DAVID L.

SCHWARTZ
2005 Lavale Road * Murrysville, PA 15668
Home: 724.733.8687 * Cellular: 248.835.2336 * ds205c08@westpost.net
http://www.linkedin.com/profile?viewProfile=&key=15668763&trk=tab_pro
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SALES, MARKETING AND BUSINESS DEVELOPMENT
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PROFILE:
24 years comprehensive experience in alternate channel and direct sales, marketi
ng, product deployment and management in the Enterprise, SMB, Consumer and Inter
national market space, including next generation / IP technologies. A proven tra
ck record of establishing and building relationships to achieve revenue and prof
itability objectives. Successfully implemented sales processes, performance indi
cators and metrics designed to increase activity and pipeline visibility. Manage
d multi-departmental, multi-layered organizations with P&L oversight that includ
e Sales, MARCOM, Sales Engineering, Product Development / Life Cycle and Sales S
upport. Strong financial and analytical capabilities and significant experience
in financial modeling to support sales channel requirements, marketing initiativ
es and product business cases requiring competitive evaluation, gap analysis and
ROI visibility.

Sales and General Management Qualifications

* P&L Management
* Budgeting and Expense Control
* Contract Negotiations and Implementation
* Vendor Relationship Management
* Business Models and Financial Forecasting
* Staff Development and Motivation
* Presentations and Training
* Marketing and Operations Management
* Compensation Plan Creation and Management
* Solutions Sales Background
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PROFESSIONAL EXPERIENCE:
TMC Communications, Santa Barbara, CA 09/08 - 03/10
VICE PRESIDENT, SALES AND MARKETING
* Managed national sales channel selling to Enterprise customers through Indirec
t partners
* Scope included coaching, time management, sales results, financial modeling (p
roduct sales, promotions and commission structure), marketing strategy, partner
advisory board, PR and overall program support.
* Designed and presented webinar content and training as needed
* Created, modeled and implemented sales commission plans
* Consultant from 09/08 - 12/09 retained to review sales processes and procedure
s and implement improvements and metrics designed to grow revenue.
PNG Telecom, Inc., Cincinnati, OH 03/07 - 07/08
DIRECTOR, SALES AND MARKETING
* Created next generation services business sales strategy and launched in Cinci
nnati, Cleveland and Chicago
* Managed Direct and Agent sales channel selling Hosted / POTs Replacement servi
ces to SMB customers
* Developed sales reporting, metrics and marketing training materials for field
sales
* Defined and implemented product features and pricing for business unit
* Provided training on sales techniques and products and services to sales and o
ther business units within the organization
* Created, modeled and implemented /automated commission plans for organization
under management
* Defined IT system requirements for customer specific reports and ongoing bus
iness needs
* Provided financial analysis on products and revenue projections / profitabilit
y to organization
* Consultant from 03/07 - 05/07 retained to develop a sales and marketing strate
gy for Hosted PBX / VoIP services
BullsEye Telecom, Oak Park, MI 06/06 - 01/07
VICE PRESIDENT, SALES
* Managed US National Account direct sales organization selling CLEC services to
geographically diverse multi-location Enterprise customers
* Managed Special Account Services organization responsible for contract renewal
, margin enhancement and additional product sales into legacy Enterprise custome
r base
* Built National Account Sales into an activity driven, results oriented organiz
ation
* Revised sales cycle process to fully discover customer buying criteria through
enhanced sales tools and consultative selling techniques
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David L. Schwartz - Page 1 - 724.733.8687

Convergia Networks, Montreal, PQ 11/03 - 06/06

VICE PRESIDENT, AGENT SERVICES AND CUSTOMER CARE
* Grew retail Agent Sales from $0 to $9 million in annualized revenue
* Managed North American Agent Sales Channel, Customer Care and Provisioning for
Organization
* Launched Sales Channel
* Structured back office organization to support North American sales for all p
roducts and services
* Product creation, implementation, and marketing collateral for Agent Channel
* Defined IT system requirements for agent, customer specific reports and ongoin
g corporate business needs
* Developed accountability module for all sales channels and support organizatio
n
* Drafted new customer forms, contracts and agent agreements
* Implemented strategic programs for key agents
* Negotiated carrier relationships, concessions and contract changes with underl
ying providers
* Responsible for marketing promotions for business unit
Acceris Communications Partners, Pittsburgh, PA 7/99 - 10/03
VICE PRESIDENT AGENT SALES
* RSL COM Acquired by Acceris Communications Partners
* Sales Management responsibilities for Eastern US
* Marketing field resource for product development
* Developed and implemented strategic sales and marketing promotions for busines
s unit
* Developed and implemented sales and support tracking tools
* Coached and mentored sales subordinates and channel partners to attain territo
ry plans
RSLCOM USA / Westinghouse Communications, Pittsburgh, PA 7/99 - 10/03
VICE PRESIDENT, PRODUCT DEVELOPMENT AND MARKETING
* Voice and data product marketing for $75 Million Direct Sales Business. Produ
cts marketed included Frame Relay, VPN, dedicated and switched voice
* Profitably built/restructured Agent Channel into EBITDA positive stand alone b
usiness.
* Managed Agent sales and operations organization with complete P&L authority fo
r $45 Million Channel
* Responsible for Agent order provisioning for dedicated and switched services
* Sales Organization managed over 1500 agents throughout the US
* Grew Agent Revenues $8M in first year of tenure prior to RSL Bankruptcy
* Sustained customers, agents and new order volume during bankruptcy while incre
asing EBITDA %
* Product creation, implementation, and marketing collateral support for Direct
and Indirect Channel
* Built channel marketing programs from inception to field roll out
* Developed and implemented website reporting tools for Agent customer managemen
t
* Developed sales and marketing strategies for organization
* Worked extensively with IT to produce analytical reporting for product managem
ent and Customer Care
* Worked extensively with legal and regulatory counsel to draft new customer for
ms and agent agreements and to resolve bankruptcy related issues
* Created and managed compensation plans and sales promotions
* Additional management responsibilities during tenure included Premise Sales an
d Maintenance, Sales Engineering, Customer Care, Agent Operations, Website Devel
opment, Marketing Communications

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David L. Schwartz - Page 2 - 724.733.8687

Primus Telecommunications, Tampa / Ft. Lauderdale, FL 3/95 - 7/99

DIRECTOR, ALTERNATE CHANNEL SALES
* Grew revenue from $2 Million to $18 Million Annually
* Management of independent agent sales and support organization for the Contine
ntal US and Puerto Rico
* Developed back office infrastructure
* Created marketing programs and sales compensation plans
* Managed sales organization for agent recruitment, contract negotiations, train
ing and channel marketing.
* Created and managed support organization for provisioning, revenue trending/tr
acking, new product implementation and order integrity including LEC Care proces
s.
* EBITDA positive division generated aggressive profitable growth during job ten
ure
* Branch Sales Manager at Trescom prior to Primus acquisition. Exceeded revenue
goals throughout tenure.
* Summit Club winner for sales and management excellence
National Account Manager, LDDS Worldcom Communications, Tampa, FL 9/92-2/95
NATIONAL ACCOUNT MANAGER
* Sold to predetermined national accounts
* Sold and managed $15M in annualized voice and data business
* Significant custom tariff, RFP, Data and 'Boardroom' selling throughout US.
* Extensively utilized corporate resources for business needs
* Presidents Club Winner for outstanding sales performance

Major Account Executive, MCI, Ft. Lauderdale, FL / New Orleans, LA 11/86-8/

92
MAJOR ACCOUNT EXECUTIVE
* Voice and data sales to wholesale carrier and national account marketplace
* Significant RFP work
* Sold and managed $8 million in annualized revenue
* Circle of Excellence award winner for outstanding sales performance

EDUCATION / PROFESSIONAL DEVELOPMENT

NORTHEAST LOUISIANA UNIVERSITY- MONROE, LA - Bachelor's Degree 1984
Numerous Sales / Management Training Classes
Available to travel and / or relocate

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David L. Schwartz - Page 3 - 724.733.8687