Protagonists + Existing Issues

Key Protagonists
Thomas Green: Has a bachelors degree in Economics from the University of Georgia. Tremendous success in the Banking Division of National Business Solutions, while focusing on ATM sales to regional banks in the Southeast. Recruited in March 2007 by Dynamic Displays for the account executives position in the Southeast territory for the Travel and Hospitality Division. As an account executive, impressive in the first four months while completing a contract for the rollout of kiosks for one of the largest airline carriers. Due notice was taken and the Senior management considered him for the position of the Senior Market specialist, though he had no prior marketing experience.

Shannon McDonald: Vice President for the Travel and Hospitality Division in the Southeast territory. An alumna of University of Georgia and a native of Georgia. Shares a good rapport with Thomas Green and makes a concerted effort to induct him into the position of a senior market specialist. Frank Davis: The marketing director for the Travel and Hospitality Division in the Southeast territory. Had recently been promoted from the position of senior market specialist. Supervises the two market specialists in his region. Thomas Green didnt have his mandated candidate to take up his responsibilities .

Existing Issues: Thomas Green has proven himself to be a bright and ambitious account executive who shared a great rapport with clients. However, he lacked any prior marketing or managerial experience. As such, he needed guidance from the more seasoned managers to compensate for his inexperience. Additionally, he was not favored by his immediate boss Frank Davis who expected Green to come up with innovative market strategies before he had settled into his new role. Davis expected green to achieve a double-digit growth in the sales figures in the first sales target assigned to him citing the 10% CAGR in the past 5 years. Green feels that the sales targets were unrealistic in the wake of the distress in the airline industry and makes his displeasure known in the meeting itself. Davis interprets this as an act of his authority being questioned.

 Green sensed that he was being victimized for his questioning the validity of Davis sales forecasts in the meeting . Greens and Davis styles of functioning seem to be at odds with each other, the latter showing more attention to detail than the former. For instance, Davis asks for the organizational charts to be prepared on Charlotte and Raleigh to gain an insight into the decision makers in a company. Green fails to see the utility of such an exercise. Green senses a drop in his enthusiasm to work and feels that he did not pay much attention to the inevitable office politics when hed taken on his job.