Barry Dalton

Summary

Senior operations executive delivering strategy, business process and technology results to over 200 clients globally in the technology, financial services and telecommunications industries. Leadership in operations, talent development, CRM thought leadership and business development serving Fortune 1000 and SMB clients. Success driven from ability to quickly analyze key business drivers, develop growth strategies and execute to produce bottom line results. Managed revenue to $180M; staff to 30.

  • Revamped product scope and sales force focus, increasing value-added services revenues 67% for NICE.
  • Created services portfolio catapulting Deloitte eCustomer pipeline from $2M to $50M.
  • Expanded eLoyalty services portfolio, generating first-year incremental revenues of $20M.
  • Provided MCI new post-acquisition sales/customer service business model, boosting annualized sales 26%.

Key Skills: Business Startup / CRM / Business Process Improvement / Practice Management / Service Portfolio Development / P&L / Call Centers / IT / Executive Account Management / International / VRM / Though Leadership / Negotiations / Business Development

MBA, Finance, Rutgers University. BA, Economics, University of New Hampshire. 

Work History

Work History

Sales Manager

Ciba Corning Inc

Managed network of 17 distributor representatives throughout Northern California.

  • Exceeded $1.4M 1989 forecast by 10%; 117% of $845,000 1988 sales forecast; 1990 at 109% of forecast; 118% of plan in 1991; 109% of hardware sales quota in 1992, 100% in 1993.
  • Piloted firm-wide development and installation of sales automation software and related processes.
  • Increased capital equipment installed base in the territory by 100% in one year.
  • Developed value added services for distributors that resulted in improved margins and highest distributor channel sales volume of any region from 1992-1994.

Senior Consultant

Arthur Andersen LLP
  • Facilitated development of new strategic plan for regional insurance firm for growth from $300M to $500M in premiums within two years.
  • Developed new suite of top-line consulting services and go-to-market strategy in areas of Sales Force Effectiveness, Integrated Customer Management, Marketing Strategy, Product Strategy, Customer Service.
  • Assisted large, regional insurance firm in creating new customer-centric distribution channel strategy and supporting systems enabling the attainment of a three-year, 50% growth target.

Senior Principal

eLoyalty Company

Launched new sales and marketing consulting practice, including methodologies, go-to-market strategy, execution plans and service offering.

  • Sold and managed call center technology implementation project for medical device manufacturer. Also deployed to 350 mobile sales professionals. Developed new sales methodology, forecasting and pricing strategies.
  • Selected content management applications for Asia/Pacific, Canadian and Latin American regions.
  • Facilitated new Sales and marketing business design model and led technology implementation for second largest cable operator in the United Kingdom.
  • Closed and managed Siebel Sales implementation to support a new sales operating model across 1500 member nation-wide telecommunications sales organization increasing client’s revenue potential by $20M per year.
  • Produced $25M in annual cost savings to field service organization of Fortune 500 mailing systems manufacturer.
  • Delivered project to design New Product Development Process for a Fortune 500 firm, eliminating 15% of process steps and reducing time-to-market by 10%.
  • Optimized skills-based routing rules and developed new training protocol for healthcare insurance call center involving 150 agents.
Sep 2001 - Present

Managing Director

Sales Development Group, LLC

Assist emerging technology companies in growing top line revenue and sales pipelines through implementation of next practice market penetration and sales processes; execute new product market testing; provide advice and guidance through business plan development and funding process

  • Executed outsourced sales campaigns and sales methodology development for four clients over first 12 months
  • Leveraged financial services client rolodex to generate net new sales for emerging technology client organizations totaling over $10M
Dec 2003 - Sep 2007

Vice President Consulting

NICE Systems, Inc

Launched a consulting services organization to support new strategy for $500M contact center software provider. Developed business plan, budget and portfolio of service offerings. Led development and execution of all methodologies, marketing plan and go-to-market strategy.

  • P&L ownership for consulting services; $9M+ top line in 2007.
  • Key client relationship management - $15M revenue stream.
  • Organically grew revenue from zero to over $4M in 2006; +60% gross margin; 35% EBIT.
  • Led projects with +60 clients representing total revenue +$180M
May 2000 - Aug 2001

Senior Manager

Deloitte Consulting, LLP

Responsible for identifying, qualifying and managing new CRM services revenue. Directed sales and alliance management. Developed complex sales methodology. Trained partners/senior managers.

  • Achieved 123% of $10mm FY 2001 revenue target. Direct sales and alliance management.
  • Increased CRM project pipeline by 2400% in four months from $2M to $50M.
  • Improved firm-wide close rates 5%.
  • Led development of internal Siebel deployment for 3,000 person Financial Services practice.
  • Negotiated and managed new alliance relationships with key sales and professional services personnel at Siebel Systems, Janna Systems and Advent Software representing $100M in annual services revenue

Education

Education