Account / Sales Manager or Business Development Director Resume

Title
Account / Sales Manager or Business Development Director

Primary Skills
Seeking role as individual contributor or team leader in either strategic account development or turnaround. Alterna...

Location
US-CA-Thousand Oaks (will consider relocating)

Posted
Jan-21-09


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SENIOR SALES & BUSINESS DEVELOPMENT EXECUTIVE

Accomplished in driving new business, revenues, growth,
and profitability for telecommunication and technology companies.
Master of Business Administration

* International & National Accounts
* Start-up, Turnaround & Growth Situations
* New Business Development
* Vendor & Partner Relationships
* Strategic Business & Marketing Planning
* New Product & Service Development
* Request for Proposals
* Trade Shows, Presentations & Public Speaking
* Lead Generation & Tracking
* Staff Development & Management

Dynamic, results-charged career is distinguished by achievements in directing sales activities and driving business development initiatives and related marketing programs that have enhanced corporate value. Proven track record in identifying and capturing new business opportunities, targeting and securing major accounts, increasing volume with existing customers, and strengthening and protecting key account relationships in intensely competitive markets. Top-ranking personal sales record with equal success in building, motivating and mentoring top-performing salespersons that have advanced in their careers.

CAREER HIGHLIGHTS

* Grew a new start-up territory from zero to $1.2 million in the first year.

* Ranked as #1/#2 nationally for sales performance; continually exceed annual multimillion-dollar quotas.

* Inherited three "troubled" accounts in a row in one year, retaining each and resigning every contract.

* Singularly successful in developing long term business relationships between companies and elevating the "vendor" relationship to "partnership" status.

* Developed and instituted lead tracking, sales planning and trade show programs as well as developed films, presentations, and speeches.

* Initiated and managed the development of a new service and product for an industry (Fractional T-1 for Local Exchange Carriers).

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PROFESSIONAL EXPERIENCE

Accenture; Thousand Oaks, CA 2007-Present
Global Mobility Project Consultant

Responsible for providing analysis and strategy for global telecom team in developing and refining global mobility policy and negotiation of contracts for global coverage.


VODAFONE; Thousand Oaks, CA
2007-2008
GLOBAL ACCOUNT DIRECTOR

Hold a lead role in the ongoing development, direction, and maintenance of key accounts at this mobile network operator; Vodafone is the world's largest mobile telecommunications network company and has a $150 billion market value. Areas of responsibility include the on-boarding of new hires and preparing responses to RFPs for uncovered accounts.

* ACCOUNT DEVELOPMENT ~ Closed initial RFP in Europe for $500,000 (subsequently transferred account) and transitioned two accounts (Avery Dennison and Huntsman) from small static accounts to multinational opportunities with multicountry master service agreements; also drove expansion of a major account (Accenture) from regional decision making to a globalization project for unified mobility management.


CISCO SYSTEMS; Thousand Oaks, CA
2005-2007
ENTERPRISE ACCOUNT MANAGER

Focused on targeting, penetrating, and growing business with key accounts in the government and education industries, with an emphasis on The California State University and two county governments. Worked directly with accounts' CIOs and via channel partners. Responsible for system wide initiatives for security, wireless, and IPTEL.

* ACCOUNT MAINTENANCE & MULTIMILLION-DOLLAR RFPs ~ Maintained the fixed account base the first year while competing in two major Requests for Proposal (RFPs) valued at a total of $25 million over six years.


AT&T / CONCERT; Thousand Oaks, CA
1999-2005
SALES DIRECTOR & GLOBAL ACCOUNT MANAGER

Challenged to turn around and grow key accounts for this global venture between AT&T and British Telecom that was focused on AT&T's top 250 accounts and subsequently top 500 accounts after reconsolidation into AT&T; Concert offered a full range of telecommunications services, including standard voice and data services as well as wireless and application/server hosting. Focused on Japanese-based accounts, including Hitachi and Toshiba; also took on responsibility for other key global accounts including Avery Dennison, Mitsubishi, Samsung, and Countrywide Financial Corporation.

* ACCOUNT TURNAROUND ~ Inherited three "troubled" accounts in a row in one year, retaining all accounts and resigning all contracts. Exceeded $4 million quota each year, including two repricings due to contract renewals.

* TEAM DEVELOPMENT ~ Effectively managed the transition from an old to a new account team in one year and developed/led a sales team of voice/data specialists and customer administrators.

* CONTRACT EXTENSION ~ Signed contract extension with Toshiba, picking up Countrywide "on the fly" and responding to two separate RFPs at the same time.

* WEB HOSTING ~ Identified and responded to major web hosting opportunity with Toshiba and a short turnaround response to nationwide local service bid for Universal Studios.

* SERVICES EXPANSION ~ Contract for services expansion at Avery Dennison, following an account contract clean up requiring five refilings of the inherited contract.

* WORLDWIDE ATM/IP NETWORK ~ Secured consulting agreement with Seagram involving the design of worldwide ATM/IP network.

* SERVICE PROBLEM RESOLUTION ~ Identified/defused 12 major issues of customer frustration at Toshiba and managed the resolution of 154 separate service issues during 1st year while expanding business; this account became a publicly reference-able account for AT&T.


NETIGY / ENS; Thousand Oaks, CA
1998-1999
BUSINESS DEVELOPMENT MANAGER ~ SOUTHERN CALIFORNIA

Focused on driving business in Southern California as the company transitioned its business from Cisco reseller to Network Performance Consulting (second round funding from Cisco and Benchmark for $90 million); group was formed to capitalize on the lack of higher level technical skills in network analysis, management and design; company leveraged its history as ENS, a Cisco reseller, with a plan to IPO as a pure consulting company.

* REVENUE GROWTH ~ Grew regional revenues from zero to $1.2 million in the first year. Opened several major accounts for long-term consulting contracts, including JPL, California State University Systems, UCLA, Southern California Gas and Electric, County of Los Angeles, TRW and others.

* MARKETING & INTEGRATION PARTNERS ~ Identified and interfaced with local marketing contacts of Enterprise Resource Planning companies (primarily Peoplesoft) as well as integration partners (such as KPMG, Sierra Systems and others) for direct support as well as lead generation.

* LEAD DEVELOPMENT ~ Created and conducted seminars and built local relationships with Cisco management, sales, and engineering personnel to drive lead development initiatives.


MOTOROLA INFORMATION SYSTEM GROUP (ISG); Thousand Oaks, CA
1990-1997
NATIONAL ACCOUNT MANAGER ~ GTE

Challenged to open and develop GTE as a national account and sign a Master Purchase Agreement covering all GTE corporate entities for the Information Systems Group of Motorola, which was the world leader in Frame Relay Access Devices; U.S. Telecomm group was expanding markets and products of the company to encompass telephone operating companies and equipment to provision local loop services. Also accountable for generating a $2.5 million revenue stream in two years, developing new products/services for the industry for other Local Exchange Companies, and driving market awareness at headquarters to support product development. Supported/trained other U.S. Telecom group account managers.

* SALES GOAL ATTAINMENT ~ Achieved 110% of sales objective the first year and completed final signing of corporate agreements within 18 months.

* TURNAROUND ~ Took over full national responsibility for GTE for all areas of ISG, successfully recovering from negative annual sales to over $3.8 million with all groups of GTE selling or using Motorola frame relay products.

* NEW PRODUCT/SERVICE DEVELOPMENT & SALES ~ Drove the sale and shipment of $1.7 million in new products by the end of the first year, and developed three new industry products and two new industry services including switched Fractional T-1 (local loop). Enabled GTE to be the first Local Exchange Company in the industry to offer Fractional T-1 service by leading the development of Fractional T-1 local loop provisioning equipment. Drove standardization of eight product offerings and placement of a $2.3 million stocking order.


GTEL/GTE; Thousand Oaks, CA
1988-1990
GENERAL SALES MANAGER ~ DATA/OFFICE SYSTEMS (1989 TO 1990)
PRODUCT MARKETING MANAGER ~ DATA PRODUCTS, WESTERN AREA (1988 TO 1989)

Promoted to advance the sale of the company's data/office systems product line as GTEL/GTE established itself as a systems integration company. GTEL was the CPE subsidiary of GTE-California providing data communications products and services; data communication products/services were a prime focus for growth, generating $1.5 million in sales in 1987 and $40 million annually over a five-year period. Created and managed a separate data products sales group and coordinated its efforts with the existing sales organization. Staffed and trained the sales force, liaised with the national product standardization group, managed vendor relations, and provided technical/sales support for large bids and proposals.

* QUOTA ATTAINMENT ~ Achieved $10.5 million quota the first year; attained a $14 million quota the second year.

* HIRING & TEAM DEVELOPMENT ~ Retained three existing salespersons and hired seven top-caliber candidates from outside the company to establish the new group; three of nine personnel in the group were promoted within 18 months.

* VENDOR SELECTION ~ Brought a new major nationwide vendor on board despite stiff resistance to drive first year sales of $4.5 million in ongoing revenues of $7.5 million per year for the next three years; vendor was selected for the new GTE headquarters building wiring scheme; this project was leveraged to help win a $27 million, 1000-location high bandwidth wiring project with LA County.

Highlights of Early Career:

* Major Account Manager ~ GENERAL DATACOMM, INC.;Denver, CO and Los Angeles, CA

* Internal Communications Manager / Account Executive ~ Mountain States Telephone & Telegraph Company (USWEST);Denver, CO

* Senior Account Supervisor ~ HILL & KNOWLTON;Denver, CO

* Senior Manager of Marketing and Sales Planning / Manager of Communications ~ INFORMATION HANDLING SERVICES;Denver, CO

* Account Executive, Corporate Consulting Services ~ GENERAL ELECTRIC;Chicago, IL, Schenectady, NY/Pittsfield, MA

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EDUCATION / AFFILIATION

MBA ~ University of Denver ~ Denver, CO

BA ~ University of Virginia ~ Charlottesville, VA

Member ~ Development Committee and Marketing and Public Relations Committee ~ Center for Neurological Disease (Rocky Mountain Multiple Sclerosis Center)

Certifications
See above


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