*Sales and marketing professional with over 15 years of successful experience wi
th Fortune 1000 clients *MBA from Top 10 school *Expertise in building relationships at all levels of client organizations, meet ing or exceeding quotas, and sales management of direct and indirect sales and s ales support teams in matrix organizations *Excellent written and oral communication skills; experience with and sensitivit y to cultural diversity *Demonstrated ability to perform and succeed with geographically dispersed clien ts, sales force and technical support teams *Experience in direct and overlay sales, complex contract negotiations, client s ervice, program management and project implementations *Industry expertise includes telecommunications, IT, automotive, retail, healthc are, financial *Multiple sales awards, including Leader's Council and President's Club; also I nternational Sales Awards *Experience planning, coordinating, and participating in client marketing events and trade shows PROFESSIONAL EXPERIENCE
BBFA 1/2010 - present
DEVELOPMENT ASSOCIATE Develop and implement marketing events and fundraising activities for non-profit community organization. SA Advisors, LLC 1/2009 - 7/2009 VP of SALES AND MARKETING Management of direct sales team, sales agents and marketing plan for startup fir m providing business services *Development of marketing strategies, plans and collateral, including website co ntent *Customization and management of sales operations tools, including CRM Tata Communications (formerly VSNL International) 11/2006 - 12/2008 ENTERPRISE SALES MANAGER *Managed sales to large and medium accounts in Michigan and Midwest (no existing clients) *Product line including managed services (contact center, managed hosting & stor age, content delivery network, conferencing services, and collocation) as well a s voice and data network transport service *Initiated joint sales program with TCS; developed joint proposals and sales pla ns for outsourced services *Obtained appointments with more new clients than any other team member NTT America 4/2004 - 11/2006 GLOBAL SALES EXECUTIVE Sales, account management and marketing for Global 1000 clients in U.S. Central Region *Increased sales to existing account to become largest commercial account in U.S . *Developed program management tools and strategies; later adopted for use on all large accounts *Increased customer satisfaction ratings by 25% *Instrumental in developing Customer Advisory Council and convincing top client to participate McLeod USA 1/2003 - 4/2004 MAJOR ACCOUNT SALES EXECUTIVE Sales of telecommunications products & services to largest Enterprise accounts i n Michigan *Participated with top management in developing target client list and network b uildout strategy *Developed account plans; negotiated special pricing as required; negotiated con tracts and managed large, complex, and multi-site installation projects Wireless Communications of Michigan 1/2002 - 1/2003 MARKETING DIRECTOR AND CHANNEL MANAGER *Developed and implemented marketing programs for new product launches *Managed retail agent channel to generate sales of wireless products and service s *Developed and placed advertising pieces - corporate and agents Belgacom North America 7/1999 - 12/2001 DIRECTOR, CENTRAL REGION Managed sales and marketing efforts within regional territory; direct supervisio n of regional sales team (5) and shared supervision of technical support team (2 ) *Performed all management tasks within regional budget and on time, including pe rsonnel appraisals, account plans, and sales reports *Participated in strategy development for U.S. market; participated in Client Ro undtable events; represented company at industry conferences and trade shows *Quota $10.1 million - Central & Western Regions (2001); $5.1 million - Central Region (2000) AT&T 10/1983 - 6/1999 Various sales and marketing positions, including BRANCH SYSTEMS MANAGER, INTERNA TIONAL SALES EXECUTIVE, NATIONAL ACCOUNT MANAGER, GLOBAL ACCOUNT EXECUTIVE, TRAI NING SUPERVISOR, ASSISTANT PRODUCT MANAGER, SYSTEMS CONSULTANT *Led global team in sale of $8.2 million international virtual network, includin g client and internal negotiations, project status meetings, coordination with E uropean-based client project managers *Promoted within group to acting Branch Systems Manager (9 direct reports) *Developed new plan for quarterly bonus awards; gained support of management and team; successfully implemented new plan to satisfaction of all *Developed responses and prepared all pricing for all international sections of successful RFP response for General Motors' worldwide network. Negotiated inter nal price points required to win business *Sold frame relay service for winback of European data network, including 40+ si tes and network management under 3-year contract (total $3.2 million) *Met client need to outsource management of videoconferencing network of 20 glob al sites by development of offer, negotiation with internal suppliers, customiza tion of operational support *Analyzed costs, developed proposal, and led client negotiations resulting in a 3-year $100 million contract for a variety of voice and data services, covering all associated companies. EDUCATION AND TRAINING Master of Business Administration, International Business, University of Michiga n, Ann Arbor, MI Bachelor of Arts, Business Administration, Marketing, Michigan State University, E. Lansing, MI *AT&T certifications: Client Business Manager, Account Executive, Systems Consu ltant, Instructor *Formal sales training including Miller-Heiman and Target Account Selling RELEVANT SKILLS Computer: Microsoft Word, Excel, Outlook, and PowerPoint; Salesforce.com and o ther CRM applications Languages: Intermediate Spanish, Beginning French, Beginning German, Beginning Italian