KEVIN C. CARUSO
76 Redbay Road
Elgin, SC 29045
803 736 3069
Over 25 years of solid telecom/mobile experience in Marketing, Product Management
Summary and Sales/Business Development experience with several International companies as
Chief Commercial Officer, Vice President and Senior Advisor
Highly accomplished senior executive with domestic and international experience in
mobile operations, P&L Management, Pricing Management, Change Process
Management, and strategy planning with both start-up and growth organizations.
Extensive experience with product development, formulating corporate strategy,
internal and external communication development
Delivered overall net revenue targets set by companies.
Defined, launched and marketed new mobile operators
Built several world-class Product Marketing and Product Management teams at
startups and well-known mobile carriers.
Solid sales management experience
Managed the day to day operations including customer care, product development,
pricing, carrier services.
February 2005-September 2005 Qanawat Riyadh, Saudi Arabia
Vice President/Chief Commercial Officer
Personally lead the strategy and business plan for launching an MVNO and the distribution for the
prepaid electronic recharge in 24,000 locations and an agreement with the Saudi Post to open
retail locations in 600 post offices. Prepared strategy and negotiated with handset manufacturers
and branding and retail store design. Helped implement the mass registration campaign at major
Experience mall locations throughout the country to handle the volumes of new Mobily customers at launch.
Qanawat, the largest distributor for Mobily a GSM operator in Saudi Arabia, owns and manages
outlets (100+ stores) under the Mobily and Qanawat brands and a chain of handset retailers
January 2005-February 2005 DeTecon Consulting Riyadh, Saudi Arabia
Serving as a team lead on the launch of Mobily, a GSM operator in Saudi Arabia. Leading the
establishment of all sales: including the retail store development, all distributor channels, handset
sales and the corporate sales force. Worked to plan the business strategy and processes for
customer care. The processes were implemented and Mobily had a successful launch in May
2005 and met sales targets for the year. Developed their long term corporate sales strategy and
worked on the specifics of the actual launch and product introduction. Prepared the commission
structure and program for the distributors and put in place the “Board of Partners” program to
institutionalize meetings between top Mobily executives and the heads of all major distributors.
February 2004-December 2004 Ensure Consulting Pvt. Ltd. Bombay, India
Consulting with GTL a provider of contact center services on their BPO business which includes
inbound and outbound contact center work for various American and UK customers. I was
involved in advising and coaching on facilities, processes, and performance metrics and in
upgrading and improving their existing call center business and working on business
development. Advised on the improvement of physical layout and design needed to retain
existing customers on their inspection visit to Indian facilities. Improved their performance
evaluation metrics and business process flows and improvements.
January 2003–February 2004 Tata Industries Ltd. Bombay, India
Member of the executive team reporting to the Chairman, responsible for corporate strategy,
directing the marketing, branding and advertising, while also personally leading the revised effort
for procurement of mobile phones, push to talk project and the building of a new telecom retail
store concept. Served on the supervisory board of the combined national sales force for all
telecom companies nationwide. Personally visited and negotiated with most of the handset
manufacturers. Performed a re-branding and re-launch of a consolidated Tata brand with a new
logo and PR marketing and advertising campaign. Reviewed existing business plans, products
and closed a loss making internet café business. Increased the selection of handsets and
reduced costs by $2 million. Tata Industries is one of two holding companies in the Tata Group,
one of the largest and oldest companies in India. The Tata Group telecom companies include
Tata Teleservices, VSNL (former state owned international carrier, which now owns Teleglobe
and Tyco Cable Systems) and TCS (largest consulting firm in Asia with $1b+ rev.).
January 2001–January 2003 Reliance Infocomm Ltd Bombay, India
Vice President Marketing
Reporting to the CEO as part of the leadership team for preparation of roll out of the nationwide
wireless and fiber optic networks. Built the product and marketing teams. Directed the pre launch
marketing activities for the CDMA wireless and wire line products, focusing heavily upon product
launch. Lead the key area of new product development and launch. This involved developing all
aspects of the product development process including; creation, planning, pricing and processes.
Developed and implemented the entire initial complete product portfolio for business and
consumers for wireless and wire line, for voice and data. The company currently has over 12
million subscribers. Worked specifically on corporate strategy, advertising and branding planning.
Lead the team for the development of the company web site. Devised organizational structure
plans including job descriptions and reporting structure, including the creation of the customer
care, and billing start-ups.
Experience March 2000-January 2001 AT&T Solutions Seattle, Washington
Responsible for P/L of strategic outsourced telecom/IT businesses of AT&T Solutions in the
Pacific Northwest including Boeing and Washington Mutual. Managed the annual revenue of
$150 million from sales of services and equipment, exceeding revenue targets. Sold complex
outsourcing contract data and voice services along with equipment and network management and
consulting. Worked with IBM as partner to sell additional services to meet client’s needs. Worked
to secure scarce resources and equipment in short time frames and performed long and short
term planning for telecom projects. Managed the customer on all engagements including
implementation and delivery and chaired regular customer project status and satisfaction reviews.
July 1999-March 2000 AT&T Bridgewater, New Jersey
International Joint Venture Planning
Directed the planning, implementation and management of all aspects of the billing and revenue
assurance functions for the Joint Venture company with BT. Established the budget and
headcount for meeting market launch. Responsibilities included collections, bill print, payment
processing, contract management and network security/fraud management.
April 1996-July 1999 Czech Telecom Prague, Czech Republic
Director Product Marketing and Sales
On loan from AT&T (Which was a partner with KPN and Swisscom and had management control)
to Czech Telecom the national telephone operator of the Czech Republic. I successfully
introduced many new products including Toll Free Service, Prepaid Calling Cards, Voice Mail and
Internet Service. Developed effective distribution channels for each product and established the
country’s first Call Center for ordering and customer care. The center used the newly introduced
toll free service and the company’s first steps at modern customer care and the beginnings of
telemarketing. Developed and successfully implemented professional planning, product
management and introduction procedures and worked on the corporate strategy and business
1994-1996 AT&T Short Hills, New Jersey
Manager, Business Planning and Performance Analysis
Directed the setting of national, regional and local sales quotas. Prepared all national sales
results with the performance analysis and trending research on sales attainment by product and
sales force. Presented monthly results to the corporate officers. Worked with all Sales VPs on
quota setting and monthly results reporting. Developed new sales compensation program to
1993-1994 AT&T Bridgewater, New Jersey
Manager, Change Management
Completely revamped the sales and marketing training program as part of the reengineering effort
realizing over $5 million cost reduction. Wrote and created sales training, delivered and analyzed
the program trial locations and national roll-out. Created the behavioral matrix for sales
certification and annual appraisal guidelines. Supervised and consulted for the program
adaptation in the Canadian subsidiary.
1992-1993 AT&T Minneapolis, Minnesota
Regional Sales Manager
Managed and coached 15 Account Executives responsible for increasing network revenue from
the highly competitive small business market. Consistently produced the highest results of all
sales managers in the region. Very involved in hiring and evaluation process.
1990-1992 AT&T Minneapolis, Minnesota
Inside Sales Center Manager
Managed a 75 person outbound and inbound sales organization, selling network services in a six
state area generating over $150 million in annual revenue. Created unique sales contests and
incentives for a unionized sales force. Implemented a new technology trial utilizing auto dialer
equipment to increase sales productivity and customer service. Sales were consistently in the top
of the nation, selected for 1992 Leaders Council.
1988-1990 AT&T Vienna, Virginia
National Account Executive – Mobil Oil Account
Responsible for the nationwide refining, distribution and marketing locations. Sold a
competitive voice and data contract worth over $7 million annually.
1986-1988 AT&T Boulder, Colorado
National Account Executive – IBM Account
Sold network voice and data services and PBX equipment to IBM locations nationwide.
Worked on-site at IBM to understand their business, sold a large sale of international data
1981-1986 AT&T Pittsburgh, Pennsylvania
Account Executive – Industry Consultant
Managed sales accounts for AT&T including the HJ Heinz Co, Dresser Ind. and Giant Eagle.
Education 1980-1981 Duquesne University Pittsburgh, Pennsylvania
Master of Business Administration
1976-1979 Duquesne University Pittsburgh, Pennsylvania
Bachelor of Science in Business Administration
Personal Born April 25, 1958 Lorain, Ohio USA Married, 3 adult children 5’10” 170 lbs
Languages English – native, Czech advanced, German, Italian -beginner