Senior Executive with 20-year track record of leadership success in private to Fortune 500 companies. Market oriented strategic thinker with experience in guiding organizations through dynamic growth built to scale. Broad set of skills/experiences which span sales/marketing through to General Business Management. Consistently deliver sales revenue with focus on sales force optimization and solution selling methodologies by delivering productivity and operational cost improvements. Created a new business unit which went from $0 to $100M in revenue in 3 years. Management focus is on joint value creation for customer and business that drive revenue and profitability.
Nov 2006 - Jul 2008
Delivered the largest Q4 in company history - 140% above previous high water mark.
Implemented SAP with new business processes for 100% improvement for time to quote.
Instituted the creation of solution oriented selling methodology, on boarding process, forecasting and first
ever CRM system.
Led transformational change in sales organization to migrate from product to solution selling.
Responsible for Americas Sales, engineering and support organizations with $150M Revenue.
Nov 2003 - Oct 2006
VP General Manager
Grew business from zero in 2003 to $100M by end of 2006.
Led business strategy development and product expansion into two market segments.
Responsible for P&L for global business unit.
Jan 2001 - Oct 2003
Regional Vice President
Led $600M+ sales organization responsible for Network product portfolio with $14M operational budget.
Restructured go to market sales alignment delivering improved productivity on a revenue per HC basis by 41%.
Consistently top revenue producing business in Nortel's Service provider BU.
Drove key account sales strategy shift to eliminate erroneous liquated damage clauses saving $12M in support costs
Oct 1999 - Dec 2000
VP Emerging Service providers
Responsible for penetrating and growing new service provider segments of CLEC, DLEC, ISP and mobility.
Established and rapidly grew sales and sales engineering from 20 to 150+ while delivering $500M in orders.
Apr 1998 - Sep 1999
VP North American Sales - BWA
Managed within operating budget of $5.5M while delivering contacts over $400M. Established strategic plan for emerging broadband market by combination of wireless and wire-line teams
Aug 1995 - Feb 1998
Major Account Sales
Over two year achieved market share gain from zero percent to 76% with annual revenue of $9M at Procter & Gamble.
Penetrated Kroger business yielding 90% market share from zero with annual revenue of $6M.
Oct 1991 - Aug 1995
Grew annual business from $4M per year to $40M via new business from Lexus -Nexis, Mercantile Stores and Limted
Created a new business with US Shoe for $15M