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4933 N. Waterford Drive, Appleton, Wisconsin 54913 920-735-4922 rg84cada
Growth Strategies / Distributorships / Channels / Customer Service / Marketing /
Startups / B2B / CRM Sales Support / C-Level Sales / Key Accounts / Territory D
evelopment / SaaS / Team Building
A top producer, both individually and as a team leader, I have consistently incr
eased revenues and exceeded sales quotas in high-tech, telecom and consulting ar
enas. By creating solutions to customer and market needs, I have increased share
, improved territory performance and established long-term and profitable client
I have relied upon my background in engineering, manufacturing and materials man
agement to develop solutions that contributed directly to the sales process. I c
an immediately provide top-line results by:
* Creating innovative strategies to expand channels and maximize revenues
* Grasping and capitalizing on value propositions of new technologies
* Establishing profitable partnerships and customer relationships
* Defining and implementing growth plans to drive sales and market share
* Building, motivating and mentoring sales teams to exceed goals
The key to my success is my ability to see the big picture while still focusing
on driving results. I earned an MBA in Marketing from Santa Clara University and
a BS in Engineering/Military Science from the U.S. Military Academy.
Played key role in Octel four-fold growth to $100M. Order Administration group w
as unable to keep up with dramatic increase in sales. Aligned group with differe
nt sales channels. Implemented call center environment to handle overflow. Train
ed sales organization. Developed requirements for "clean" orders.
Increased territory sales 30%. CenturyLink technology seminars used to market to
geographically dispersed customers were poorly attended, costly and did not dra
w optimum audience. Implemented "Technology Webinars", eliminating travel issues
and attracting larger, more targeted participants. Program was adopted company
Revamped pricing model to jumpstart sales. J.J. Keller Consulting sales group so
ld one-off solutions on hourly basis. Developed retainer-based pricing that gave
customers blocks of hours to use as needed with dedicated consultant. Consultan
t utilization climbed from 60% to 80%+, increasing billables and up-sell opportu
Achieved 130% of quota by refocusing sales approach. J.J. Keller group sales had
been going down steadily and not hitting quota. Determined sales reps were rely
ing on old, non-executive contacts and customers. Implemented aggressive "Execut
ive Access Letter Program" aimed at contacting top decision makers.
Turned around slumping distributor channel. Octel Midwest distributor sales were
weak. Determined conflicts with direct office to be root cause. Rebuilt relatio
nship with multiple distributors. Introduced distributor incentives, resolved ch
annel conflicts and provided demo capability for all distributors. Made Presiden
ts Club six straight years.
General Sales Manager, CenturyLink, 2006-Present. P&L responsibility for sales f
orce, support group and engineering personnel supporting all business sales acti
vities in Wisconsin. Managed $5M budget and 15 staff.
Consulting & Custom Solutions Sales Manager, J.J. Keller, 2004-2006. Directed sa
les force focused on delivering safety/compliance consulting services and media
products. Managed $3M budget and 12 staff.
Distribution Sales Manager, Avaya Communications, 2003-2004. Managed sales and m
arketing activity in Northeastern Wisconsin for direct, national accounts and mu
ltiple business partners.
Director of Sales, Supply Pro, 1999-2003. Responsible for creating and developin
g Midwest market for a startup company focusing on supply chain management solut
Business Channel Manager, Octel Communications, 1994-1999. Drove telecommunicati
ons equipment sales with major distributors in six states. President's Club six
out of six years. Exceeded annual quota by average of 130%.
Earlier: Marketing/Contract Manager and Materials Manager, Octel Communications;
and Marketing Manager, Engineering Manager, Manufacturing Manager, Applied Mate
rials, Inc. (semiconductors); Major, US Army.
Personal Interests: Running (completed three 26.2 mile marathons).