David Harshfield

Summary

Results-driven, high-integrity VP/Director with 20-year background of progressively responsible experience in sales, marketing and new business development within technology, business services and communications organizations. Experience in building and growing highly successful national sales force, maximizing potential and results with expertise in needs assessment, consultative sales, negotiations combined with implementation of effective sales strategies. Core competencies are: International sales experience, National sales oversight, Operational improvements, Strategic planning and vision, Project management, Cross-function management, Consultative sales cycles, Sales team turnaround.

Work History

Work History
2005 - Present

Director of Sales, National Accounts West

Level 3 Communications

(Via acquisition of Broadwing Corporation - January 2007)

Recruited to develop, implement, and sustain a National Enterprise sales force with responsibility for developing sales focus, strategy and direction, customer relationship building, client and revenue retention, forecasting and planning.

·        Developed and implemented a 100 day plan including; assessment of customers, prospects, personnel and determination of structure of sales teams, recruiting and necessary sales programs

·        Developed a $12 million annual pipeline within 120 days of beginning in position

·        Restructured sales teams to optimize penetration of Fortune 1000+ account focus

·        Developed and implemented a strategic selling program to focus sales teams into selling large, long-term sales opportunities

2004 - 2005

Director, Custom Solutions

France Telecom (Equant)

Recruited and promoted to develop, implement, and sustain strategic custom solutions and outsourcing program within existing business, providing vision, mission and guidance in alignment with company’s sales, professional services and support organizations.

·Restructured Service Management/Marketing and Sales Team interface, resulting in better alignment with current market conditions, allowing Sales to up-sell and capture additional revenue streams of $1.5 million

·Developed cross-functional Inter-Lock Agreement between Operations, Marketing, Professional Services (Sales), and Product Development

·Devised Alliance and Vendor management, providing understanding and recommendations for improvement for 3rd party vendors utilized within the business

·Created effective process documentation and management reports to track opportunities and pipeline, (3rd party) ordering and billing

·Cultivated $27 million annual pipeline within 90 days of business plan rollout, absorbed into strategic outsourcing

2002 - 2004

Director, Business Development

France Telecom (Equant)

Recruited to turnaround regional sales efforts within Enterprise Sales Group, with responsibility for developing sales focus, strategy, and direction, customer relationship building, client and revenue retention, and forecasting and planning.In addition, challenged to expand territory into Western North American market.

·Recruited and grew acquisition and retention account teams by 25% within first 6 months

·Administered and negotiated total of $40+ million in contract value (existing and new customers)

·Realized 300% increase in sales activity in first 90 days by generating kick-off sales excitement within sales team and region with incentive program

·Facilitated regional Large Opportunity processes with enhanced sales performance and increased efficiency through development and implementation of Account Development Plans and introduction of Target Account Selling

·Penetrated Western North American market by increasing new revenue pipeline more than 100% within first 6 months

1999 - 2002

Sales Director, Global Accounts

Cable & Wireless, Inc.

Promoted to lead Eastern US Global Accounts sales efforts, ensuring attainment of sales goals, market share growth, and retention of Enterprise customers with emphasis on team building, and development of sales initiatives and annual operating plans.

·Generated $1.5 million in additional fiscal revenue through development of Underutilized Assets Improvement Initiative – International Bandwidth and US/International Voice

·Produced additional margin with $1 million in fiscal revenue by reclaiming overdue billing and selling of assets to improve fiscal revenue

·Co-negotiated $300 million in contracts for 2 customers

·Established global enterprise Sales Force Evaluation and Improvement Recommendation for Hong Kong, Singapore, and Tokyo

·102% of FY02 sales quota, with $196 million in billed revenue

1997 - 1999

Regional Sales Director, International Sales

Cable & Wireless, Inc.

Promoted to manage Western region, International Sales group and manage new business development efforts, with focus on strategic selling at CTO-level.Accountable for creation of sales focus strategy and direction, customer relationships, revenue attainment, and forecasting and planning.

·Led taskforce to restructure international sales processes - developed International Sales Agent Program to complement domestic program, saving 30 days time-to-bill for each international order

·Achieved immediate $500,000 annual increase in revenue pipeline after creating agreement between Optus (Australia) and CW-USA to cooperatively manage and sell services between Australia and the US

·Realigned regional sales force to enhance penetration via direct sales

·Implemented Target Account Selling (TAS) program to evaluate regional market opportunities

1996 - 1997

Sr. Int'l Account Manager

Cable & Wireless, Inc.

Promoted to handle international sales and account management for Compaq, HP, and Oracle, ensuring alignment of all regional business units with common sales strategy.Closed $40 million global services contract with Compaq – first time as C&W client

1995 - 1996

Int'l Account Manager

Cable & Wireless, Inc.

Recruited to manage international sales in Western U.S., including new business development, account retention, and marketing activities.

Education

Education