Strategic Management Partners, Inc.
POSITION LEVEL: Vice President
An operations, business development and sales management executive with substantiated record of accomplishments improving revenue and profitability, with experience in the following industries: Information Technology, Computer Services, Interactive Media, Instrumentation, Wireless and Telecommunications. Companies range from startup ventures to publicly traded organizations providing solutions to businesses, government and Int'l.. markets.
Extensive experience developing consultative selling teams, capturing
new business, forming strategic partnering alliances, structuring business
processes and P/L management. Demonstrated ability building top performing
selling organizations focused on value-creating growth, and leading them
to record profits. Proven leadership in times of changing market
conditions and business environments.
CERTIFICATION — HONORS:
Jul '91 to Present
Strategic Management Partners, Inc., Annapolis, MD
Several confidential Interim Executive client engagements
Oct '94 to Jun '95 Concurrent Computer Corporation, Oceanport, NJ
A Strategic Management Partners, Inc. Engagement
Dec '89 to Jun '91 Basicomputer Corporation, Akron, OH
Jun '85 to Nov '89 Metromedia Telecommunications Company, New York, NY
Purchased by Southwestern Bell Corporation
Jun '76 to May '85 Exxon Office Systems Corporation, New York , NY
Sep '73 to May '76 Teacher Science and Biology
Operating Management and Business Structure
As Vice President and General Manager for wireless communications company owned by media mogul, John Kluge; directed operations of seven field sales offices with 140 personnel, P/L and cash flow for this stand alone business unit. Provided cellular phone, satellite messaging and special radio common carrier services to 27000 users to generate $23M revenue for the $200M operating unit. As a member of the senior management team and equity holder our charter was to develop management team and infrastructure, grow the user base, improve profit margins to position for an LBO by a management team or sale to an RBOC. Sold to Southwestern Bell Corporation in 1988.
Maximized cash flow and improved margin from 9% to 38% while structuring the organization to be competitively driven after industry deregulation. Streamlined costs and overhead to realize $3.1M profit improvement in one product line on $9.4M revenue in first year. Developed and implemented agent program that generated 65 agents covering 175 locations; decreased direct sales costs, decreased inventory investment; while increasing market presence, product distribution, and a 15% increase in profitable new revenues.
As COO, lead the repositioning and transition of a Foundation who provides solutions to address the communicative and rehabilitative needs of people with brain stem injuries. Defined the mission, developed business plan, recruited board members, and established teaming relationships with Federal Laboratory System, National Institutes of Health, the A.I. Dupont Institute, top research and health care professionals. Our goal was to identify cutting edge interactive computer based communications interface and augmentative technologies that could be integrated into an affordable solution.
As Area Operations Manager directed sales and support activity of 85 personnel in Mid-Atlantic region. Generated $20.6M revenue on $3.5M operating overhead for a fortune 50 Corporation's computer technology venture. Offered office automation software in 32bit multi-user environment, communications interface, facsimile equipment to commercial and federal accounts. Turned operation from year-to-date 51% of quota to 121% by year end while delivering 14% contribution margin. Opened, staffed new offices, closed unprofitable operations, restructured incentive plan and territory concentration, reduced turnover rate from 20% to 3% while increasing revenues by 27%. Received 1st President's Club Award.
As Regional Manager created process teams to deliver fully integrated
turnkey solutions. This team effort reestablished employee confidence
and was the catalyst to expand into profitable new markets accounting for
a 20% increase in new business.
Sales Strategy and Team Building
As Vice President for a leading transition management and corporate renewal firm focus on evaluating marketing and sales strategies, developing top-notch selling teams and improving product positioning geared to the valuation enhancement of it's clients. The company provides expertise in strategic repositioning, transition to new market segments, Multimedia solutions and Information Technology infusion.
Developed and lead solutions oriented selling teams for a national information technology software consulting firm transitioning from low margin supplemental staffing and facing aggressive competition in key metropolitan areas. Positioned team involvement earlier in client project cycles, support the business analysis and provide ongoing benefit through managed oriented software services. Realized 15% sales increase, cultivated predictable and controllable project work requiring greater technical and practitioner expertise, strong closure and higher profit margins. Focused on growth industries of telecom, systems integration and health care.
As Vice President of Sales, directed operations and expansion of five remote offices, 55 sales and professional services employees in the competitive computer workstation market. Generated increase to $19M annual revenue for this $130M provider of computer and systems integration services to commercial and federal customers. Primary goal was to expand sales presence while addressing changing market conditions to position this ten year old privately held company for an IPO or sale within two years. The company was successfully acquired by The Future Is Now, a systems integrator and computer reseller.
Restructured this product driven organization to competitively respond to changing customer needs that could be satisfied by distributed processing client/server technology. Developed industry selling teams which emphasized a solutions approach featuring value-added professional services. Results: 15% sales, 8% profit increases and account stabilization.
As Branch Manager directed sales activity of 25 branch personnel in three cities, grew revenues to $8M on $1M overhead to offer facsimile equipment and communications interface to commercial accounts. Turned this troubled branch from year-to-date record of 31% of quota to 110% by year end while delivering contribution of 9%. Expanded sales into the oil services industry, opened new offices, hired and trained staff, changed sales incentive plan focused on new markets. Awarded "Branch Manager of the Year."
As Director of Sales and Management Training, developed incentive and training programs credited with producing high morale, team spirit, and above quota attainment. Mentored new staff trainers, guided product launch teams and managed the budget for the training of 3600 field support, management and sales personnel. Awarded "President's Citation" for commitment to excellence in professional development and achievement.
Opened and developed remote territories as a Sales Representative for
a breakthrough business communications product. Developed sales strategy
to penetrate the new market, incorporated consultative selling techniques
and network selling within targeted industry groups. Received "Rookie
of the Year" and "Salesperson of the Year" Awards.
Integrated Solutions and Interactive Media
As Director of Multimedia Business Development for a $175M publicly
traded manufacturer of high performance real-time computer platforms and
integrated solutions, lead process team to develop and execute worldwide
marketing and sales strategy to penetrate markets where multiple mediums
brought together provide the client solution. Revenues were shrinking in
primary markets due to defense spending cuts and cash flow constraints.
Their need; increase revenue base from prime contractors, federal integrators
and businesses, plus transition into new markets. Formed strategic alliances
to acquire support products, applications software, network consulting
and sales channel distribution.
Strategy focused on high performance multimedia markets, determining customers' needs and benefits, sales force implementation and product enhancement initiatives. Application areas include: Interactive Video-on-Demand, Simulation and Training, Telemedicine, Distance Learning, Intelligent Information Processing, Electronic Commerce, and Network Management.
Lead business analysis teams, consisting of professional services and field sales in business planning processes for fortune 100 clients looking to gain significant competitive advantage by the infusion of interactive technology. Clients were service providers in the Telecommunications, Aviation, Finance and Health Care industries.
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