedicated telex equipment in a 7 state Midwest area.
Increased distributors by 42% in 1983 and revenue by over 32%.
Increased distributors 38% in 1984 and 27% in 1985.
DICTAPHONE CORPORATION 1981 - 1983
Sales Representative, Chicago, IL
Responsibilities included the solicitation, presentation and sales of word processing equipment.
LANIER BUSINESS PRODUCTS 1980 -1981
Entry Level Sales Representative, Rolling Meadows, IL
Responsibilities included the solicitation, presentation and sales of dictation equipment.
Village of Schaumburg, Illinois 1975 - 1980
Police Officer
United States Air Force 1971 - 1975
Honorable Discharge |
