Sales Marketing

MICHAEL KANTHAL

* ***** ****

Matawan, NJ *****

*******.*******@********************.***

OBJECTIVE: A senior-level leadership position in an aggressive organization

that values innovative solutions to further its success and profitability

leading to optimal positioning in its industry.

SUMMARY OF QUALIFICATIONS: Seasoned, hands-on executive with 20+ year

record of demonstrated accomplishments. Able to clearly analyze and match

business requirements with the appropriate value-proposition. Proven track

record in business development, sales/marketing disciplines, and the

development, application and negotiation of high-value customer solutions.

Extremely effective at verbal and written communications with considerable

experience in formal presentations to 'C' level management.

PROVEN ABILITIES AND RESULTS

Business Leadership

Developed multiple new services to meet the needs of AT&T/Teleport's

largest national customers for Local service and was a driving force in

growing the Local business at a CAGR of 17%, from $500M per year to $1.1B

per year in the 5 years after Teleport's merger into AT&T.

Designed, priced and marketed new products to Teleport's largest

national customers and partners. Annual Revenues grew at a CAGR of 55%,

from $24M to $500M in 7 years; these revenues continually represented 50%

of Teleport's total Annual Revenues.

Developed and operationalized new marketing products within

AT&T/Teleport, maximizing Asset Utilization and reducing the need for

capital-intensive infrastructure deployment, thus driving an increased

Margin Contribution of 8%.

Conceived and implemented a sales and marketing strategy, for

Citibank's just-acquired satellite-based national network. Annual Revenues

went from $0 to $18M per year in 5 years.

Increased AT&T/Teleport's market-penetration by making better use of

the Intermediate Channels of Distribution through Partnership Programs.

Increased the use of these Channels by 33% over 5 years directly optimizing

the revenues and margins enjoyed by AT&T/Teleport.

Technology Application

Was the marketing representative on the cross-functional team tasked

with determining the positioning, profitability and marketability of Voice

over the Internet (VoIP) services being evaluated for sale to

AT&T/Teleport's customers. As reported in the Wall Street Journal on Dec.

12th, 2003 AT&T/Teleport announced their decision to fully implement the

recommended VoIP architecture and to nationally market the services.

Led a team in the development on an electronic ordering system, used

by both internal sales people and directly by external customers. The

improved efficiency and increased transaction velocity led to greatly

enhanced client satisfaction. This system allowed AT&T/Teleport's Wholesale

Markets' to lower their SG&A beneath 5%.

Chaired the taskforce resulting in the complete overhaul of

Citibank's technology policies and operational plans for their nationwide

telecommunications infrastructure eliminating duplication and increasing

productivity by 6%.

Completely redesigned and implemented International Paper's

nationwide communications network, into a state-of-the-art electronically-

controlled one, leading to a 12% reduction in Operating Costs.

Business Operations

Led the project team tasked with developing an RFP for Citigroup for

their new Invoice Processing System. Developed the RFP, performed the

financial and operational analyses of the multiple potential suppliers, and

evaluated their responses. Selected the best supplier, based upon a

Weighted-Rating Matrix, wrote the recommendation package and presented &

defended the selection to senior management.

Was responsible for the approval of all Business Cases within

Teleport's National Market's Group involving the outlay of Capital

Expenditures; then presented the cases to senior management for their

approval and directed the distribution, tracking and attainment of the ROI.

Ensured that all cases met the established IRR target of >30%.

Was continually sought out and utilized as an "application

specialist" by other Business Units as someone who was able to "marry"

business solutions to customer applications. I joined various sales teams

in dealing with unique issues presented by customers outside of my normal

venue.

At Teleport, led a cross-functional team in responding to a major

Response For Proposal for a major Carrier. Teleport was being asked to

provide all local services in Chicago to the Carrier whereupon they would

resell those services, under their name, to their customers. The responses

were accepted, and a contract was awarded in less than 6 months

Led a cross-functional team, possessing different types and levels of

expertise, through to a successful conclusion. Developed the RFP for

Citibank's Data Center, awarded the Contracts, implemented the selected

architectural solution, ahead of schedule and under budget.

Was a key participant on the Citibank negotiations team for the then-

unprecedented purchase of the satellite transponders and earth stations

required to deploy the infrastructure nationwide.

Reduced the Cost-of-Sale by 9% associated with the products and

services for which I had revenue responsibility by using outsourced

networking solutions where feasible.

Management

Responsible for Annual Revenue Budgets up to $500M.

Hired and managed a group of 8 sales people and 7 marketing people at

Citibank. Hired and managed a group of 12 marketing and sales-support

people at AT&T/Teleport.

Led the liaison team for Teleport responsible for the successful,

smooth integration of Teleport's top 1000 customers into AT&T.

EXPERIENCE

Custer Communications LLC, President, 2003 - Present

AT&T, District Manager, Wholesale Markets; 1998 - 2003

Teleport, Director of Marketing, National Markets Group; 1991-1998

Citibank, N.A., Vice President, Consumer Bank; 1981-1991

International Paper Co., Project Leader; 1974-1981

EDUCATION

B. B. A. in Marketing City College of New York

OTHER ACHIEVEMENTS

Past-President of the Association of Data Communications Users (ADCU).

Past-Vice Chairman of the Users Workshop of the National Integrated Digital

Network (ISDN) Forum.

Recognized Industry spokesman and featured speaker at various conferences

and forums including: ABA Telecom Conference; CompTel; IEEE ComSoc;

InfoNet.

Selected for AT&T's President's Award, twice in a period of 5 years.

Chairman, Organizational Strategy; NJ VoIP

Member, President's Business Advisory Council

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