Sales Customer Service
Resume:
JEFFERY HARRIS
Dallas, Texas 75248
Cell: 214-***-**** Email: **********@*****.***
EXECUTIVE SALES AND MANAGEMENT
Operations / Sales / Marketing / P&L / M & A / Product and Market Development
Fundraising / Regulatory Compliance / Safety / Transportation / Logistics
As a seasoned executive, I have maximized sales and profits during periods of rapid
growth as well as in times of market contraction. My experience includes growing
organizations organically as well as through mergers and acquisitions. I have succeeded
in …
• Identifying and capturing new vertical markets
• Maintaining EBITDA while restructuring in response to a changing market
• Orchestrating successful acquisitions to augment organic growth
• Transforming ordinary management teams into cohesive winners
• Leading sales teams to record sales and market share
• Proven to excel in Board rooms, with prospective clients and customer
relationship retention
I am effective under pressure and in situations where making good decisions quickly is a
key to success. As a sought-after speaker, I have addressed numerous conferences and
various industry conventions numerous times.
History and Highlights
President and Owner Invictus Consulting
November 2010 to Current
In November 2010 left COO position to become CEO of a new freight airline after being
recruited by business professionals and industry experts. Worked November 2010 through
January 2011 to establish the infrastructure of the organization, filing for FAA certifications,
requested state funding, tax incentives and other certificates. Venture capital investment
fell through at the end of January 2011 ending the endeavor.
Starting in March 2011 began to focus on full-time consulting business to work with
industry partners throughout the U.S. with a higher concentration in helping companies
deal with complex day to day operational/sales issues and identifying strategic ways to
improve shareholder value.
Chief Operating Officer
AirNet Systems
1996 to 2010
Joined AirNet in 1996 and was promoted to manage all day-to-day operations for this
nationwide entity in 2006. Focused on sales management, product development,
corporate diversification, marketing, pilot recruiting and training, flight safety, TSA/FAA
regulatory compliance and a nationwide ground management team for door-to-door
services. Responsible for all vendor relationships, contracts and negotiations.
Also managed an airline engineering team, a passenger charter division, a 7/24/365 call
center (sales, customer support, product development, etc.), a FAA-certified flight dispatch
Jeffery Harris – Page 2
team that tracked and orchestrated all flights on a daily basis and a freight charter division
utilizing company owned assets, outsourced assets and commercial airlines. Overall was
responsible for 400 employees and a $90M budget.
During this time, AirNet’s prior primary source of revenue all but disappeared (transporting
checks) but EBITDA climbed to new heights.
• Reinvented AirNet. The legacy product (clearing checks) was quickly
disappearing. At first, downsized the air network and staff with minimal customer
impact. Re-engineered the airline, offered new services to non-traditional markets,
augmented ground operations. Despite a 70% decrease in legacy revenues,
emerged from restructuring with a positive EBITDA that climbed to its highest in
five years.
• Only C-Level manager retained. Helped lead company to be sold in a private
equity sell. Post-acquisition I was the only C-Level manager retained that was part
of the initial executive team.
• Built an effective management team. Inherited a team that was silo-driven and
not working together cohesively. Selected key individuals to run airline operations,
flight safety, regulatory compliance, ground operations, call center operations and
airline engineering. Cut staff, flight hours, aircraft type, pilot hiring as a result of the
new, cohesive staff. Focused on new products and services without disrupting
services to existing customers
• Bought clientele. When AirNet was unable to enter the life sciences market,
assessed competition and found a worthy acquisition target already established in
that space. Orchestrated the acquisition which added a $15M portfolio of life
sciences clients. Expanded into new territories utilizing their assets which also
facilitated landing a multi-year $4M contract for a major company in California.
• Reined in runaway costs. Ground courier costs were out of control as the
mentality of the call center was to get the job done at all costs to better serve the
customer. Created an audit team to look at every invoice from vendors to validate
charges. Mandated a nationwide RFP for all ground vendors. Adjusted pricing.
Within 6 months, trimmed the annual run rate from $30M to $23M.
• Diversified with no capital outlay. AirNet needed to diversify but had only limited
capital. Introduced 'managed asset' services for passenger flights using aircrafts
that were managed and operated by AirNet but owned by non-AirNet owners.
Crafted a detailed contract in which the owner paid for the flight crew, their training
and maintenance. Created a marketing and sales team that drove sales to $5M in
the first year.
• Tailored a new service for a major customer. Met with executives of this
Fortune 500 Company to develop a customized logistical solution specific to their
needs. Forged an agreement where AirNet flies dedicated charter flights for this
company that enabled them to offer a premium service to their retail clients. In the
first year, generated $2.5M in sales with plans for expansion in new markets.
SVP Sales and Airline Operations
AirNet Systems
2001 to 2006
Promoted to manage an industry-specific sales team focused solely on the financial
services industry. Also managed the nation’s largest fleet of Learjets as well as pilots and
ground personnel (total 182 aircraft). During this period, revenue climbed to $140M by
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marrying the sales and operations management into a cohesive unit. At its peak managed
over 600 employees. Focus was on sales, marketing, relationship building and overall
management of a complex organization.
• Optimized operations. Created an airline engineering team that focused solely
on route optimization and reducing costs without sacrificing service. Logged $4M
annual cost saving through more efficient utilization of assets.
• Rebuilt sales and service. Built a 6-region nationwide footprint for managing all
sales, hubs and ground operations. Re-tooled Airline Operations to provide real
time logistic solutions to customers. Enhanced customer service and made the
operations team a seamless pipeline for both internal and external customers.
SVP FINANCIAL INSTITUTIONAL SALES
AirNet Systems
1996 to 2001
Built a customer service group to focus primarily on the banking customer vertical.
Introduced commercial airline shipments as an option as well as weekend logistic design
and solution. During this time, revenue grew from $70 million to $100 million in the
division. Led a staff of 15.
• Orchestrated key acquisition. In early 1996, AirNet operated their own aircraft
Monday thru Thursday evenings only, missing a substantial segment within the
existing customer base. Identified Data Air Courier, a reputable proven entity that
had similar customers and provided commercial air service 7-days per week, as an
acquisition candidate. Within one year of consummating the acquisition, AirNet
became the nation’s largest weekend provider for banks and the Federal Reserve
as well as the largest over the counter shipper for Delta, US Air, United and
Southwest airlines.
Earlier, employed as a Senior Product Manager with Mellon Bank from 1994-1996 and as
a Vice President serving the entire NationsBank footprint between 1982-1994.
Additional Information
Active with RACCA (air group), numerous industry groups and a long-standing Board
Member on the NYC Float Roundtable.
Board Member of the Florida State Seminole Club of North Texas (raises funds for the
community via multiple activities with focus on FSU boosters and alumni).
Florida State University 1979-1982
B.S. in Finance
Tallahassee, FL
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