Sales Project
Resume:
Brian Tucker
Email: *********@********.***
Address: *** * **** **
City: 28 E. Jackson Bldg. 10th FL. #C172
State: IL
Zip: 60604
Country: USA
Phone: 312-***-****
Skill Level: Director
Salary Range: > $250,000
Willing to Relocate
Primary Skills/Experience:
See Resume
Educational Background:
See Resume
Job History / Details:
BRIAN TUCKER
*********@********.***
28 E. Jackson Bldg. 10th FL. #C172
Chicago, IL. 60604
EXECUTIVE PROFILE
An innovative and creative strategist with a distinguished career and demonstrated success driving transformation initiatives in
complex and competitive business climates that develop and maximize profitability opportunities, restore or increase market share, and
produce multi-million-dollar growth. Proven ability and tenacity to recruit, mentor, and manage mission-critical teams through execution
of crucial activities in both stable and unstable environments. Multi-dimensional and diplomatic when forging long-term relationships
with internal and external business partners to drive sustainable and scalable results to realize maximum return on investment.
FUNCTIONAL EXPERTISE
* Senior Leadership
* Cost Reduction
* Outsourcing & Insourcing
* Program Recovery
* Business Transformation
* Merger & Acquisition
* Governance Restructuring
* Marketing & Sales Strategy
* Scale & Growth Initiatives
* Due Diligence & Transition
* Performance Improvement
* Technology Solutions
FUNCTIONAL EXPERTISE DEMONSTRATED
BROCADE COMMUNICATIONS, SAN JOSE, CA 2006 - PRESENT
Role: Executive Global Sales, Operations, and Effectiveness
Scope: Commissioned to reverse company-wide revenue losses. Created and implemented multi-business unit, multi-problem
turnaround strategies and centralized processes in sales, business governance, staff, and technology. Within 90 days, these efforts
doubled sales, reduced costs, and restored growth. This became the foundation for 6 years of steady growth, resulting in a lean,
well-managed, and scalable organization with further improvements accomplished through the following initiatives:
* Acquisition Integration: Tapped by senior leadership to lead organization-wide planning, due diligence, and integration for 4
acquisitions. Within 90 days, enabled deal architects to anticipate and mitigate people, process, and technology risks, and reduced
integration timelines 66%. These efforts drove a 30% revenue increase year over year.
* Performance Improvement: Called upon by senior management to pinpoint improvement opportunities and drive multi-year sales
growth initiatives. Identified process bottlenecks within multiple departments and implemented sweeping changes to preserve
acceptable risk levels in legal, accounting, fulfillment, and compliance. Within 90 days, negotiated with department heads and sales
to reduce complexities and administrative burden. This improved sales cycle times 90% and bolstered customer confidence.
* Sales Enablement: Tasked with developing a global
self-serve
sales proposal solution and process automation to reduce
administrative backlog and grow sales. Standardized product and service offerings while streamlining marketing, pricing, and
contracts to cut proposal cycles from days to minutes. These efforts delivered a global proposal response solution in 6
months and equipped the sales force with product and services knowledge advantages.
* Operational & Training Excellence: Commissioned to work with sales and technology leadership to identify knowledge gaps and
implement new, high-visibility sales tools. Built and executed internal market strategies while leading technology and training
rollouts. This closed the gaps between knowledge and technology, reduced training time 65%, increased productivity, and
enabled Field Sales to better focus on customer acquisition.
RBT SOLUTIONS, (A DIVISION OF SIMPLYSELL), CHICAGO, IL 1992 - 2006
Principal Investor
Scope: RBT Solutions is a national consulting organization focused on transformation, turnaround, and recovery solutions. In each of the situations
below, drove and managed strategy and implementation activities. Trajectory change was typically realized within the first 90 days.
Transformation or recovery was usually realized within the first year. Below are some of the more notable achievements:
* Outsourcing Restructure: Committed to UNITED AIRLINES in 2005 to drive a 10-year $680M global outsourcing initiative to fortify
bankruptcy exit strategy. Restored program financials and secured $9M in program startup funding while managing due diligence, vendor
selection, and service reduction efforts. Within 18 months, trimmed headcount 78% and services schedules 70%. These achievements
eliminated legacy labor functions while reducing procurement and sourcing costs $136M over the life of the contract.
* Transformation Management: Recruited by US DEPARTMENT OF VETERANS AFFAIRS in 2004 to develop proof of concept and
implementation strategies while directing compliance, technical, and service delivery activities for a system-wide security deployment to
500,000 employees. Shortened site readiness times 60% through training and staffing utilization changes, reduced user cancellation rates
90%, and decreased labor 50% within the first 90 days. These efforts expedited validation and reduced project rollout schedules.
* Sales Process Restructuring: Tasked by DELL INC. in 2002 with leading services and hardware sales teams of 35+ members through all
phases of RFP, presentations, technical solutions, and business and legal negotiations. Within 6 months, closed an 8-year, renewable,
$680M contract. This
at the time
became the largest single win in Dell
s history.
* Proposal Process Development: Commissioned by DELL INC. in 2003 to reconstruct proposal processes for sales, technical solution
design, and costing teams. Managed RFP and negotiations processes. Closed multiple, multi-year services and hardware
beacon
accounts in 5 verticals, generating $18M revenue the first year. These methodologies were adopted worldwide by Dell.
* Service Delivery Restructure: In 2004, championed operations for multiple clients of DELL INC. to deliver high-value services geared
toward reducing operational spending. Led multi-functional program teams of 500+ through solution design, program planning, and
transition. Within 18 months, consolidated 720 service vendors into a single source, drove $27M annual savings, and decreased support
times 95%. These solutions enabled clients to realize an additional $136M in savings over the next 5 years.
* Architecture Migration: Tasked by the leadership of ROCKWELL AUTOMATION to restore order to global technology initiatives following
two prior false starts. Created strategic plans, led team restructuring with new subject matter experts, realigned delivery metrics, and cut
budgets to reestablish funding. Within 60 days, reduced labor costs 40%, streamlined rollout processes, increased productivity 3X, and
reduced licensing costs 23%. These efforts resulted in restored costs, schedules, and budgets.
* Program Recovery: Engaged by LEO BURNETT to restructure failing infrastructure and application refresh initiatives stuck in pilot phase at
50% over budget and 60 days behind schedule. Replaced project vendors and rebuilt teams with lower-cost solutions to recoup labor
overruns. Led deployment efforts, corporate project branding, communications, and implemented online training. In fewer than 12
months, delivered project ahead of schedule, within budget, and permanently reduced ongoing project costs 15%.
* IT Security Remediation: Enlisted by CHICAGO PUBLIC SCHOOLS to recruit and lead delivery teams for an IT refresh project a year behind schedule due
to inadequate technology and network security failures. Directed assessment and services teams delivering $25M in strategic remediation
and recovery solutions across 634 locations. Within 90 days, stabilized pilot project and shortened remediation timelines 50%.
Completed the rollout and restored security within 120 days and reduced project costs by $7M.
* IT Transformation: Appointed by BRITISH PETROLEUM to develop and deploy centralized IT refresh models with globally distributed support
capabilities. Led design, planning, financial, and change management teams. Within months, built a leveraged and centralized workforce
of 60 to reduce remote labor costs 46% and achieve 96% customer satisfaction rating for all work aspects performed. These strategies
permanently reduced global, program-wide delivery schedules and labor costs.
* Project Recovery Cost Reduction: Recruited by the CITY OF CHICAGO to lead multiple integration, stabilization, and deployment efforts across 42
departments that were running more than a year late and over budget. Restructured schedules and resources while managing rollout,
training, and support teams. Reduced labor costs 43%, cancellation rates 64%, and completed several projects months ahead of
schedule. Procedures implemented permanently increased productivity and reduced costs.
EDUCATION
EASTERN ILLINOIS UNIVERSITY - Business Management
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