Sales Manager

Raymond Doyle

**** ****** ****** 518-***-****

Watervliet, NY 12189 **********@*****.***

CAREER SUMMARY

Marketing Management Professional with 20 years of experience in wholesale and retail markets

specializing in product development and product management. Accomplished in managing complex

teams and conducting strategic/tactical planning to meet schedules and ensure products could provision,

maintain and bill at introduction. Regularly recognized for exceeding goals and motivating teams to

achieve success.

Areas of expertise include:

• •

Contract Negotiation Competitive analysis

• •

Market research Account management

• •

Regulatory negotiation Forecasting

• •

Sales support and service Pricing

PROFESSIONAL EXPERIENCE

Verizon Communications (formerly NYNEX), Albany, NY 1995-2008

SENIOR CONSULTANT, Contract Negotiations/Dispute Resolution (2006 – 2008)

Negotiated CLEC/ILEC interconnection contracts nationwide. Managed contract language disputes

focused on generating revenue or minimizing expense associated with competitive interconnection

contracts.

- Developed inter-company compensation for Verizon’s sale of NE states to Fairpoint. Managed

interstate provisioning modifications required for sale. Led project team, addressed network, billing,

financials, etc. Compensation agreement generated $.5M during transition period.

- Managed dispute resolution effort with major phone company for Tandem Transit which billed Verizon

$3M for services rendered. Negotiated settlement agreement, saving over $1M in payments and

lowered prospective rate by 66%, saving an additional $1.2M/year.

ACCOUNT MANAGER, Wholesale Marketing and Sales (1995 - 2006)

Managed 39 independent telephone companies in NY and CLEC affiliates. Served as single point of

contact responsible for maximizing revenues and minimizing expenses. As regulatory SME for market,

negotiated agreements and performed operations, sales and service activities.

- Managed NY independent telephone market (special and switched access) revenue stream to

$25.6M (107% of objective).

- Pioneered sale of long distance product to independent telephone companies, generating $1M/year.

- Implemented Tandem Transit billing procedures on calls which utilized the Verizon network in New

York, thereby creating annual revenue stream of $1.5M.

- Negotiated the elimination of outdated service agreements with ITC’s, saving approx. $500-600K in

annual expenses.

NYNEX (formerly NY Telephone), White Plains, NY 1987-1995

PRODUCT MANAGER (1990-1995)

Managed carriers’ special access for high capacity services T1, T3 and Digital Data Services (DDS) with

revenue of $9B. Responsible for product life cycle management for DDS and product introductions in

response to competition. As team director, oversaw all costing, pricing, tariff and billing activities of team.

- Implemented DDS life cycle and migration strategy targeting carrier markets to ensure minimal

revenue impact from competition. Maintained 90+% of original customers during migration, thereby

securing $25M revenue stream.

Raymond Doyle Page 2

- Presented various marketing programs to executive level carriers (AT&T, MCI, Sprint) and obtained

buy-in to programs.

- Developed and introduced Enhanced Access Diversity service for carriers. Managed new product

development interdepartmental team to ensure costs, prices, billing, network, tariff and marketing

requirements were established prior to product launch.

- Managed time and volume discount project for High Capacity trunks in response to competition,

retaining approx. $2B in exposed product revenue.

MANAGER, New Product Development (1987–1990)

Directed development of new products and overall introduction of Integrated Services Digital Network

(ISDN) within 6 states. Chaired Market Research and Trials subcommittees. Monitored, measured and

reported results monthly to Vice Presidential steering committee.

- Developed initial ISDN service descriptions for both Basic and Primary Rate Interface service utilized

for company in identifying marketability/applications of technology leading to more focused

introduction efforts.

- Wrote NYNEX official position paper for ISDN. Developed trial strategy and implemented first

corporate ISDN trial to ensure products and technology met expectations.

- Initiated and implemented primary research (focus groups) to identify customer requirements and

service expectations. Research identified customer reaction to key applications (medical imaging

transfer, video conferencing, etc), further enhancing product marketability.

New York TELEPHONE, New York, NY 1982-1986

MANAGER, Competitive Analysis (1983-1986)

Developed and managed competitive analysis newsletter published to key distribution channels.

Provided scenario impact analysis to sales channels to improve success rate of special sales programs.

- Developed internal newsletter for Project Management providing competitive strategy analysis of

major market activities and trends for RBOC's and related industries.

- Provided overall market and segmentation analysis utilized by sales teams for presenting to large

business customers.

MANAGER, Phone Center Stores (1982-1983)

Supervised 8-10 associates. Managed sales, sales support and cross training. Developed and

implemented local sales incentive plans. Conducted training on new products

- Ranked as top sales store in Long Island/Queens.

- Exceeded all sales, service budget and inventory management objectives.

EDUCATION

Bachelor's of Business Administration: Major: Marketing – 1988 - Pace University - New York, NY

COMPUTER SKILLS

Microsoft Office XP - Word, Excel, PowerPoint

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