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SUMMARY OF QUALIFICATIONS

*Sales and marketing professional with over 15 years of successful experience wi


th Fortune 1000 clients
*MBA from Top 10 school
*Expertise in building relationships at all levels of client organizations, meet
ing or exceeding quotas, and sales management of direct and indirect sales and s
ales support teams in matrix organizations
*Excellent written and oral communication skills; experience with and sensitivit
y to cultural diversity
*Demonstrated ability to perform and succeed with geographically dispersed clien
ts, sales force and technical support teams
*Experience in direct and overlay sales, complex contract negotiations, client s
ervice, program management and project implementations
*Industry expertise includes telecommunications, IT, automotive, retail, healthc
are, financial
*Multiple sales awards, including Leader's Council and President's Club; also I
nternational Sales Awards
*Experience planning, coordinating, and participating in client marketing events
and trade shows
PROFESSIONAL EXPERIENCE

BBFA 1/2010 - present


DEVELOPMENT ASSOCIATE
Develop and implement marketing events and fundraising activities for non-profit
community organization.
SA Advisors, LLC 1/2009 - 7/2009
VP of SALES AND MARKETING
Management of direct sales team, sales agents and marketing plan for startup fir
m providing business services
*Development of marketing strategies, plans and collateral, including website co
ntent
*Customization and management of sales operations tools, including CRM
Tata Communications (formerly VSNL International) 11/2006 - 12/2008
ENTERPRISE SALES MANAGER
*Managed sales to large and medium accounts in Michigan and Midwest (no existing
clients)
*Product line including managed services (contact center, managed hosting & stor
age, content delivery network, conferencing services, and collocation) as well a
s voice and data network transport service
*Initiated joint sales program with TCS; developed joint proposals and sales pla
ns for outsourced services
*Obtained appointments with more new clients than any other team member
NTT America 4/2004 - 11/2006
GLOBAL SALES EXECUTIVE
Sales, account management and marketing for Global 1000 clients in U.S. Central
Region
*Increased sales to existing account to become largest commercial account in U.S
.
*Developed program management tools and strategies; later adopted for use on all
large accounts
*Increased customer satisfaction ratings by 25%
*Instrumental in developing Customer Advisory Council and convincing top client
to participate
McLeod USA 1/2003 - 4/2004
MAJOR ACCOUNT SALES EXECUTIVE
Sales of telecommunications products & services to largest Enterprise accounts i
n Michigan
*Participated with top management in developing target client list and network b
uildout strategy
*Developed account plans; negotiated special pricing as required; negotiated con
tracts and managed large, complex, and multi-site installation projects
Wireless Communications of Michigan 1/2002 - 1/2003
MARKETING DIRECTOR AND CHANNEL MANAGER
*Developed and implemented marketing programs for new product launches
*Managed retail agent channel to generate sales of wireless products and service
s
*Developed and placed advertising pieces - corporate and agents
Belgacom North America 7/1999 - 12/2001
DIRECTOR, CENTRAL REGION
Managed sales and marketing efforts within regional territory; direct supervisio
n of regional sales team (5) and shared supervision of technical support team (2
)
*Performed all management tasks within regional budget and on time, including pe
rsonnel appraisals, account plans, and sales reports
*Participated in strategy development for U.S. market; participated in Client Ro
undtable events; represented company at industry conferences and trade shows
*Quota $10.1 million - Central & Western Regions (2001); $5.1 million - Central
Region (2000)
AT&T 10/1983 - 6/1999
Various sales and marketing positions, including BRANCH SYSTEMS MANAGER, INTERNA
TIONAL SALES EXECUTIVE, NATIONAL ACCOUNT MANAGER, GLOBAL ACCOUNT EXECUTIVE, TRAI
NING SUPERVISOR, ASSISTANT PRODUCT MANAGER, SYSTEMS CONSULTANT
*Led global team in sale of $8.2 million international virtual network, includin
g client and internal negotiations, project status meetings, coordination with E
uropean-based client project managers
*Promoted within group to acting Branch Systems Manager (9 direct reports)
*Developed new plan for quarterly bonus awards; gained support of management and
team; successfully implemented new plan to satisfaction of all
*Developed responses and prepared all pricing for all international sections of
successful RFP response for General Motors' worldwide network. Negotiated inter
nal price points required to win business
*Sold frame relay service for winback of European data network, including 40+ si
tes and network management under 3-year contract (total $3.2 million)
*Met client need to outsource management of videoconferencing network of 20 glob
al sites by development of offer, negotiation with internal suppliers, customiza
tion of operational support
*Analyzed costs, developed proposal, and led client negotiations resulting in a
3-year $100 million contract for a variety of voice and data services, covering
all associated companies.
EDUCATION AND TRAINING
Master of Business Administration, International Business, University of Michiga
n, Ann Arbor, MI
Bachelor of Arts, Business Administration, Marketing, Michigan State University,
E. Lansing, MI
*AT&T certifications: Client Business Manager, Account Executive, Systems Consu
ltant, Instructor
*Formal sales training including Miller-Heiman and Target Account Selling
RELEVANT SKILLS
Computer: Microsoft Word, Excel, Outlook, and PowerPoint; Salesforce.com and o
ther CRM applications
Languages: Intermediate Spanish, Beginning French, Beginning German, Beginning
Italian