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Sales Manager

Location:
San Diego, California, United States
Posted:
February 10, 2012
Email:
adg88f@r.postjobfree.com
Contact Info:
***********@*********.***


Chet Jackson adg88f@r.postjobfree.com
***** ********* ******, *** *****, CA 92131 (619) ***-****
Business Development, Strategic Sales, Large Account Management
Market Growth Strategies / Sales Force Leadership / Strategic Partnerships/ Carrier Markets/
Major Telemarketing Experience / Start-ups / Negotiations / Market and Key Account Development
A dynamic and aggressive sales professional with more than 15 years of blue chip communications experience in Fortune 500 firms that include Qualcomm, GTE Wireless (Verizon), US West (Qwest), and Nextel. Noted for exceptional strengths in sales force leadership, telemarketing, market and key account development, application development/product management development and management of indirect and direct sales channels, strategic alliance development, negotiations, and customer service. Demonstrated achievements in telemarketing ventures, major telecommunications firms, telecom start-ups, and telecom software development companies.
• Exceeded quota for Nextel by increasing data applications sales in retail and indirect channels
• Developed $200M fixed wireless market for Qualcomm by increasing RF product confidence and educating Sprint on wireless data applications
• Captured $93M in new business for GTE’s telecom start up with intensive sales force leadership
• Secured $30M CDMA wireless contract with GTE Wireless for Qualcomm
• Bolstered GTE commercial sales revenues 323% to $50M annually within 90 days by selling CDPD network capability to current customers through direct and retail sales channels

• Exceeded $60M in sales revenues for GTE Wireless start up to achieve top national ranking

• Reaped $12M in wireless retail sales with US West (Qwest) for Qualcomm

• Built $200M new retail and direct telecom business for Qualcomm in less than nine months

• Advanced direct and retail wireless sales $240K for GTE through partnerships with major sports teams
• Led the Signature Group’s inbound/outbound telemarketing venture from manual to full automation.
Professional Experience:
SR SALES MANAGER, Wireless Network Group, (Jan 2007 – Present) Brought on board to grow company’s business in the Southeast and west to California. Exceeded 2007 goal of $4mms by 32%. Exceeded 2008 goals by 41%. Exceed 2009 goals by 36%. Acting Project manager for ATT Wi-Fi build out in Riverside CA. Company designs, builds and maintains wireless networks. Manage 9 Regional Mgrs, and 7 sub contracts, i.e., GDIT, Goodman, Alcatel Lucent, etc.
MANAGER, STRATEGIC ACCOUNTS, Nextel Communications, (July, 2003-Sept. 2006) – Responsible for the development and management of 17 of Nextel’s strategic accounts; Disney, Siemens, Hilton, and others. Owner of all retail, direct and indirect sales channels for all accounts. Approved sales for direct, retail, telemarketing and indirect sales channels. Negotiate contracts and monitor for compliance. Manage agent relationships and Nextel Partners markets, including retail and telemarketing. Owner of First Approval for customer network solutions. Manage a team of 7, including 4 Strategic Care Specialists, 1 Strategic Account Specialist, 1 Collections Specialist, and 1 Administrative Assistant. The team performed at 178% to quota. This performance is primarily attributable to the team accepting responsibility for determining the customer’s needs, and selling to those needs. Our performance is also attributable to our communications with Corporate Account Executives and retail channel distribution throughout the markets. (Approximately 40% of gross ads were managed through contracts with the retail/indirect channel.)

DIRECTOR OF BUSINESS DEVELOPMENT, SolidStreaming Inc. (Jan. 2001 - Dec 2002) - Led worldwide business development team for this telecommunications software provider offering streaming video software solutions to handset manufacturers and carriers throughout the world. Responsible for key contract negotiations, negotiating letters of intent, and the recruitment, training, and sales leadership of six regional managers. Accountable for budgets in excess of $40M. (Negotiated contracts separately with carrier’s resellers.)

Chet Jackson Page Two

SENIOR MANAGER - NEW PRODUCT BUSINESS DEVELOPMENT
Qualcomm Inc. (1996-2001) - Led fixed/mobile wireless sales of consumer products in North America for this $4.9B Fortune 500 wireless and telecommunications products manufacturer. Responsible for the introduction, testing, approval and roll out of new wireless products including handsets and infrastructure. Negotiated key contracts including successful business development of $200M fixed wireless sales to Sprint PCS. Coordinated field-testing of next generation products, customer product training, and management of key customer concerns and issues. Managed budgets exceeding $22M. (Negotiated and managed independent contracts with resellers and distributors.)

Captured $200M fixed wireless market for Qualcomm by increasing product confidence - Jump-started previously unsuccessful fixed wireless sales with product pilot testing. Designed and conducted product trial in Des Moines, Iowa, focusing on Drake University and the construction industry. Successfully demonstrated product’s viability that led to a nationwide product launch by Sprint PCS.
Secured $30M CDMA wireless contract with GTE Wireless for Qualcomm - Developed new business for Qualcomm following joint venture dissolution with SONY. Targeted previous SONY customer, GTE Wireless, and leveraged key GTE contacts to build this major account. Resolved product-testing failures with engineering for CDMA (Code Division Multiple Access) wireless telephones by optimizing GTE network that delivered this key account for Qualcomm.
Reaped $12M in wireless sales with US West (Qwest) for Qualcomm - Secured more than $12M in wireless sales to US West for Qualcomm that also saved more than $5M in fines levied against US West. Offered wireless alternative to US West stemming $1M in monthly fines levied by the State of Colorado for failure to provide timely wire line phone services to new customers.
COMMERCIAL SALES MANAGER – ( Same physical address as US West below.)
GTE Wireless, JV dissolved (1995-1996) - Led business development of the commercial sales market for this $23B Fortune 500 wireless service provider. In taking over the San Diego market from US West, GTE required a more even distribution of direct/indirect channels. I successfully realigned indirect and direct sales channels following acquisition. Grew commercial sales team from four to eighteen in less than ninety days, many of whom are still with, what is now AT&T. Increased GTE commercial sales revenues 323% to $50M within 90 days. Led staff of more than 18 and held budget responsibility for more than $63M.
GENERAL MANAGER - INDIRECT SALES
US West/GTE Joint Venture, (1994-1995) – Originally moved to San Diego to take on this new position. Directed indirect/retail sales team for this $16B Fortune 200 telecommunications provider. Responsible for management of all agents and resellers in Arizona, New Mexico, and Southern California. Successfully renegotiated and executed contracts with four largest local agents, as well as national agents Radio Shack, Circuit City, Sears, Good Guys and Best Buy. Responsible for production, contract execution and compliance, co-op, market development funds, and commissions of all agents and resellers. Supervised staff of 13 and managed budgets exceeding $83M.
AREA SALES MANAGER
GTE (Verizon) Mobile Communications (1987-1993) – Managed retail and direct staff of 22 and held budget responsibility for more than $43M. Exceeded $60M in sales revenues for GTE Wireless start up to achieve top national ranking - Built GTE Wireless start up in Dallas, Texas, achieving $60M in sales revenues and top national ranking. Targeted other GTE companies such as GTE Telops and GTE Directories that became major accounts. Established mutual service contracts with the Texas Rangers baseball team and Dallas Cowboys football team. Out stepped competition to become the top wireless retail, direct and indirect reseller in North Texas and number one in the nation.
Education
Conferred a BS in Sociology. Completed extensive ongoing professional development covering topics related to Sales Management, Management Development, Contracts and Negotiations, Telemarketing, Telecommunications, CDMA (Code-Division Multiple Access), and Cellular Modems and Data. Completed Miller Heiman’s Large Account Management and Strategic Selling courses.
Master’s, Tulane University, Freeman School of Business, December, 2005.