I have produced an unbroken string of sales, sales management and marketing program successes for IBM, AT&T-IS, NEC America, Inc., Cable & Wireless, USA and Tower Distribution Technologies, Inc. covering high tech equipment, software, telephony and intern |
Executive Summary
Seasoned professional with over twenty years of experience in technology and telco sales, marketing, distribution and training. Experienced in major corporations through Senior Vice President of Sales and as President and CEO of a start-up. Enthusiastic innovative executive with proven sales, operating and P&L performance. Repeatedly demonstrated enlightened management techniques, strategic sales and marketing creativity and business savvy. A natural leader with strong interpersonal and team building skills who has the capacity to analyze and direct corporate activities. Expert in building and directing sales, marketing organizations call centers and giving them focus. My skills are current in SFA, CRM, supply chain management; branding, event marketing, marketing communications, corporate strategy development and implementation; integrating sales via direct, brokered and/or independent distributor networks. Experienced in Japanese and British firms.
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Professional background
Tower Distribution Technologies, Inc.
Arlington Heights, IL 2000-2001
President & CEO
Provided leadership for a new venture in the wireless industry.
Accomplishments include:
·Resuscitated the start up manufacturer of wireless infrastructure
·Relocated the company closer to both supply and prospect/customers
·Restaffed to focus resources in the skill sets needed at once
·Redirected the sales and marketing strategy to valid targets
·Secured a three year mutli-million dollar supply contract to US Cellular
·Obtained interim financing
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Cable & Wireless, USA
Vienna, VA 1999-2000
Senior Vice President Retail Sales & Customer Care
Responsible for seven sales channels, web hosting, central sales support services and customer care centers for a $900M+ U.S. Internet Backbone, Data and Voice Long Distance provider with over 1,500 employees managed through 3 Vice Presidents and 5 Directors. Key achievements include:
·Reoriented the C&W sales channel from long distance minutes to an IP / Data orientation and added Major Account, Web Hosting, Data Overlay and Telesales organizations.
·Recruited, trained, certified and productively deployed 735 sales personnel (a net increase of 97%) in nine months. Redeployed the legacy voice sales group to a margin based higher profit data business.
·Implemented a Data Sales Training certification program to convert legacy voice only sales people to sell the entire list of services.
·Created and staffed a National Accounts sales organization, a data overlay group of sales specialists supporting general voice sales people, a high margin IP Sales Engineers “Professional Services” sales group, a Web Hosting sales force and a Telesales center, resulting in a team of world class national account sales personnel. Implemented large account planning and account and account development model, training programs and sales force automation (Miller Heiman/Seibel). Created “Premium Customer Care” resulting in new or renewed business >1M$/yr with 15 major named accounts.
·Meshed the sales forces to the marketing organization. Used marketing events, integrated product development timing and marketing commun-ications to stake out a recognized presence in internet backbone products.
·Reorganized redundant and duplicative administative resources from several sales groups into one shared central Sales Support Organization. Without increasing head count SSO provided superior budget, commissions, SFA, forecast, major bid management and interface to IT, Marketing, Finance, Legal, Development and HR support to a sales group which had doubled in size.
·Managed Customer care organization: of five major call centers, answered 125,000 calls/month. Outperformed target of 90% answered in less than 20 seconds. Converted customer complaints into 98%+ save ratio and $50K/month in Upsell revenue at 97.7% of expense budget. Closed and outsourced the residential dial up and long distance sevice center at a savings of 30% and without an industrial relations incident.
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NEC America, Inc.
Chicago, Atlanta & Dallas 1986-1999
Regional Director > Vice President Corporate
Sales & Marketing
The $1B/yr U.S. Subsidiary of NEC Corp consisted of up to 11 product niche groups. Created a single unified team serving targetted ILEC, corporate and communications/computing major accounts. Primary product emphasis on PBX, PC, Video Teleconference, Telco Network and Data Communication products (SONET, routers, mux) and wireless. Responsible for 27 states, 3 regions, 10 employees on a direct basis and 65 additional employees on a matrixed, dotted line basis. Key accomplishments include:
> Sale and implementation of an internal video telecommunciations network to Ameritech
> Sale of $33M+ of NEC cellular telephones which ended Ameritech Cellular’s exclusive supply by Motorola
> The first sale worldwide of a “pioneering” router product to McDonald’s Corporation.
> My regional team sold and built a tele-classroom project, with and through BellSouth, to the State of Georgia.
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AT&T Information Systems
Chicago & Indianapolis
Regional Director Sales & Technical Support,
Branch Manager & Division Manager
Responsible for management of field sales organization.
Deployed sales and technical field support to the eight branch central region. Then led a branch with 148 employees (6 Direct reports) in two locations from 53rd of 54 to the top quartile in 7 months. Achieved first place in the U.S. in AT&T computer sales in year 2. Directed the Large Business Division’s Automation of Large Account Management for Region in year 3.
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IBM Chicago, Atlanta & Cincinnati
Sales Rep, Training Instructor & Marketing Manager
Progressed from entry sales trainee to sales leader to instructor to sales manager. Worked in small computers, office computers and special purpose hardware and software.
·Consistently exceeded annual sales objective, placed in top 10%
·Performed as Branch Training Coordinator while Sales Representative
·Selected three times to introduce a new product / or pilot
·Sales Manager in a branch turnaround (from 82nd of 83 to 4th in the U.S.)
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EDUCATION:
Northern Illinois University -- B.S. in Education
IBM Business and Technical Computer Training
IBM "President's Class" at Babson College;
Wellesley, Mass.
ATT-IS Executive Development Seminar at
MIT Sloan School
International Engineering Consortium (IEC):
Industry Planning Council
Marketing and Business Development Institute Committees
National Communications Forum and SuperComm (Chair & Speaker)
Illinois Institute of Technology - Stuart Forum, 1997
Member of the Executive Curriculum Advisory Panel which developed the IIT graduate program, “Certificate in Professional Selling to Business and Industry”
Member IEEE since 1991
Member of IPICS 1972 to 1978 |
