VICE PRESIDENT
SALES, MARKETING, STRATEGIC PLANNING
Proven ?Market Maker? seeking a leadership position with a high-tech manufacturer or service provider ready for a sales and profit growth adventure.
PROFESSIONAL EXPERIENCE
TELMAR NETWORK TECHNOLOGY, Irvine, California ? 2001-2008
$300 million global provider of new/reuse telecommunication wireline/wireless equipment, manufacturer of infrastructure equipment, lifecycle management services including repair, installation/engineering and asset management to the telecommunication industry, utilities, OEMs, Fortune 1000 and government sectors worldwide. Majority owned by Warburg Pincus.
Senior Vice President of Strategic Planning (2008)
Reported to the CEO, devised and implemented corporate expansion programs, employing both internal and external growth strategies. Conducted market assessment to identify new product and customer opportunities as well as potential acquisition targets. Evaluated ROI forecasts for all new initiatives, creating detailed budgets and profit forecasts. Collaborated on programs with executive management, product development, sales, marketing, and operations.
Challenges upon arrival: More focus needed on acquisition targets/assessments and strategic initiatives that would continue to dramatically propel growth.
Key Achievements:
? Developed and launched an innovative spare parts management product offering that would transform the EBITDA of both customer and Telmar when implemented. Product built, launched and engagements in process ? first award eminent.
? Led 5 acquisition assessments, business case development with recommendations to the Board of Directors.
Senior Vice President of Sales, Marketing, Product Management, Purchasing, Manufacturing, and Professional Services (2001-2008)
Reported to the CEO
Executed short and long-range business strategies for a $200 million division comprising 135 employees with P&L responsibility for North America. Oversaw core business functions, direct reports included:
Vice President of Sales (7 persons) Director of Marketing
Director of Purchasing General Manager of Mfg Products
Director of Product Management Business Unit Controller (dual reporting to CFO)
Challenges upon arrival: Customer concentration (80% from one account), limited brand recognition, antiquated sourcing/purchasing practices, little diversification (reuse products only), North American footprint, no outside sales/business development, no systems/support for contract management/compliance.
Key Achievements:
? Re-branded/transformed the value proposition, repositioning and building the Telmar brand.
? Established a marketing and business development teams to execute growth strategies
? Launched international market expansion becoming one of the fastest growth segments
? Founded and expanded the Repair and Test Services business into the #2 global competitor.
? Pioneered a manufacturing business through acquisition, integration and development of 24 acquired product lines (from Alcatel Lucent).
? Reconstructed customer concentration through targeted sales strategies developing the largest Tier 1 and 2 wireline/wireless carriers and OEMs into Telmar?s largest customers ? Top 10 customers represented 70% of sales.
? Secured GSA schedule and launched company into the government market.
? Generated 75% of company EBITDA through continued innovation and market capture.
? Established new procurement practice that grew margin and improved sales win ratio by 10%+.
? Secured Customer Excellent/Satisfaction ratings of 99% or better every year.
VERIZON / GTE SUPPLY, Irving, Texas ? 1987-2001
$1B distributor of telecommunications equipment (customer premise, outside plant, transmission, central office and data) and related services to telecommunication service providers, business and government sectors.
General Sales Manager ? Verizon Logistics (1997-2001)
Reported to Executive Director Verizon Logistics
Led the sales and product management organizations for Verizon?s distribution business of telecommunications products and services.
Key Achievements:
? Set industry record for the largest supply chain outsource contract (valued at $3.5B BellSouth).
? Brought in new customer business valued at $200M and fueled ROI expansion of 30%.
? Reduced product costs $45 million annually.
? Earned the highest Verizon honor - the Chairman?s Leadership Award in 1997.
? High Achiever?s Award in 2000 and finalist for Chairman?s Leadership Award in 1998.
Regional Sales Manager (1995-1996)
Reported to Assistant Vice President
Doubled sales in region and closed 3-year contract producing $40 million per year.
Business Development Manager (1994-1995)
Reported to Director of Marketing
Built sales from $200 million to $1 billion in 3 years through new program development, customer acquisitions and establishing cross functional teams to solidly execute complex proposals.
Contract Manager (1989-1994)
Reported to Group Contract Manager
Wrote and negotiated purchase contracts and RFPs on behalf of GTE Corporation for products and services procured (master purchase agreements, software development, products and services)
Regional Account Manager (1987-1989)
Reported to the Outside Sales Director
Responsible for sales to the former Southwestern Bell Territory and independent telephone companies, OEMs, distributors and interconnects
HARRIS CORPORATION, DRACON DIVISION, Camarillo CA ? 1984 ? 1987
A division of Harris Corporation that manufactured telecommunication tools (hand tools), test gear (butt-in test sets etc), paging systems and central office steel racking selling direct to Tier 1 telecommunication carriers, government, Fortune 1000 and through channels/distributors.
Regional Account Manager (1985-1987)
Reported to the Outside Sales Director
Responsible for sales to the former Southwestern Bell Territory including GTE and independent telephone companies, OEMs, distributors and interconnects
Market Research Manager (1984-1985)
Reported to the Marketing Director
Responsible to conduct primary and secondary market research to support sales initiatives, product analysis and sales reporting.
EDUCATION
Bachelor of Arts in Communication 1983
California Lutheran College, Thousand Oaks, California |
