SPECIALTIES: Product Development * Accomplished Marketer * Published Author * Market/Channel Expansion * Strategy in Action * Numbers Driven * HIghest Work Ethic
With over 15 years of top award-winning experience in high-dollar, high-profile Sales experience, I have built the reputation of being able to generate millions of dollars in revenue in challenging circumstances. I am exceptional at discovering customers pain points and aligning their goals with novel solutions. My unique advantage is having robust experience in not only Sales and Account Management, but in Marketing and Product Management as well. My success is also tied closely with my ability to step outside the normal Client/Account Manager relationship to gather insightful business intelligence, which has given me a distinct advantage over my competitors. Extensive experience in working with IP, Data & Voice Networks including MPLS, Ethernet, Cloud/Hosted solutions, Small Cell and DAS.
I have consistently delivered solutions to complex situations using leading-edge technologies in fast-paced, deadline-focused environments. My initiatives have been wildly successful, and I can maximize your sales potential and market share through strategic market planning.
My intense focus on the customer’s experience has been the cornerstone of my Account Management strategy and the key to my success. Let’s have a conversation about what this focus can do for your organization’s bottom line.
• Expert at Landing Flagship Accounts
• Use Business Case Analyses to Steer Strategic Growth
• Identify Customer Needs to Create Huge Incremental Revenue
KEY SKILLS: Dynamic leader, mentor, and collaborator at all organizational levels • Innovative problem solver • Natural instincts for what will sell • Thrive in a versatile, competitive environment • Revitalize and motivate Sales & Marketing teams through creative leadership • Skilled negotiator • Easily communicate; persuasive with foreign cultures • High autonomy with a strong record of success.
Jan 2012 - Jan 2014
Director of Sales/Account Management
Led all sales and marketing efforts associated with evaluating and exploiting new business opportunities.
Drive and implement overall sales and marketing strategies.
–Built a $12M pipeline in just 12 months.
–Created a $20M, 2-year pipeline in a new market.
2012 - 2012
Vice President of Product Marketing
Analyzed and reported market demands and forecasts.
Interviewed and collaborated with product fabricators.
Negotiated advantageous sales and distribution channels.
Established production and shipping requirements.
Jan 2001 - Jan 2011
Senior Account Manager
Demonstrated keen ability to lead and inspire others, as well as foster strong customer relationships through honesty, integrity and financial acumen. This was proven to earn client respect and dramatic additional revenue.
Managed entire sales process through negotiations of a $94.4M contract. Doubled revenue targets and landed sale by gaining intelligence about decision factors from creative sources.
Launched another $79M product and sold upgrade of $29M. Increased personal revenue from $19.9M to $48M within 12 months; a 142% increase in a department that held an overall 28% increase.
Highly skilled negotiator; landed a $49.4M contract within 60 days. Negotiated another $3B+ in procurement. Used a Business Case to sell and negotiate $25M incremental revenue.
P&L responsibility up to $150M annually, with a capital P&L of $4.3B annually. Also grew revenue by 400% within 2 years.
Identified and sold $5M in additional maintenance to largest customer.
1997 - 2001
Using Business Case Analysis process, determined a smart direction change to switch the supplier of a key product, reducing costs by 27%, cutting lead time 25% and landing a $24.3M contract for a $100M employer.
Catapulted net margins to 59% in another case for a $20-$30M annual product. Boosted margin from original goal of 18% to 30% for a $50M product.
Won a complex, year-long negotiation, bringing in $12M for identified support enhancements the customer wanted for free. Recognized an additional proprietary product need to sell $7.8M.
Implemented purchasing policy which streamlined lead times and reduced inventory by 20%, saving employer $3M over 3 years.
Determined a groundbreaking need for existing client, immediately sourced the product and quickly sold an $9.6M contract.
Defined go-to-market strategies for customer, resulting in upsell of $20M, or 30% of original sale.
Managed cross-functional matrixed team to produce $11M above stated goal or a 50% increase.