133 Reymore Drive Croton, NY 10438 PROFILE
SALES & MARKETING EXECUTIVE
Executing tactical sales and marketing plans that delivered $75+MM in new business throughout career. Creating and seizing new business opportunities by penetrating untapped vertical markets. Pioneering innovative product/application development and market launch.
Expert in building, motivating and leading top-tier sales teams from the ground up … defining sales strategy … identifying profitable market trends and product categories … forging productive business partnerships/alliances/networks—to achieve strong and sustainable revenue and profit growth in start-up to multibillion-dollar enterprises. Exceptional at developing, cultivating and managing long-standing high-level customer/account relationships through consultativeselling strengths. Talent for building trust as well as bringing together, aligning and leading groups to work in concert to achieve successful results. PROFESSIONAL EXPERIENCE & ACCOMPLISHMENTS
Executive Vice President – Sales & Marketing
Advanced Technologies LLC, Croton, NY 2001 to 2004
Recruited to spearhead the marketing, launch and sales throughout the Americas of an innovative technology that creates virtual private networks requiring no administration, end-user training, installation or configuration. Recruited and trained independent sales force; managed $1.5MM product development budget. Instrumental in attracting investors and establishing strategic business partnerships; secured 2 rounds of financing through private equity and VC firms. Refocused company and repositioned the software technology as a product that allows large corporations to build customer relationships at reduced costs through a private mass-marketing Internet application—and as an affordable business tool sold to small businesses through mass-market retailers. Directed development of product packaging, marketing materials, advertising and website.
Developed concept and delivered more than $1MM in opening product orders of the world’s first user-friendly private network —marketed through select major retailers. Launched product into 4000 distributors, including Quill, CompUSA and Office Max throughout the Americas. Led product sales efforts at such major US companies as Time Warner Cable, Panasonic, Lincoln National Insurance, General Motors, Verizon, Sprint, Visa International and numerous advertising, marketing and promotion agencies. Sold pilot programs to Philip Morris and Johnson & Johnson, resulting in $1.5MM in contract value. Built core business sales to ISPs and telecom companies by landing a pivotal contract with an extremely difficult -to-penetrate company—Telmex, the largest telecom in Latin America with US holdings. —First-year revenues projected at $750K and $2MM annually, thereafter. Contract provides private network capability to 500,000 large and small businesses in Mexico, including GM Mexico, Pemex and Volkswagon.
Rescued Company from post-dot-bomb-bust liquidity crisis by persuading investors to change the business model to develop and sell product directly to end-users. Teamed with major suppliers such as Hitachi Data Systems, bandwidth suppliers and retailers to embrace the new model. Negotiated with Hitachi to provide all infrastructure requirements at no cost and to use the Hitachi brand logo to inspire customer confidence.
Attracted the necessary new investors, retailers and distributors by tapping personal network of contacts to draw Walter Mossberg’s attention—the world’s most influential technology columnist for the Wall Street Journal. Interviewed with and gained excellent media coverage through the WSJ and CRN magazine. Successfully penetrated target retailers and distribution partners by sourcing a key independent manufacturer’s rep firm that had launched major players’ product lines (Compaq Computer, Sony Play Station, etc.) into mass-market retail.
Led organization through post-9/11 slump by designing a new business model for retailers and distributor partners affording them high margins and recurring revenue.
Developed subscription-based service model with gross margin of 80% that could be sold through 2- or3-step distribution providing partners with 15-50% margins with recurring revenue opportunities.
Vice President, Cross Sales & Corporate Marketing
Intertech Corp., White Plains, NY 1996 to 2001
Developed and executed sales plans that integrated cross sales and improved sales efficiency between 5 operating units of a $150MM domestic and international supplier of merchandising and marketing services. Directed the software development business, as well, which included new e-training applications among the first to be launched using browser-based technology. Managed 5 Sales VPs and a sales team of 60 indirect reports; revenue accountability of $9MM-12MM. Captured $14MM in cross-selling opportunities within first 12 months by opening communication channels and building trust between the operating units and corporate headquarters. Created a corporate brand to replace individual operating units’ local or regional focus. Designed compensation program that rewarded sales team for cross selling without double count ing revenue.
Dramatically increased overall sales, reduced high turnover and improved morale at an underperforming operating company (Company’s largest unit—$85MM) by creating a centralized outbound call center—freeing outside sales force to pursue larger, more lucrative contracts. Results: $1MM in new contracts monthly since implementation. Improved communication flow and service satisfaction between operating companies and their customers through implementation of enterprise-wide contact management software.
Took charge of a flagging, behind-schedule online training application development project in the Internet division. Delivered product in just 3 months to the “rave reviews” of customers Nextel and CompUSA—producing $3MM in annual sales.
Sandburst Inc., Chicago, IL 1989 to 1996
Recruited by $1.5B global leader in integrated performance improvement, incentive travel, and marketing research services to develop new business for 5 holding companies in the metro New York area. Managed all aspects of client relationships with several Fortune 500 accounts—from initial sales to follow-up and service, including P&L responsibility for client portfolios. Supervised 4 account executives on the account team. During tenure achieved annual sales growth from $3MM in year one to $24MM, with gross margins above 40%, in the most competitive region in US. Consistently ranked among top 5% of 300 Account Managers nationwide. 4-time winner of the Company’s “Master Award” as a top producer (at least $1.5MM annually) and 2-time Standards of Excellence Award winner.
Within first 60 days of hire, captured a $3.3MM New York Telephone contract—that Maritz had never been able to penetrate—through exceptional relationship building and knowledge of prospect’s marketplace, industry and future needs. —Expanded contract to service 22+ different organizations over 6 years producing $6+MM with over 45% gross margins. —Won the Phoenix Award for landing the account—only the 3rd account manager in 50-year history to earn award.
Promoted to manage long-standing $50MM annual Phillip Morris account and succeeded in retaining the historically difficult client on the verge of severing ties with Maritz. —Led team that increased account sales in consumer incentives by more than $11MM over 4 years. —Rescued Philip Morris account—after client decided to rely on in-house sales department—by expanding relationship to client’s other departments. Increased sales over 25% in one year despite lost consumer incentives revenues. —Managed largest trade promotion in Phillip Morris history, which included an Emmy-winning launch video, and guided brand groups to create 2 successful consumer promotions, one of which was an award winner.
EDUCATION & PROFESSIONAL AFFILIATIONS Bachelor of Science in Business Management Fordham University, New York, NY American Marketing Association