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Sales & Marketing Director / Managing Director

Work Experience

Career Chronology


NetEffect Europe Ltd (United Kingdom): August 2000 – June 2001
—Acting Managing Director / Sales & Marketing Director: January 2001—June 2001
—Sales & Marketing Director: August 2000—June 2001

Severn Group Plc (United Kingdom): December 1999 – July 2000
—Telecom & Media Sector Head / Sales & Marketing Director

Vidya.net, Inc (USA): July 1998 – December 1999
—Director, Network Development

Telegroup, Inc (USA): October 1995 – July 1998
—Director, International Network Expansion: August 1997—July 1998
—International Network Expansion Manager: November 1996—July 1997
—International Projects & Sales Manager: October 1995—October 1996

University (USA): August 1991 – September 1995 (see section on education below)

US Navy SEAL Teams (USA): September 1982 – August 1991
—Intelligence Department Head (SEAL Team One & SEAL Team Six): November 1983 – August 1991
—Promoted up through the ranks from “Seaman Apprentice;” currently Naval Reserve Officer “Lieutenant”



Career Details

NetEffect Europe Ltd (August 2000—June 2001): United Kingdom
NetEffect Europe Ltd is a subsidiary of NetEffect Corporation, an emerging-technology network engineering consultancy with niche services that include the planning, design, implementation and operations of Voice over Internet Protocol applications and IP-based interactive call centre applications. In less than ten months I sold consultancy services growing the subsidiary from zero revenue to nearly £2 million (GBP) in booked revenue. Secured relationships with and delivering services to customers including Cisco, Cable & Wireless, Cap Gemini, Telia, Tele2, Great Universal Stores, Kingston Communications, Belgacom, Mobilcom, Marconi, Turk Telecom, Bouygues Telecom, Virgin Trains and Unisys.

Acting Managing Director - NetEffect Europe Ltd (January 2001—June 2001): UK Assumed responsibilities as Managing Director after current MD was promoted to President of Global Services based in the US. Managed a team of 20+ in London. Responsible for service delivery, P&L, cash flow and containment of operating costs for the subsidiary with aggressive EBITDA targets. Managed transition phase after a January-2001 reduction in force from 400 to 200 employees globally. Directed retention and re-recruitment efforts internally. Directed the legal framework for inter-company agreements to maximise taxation advantages in the US and Europe. Co-ordinated the sales and engineering service delivery functions to maximise customer satisfaction.

Director, Sales & Marketing - NetEffect Europe Ltd (August 2000—June 2001): Started the subsidiary with zero revenue. In less than 10 months I sold professional services worth nearly £2 million (GBP). Constructed and directed the execution of account plans. Wrote complex proposals for (and managed the delivery of) multi-million pound multi-party hardware/software application integration programmes (£10m+). Wrote the European business plan, which included strategy and tactics for regional expansion, paths to market, solutions/service delivery focus and metrics for success. Recruited, hired and trained a sales team of four Account Executives. Developed the compensation plan. Devised and assured compliance with reporting procedures for the sales & marketing team. Co-ordinated industry events. Translated US to European sales & marketing collateral and developed new collateral. Assisted in recruiting candidate consultants/engineers. Increased new business development by educating and motivating consultants/engineers to be proactive in sales & marketing initiatives.

Severn Group Plc (December 1999—July 2000) Telecom & Media Sector Head / Sales & Marketing Director
Severn Group Plc, based in London, is a project & programme management consultancy in the Information Technology arena. As the Telecom & Media Sector Head I was responsible for selling consultancy services and won contracts with Vodafone, Energis, Morgan Stanley Dean Witter and Argos. I developed a new vertical market for the company in order to diversify the their portfolio. Created and launched the sales-&-marketing plan, developed all new collateral and organised industry events. Example engagements included programme management capability reviews, network designs, network team resource plans, and project & programme management training.

Vidya.net, Inc. (July 1998—December 1999) Director, Network Development: USA Vidya.net is a technology research and business development company owned by the founder of Telegroup (see below). Vidya.net develops and demonstrates telecommunications technologies based on the convergence of telephony and data networking; and constructs comprehensive business models to bring these innovative technologies to the market through strategic alliances. As Vidya.net’s Director of Network Development, I created a business model for a global private network (a $210 million dollar joint venture) that provides voice & data communications for multinational corporations (MNCs). Conducted end-to-end business development, alliance management, and programme management, formed the sales and market strategy, sold to MNCs, generated detailed financial plans, lobbied prospective partners and VCs, and coordinated technical management teams. The business plan resulted in an equipment vendor’s letter of intent to provide $60 million (USD) at a 2:1 ratio of lease capital to working capital for first-year financing (subject to due diligence and performance of partners).

Telegroup, Inc. (October 1995—July 1998): USA A long distance telecommunications company with more than 300,000 customers in over 200 countries. Acquired by Primus Telecom, Inc. in 1999, Telegroup generated revenues of approximately $255 million (USD) in 1998.

Director, International Network Expansion (INE) Department (August 1997—July 1998): As the founder of the INE department, I recruited, hired, and trained seven business-development and programme managers who had umbrella operations authority over 120+ personnel for deploying a global telecom network and services which resulted in a greater-than $90 million increase in 1998 revenues (35% of total). In less than 18 months INE increased Telegroup’s market/network presence from three to twenty countries.

Sales & Marketing: Directed independent & in-house agents and account managers to capitalize upon business-to-business and business-to-consumer markets, which resulted in an increase in domestic and international sales between 35%-75% in more than a dozen countries. Prescribed regional sales, revenue, and profit margin targets. Created the sales & marketing collateral and guidelines for the distribution channels.

Product Development and Management: INE accelerated the deployment of proprietary technology in support of facilities-based services, building upon the company portfolio, which hitherto consisted primarily of callback services. Directed country-specific planning and prioritization of network installations, and development of on-line order entry systems, billing, commissions, and other back-office platforms, ensuring that systems were flexible and operable in high-volume transactional service-provision environments.

Change Management: Maintained a broad awareness of market trends and a sharp focus on niche positioning, taking both proactive and reactive measures. Served as New Product Development and Programme Management Team Leader during company-wide Business Process Re-engineering. Established secure Intranet reporting procedures for board members, executives, and in-house investor relations to track progress of major initiatives emphasizing commercial, legal, operational, and technological developments.

Contract Management & Alliance Management: Supervised negotiations between internal and external customers, vendors, and partners. INE evaluated cost of sales to justify early entry to target markets and conducted analysis for 1997/98 capital network expenditures in excess of $30 million. Directed the consummation of additional contracts comprising approximately 65% of the global network commercial relationships, by far the largest portion of underlying operating costs - in excess of $35 million. Established systems for monitoring performance, payables, and receivables as per Service Level Agreements (SLAs).

Containment of Operating Costs: Identified, selected, and contracted ideal carrier relationships, switch facilities, and circuitry (local, national, and international private lines) striving for least-cost, highest-quality services, under time and regulatory constraints. These activities included the management of interconnection agreements, licensing, and establishing connectivity between our own switching platforms, incumbent PTTs, and alternative underlying carriers. Exploited available wholesale margins to create the lowest possible retail rates, cognizant that every increment yielded beyond minimum multiples would be shared between customer savings and company profit. Managed the INE department’s combined capital and operating budgets – in excess of $4 million.

International Regulatory & Legal Initiatives: Directed the acquisition of international licenses and submission of required registrations to allow for country-specific programmes, prerequisite to generating revenues of approximately $47 million in 1998. Department efforts often required negotiating with foreign countries’ Federal Communications Commission (FCC) equivalents and lobbying them to rewrite their guidelines to become more in accord with, for example, European Union mandates. The INE department was also responsible for identifying, hiring, and managing in-country attorneys and consultants; and creating international subsidiaries, transfer pricing, and taxation strategies.

Telegroup, International Network Expansion Manager: USA (November 1996—July 1997): Generated over $15 million (USD) of 1997 revenues by increasing Telegroup’s facilities-based network and market penetration from three to nine countries in less than seven months.

Telegroup, International Projects & Sales Manager: USA (October 1995—October 1996): Managed international sales coordinator and agency agreements, building upon a 1,500-agent distribution network. Mediated and reconciled sales agent disputes. Created and managed call centres for sales, customer service & sales support (CS & SS). Opened Telegroup’s first wholly owned sales CS & SS office in Germany, coordinating the initial staffing, capital & operating budgets ($1.5 million), corporate architecture, and lease agreement. Established parameters and tools for monitoring effective sales / CS & SS, including time and task tracking.

Education

Education:
—San Marcos High School: Santa Barbara, California, 1981
—BA: Applied Philosophy (summa cum laude) – Grade Point Average (GPA) 3.98 out of 4.0;
MIU, Fairfield, Iowa, 1994
—Student Body President; MIU, 1994/1995
—MA: Professional Writing (Honors) – GPA 3.96; MIU, 1995

Professional Memberships:
—Member of European Competitive Telecommunications Association
—US Naval Reserve Officer: SEAL (Sea, Air, Land Commando / Counter Terrorism / Hostage Rescue)
—APM/CCTA Certified “Managing Successful Programmes” Practitioner

Skills

Personal Summary

For over 15 years I have served in strategic & tactical management roles for government agencies and commercial enterprises worldwide. More recently I directed sales & marketing, business development, product development, and operations departments in telecommunications and internetworking companies and consultancies. Military management training in US Navy SEAL Teams provided a foundation for demonstrated commercial successes including numerous roles with P&L responsibility, writing international business plans, generating over £73 million pounds in revenues, leading teams of 120+, and managing budgets in excess of £45m.

Specialist Areas

International Sales & Marketing and Business Development in Telecom & Internetworking Consultancies
E-commerce Applications, Convergence of Voice, Video and Data; and Interactive Web-enabled Call Centres
Team Building, Operations & Business Process Engineering - (Hardware / Software Application Integration)
Programme Management, Product Development and Multi-party Stakeholder Management

Languages

English

Other

Personal Information:
—DOB: 14 January 1964
—Nationality: American (holds permanent residency visa for United Kingdom)
—Married with three sons

I enjoy teaching physical education when time allows. A variety of sports such as tennis, rock climbing, and swimming keep me fit. Three boys under the age of seven keep me honest.

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