Summary of Qualifications

Highly effective sales and management professional with exceptional communications skills and extensive depth in the following broad competencies:

Proven ability to develop trust relationships with key decision makers in large corporations, and help them solve complex business problems with effective technical solutions,
Extensive knowledge of strategic business initiatives and legislative issues affecting financial, manufacturing, retail and governmental institutions,
Deep experience in information technologies and telecommunications services.
Negotiation of complex, multi-year contracts that require in-depth interaction with legal, marketing and executive levels internally as well as with customer stakeholders.
Refined, Consultative Sales approach that drives business development.

Professional Experience

1991-2007

Senior Sales Manager, Verizon Business (formerly MCI) (October 2004-April 2007)

Led a sales team for Premier Accounts responsible for large and multinational customers, currently representing $30 Million in annual revenues.
Direct customer interaction with H&R Block, John Deere, Monsanto, Sigma Chemical, Gallup and Gateway Computers at director and 'C' levels.
Responsible for the direction, leadership and coordination of 40 sales and support professionals located in the U.S, EMEA, Asia and Latin America.
Consistently exceeded sales and revenue targets each year in position.

Senior Sales Manager, MCI Enterprise Solution Sales (January 2003-October 2004)

Led a focused team of sales professionals to drive sales of new data communications services including MPLS, VPN, Remote Access, Security, Hosting and Internet Access.
All team members met or exceeded targets, contributed to meeting corporate revenue goals in three regions totally nearly $1 Billion.

Senior Sales Manager, WorldCom Global Investment Accounts (2001-2002)

Led acquisition sales team focused on new sales to large competitive accounts in Missouri, Kansas, Nebraska, Iowa, Illinois and Tennessee.
Team penetrated 80% of accounts assigned- Achieved 159% of $11 Million revenue plan
Closed and implemented one of the company’s largest Virtual Private Network installations to replace customer’s existing frame relay service, with over 500 locations world-wide.
President’s Club and Inner Circle Awards for Top Sales Manager in Investment Accounts, 2002.

Branch Manager, UUNET Technologies (May 1998-2000)

Developed and managed teams in St. Louis and Kansas City of sales, support and administration for customers and new prospects in four states.
Team closed more new accounts than any other in the region; generating more than $36 Million in sales on a $34 Million target in fiscal year 2000.
Awarded President’s Club recognition twice.

Regional Marketing Manager, CompuServe Network Services (1996-1998)

Responsible for new business development of Compuserve services in nine states, working with field sales representatives to develop and execute sales strategies for new opportunities.
Provided in depth presentations of products and services to high level executives in prospective customers to best illustrate our value proposition.
Developed a business case presentation that became the company standard, nationwide.
Executed product and sales skill development classes for the region each year.
Assisted the region in exceeding revenue targets every year in the position.

Senior Account Manager, CompuServe Network Services (1991-1996)

Responsible for expanding the monthly revenue and contractual commitments of accounts in St. Louis branch.
Sold and implemented the largest CompuServe frame relay network to that date (220 sites) as a replacement for an existing competitive private line customer in 1994.
Sold and implemented the first Remote LAN Access configuration ever installed by CompuServe in 1993.
Exceeded assigned revenue quota every year from 1991 through 1996.
Awarded President’s Conference recognition for being in top 10% of sales force in 1994 and 1996
Won Million Dollar Club award in 1995 for winning a new customer commitment exceeding one million dollars.

1981-1991

Senior Account Representative, UNISYS Corporation, U.S. Systems Group (1986-1991)

Sold full line of Unisys computer hardware, system software, services and third-Party applications to new and existing customers within local and state governments, and higher educational institutions.
Selected to head the sales team driving new business growth within the departments of the State of Missouri.
Averaged 114 % of assigned revenue quota from 1986 through 1991 and achieved The Club award in 1988 and 1989 (Top 10% of all the sales representatives in the nation.)
Awarded New Account Sales Representative of the Year in 1987 for closing the most new business in the division.

Account Representative, Burroughs Corporation, U.S. Systems Group (1981-1986)

Sold data processing products and services to out-state Missouri and southern Illinois small systems customers in banks, savings and loans, manufacturers, distributors and governmental institutions.
Recognized by peers as the Exemplary Account Representative after completing the first year, Burroughs training sequence.
Assigned $1 Million per year, new sales quota from 1982 and averaged 107% of this quota through 1986.

University of Missouri, St. Louis