2802 Buckhorn Preserve

Valrico, FL 33596
(813) 403-7339
hf559f3a@westpost.net
Hugh Francis
Personal Profile:
Inside Sales Executive
Inside Sales Executive recognized as visionary and creative thinker adept at exc
eeding company sales goals by overseeing and enhancing sales efforts. Accomplish
ed track record of accelerating profitable revenue with over 20 years telecommun
ications experience. Skilled at developing a results oriented organization and c
ulture. A professional manager that respects and leverages human capital via men
toring, motivating, and leading by example. Strategically focused with leadershi
p skills and the ability to build high-performance teams and lead change in comp
etitive sales environments.
Professional Experience:
Technology Solutions Group, Tampa, FL June 2009 - Present
Inside Sales Director
* Consistently trains, monitors, and manages sales teams for computer hardware a
nd networking companies.
* Extraordinary ability demonstrated in developing and executing channel marketi
ng promotions and programs.
* Formulates and leads a new pilot 10-person team with accountability for all le
ad generation initiatives in North America; collaborates with field marketing, c
orporate marketing, inside and outside sales to plan targeted initiatives to inc
rease and maintiain consistent and crediable sales funnel generation.
* Hires, builds, and trains a high performance sales force. Provides strong orga
nizational leadership and active participation in account sales and business dev
elopment that results in significant success in productivity and sales.
Avaya Inc, Denver, CO November 2008 - June 2009
Inside Sales Manager
* Highly competent in developing and implementing Inside Sales as a new business
channel for Avaya.
* Managed the Inside Sales group for the Global Integrated Sales organization in
cluding 17 Inside Sales Specialists, as a part of the New College Program, focus
ing on small and medium, enterprise, and named account markets.
* Led the charge of coordinating all sales-related activities with Senior Manage
rs and Field Account Managers.
* Responsibilities included teaming with Marketing to initiate targeted offering
s, developing collateral and pricing to successfully drive sales, and developing
new business, which resulted in increased profitability for the company.
* Initiated the personal and professional development of all Inside Sales Specia
lists by implemented strategic programs to insure career advancement, which resu
lted in numerous promotions to the Outside Sales Team.
* Worked closely with Sales Operations to assess effectiveness of sales processe
s and systems, successfully streamlining operations and removing obstacles to pr
oductivity while increasing close rate of salespeople.
Avaya Inc, Atlanta, GA February 2006 - November 2008
Inside Sales Manager
* Fully responsible for managing daily processes and workflows for North America
Territory and sales drives.
* Provided leadership, direction, coaching, and development in solution selling
for a team of 22 Inside Salespeople.
* Educated business partners on Avaya value proposition; coordinated successful
go-forward engagement plans.
* Consistently carried and far exceeded $350M quota with 97% attainment for the
North America Region.
* Responsible for new business development and increased incremental revenue by
approximately $22.5M.
MarketStar/Cisco System, Atlanta, GA. April
2003 - February 2006
Regional Market Sales
* Consistently demonstrated excellent follow-through managing sales representati
ves selling Cisco networking technology to East Coast United States; core, secur
ity, IP telephony, wireless, storage, management, etc.
* Acted as Senior Sales Manager coordinating with the largest team in all of Cis
co Inside Sales.
* Fully responsible for consistently meeting and exceeding aggressive $38 millio
n dollar annual quota.
* Developed, implemented, and administered a four step process to coach sales pe
ople to success.
* Excelled in successfully leading assessment and planning based on quantifiable
activity, core competencies, product/promotion/program knowledge, sales skills,
and time management/organization.
* Streamlined and managed deal tracking report (point of sale report) allowing I
SAMS and Sales Line Managers
to locate and report their deals.
XO Communication, Inc, Atlanta, GA May 1999 - April 2003
Senior Data Sales Manager/ Senior Account Executive
* Responsible for sales team obtaining monthly data sales quota of $60,000 in mo
nthly recurring charges.
* Provided Pre-Sale technical support and responsible for insuring each sale rep
obtained their individual data quota.
* Achieved the award of "Xsellers Club" by sales team obtaining 145% of quota fo
r 2000, 2001, 2002,2003.
* Responsible for attending weekly appointments with sales reps to understand al
l customer needs regarding the data services provided and how XO could assist wi
th customer's business operations and technology needs.
* Managed all aspects of data sale including order submission, and conducted wee
kly field training and classroom sessions to insure each sales rep has an unders
tanding of all XO Data Products.
* Ranked in the top 10% in the country and number 2 in the Atlanta market in ove
rall sales performance.
* Acted as data overlay specialist for voice sales force to maximize sales oppor
tunities.
Planning Technologies Inc, Atlanta, GA July 1996 - May 1999
Project Manager
* Worked in conjunction with all Project Architects to ensure that project sched
ules are on-target, budgets are met, revenue is consistently generated and adequ
ate and appropriate staffing is provided to be able to meet project requirements
and critical deadlines.
* Provided support to the Studio Director and two Project Architects with respec
t to project-related correspondence, contracts, word processing, graphics, and p
rogramming. In addition, this position collaborated with the Marketing Departmen
t in the design and release of marketing proposals and submittals to potential n
ew clients.
Concert Telecommunications, Inc. Atlanta, GA April 1993 - July 1996
Network Engineer
* Duties included monitoring and troubleshooting a global network with over 250
remote sites utilizing X.25 packet switching on network Equipment Technologies (
NET), Integrated Digital Network Exchange (IDNX) platform providing global outso
urcing solutions for the world's largest international and multi-national compan
ies.
Coney Island Hospital, New York, NY
March 1989 - April 1993
Telecommunications Manager
* Responsibilities included supervising 10 telephone operators and 2 PBX technic
ians.
* Assigned, supervised, reviewed and controlled work of subordinates supervisors
and staff.

Education
Albany State University Major in Communications