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Summary

Optimistic and decisive motivator who develops and implements strategic vision to consistently exceed ambitious sales and profit goals in highly competitive global and technical environments.  Results driven change agent with passion for client satisfaction, people development and cross-functional collaboration.  Specializes in identifying and motivating top talent, leading transformational efforts and managing remote teams. 

Work experience

2012Present

Director of Sales

Northeast US
Orange Group's Leadership Talent program Director of Sales, Jan 2015-present Successful growth in East region led to division of territory into Northeast and Southeast w Delivered 127% Revenue and 158% order achievement against 1H15 targets w Produced highest profits across all sales regions in North America for 1H15
Feb 2001Present

Sales Director

Orange Business Services
formerly Equant
Jan 2014Dec 2014

Director of Sales, East

Northeast US
Director of Sales, Led remote team responsible for Business Development and Account Management across East US with annual revenue responsibility of $113m w Reorganized salesforce to optimize performance and delivered highest close ratio in North America w Stimulated and facilitated cross-functional and global sponsorship to advance regional strategy to accelerate pipeline and revenue growth w Scaled pipeline from $140m to $310m w Exceeded revenue and order goals with 103% and 109% attainment respectively, while maintaining highest profitability in North America for 10th consecutive quarter
Mar 2010Dec 2013

Director of Sales

Northeast US & Canada
Director of Sales, w Increased revenue 22% to $75m annually and consistently produced over $50m in annual orders w Redefined Canadian sales strategy and delivered 10% revenue growth within first year leading Canada w Delivered highest profitability in Americas for 2012 & 2013 w Coached multiple team members to President's Club w Formulated North American Go-to-Market strategy as member of leadership task force Developed new client segmentation model Launched salesforce skills refresh and assessment initiative Built communications plan and roadmap to promote transformation
Nov 2005Feb 2010

Sales Director

Northeast US
Sales Director, w Transformed Northeast sales region to improve operational efficiency and reduce OPEX w Increased revenue 45% with consecutive year-over-year growth from $29m to over $42m w Exceeded revenue goals: 118% in 2009, 103% in 2008, 101% in 2007, and 107% in 2006 w Surpassed Order targets: 162% in 2009, 143% in 2008, 84% in 2007, and 102% in 2006 w #1 region in US for cash collection, averaging 1.8% of revenue 30 days outstanding w Defined concepts and strategies for North America related to decentralization of corporate P&L model w Advised executive team on improvements for global partnering with Business Process Outsourcers as member of Orange Business Services' Top Talent Think Tank
Feb 2001Oct 2005

Account Manager

Northeast US
Account Manager w Delivered 129% of revenue and 294% of order book targets over the 4 years w Forecasted revenue to within 4% margin of error w Closed 1st standalone Project Management engagement in North America to help launch the building of a Professional Services practice in the US w Guided New England region through restructuring which resulted in 40% reduction of local sales force
20002001

Business Development Executive

Northeast US
GENUITY-formerly GTE Internetworking and BBN Planet Business Development Executive w Expanded selling expertise to include cloud, hosting and managed Security
19972000

Manager, Customer Service-Corporate Division

MCI WORLDCOM/MCI-Acquired by Verizon in 2006 1993
Manager, Customer Service-Corporate Division w Promoted to lead Customer Service organization across New England and Upstate NY w Decreased sales-to-cash lead time by implementing operational efficiencies in order processes w Motivated and directed teams through organizational restructuring while attaining all objectives
19951997

Strategic Service Representative

MCI WORLDCOM/MCI-Acquired by Verizon in 2006 1993
Strategic Service Representative w Accelerated new business sales with creation of Hunting service expert in New England w Exceeded order management, billing and churn objectives
19931995

Territory Sales Representative

MCI WORLDCOM/MCI-Acquired by Verizon in 2006 1993
Territory Sales Representative w Successfully developed new territory for small business sales of telecommunications services

Education

2007

M.B.A

Olin Graduate School of Business at Babson College

MBA, Global Management - Magna cum Laude

19881992

B.A

University of Vermont

BA Political Science and BA History, Dean’s List, Cum Laude

1990

Semester at Sea

University of Pittsburgh

International education program with field study and travel to Japan, Taiwan, Hong Kong, China, Malaysia, India, Seychelles Islands, Kenya, Brazil, and Venezuela, Fall 1990

Interests

Masconomet Education Foundation: VP and Board member, 2015

Coaching Program:  Babson College, February 2007 and March 2012

Portfolio

Portfolio