VIEWS: 92 PAGES: 2 CATEGORY: Resumes POSTED ON: 6/15/2012
Lawrence Regneth is a sales executive who has demonstrated the ability to find the money in the marketplace, identify and reach the critical decision makers, and effectively navigate the buying and procurement maze.
LAWRENCE J. REGNETH Wyomissing PA 19610 610-372-3191 email@example.com VP / Director / Manager - Sales Strategic Alliances / Business Plan Development / Commercial & Government Sales Market Expansion / Team Leadership / Product Launches / Channel Development Demonstrated the ability to find the money in the marketplace, identify and reach the critical decision makers, and effectively navigate the buying and procurement maze. Consistently exceeded sales quotas in volatile markets. Mastered and led the unique sales processes needed to effectively secure millions in revenue from federal government buyers and large corporations. MBA Finance, Temple University / Fox School of Business. BS Management, Widener College. Key Skills and Attributes: Authoring high impact business plans and responding to complex RFP/RFI/RFC requirements. Succeeding in turbulent markets. Closing millions in corporate business. Negotiating major deals. Cost effectively applying leading edge technologies. Building and leading top performing teams. Establishing market leadership. Achieving challenging goals quickly. Key Achievements Drove introduction of new Alcatel business product still dominant for Verizon in its market today. Performed financial and market analysis, identified market opportunity beginning to open, and clearly profiled the technological, marketing and economic fit of the new Alcatel Internet telephony product line within Verizon’s offerings. Secured federal military contracts for Alcatel / Verizon partnership. Negotiated Alcatel product placement, pricing and discount levels for positioning in Verizon’s federal procurement vehicles. Facilitated training of sales and engineering personnel to build and maintain a strong government sales channel. Ensured prominent positioning of Alcatel product with Verizon’s Enterprise Sales Group. Prepared large proposals and major client presentations as sales tools in support of Verizon’s ESG organization. Secured Verizon’s participation as a prime national distributor for a major Alcatel product line. Positioned Alcatel’s product line for stronger, more immediate and positive market response. Channeled feedback from major phone company back into Alcatel’s switch product engineering and marketing process. Presented economic analysis that effectively justified investment. Spearheaded Alcatel Data Networks continuing revenue growth despite fundamental ongoing technology shifts. Implemented effective sales programs that maintained demand for existing product lines while presenting developing product solutions for future sales pipeline growth. Built revenue flow from Lockheed Martin, Gridnet International and Circuit City Stores. Enabled French-owned Alcatel Data Networks to build significant book of US federal purchasing business. Foreign ownership and conflict of interest (FOCI) restrictions prevented Alcatel from doing business directly with the US government. Formed advantageous alliance with reseller with appropriate market position to penetrate the government sector. Obtained General Data Comm’s largest single sale to secure agencies within the US Government. Established relationships with procurement personnel in several Secure Agencies, a challenging sale to organizations maintaining rigorous compliance with standards later codified in the Federal Information Security Management Act (FISMA). Worked with 8(a) firms to facilitate access for General Data Comm to government buying offices. Identified and recruited qualified minority and woman-owned businesses to provide installation and maintenance services for several key federal accounts including DISA, NASA and DOS. Forged partnership with AT&T, establishing them as a major new national account for Timeplex. Developed and implemented focus plan that identified appropriate AT&T executives and built mutually advantageous relationships. Lawrence J. Regneth – Page Two Career History General Partner, NOE Partners 2011 to present, Founded NOE Partners to seamlessly connect our customers to the world by linking and aligning vital energy resources, innovative eco-friendly products and nimble technological services. Focused on medium to large business NOE is our client’s advocate in sourcing and delivering timely, customer centric, cost effective, quality products & services that add value and address needs. Independent Marketing Representative North American Power and Global Verge, 2009 to 2010 Serviced SMB community with savings solutions for energy, telephony and internet. Provided leading edge technology where appropriate to assure proper client market position while also delivering cost savings in recently deregulated market. VP, Sales & Marketing, Town Square Software, 2008 to2009 – Developed re-branding campaign for entire product line, including the introduction of two new products. Introduced product line to systems integrators so as to enhance market penetration and improve cost of sales. Identified launch customer for new product offering. Established viable working relationship with legislature in significant market. General Manager, Netspace of Eastern PA, 2006 to 2007 – Planned and led growth of this service provider chartered to offer online marketing, website development and e-commerce solutions. Designed account development plan to grow revenue with small and medium size businesses offering a ripening market for search engine optimization, targeted banner advertising, market research, graphic design and shopping cart capability. Alcatel 1995 to 2005 Senior Account Director, Alcatel USA, 2002 to 2005 – Played key role in marketing and selling LAN management solutions, wholesale DSL and business phone products in collaboration with Verizon. Managed sales budget for this market leading supplier of equipment, software applications and related services to telecom carriers, network service providers, large enterprises and government customers. Established strong sales with both commercial and federal government buyers. Sales Director, Alcatel USA, 2000 to 2002 – Introduced DSL sales program in support of Verizon wholesale ISP sales group. Forecast market segment expansion, and focused team energies in high growth areas. Prepared proposals and developed sales tools. Senior Account Director, Alcatel USA, 1998 to 2000 – Introduced company’s data solutions portfolio into Bell Atlantic product line. Developed switch product and data integration solutions. Regional Sales Manager, Alcatel Data Networks, 1995 to 1998 – Developed a high impact sales organization to launch company products and establish brand recognition in the Mid-Atlantic region. Established lucrative relationship with federal reseller / distributor. Senior Business Development Manager, General Data Communications Systems, 1992 to 1995 – Identified and expanded sales opportunities with the federal government. Developed relationships with 8(a) firms, bypassing time consuming and expensive competitive bid processes. Established sales pipelines into NASA and several federal secure agencies. Eastern Regional Manager / Southern Branch Manager / Account Manager / Washington Commercial Branch Manager, Timeplex, 1983 to 1992 – Established AT&T, Sprint and NYNEX as major customers for this innovative provider of intelligent T1 services multiplexing video, data and voice. Led team of seven exceeding group and individual quotas. Supported US Government including IHS, HHS, NASA, US Senate and VA. Sales Engineer, Comsat General Telesystems, 1980 to 1983 – Provided sales support for company’s entire line of advanced telecomm systems to selected satellite carriers, Major Corporations and US Federal Government. Volunteer Activities Member, Board of Directors, AIDSNET, 2008-2011, AIDSNET is a private, non-profit 501(c)(3) organization, and one of seven federally-mandated HIV/AIDS coalitions in Pennsylvania. It was founded in 1991 on the premise that the best way to contain the HIV pandemic is through regional strategy. With an annual budget of approximately $2 million, AIDSNET subcontracts with agencies throughout Berks, Carbon, Lehigh, Monroe, Northampton and Schuylkill counties .
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