Would you like to ignite record-breaking revenues and profits in your organization? Does it seem your team has reached a plateau and cannot get to the next level?
I’ve been solving these kinds of problems for more than 20 years—contact me for a free telephone consultation. Let’s discuss proven sales & marketing strategies to boost revenues and increase profits.
Call 203-274-6098 – Email [email protected] for a FREE 15 minute teleconference.
JOHN A. FALLONE
865 High Ridge Road #5 - Stamford, CT 06905
(203) 536-1093 - [email protected]
President & CEO
2007 - Present Traininguru is an international network consisting of top facilitators, coaches, learning, training & organizational development professionals, consultants, psychologists, counselors, therapists, subject matter, business development & marketing experts possessing specific competencies, capabilities and solutions that may be linked to solve crucial business problems and interpersonal issues. WHY TRAININGURU? • Tailored Solutions • Virtually Limitless Talent & Resources • Outstanding Expertise & Quality • Get the Best for Less
More About John A. Fallone:
SENIOR BUSINESS DEVELOPMENT, MARKETING & SALES EXECUTIVE
20+ Year Record of Transforming Under-performing Sales Teams/Operations, Energizing Stagnant Revenues-Igniting Record Business Growth for Niche Market Technology & Business Services Corporations
Results-proven executive known for building and managing the most profitable, highest-performing organizations and teams. Balance top and bottom-line focus: rapidly identify roadblocks, re-engineer ineffective business processes, and innovate strategic solutions to simultaneously cut costs and increase sales. Visionary behind bleeding-edge internet & Direct Marketing campaigns/strategies that deliver spectacular ROI. Hands-on manager able to recruit, develop, and motivate sales teams to unprecedented levels of achievement. Expert communicator, relationship builder, negotiator, and influencer.
- New Business Development
- New Market Penetration
- Consultative / Solution-Selling
- Corporate Sales Presentations
- Sales & Marketing Management
- Competitive Market Research
- Strategic Alliances/Partnerships
- Contract & Proposal Development
- Key Account Management
- Client Acquisition & Retention
- Team Building & Leadership
- Budgeting / P&L Control
IT GROUP INTERNATIONAL- Uniondale, NY 2003-2008
$4 million, privately owned provider of IT/HR consulting, solution selling, organizational development, interpersonal skills training, talent management, SaaS and coaching to foster development of critical business and interpersonal competencies in global IT organizations.
Turnaround expert, reversing 3-year slump with declining sales, profits, and market share. Ignited 20% year-over-year sales increase and boosted profit margins 40%, more than doubling revenues from $2 million to $4.4 million annually. Transformed corporate image from "mom and pop" company to serious international player.
Vice President & Senior Director, Business Development: Executive leader recruited to spearhead major enterprise-wide transformation initiatives that rapidly grew sales revenue to record levels. Manage staff of 5 direct reports (global account executives) and 10 indirect reports (instructors, facilitators, coaches). Direct competitive research, analysis, sales forecasting, P&L, sales training, CRM, marketing strategy, proposal development, and contract negotiations.
¨ Closed major contracts including 2 largest deals in company's 25+-year history. Led staff in developing and managing top-tier Fortune 500/Global 1000 accounts (e.g. AstraZeneca, JP Morgan Chase, Dell, Travelers, Wolters Kluwer, Interior Health, Formosa Plastics, Exelon), achieving "the impossible" by gaining market share against hundreds of better-funded competitors. Set growth track to reach at least $6.5 million over next 5 years.
¨ Spearheaded corporate re-branding and development of client-centric marketing materials that included web presence and direct mail/online marketing campaigns. Achieved staggering ROI: launched new HR-focused brand, originated new markets, and directly contributed to $1.2 million in new client sales in less than 1 year.
¨ Mentored, motivated, and trained account executives in consultative selling techniques. Also redesigned team environment and compensation resulting in improved morale, productivity, and sales effectiveness.
¨ Drove new business model & SaaS subscriptions, expanded recurring revenue streams/cash flow
¨ Forged alliances with key vendors & subject matter experts, strengthening marketing capabilities and boosting value proposition offered to clients. Structured key agreements, negotiated terms, reduced G & A
¨ Key participant in 5-member Executive Committee formed to chart direction of company.
Scarsdale Security Systems - Scarsdale, NY 2001-2003Privately owned company with $5.4 million annual revenues and national footprint. Recognized technology leader in data communications-based security/software solutions, systems integration for local and multi-location businesses, major retailers and Fortune 500 corporations.
Developed and executed competitive marketing plan/materials, targeted sales strategy, extensive networking, and involvement in exclusive conferences/tradeshows to grow revenues 35% ($2+ million new sales) in 2 years.
Director, New Business Development, National Accounts: Brought in as consultant and subject matter expert to found a high-performing, credible national account division as a new revenue channel. Leveraged specialized industry expertise and introduced single point of contact, standardized pricing, uniform technical components, expanded resources, and economies of scale to achieve rapid success with this new line of business across 48 states. - Repositioned company from local residential alarm company to industry leader who "gets the job done" and credible security services alternative for multi-location, national businesses.
¨ Exploited extensive industry network to gain audience and close deals with key decision makers.
¨ Forged strategic alliance with project management organization that enabled delivery of on-time installations and superior service quality required by national accounts. Also minimized risk and reduced costs $400,000+.
Checkpoint Systems - Thorofare, NJ 1998-2001$40 million division of an $830 million multinational manufacturer and marketer of technology-driven integrated supply chain, security, loss-prevention, IP video surveillance, systems integration, data management, software and asset protection solutions for retail chains.
- Ended 4-year trend of sluggish national account revenues, orchestrating explosive sales increase from $5 million to $14.7 million (290+% growth and 173% above annual quota of $8.5 million).
Director of Sales, Security Systems Group: Recruited to build corporate footprint in Eastern region (18 states from Maine to Florida), increase market share, and revitalize faltering national account sales. Directed high-performing teams including 8 direct reports throughout region and 15 dotted-line sales executives in NY/NJ area. Identified and leveraged industry experience to gain access to high-potential prospects in the Eastern US region.
¨ Empowered national team to penetrate new accounts, igniting record-breaking sales increase while raising gross margins 20%. Strategies included hands-on management, consultative sales approach, and benefits selling.
¨ Re-energized and retained team of languishing national account managers, taking team from 25% to 100% of group exceeding quota. Additionally hired, trained, and managed new staff to form a world-class team.
¨ Garnered recognition each year for region with greatest revenue percentage over quota, new national account development award, greatest number of new national accounts closed, and highest total sales revenue.
Holmes Protection Group - New York, NY 1996-1998$70 million provider of innovative electronic security, systems integration, management information, software, wireless, data communications services and technology. Pioneering leader and oldest US-based firm in security industry. Acquired by Tyco International.
Brought in by newly appointed corporate President and CEO (former President/CEO of National Guardian) to build National Accounts Division from the ground up as part of overall strategy to halt declining revenues. Led only division within financially challenged corporation to turn a profit, boosting sales 600+% (more than $17.5 million).
Vice President, National Accounts: Challenged with rapidly acquiring prestigious top-tier clients, exponentially increasing sales, boosting business valuation, creating new value for shareholders, and delivering superior customer service. Recruited, trained, and directed team of 25 sales, operations, and administrative staff throughout North America.
¨ Widely recognized as chief architect in leading National Accounts team to exponentially grow revenues through new business development initiatives to secure high-profile clientele (Comp USA, Harris Teeter, Tractor Supply, Modell's, CFS Bank, Duane Reade, Family Dollar, and many more). Personally negotiated contracts and closed deals with Starbucks, Home Depot, BJ's Wholesale Club, GE Capital, and Ryan's Family Restaurants.
¨ Negotiated strategic alliance with national service contractor, reducing expenses $2.4 million.
¨ Key leader in positioning corporation for profitable acquisition by Tyco International for $107.1 million.
National Guardian Security Corporation - Greenwich, CT & Woburn, MA 1986-1996
Leading supplier of loss prevention, security, video surveillance, wireless telecommunications, systems integration, software-based access control, and facilities management systems to retail chains, multi-location Fortune 500, financial services, major food service, and hospitality companies.
Achieved multiple, performance-based promotions based on ability to drive record sales growth, transform under-performing sales teams, and innovate highly effective business development strategies.
Regional Vice President, National Accounts Division (1991-1996): Promoted to VP with accountability for sales, new business development, top-line growth, and region profitability. Negotiated profitable contracts with leading global corporations. Aided in preparation for corporate acquisition by Regional Bell Operating Company.
¨ Re-engineered business development strategy to drive dramatic sales growth from $35 million to record $86 million. Additionally captured 350% growth in new client accounts.
¨ Launched creative, highly successful, targeted direct marketing campaigns that yielded more than $1 million in additional annual recurring revenue.
Regional Sales Manager (1988-1991): Charged with driving new national account sales within Eastern region (18 states and Washington, DC). Analyzed business processes to uncover and remedy barriers to rapid sales achievement. Managed client acquisition, business development, and profitability of national account team.
¨ Consistently fueled highest sustained sales production in division, generating more than double the revenue of Western and Central regions within National Account organization.
¨ Personally boasted greatest percent above quota, highest annual recurring revenue, and greatest client retention within division.
¨ Took over chronically under-performing sales team, reversing negative trend of reps below quota to achieve accelerated sales and improved gross margins.
¨ Developed and implemented unprecedented sales reorganization strategies, triggering phenomenal National Account revenue growth from $8 million to $80+ million in less than 5 years.
¨ Received numerous awards for exceptional performance including Circle of Excellence, National Account Development Award, Top Region-National Accounts, and President's Circle.
Corporate Marketing Manager, National Accounts (1986-1988): Selected by CEO for special assignment to expand revenues, create marketing materials, and improve relationships between division and nationwide branch offices.
¨ Influential leader in achieving $4.5 million increase in division sales.
¨ Strengthened value proposition and image of National Accounts Division, earning respect and credibility internally while achieving strong competitive edge.
*** Early career with Silent Watchman Corporation as Executive National Account Manager and General Manager and with Quality Care, Inc. as General Manager. Highlights include:
¨ Personally responsible for more new business and National Account development than any other representative in Silent Watchman's 80+-year history. Award-winner and consistent top company producer in excess of sales quota (averaged $1.5+ million per year).
¨ Recruited to run Silent Watchman's most challenging branch operation, substantially increasing sales, cutting costs, and driving more new National Account business than all predecessors combined.
¨ Achieved largest single sales increase in company history (more than $3.6 million) as General Manager of Quality Care's flagship branch office. Held full P&L control and dotted-line authority for 300 field employees.
Education & Professional Qualifications
Bachelor of Arts, Psychology (Cum Laude, Dean's List) - York College of CUNY - Jamaica, NY
Additional Training & Certifications:
¨ Master's Certificate in Business Development & Strategy
¨ Managing Change / The Art of Leadership, ITG University, Rockville Centre, NY
¨ Conflict Resolution & Negotiation / Personal Effectiveness, Omicron USA, Chicago, IL
¨ Applied Strategic Thinking, Center for Management & Organization Effectiveness, New York, NY
¨ Promoting Accountability, Norfolk State University, Norfolk, VA
Additional Business Interests: Web 2.0, Social Networking, New Media, SaaS, Innovative, Leading Edge Technology/Software
Professional Activities: American Society for Training & Development (ASTD), Society for Human Resource Management (SHRM), International Association of Business Communicators (IABC) Society for Sales & Marketing Training, Global Security Professional, The Psychology Network, SaaS University, Web 2.0 User Group.
Accomplished presenter and keynote speaker on numerous sales and leadership topics.