Sales Manager

MICHAEL WYNSCHENK

* ********* ****

Sharon, MA **067

C: 781-***-**** ? **********@***.***

Professional Summary

Transformational sales leader recognized for developing and selling

solutions that help clients achieve their business goals. Michael has

achieved outstanding sales and client satisfaction results in SMB and

Enterprise markets, with a proven track record of building professional,

high performance teams that exceed objectives. Areas of expertise include:

Sales Process Management TCO/ROI Solution Selling

Performance Acceleration Creative Collaboration

Innovative Engagement Models Recruitment-Retention-Development

Career Summary

Verizon Business, Boston, MA 2004-present

Sales Vice President

Directed $185 million region; provided leadership to Sales Managers, Client

Account Managers and support staff.

Led organizational sales efforts for competitive network,

infrastructure, security, managed services, professional services,

outsourcing and hosted engagements to key government, higher education

and financial services accounts.

. Introduced new strategic sales processes designed to improve RFP

close rates and reduce sales cycle time, resulting in sales revenue

growth and EBITDA performance leadership

. Improved sales productivity 30% while increasing sales volume with

fewer resources by implementing recognition, development, and career

mentoring programs resulting in retention of 100% of sales force

performing at or above objective.

. Partnered with Service Organization to create and execute a service

improvement plan resulting in the highest level of customer

satisfaction in the Business Unit (2009)

. Northeast Strategic Sales Leader (2008, 2009), Verizon Top 10% Masters

Club (2004, 2005) and Verizon Leadership winner. Selected: Verizon

Business Executive Coaching program (2008, 2009)

Expanets, Englewood CO 2000-2003

Sales Vice President (2002-2003)

Directed $250 million Central Region and National Accounts group for system

integrator focused on SMB market (spin from Lucent Technologies).

Solutions included IPT, VPN, LAN/WAN, call center, conferencing, messaging,

wireless solutions, and supporting professional services.

. Implemented new sales processes, deployment, engineering support model

and marketing programs to produce 12% ROS, improving EBITDA 40%,

reducing DSO from 92 to 46 days and increasing Cisco revenues 346%.

. Utilized Siebel CRM solutions to improve funnel management process,

win-loss reviews, forecast accuracy, client profiling, and support

resource allocation.

. Successfully introduced sales tools and training programs resulting in

improved sales constructs and margins.

. Successfully implemented associate compensation, recognition and

retention programs resulting in sustained productivity during business

sale process.

Marketing Vice President (2000-2001)

Successfully introduced branding campaign during M&A activity resulting in

improved market share. Introduced "white labeled" maintenance, contact

center, and network services portfolio improving overall margins 15%.

Improved revenue per employee 8% by creating and executing market

segmentation and new sales deployment model.

Lucent Technologies, Boston MA 1996-2000

General Manager

Directed $70 million P & L region in New England region, providing and

voice communications solutions to SMB market (spin from AT&T). Expanded

dealer sales channel program (800% growth), implemented new client support

process, and improved contribution margin 225% while increasing territory

revenues each year.

AT&T, Boston MA 1990-1996

Branch Manager

Directed sales, service and support teams, improving all key performance

metrics resulting in branch ranked in top performance quadrant. Highlights

included implementation of "Workplace of the Future" employee training and

development program, resulting in improved sales performance, technician

productivity gains, and reduction in IBEW and CWA grievances. Selected:

AT&T Leadership Development Program

EDUCATION

State University of California, San Francisco 1982

Masters of Business Administration, Marketing

State University of California, San Francisco 1981

Bachelors of Arts, Communications

ADDITIONAL SALES LEADERSHIP EDUCATION

Sandler System Selling SPIN Selling

Miller Heiman Strategic Selling Target Account Selling

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