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Professional Summary

Highly motivated customer relations professional with 20 years experiences in cr


eating a WOW experience for customers and clients in numerous arenas. Demonstrat
ed track record for delivering superior results, growing revenue, building stron
g, long-lasting internal /external customer relationships, and improving custome
r satisfaction. Proven self-starter and team player with ability to succeed in c
hanging environments, focus on objectives, and produce value added results. Dist
inctive success in operations, product marketing, business planning/strategy, an
d sales in a variety of organizations. Skilled in management and leadership and
in providing actionable solutions. Expert in developing budgets, strategic plan
s, and creation/execution of dashboards and metrics.
Work Experience
Datatrac Corporation Atlanta, GA January 2009 Present
Director of Sales
Datatrac provides logistics software to the expedited delivery industry. Champio
n key client issues, manage day-to-day sales opportunities. Manage and oversee t
op 25 customers, accounting for approximately 43% of company revenue.
Closed the largest number of deals with the largest increase in monthly recurri
ng revenue for 2010, achieving top salesperson status.
Closed 32 enhancement (one-time revenue) sales, increased recurring revenue fro
m 3 current customers, and closed 5 new customers; increased monthly recurring r
evenue of customer base by 21% by developing new pricing model and increasing re
curring revenue.
Repaired the relations with and saved 10+ customers from moving to competitors
by rebuilding those relationships and providing information and improved solutio
ns processes.
For 2009 cultivated new opportunities for growth by closing 46 enhancement (one
-time revenue) sales and 20 additional opportunities that increased monthly recu
rring revenue and thus produced a 17% increase in total revenue over 2008, compa
red with a negative 4% for the rest of the company.
Developed and implemented shipper strategy, which moves shippers from free serv
ice to direct revenue and generates service and growth in current customer reven
ue. Closed first large shipper contract, resulting in several additional courier
sales to new customers.
OKeefe Holding Group, LLC Atlanta, GA January 2006 December 2008
Founder
Negotiated franchise agreement, secured funding, and led build-out, hiring, trai
ning, and management for two locations.
Opened two Fosters Grille restaurants in Georgia; built brand awareness and dev
eloped great customer loyalty. Alpharetta location won sales growth contest for
3rd and 4th quarter 2007.
Built successful management team to run operations in both locations by hiring
highly experienced managers who shared a passion for customer excellence and exc
eeding customer expectations.
Created dashboard, coupon tracker/analysis tool, and monthly revenue tracker, w
hich enabled management to measure which coupons impacted revenue the most from
the number people using coupons to revenue per check. This and other tools were
adopted by the franchise and are currently used by other locations.
Developed and implemented new marketing campaigns and material that were adopte
d by Fosters Grille corporate; received accolades from corporate for innovative
ideas for growing business and marketing activities
Vocalocity Atlanta, GA December 2004 January 2006
Director of Reseller Business
Directed, supported, and grew customers that sold Vocalocity products, which pro
vided VoiceXML IVR systems to the call center industry through a VAR Channel go
to market strategy.
Led growth of existing account revenue from current resellers over 150% in 2005
compared to 2004
Collaborated with marketing team to develop processes and marketing material fo
r reseller business, including a welcome kit, web site content, planning guide,
and product material.
Developed and implemented sales incentive program for resellers sales by instit
uting bonus program that resulted in new sales.
Supported resellers at customer sales calls and user conferences, delivered pre
sentations on product line and industry, leading to 2 to 3 customer sales calls
per month, a presentation at 1 industry event, and 4 additional closed sales.
MicroAutomation Inc. Manassas, VA March 2002 December 2004
Director of Marketing and Sales
Directed all marketing activities and increased sales teams ability to stimulate
growth and better position the company in providing call center technology to i
mprove customer interaction and improve efficiency, including development of bra
nd image, creation, and execution of marketing/product plan.
Developed and led sales team that delivered significant growth in call/contact
center solutions industry, resulting in 55% revenue growth in 2002 over 2001, 45
% growth in 2003 over 2002, 20% in 2004 over 2003.
Built relationships with partners to develop new business; new strategic partne
rs accounted for approximately 25% of new revenue in 2003.
Created and developed advertising materials, website design and content, press
releases, and case studies to better communicate with customers. Lead generation
grew 50%, resulting in new customers and 20% revenue growth.
Designed and developed commission plan, sales metrics, www.salesforce.com proce
ss to effectively manage sales team, resulting in 200% increase in active sales
funnel.
Developed sales forecast and strategic sales plan, creating new products for en
tering Hispanic and small/medium business sector growth markets.
Bell Canada (BCE Teleglobe) Reston, VA January 2000 March 2002
Sr. Marketing Manager
Managed inbound/outbound voice services for Teleglobe, a leader in International
Telecommunications services.
Led Core International Voice Services Marketing group (inbound, outbound, and c
ollect).
Managed multi-million dollar revenue target and all marketing activities includ
ing marketing plan execution/pricing strategy, product information, and sales te
am support. Results showed 16% growth in minutes and $24M (16%) growth in net re
venues for 2001.
Turned declining international toll-free business into growth opportunity, gene
rating 56% growth in net revenue.
Developed marketing programs and promotions and managed 8 employees; developed
and executed marketing plan, pricing strategy, product information, and supporte
d sales team.
Collaborated with in-country managers globally and negotiated with foreign carr
iers for new services and to re establish disconnected services.
AT&T Manassas, VA/Bridgewater, NJ/Allentown, PA July 1990 December 1999
Managed product offerings and client sales, planning and budget analysis for AT&
T wholesale division.
Managed and enhanced two of AT&Ts bundled service offering. Added new products
and services to the bundles and established the pricing strategy.
Liaised with cross-functional teams to ensure success of both offers and develo
ped metrics and monthly reports to track and demonstrate success of offers.
Negotiated major sales agreements that generated over $150M in revenues while e
xtending the customers contractual commitment, including the 1st million-dollar
wireless deal in the Allentown, Pennsylvania market. Negotiated settlement agre
ement enabling organizations to avoid litigation.
Education
Fairleigh Dickinson University Madison, NJ
Masters in Business Administration (Economics)
University of Nevada, Las Vegas Las Vegas, NV
Bachelor of Science in Economics