Business Development Client Relationship Manager in Dallas Ft Worth TX Resume Nancy Smith

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Business Development Client Relationship Manager in Dallas Ft Worth TX Resume Nancy Smith Powered By Docstoc
					NANCY C. SMITH                                                                               Carrollton, TX 75010
                                                                          972.492.0330 | nancycsmith@verizon.net
                                                                              www.linkedin.com/in/nancycsmith


BUSINESS DEVELOPMENT / CLIENT RELATIONSHIP MANAGER
Top performing sales and marketing professional with in-depth expertise in the wireless industry including
Federal Communications Commission (FCC) spectrum wireless communication technologies and regulations.
Cultivates enduring relationships within the state and local government sector to drive communication system
sales. Leverages creativity and consultative sales approach to design solutions to meet clients’ needs. Utilizes
exceptional business acumen and interpersonal skills to partner with diverse groups to achieve overarching
goals. Motivates and leads high-performing teams that consistently meet and /or exceed sales targets. Strong
project management capabilities; leads engagements from inception to delivery. Exhibits effective negotiation
skills to close major transactions.

Core Competencies:
           Business Development                                      Contract Negotiation
           Client Relationship Management                            Project & Product Development
           Solutions-Based Selling                                   Project Management & Oversight
           Strategic Planning & Forecasting                          Government Contracts
           Full Lifecycle Sales Management                           Team Leadership & Motivation
           Sales Presentations & Bid Preparation                     Interdisciplinary Collaboration


PROFESSIONAL EXPERIENCE

CDI-INFRASTRUCTURE, LLC D/B/A L. R. KIMBALL                                                              2010 -2011
RF/Wireless Technical Specialist, Communications Technology
As a contract employee, assisted L.R. Kimball’s consulting practice.
         Served as Subject Matter Expert (SME) on the State of Texas RICP Project; interviewing regional
          stakeholders, gathering and documenting extensive information to develop communications system
          regional reports to the Texas Department of Public Safety.
         Performed FCC research and documentation for over 100 radio frequencies to identify co-channel and
          adjacent channels in an effort to identify additional frequencies for use in a county wide communications
          system.

DELOITTE CONSULTING, LLP, Irving, TX                                                               2006-2010
Specialist Master / Manager, Federal Government Services
Contributed as an integral member of the federal government services practice. Attended regional and national
trade shows.
         Served as Subject Matter Expert (SME) on FCC universal licensing system project; interviewed
          stakeholders and gathered extensive information to develop a proposal in alignment with FCC
          consolidation objectives.
         Led Texas Department of Public Safety project; gathered information on 700 MHz broadband initiative
          and began establishing a community of practice for Broadband within Deloitte.
         Designed business processes to transition 4,300 individual license holders to 800 MHz spectrum band
          frequency in support of the $2.5 billion FCC reconfiguration initiative. Collaborated with public safety
          communications directors on a national level to orchestrate client system implementation to eliminate co-
          channel interference on robust and reliable communications systems.
NANCY C. SMITH – PAGE TWO                                           972.492.0330 | nancycsmith@verizon.net
                                                                 www.linkedin.com/in/nancycsmith
PROFESSIONAL EXPERIENCE – CONTINUED

THE SPECTRUM FIRM, INC., Carrollton, TX                                                          2002-2005
Founding Partner / Vice-President
Served as one of three partners who launched a spectrum wireless FCC communication consulting company
specializing in FCC licensing, research, and frequency acquisition strategies. Developed branding strategy,
designed marketing tools, and performed comprehensive sales and marketing techniques to acquire new clients.
    Managed acquisition, specialty contracts, and client relationships valued at over $1 million.

SMITH CONSULTING, Carrollton, TX                                                                  1998-2002
Founder / Chief Consultant
Established an independent consulting firm to execute project-based work for clients, including Motorola and
Nextel. Attended regional and national trade shows.
    Collaborated as part of a frequency acquisition team that secured additional nationwide spectrum for
     Nextel, fulfilling capacity requirements. Delivered 895 channels of 800 MHz spectrum, on time & budget.
    Designed products and processes to generate income opportunities for Motorola’s Strategic Spectrum
     team. Developed and launched FCC license management processes & products in 18 months.

MOTOROLA, Orlando, FL / Orange County, CA                                                       1976-1998
Senior Account Executive, Public Safety Project Team (1988-1998)
Drove territory sales throughout various cities and agencies in Orange County. Directed a cross-functional
team; advised on proposal design, request for proposal (RFP), and response efforts. Attended regional and
national trade shows.
    Secured approval from the Orange County Board for a $65 million county wide and 31 city wide radio
     system solution, representing the largest sale in the sector to date.
    Sold private data system solutions to three cities, which generated $800,000 in revenue.
    Developed radio specifications for six integrated dispatch centers resulting in sales in excess of $1 Mil.
    Sold and delivered first multi-jurisdictional public safety mobile data system in North America, an
     initial purchase valued at $2.5 million with an $8 million add-on.
    Awarded Motorola Leaders Circle in 1996 for consistently achieving above quota performance.
District Sales Manager, State and Local Government (1979-1988)
Hired, trained, and directed a five-person sales team and managed a $1.2 million operating budget to recapture
lost healthcare / education market share in Florida. Presented and sold solutions through bid and sole-source
procurement strategies. Attended regional and national trade shows.
    Developed a business plan to recapture a 20% market share; exceeded $5 million quota annually.
    Cultivated a high-performing team that exceeded personal goals; continuously ranked in top 25%.
    Represented Motorola on the Florida State Committee to rewrite the Florida State Emergency Medical
     Services Communication Plan.
Account Representative, State and Local Government (1976-1979)
Fueled growth and expansion of healthcare and emergency medical services accounts throughout North Central
Florida. Developed proposals, delivered presentations, and managed the bidding process to win domestic and
international contracts. Attended regional and national trade shows.
    Led an interdisciplinary team that designed, sold, and implemented communication systems, including
     15 county-wide EMS, 5 new hospital communications infrastructure, and numerous hospital paging, two-
     way mobile, portable, and microwave systems.
    Drafted manuals and delivered training to emergency room, ambulance, and fire rescue staff on EMS
     systems based on local protocols.
    Recognized as the first sales associate in Florida to exceed $1 million quota.
NANCY C. SMITH – PAGE THREE                                            972.492.0330 | nancycsmith@verizon.net
                                                                            www.linkedin.com/in/nancycsmith


EDUCATION & PROFESSIONAL CREDENTIALS

BS, Business Administration & Management, UNIVERSITY OF PHOENIX, Fountain Valley, CA 1997

Certification: Currently enrolled in PMP certificate on-line program at Boston University in preparation for
PMP certification exam. Certificate in Project Management, University of California-Irvine, CA, 1999
Associations: Commercial Member, Association of Public Safety Communications Officials (APCO)
International Texas Chapter | Commercial Member, Enterprise Wireless Alliance | Radio Club of America
Computer Skills: Microsoft Office Suite, Publisher, Project |Adobe Acrobat
Presentation: Texas APCO Spring Conference, International APCO, April 2010
Publications: Point of view on the FCC’s proposed consolidated licensing and the 700 MHz broadband
initiative for Public Safety | FCC Universal Licensing System-Time to Upgrade |White Paper on 700 MHz
broadband developments in Public Safety.

				
DOCUMENT INFO
Description: Nancy Smith is a top performing sales and marketing professional with in-depth expertise in the wireless industry including Federal Communications Commission (FCC) spectrum wireless communication technologies and regulations. She cultivates enduring relationships within the state and local government sector to drive communication system sales. Nancy leverages creativity and consultative sales approach to design solutions to meet clients’ needs.