Sales Manager
Resume:
Jim Dunn
Email: *********@********.***
Address: *** ******* *****
City: Alpharetta
State: GA
Zip: 30009
Country: USA
Phone: 239-***-****
Skill Level: Director
Salary Range: $150,000
Primary Skills/Experience:
See Resume
Educational Background:
See Resume
Job History / Details:
JIM DUNN
162 Kenneth Drive
Alpharetta, GA 30009
*********@********.***
Sales & Marketing Executive
Leadership and business development skills that raise sales and revenues to the next level
Dynamic, performance-based sales executive with success delivering double-digit sales growth, building and restructuring sales channels and managing sales organizations through change. Relationship builder, with history of cultivating industry contacts to generate profitable opportunities. In-depth understanding of the sales profession and the telecom/technology industry.
Respected leader with record of hiring/contracting key players in direct/indirect sales channels in B2B and B2C environments. Effective change agent, managing mission-critical initiatives for company expansion, while retaining staff, customers, and revenue. Ability to make tough decisions that assist in achieving objectives.
Successfully launched more than 25 startup branch offices/sales organizations throughout eastern, mid-western, and southwestern US creating direct, indirect, and inbound/outbound (telesales) sales channels.
Reinvented sales organization by writing new compensation plan that took 225 sales professionals from commission only to a salary-based plan.
Improved and sustained sales growth without increasing budgets. Realized additional improvements through responsible budget increases to attract top talent who deliver consistent results.
Successfully launched new web sites, new products, new pricing plans and sales promotions by thoroughly understanding the competitive market place.
Executive Skills & Knowledge
Sales, Staff, and Executive Management Leadership & Development
Market Growth / Penetration Focused Revenue / High Margin Growth Strategies
Multiple Channel Experience SME / Large Account / Consumer Segments
Startup Sales Organization History Profit and Loss Responsibility
Marketing & Product Development Competitive Maneuvering
Sales Support Program Development Salary Structure / Compensation Plan Development
ASENTINEL, Memphis, TN, March 2011 present
Privately held, telecommunications expense management solutions provider offering service to the global 2000 market segment
VICE PRESIDENT, DIRECT SALES
Lead C-level, software experienced sales directors through complex sales process to attract and win large, new enterprise customers in the Fortune 1000/Global 2000 segment. Increased sales by 39% in 2011.
T3 COMMUNICATIONS, Fort Myers, FL, March 2010 Feb 2011
Privately held, CLEC providing bundled voice and data, broadband, colocation/disaster recovery, pbx, managed services, structured cabling and cloud solutions including hosted pbx and hosted Microsoft Exchange. First to deploy wide scale WiMAX service.
VICE PRESIDENT OF SALES & MARKETING / Officer
Directed effort to launch new logo, tag line and new public web site in first 90 days of hire. Developed all new company/product sales collateral. Launched new Indirect Sales Channel. Created new sales compensation plans for both Direct and Indirect Channels. Initiated existing customer renewal program. Established sales funnel management discipline. Launched Lead Agent Program. Restructured all product pricing plans to be consistent with competitive market. Increased sales by 10% in 2010.
NUVOX, Atlanta, GA, 2008-Feb 2010
$550M communications company delivering CLEC solutions, Google apps, collocation, data backup and hosted pbx services to business customers.
REGIONAL SALES DIRECTOR
Charged with leading and growing Direct Sales Channel activities in the Atlanta market. Increased sales by 56% in 2009.
James P. Dunn Page 2 of 2
Professional Experience, Continued
Access Integrated Networks, Atlanta, GA, 20032008
$200M voice and data service provider with 100,000 customers in southeast/southwest regions . First to deploy its own private IP network to deliver innovative, high quality, affordable communications services to small/medium business customers.
Vice President of Sales & Marketing / Officer
Strategically and tactically responsible for increasing sales and properly positioning company in the marketplace. Directed all efforts of sales channels (indirect, direct, account management, inbound/outbound telesales), sales operations/support, product development, and marketing. Played key role in growing company from $70M$200M.
Oversaw website development, search engine optimization campaign, direct mail programs, up-sell/new sale campaigns, customer loyalty programs, product penetration, customer contract development, special pricing, product margin targets, advertising, and corporate communications. Managed 150+ employees/indirect agents and $6M budget. Participated in Board meetings to set strategic direction and present sales and marketing contributions. Developed compensation plans for sales channels and recognition program for all employees. Built direct and indirect sales teams; launched inside sales team that became the most productive channel. Located and executed DSL supplier relationships; grew number of DSL lines from zero to over 2000. Created public website and developed high-ROI Search Engine Marketing strategies. Leveraged industry relationships to initiate merger/acquisition discussions.
VidiSolutions, Inc., New York, NY, 20012003
Privately funded, second stage video communications software company offering enterprise-level services in the US and Europe.
Executive Vice President of Sales
Provided an accelerated ramp-up period for this startup company by recruiting channel management personnel (direct, dealer, and wholesale) with backgrounds in telecom and systems integration. Reported to the President.
Began distribution of video email services, penetrating 25+ resellers and numerous Fortune 500 companies.
NuVox Communications / TriVergent, Greenville, SC, 20002001
Rapidly growing communications company delivering integrated voice, data, and internet services to business customers. Result of a merger between TriVergent and Gabriel Communications.
Vice President of Direct Sales
Managed direct sales channel activities in all 26 markets with 250+ sales/sales support team. Full P&L responsibility. Created and built direct channel (indirect channel for a time) sales/support efforts for TriVergent.
Grew revenue from (nearly) zero to a run rate of over $90M annually for combined companies.
BTI Telecom Corporation, Raleigh, NC, 19982000
A CLEC in southeastern US became part of ITC Deltacom.
Vice President of Direct Sales
Charged with growing and managing direct sales channel activities in 22 markets. Subsequently added responsibility for indirect sales channel. Managed $10M budget and sales team of 225.
Generated sales that led to 20% revenue growth during tenure.
LCI International, McLean, VA, 19921998
Facilities-based long distance telecommunications carrier.
Regional Vice President of Sales / Eastern Region Manager of Alternate Channel Sales
Opened sales offices and built direct/indirect teams from NY to FL. Cracked open new geographic markets at all business market segment levels, including targeted and visible companies. Focused on revenue growth and retention and high profit margin selling. Delivered results that helped company grow from $200M to $1.8B.
Opened 13 east coast sales offices with 150+ sales personnel that generated 8-digit monthly revenues.
Integrated acquired companies into existing structures, with tremendous success maintaining staff, customers, and revenues.
MCI, Philadelphia, PA/Washington, DC, 19821992
Senior National Account Manager/Senior Staff Member/Branch Manager/Sales Manager/AE
Started on path of exceeding goals, setting records, expanding regions, advancing employees, and developing award-winning teams. Took senior staff position to learn growing and how sales relate to all other business functions. Landed prize job as senior national accounts manager to manage Mobil Oil one of MCIs top clients worldwide.
Education
West Chester University, Bachelor of Science, Marketing, West Chester, PA
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