Expert Details
Technology/Telecom Industries, Enterprise, Government, SMB Markets, Mobility Solutions, Sales/Mgmt
ID: 729672
New Jersey, USA
Expert is an accomplished sales strategist and solutions-oriented executive who thrive in challenging, fast-paced environments where his performance directly impacts revenue growth.
In addition, Expert has over 20 years of tenured success within the Telecommunications and Sales industries, along with his specific skill set in Mobility solutions, Enterprise and Government segments, Handset manufacturers, Channel / Territory development, OEM and Wireless.
Expert's objective is to assist growing companies in developing (in any stage of incubation,) their National / Global sales strategy along with their go-to-market initiatives.
He has assisted with 2 key start ups. From go to market strategies to selection of sales team, operations team, to business development.He worked with CPA, Sales and Marketing organizations with SWOT development, CRM design and implementation (see below example,) he also assisted in sales funnel methodologies, he taught "STAR" selling methodology.
He worked with said organizations in establishing consistent daily activities, imperative to product launch(s)He was a SFDC implementation team for T-Mobile. Interfaced with Leadership, and Sales to understand their needs and secure appropriate project buy-in/sign-off. Engaged SFDC developers to create functional solutions, mapped out daily (3x daily) calls to build on full Lifecycle scope of SFDC. Received input from all cross functional teams and reviewed decisions regarding project scope and timelines. Tracked progress, participated in “drive tests” of SFDC programs. Provided input from sales perspective. Identified, tracked, and resolved / escalated project issues. He was an integral contributor in establishing Port out Prevention team (126 AR’s) from conception to negotiation to launch. Coached Telesales AR’s (100+) using sales methodologies for Nextel’s inside sales program
Education
| Year | Degree | Subject | Institution |
|---|---|---|---|
| Year: 1989 | Degree: N/A | Subject: Business Administration | Institution: Bergen Community College |
Work History
| Years | Employer | Title | Department |
|---|---|---|---|
| Years: 2010 to 2011 | Employer: Truphone USA | Title: US Director of SME Sales | Department: US Sales Division |
Responsibilities:Sales/Sales leadership assignment working with UK based Telcom Company to launch international wireless play in the US Marketplace.• Built B2B sales and distribution channels from scratch for a variety of mobility devices and programs in conjunction with tier 1, 2, and 3 wireless providers. • Built relationships with companies worldwide focused on selling and/or deploying mobility solutions including wireless, smartphones, peripherals, and consumables. • Assembled partnerships with wireless carriers and OEM manufacturers who support PDAs and Smartphones running Apple, BlackBerry, Palm, Symbian and Windows Mobile operating systems. • Placed SME Account Managers nationally to penetrate international travel market place. |
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| Years | Employer | Title | Department |
| Years: 2008 to 2009 | Employer: T-Mobile USA | Title: Government/Business Sales Manager | Department: Business division |
Responsibilities:Responsible for growing sales, and creating a new team in both New Jersey and New England markets. Hired to optimize sales in an underpenetrated market.• Seated 5 Account Managers in NJ/NE and built new Mid Market sales team in NJ in first 4 months. • Develop measurements for improved 30/60/90 day funnel management and accurate monthly forecasting. Implement strategies for acquiring new business, evaluate territory and vertical penetration. Analyze sales reports and provide recommendations for increased sales productivity and operational efficiencies during strategic planning sessions. • Hand selected to take a SME role in establishing a SFA tool for T-Mobile’s Business Sales Channel. Core team established, needs analysis and supplier selection completed in first 5 months • Coach in account deck development and activity management. • Grew embedded base of customers by 10% in first year. (Wins included: Ansell Pharma, State of NJ, Lenape BOE) • Kept churn under 2% continually. • Liaison between T-Mobile and various government/healthcare agencies (i.e. NE states, State of NJ, NJ Turnpike Authority, VA, VNA, Columbia Presbyterian, St. Barnabas, etc). • Awarded NJ State Department of Health contract, $475,000 contract. |
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| Years | Employer | Title | Department |
| Years: 1995 to 2008 | Employer: Sprint Nextel Corporation | Title: Enterprise Sales Manager | Department: Direct Sales division |
Responsibilities:12 1/12 tenured success pre and post merger between Nextel Communications and Sprint.Integral contributor in establishing Gen Biz, Public Sector, & SME / Corp. Account sales teams from conception to negotiation to launch Started in Field Sales during Nextel's inception into the NY market and advanced into Sales leadership, leading teams in B2B, Enterprise, SMB, and Government. Excellent skill set and acumen with an entrepreneurial, "start up" mentality. Lowest employee turnover. Consistently exceeded quota requirements. •“Top Sales Manager” 2005 – 2006, Q1-2007 and July 2007. •President’s Club for “Achieving Excellence in Sales Management” 2004. •President’s Club for “Achieving Excellence in Sales Management” 2001. •President’s Club for “Achieving Excellence in Sales Management” 1999 and 2000. •Three time Nextel President’s Council honoree, ranked in the top 10% nationally - 1995 – 1998. •“Account Executive” for Third Quarter and NY region - 1996. •“Top Account Executive” for four consecutive months, February – May 1998. •“Account Executive” of the year – 1998. |
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International Experience
| Years | Country / Region | Summary |
|---|---|---|
| Years: 2010 to 2011 | Country / Region: London/UK | Summary: He helped launch international wireless play into the US Marketplace. He built US B2B sales and distribution channels from scratch for a variety of mobility devices and programs in conjunction with tier 1, 2, and 3 wireless providers. He assisted with client building and relationships with companies worldwide focused on selling and/or deploying mobility solutions including wireless, smartphones, peripherals, and consumables. He assembled partnerships with wireless carriers and OEM manufacturers who support PDAs and Smartphones running Apple, BlackBerry, Palm, Symbian and Windows Mobile operating systems. He placed 12 SME Account Managers nationally to penetrate international travel market place. |
Career Accomplishments
| Associations / Societies |
|---|
| NAHREP, LISTA, Hispanic Chamber of Commerce, NJ Conference of Mayors, GLRBA, HACE, Autism Speaks, New Jersey Technology Association, Gateway Regional Chamber |
| Professional Appointments |
|---|
| Churn Subject Matter Expert for Northeast area, Sprint Nextel Corporation |
| Awards / Recognition |
|---|
| •“Top Sales Manager” 2005 – 2006, Q1-2007 and July 2007. •President’s Club for “Achieving Excellence in Sales Management” 2004. •President’s Club for “Achieving Excellence in Sales Management” 2001. •President’s Club for “Achieving Excellence in Sales Management” 1999 and 2000. •Three time Nextel President’s Council honoree, ranked in the top 10% nationally - 1995 – 1998. •“Account Executive” for Third Quarter and NY region - 1996. •“Top Account Executive” for four consecutive months, February – May 1998. •“Account Executive” of the year – 1998. |
Additional Experience
| Training / Seminars |
|---|
| Right Start for Sales Management Trainings: Spin Sales Training, Dale Carnegie Sales Leadership Training, Coaching Illustrated, Interviewing to a T, Sales Leadership Academy. Seminars: Sales Force Automation (Nextel), Automated Fulfillment Process. Others: Churn Subject Matter Expert, CRM Subject Matter Expert. |
| Vendor Selection |
|---|
| Participated in various RFIs and RFPs for the States of New Jersey, Massachusetts, New Hampshire. Integral contributor in establishing specifications, differentiators, preparing vendor research from conception to negotiation to award. |
| Marketing Experience |
|---|
| Intimate knowledge of various social media, analytical, blog centric sites and services catering to the Telco, Wireless, Wireline, and Mobility industries |
| Other Relevant Experience |
|---|
| SFDC implementation for T-Mobile. Interfaced with Leadership, and Sales to understand their needs and secure appropriate project buy-in/sign-off. Engaged SFDC developers to create functional solutions, mapped out daily (3x daily) calls to build on full Lifecycle scope of SFDC. Received input from all cross functional teams and reviewed decisions regarding project scope and timelines. Tracked progress, participated in “drive tests” of SFDC programs. Provided input from sales perspective. Identified, tracked, and resolved / escalated project issues. |
Language Skills
| Language | Proficiency |
|---|---|
| Spanish | He speaks some Spanish. |
Fields of Expertise
1xRTT, 2G mobile network, 3xRTT, asset management, broadband communication, broadband integrated services digital network, business analysis, business continuity planning, business intelligence, business management, business operations, business organization, business strategy, carrier communication, cellular telecommunication, data acquisition software, distribution management, government-industry partnership, integrated voice response system, international telecommunication, mass media telecommunication, mobile telecommunication, new technology business value measurement, operations management, research and development management, sales management, sales planning, SAS software, satellite communication, self-directed work team, strategic market planning, technology planning, telecommunication, telecommunication disaster, telecommunications system, tracking software, U.S. government-developed software, voice communication, wide-area network, wideband code division multiple access, wireless communications service, social enterprise, development management, police, federal government, government, Drug Enforcement Administration, product launch, Federal Bureau of Investigation, business, small business, trade show, knowledge management, team building, training software, education, action, interaction, application software, acquisition, Department of Defense, organization, project management