Sales Manager

James E. Anding, MBA, PhD

***** **** **** **** 847-***-****

Lake Barrington, IL 60010 ******.*****@*****.***

ORGANIZATIONAL DEVELOPMENT / TALENT MANAGEMENT

Proven internal consultant with 12+ years experience in Organizational

Development complemented by direct business-line management experience in

marketing and sales at Fortune 100 companies. Provides a global perspective

and possesses powerful interpersonal, motivational and communications

skills. Excels in creating long-lasting customer and partner

relationships. Aligns with executive management to support effective

decision making for improved performance and results.

Expertise Areas:

( Organizational Development ( Diagnostics & Evaluation ( Customer &

Market Strategy Design

( Performance Management ( Improvement Modeling ( Developing

& implementing Project Plans

( Change Management ( Employee Engagement ( Management & Leader

Development

SELECTED ACHIEVEMENTS

. Change Management: Institutionalized Motorola's change management process

through an enterprise-wide quality-improvement initiative, improving

cycle time for performance improvement programs by 50% worldwide.

. Employee & Leadership Retention: Directed the design and implementation

of worldwide leadership development initiatives, reducing turnover of key

talent by 30%.

. Organizational Effectiveness: Developed and implemented cost avoidance

strategies which saved $155M over 3 years. Focused on spans of control

and layers of organizational management.

. Business-Line Management: Directed the development of a new sales channel

generating $450M in revenue. Led regional sales team and exceeded

objectives regularly by 20%.

. Performance Management: Led the redesign and global implementation of

Motorola's performance management process, enabling the transition to a

pay-for-performance culture.

EXPERIENCE SUMMARY

MOTOROLA SOLUTIONS, INC., Schaumburg, IL 1995 - 2011

Senior HR / Organization Development Consultant 2003 - 2011

Responsible for OD and Talent Management functions for business unit with

25,000 employees including talent development and change management.

Presented human capital capabilities business reports to group presidents

and Motorola CEO, monthly, which influenced worldwide financial workforce

decisions.

. Drove performance management process and compensation planning for a

20,000+ employee business unit, resulting in tighter pay-for-performance

culture.

. Designed and implemented creative change management tools and strategies

that supported the successful consolidation of multi-billion dollar

business units and integration of acquisitions such as General Instrument

and Symbol Technologies.

. Led Motorola's global employee engagement effort resulting in reduced

attrition and improved productivity. Interfaced with senior business

leaders worldwide to increase employee commitment.

. Improved cycle time for performance improvement programs by 50% worldwide

by institutionalizing Motorola's change management process through its

integration with Digital Six Sigma.

Senior Manager, Leadership & Management Development 2000 - 2003

Directed innovative process improvement programs designed to increase

overall business results by linking client goals to required skills and

competencies.

. Re-aligned and developed the consultative selling skills for 100 Account

Managers, driving a 50% improvement in sales effectiveness.

. Chaired enterprise-wide team charged with simplifying Motorola's

performance management process while spearheading Motorola's transition

to a performance-based culture, enhancing its overall competitiveness.

. Led the design and implementation of leadership development initiatives;

reduced key talent turnover by 30%.

James E. Anding Page Two

MOTOROLA SOLUTIONS, INC. (continued)

Market Planning Manager 1997 - 2000

Managed development of worldwide cellular market growth forecasts and

competitive analyses for a $1.5B market. Presented strategic

recommendations to senior management targeting specific global growth

markets to achieve increased cellular market share.

. Designed innovative economic modeling that accurately forecasted cellular

operators' capital expenditures for infrastructure and effectively

focused sales activities.

Market Channel Manager 1995 - 1997

Identified, created and managed relationships with secondary market

resellers. Handled legal requirements compliance, bid and proposal

preparation, contract negotiations, and reseller evaluations.

. Designed and implemented a worldwide marketing program for a new line of

business creating a revenue stream exceeding $20M.

. Drove revision of Motorola's software licensing policies and supervised

their implementation, generating a $20M revenue stream in software

license fees.

PREVIOUS LEADERSHIP EXPERIENCE

BELLSOUTH TELECOMMUNICATIONS, Birmingham, AL

Regional Sales Manager

Directed development of a new sales channel throughout the southeast,

generating a revenue stream of $450M. Developed marketing plans,

applications, forecasting models, and sales channel distribution plans.

. Led regional sales team which exceeded sales objectives regularly by 20%.

Systems Manager

Led a 7-member technical support team maintaining a revenue stream of

$350M.

. Reduced cycle time for order processing and facility provisioning

resulting in cost savings of $2M annually.

. Developed strategic marketing plans, market analysis, forecasting,

competitive analysis, product plans, and execution strategies.

Senior Account Manager

. Exceeded sales quotas regularly by 30% and selected for Winner's Circle

for top account managers.

EDUCATION & PROFESSIONAL TRAINING

. MBA, Kellogg Graduate School of Management, Northwestern University,

Evanston, IL

. Concentrations in Organizational Behavior, Marketing & Strategy

. MA / PhD, Philosophy, University of Waterloo, Waterloo, ON

. Thesis topic: The logic of scientific method

. BA, Millsaps College, Jackson, MS

. Select Professional Training: Principles and Practice of Organizational

Development, Columbia University; Negotiating Software Licenses, Data-

Tech Institute; National Sales School, AT&T - Finished #1 in class

PUBLICATIONS & PRESENTATIONS

. "Motorola's Change Management Journey," Proceedings of the HR Best

Practices Conference, Mountain

States Employers Council, Denver, CO, April 12, 2005.

. "Optimizing Digital Six Sigma through Change Acceleration," Digital Six

Sigma WORLD Symposium 2004,

March, 2004, Schaumburg, IL.

. "Promoting Consistency in Performance Management at Motorola," 2003

Performance Measurement

Conference, The Conference Board, New York, May, 2003.

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