Dale Lockwood

Email: abqk2m@r.postjobfree.com

Address: *** ******* **

City: Lexington

State: KY

Zip: 40515

Country: USA

Phone: 859-***-****

Skill Level: Director

Salary Range: $100,000

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

Dale R. Lockwood

Cell: 859-***-**** abqk2m@r.postjobfree.com

Dale R. Lockwood

749 Clayvis Ct. Lexington, KY 40515 www.linkedin.com/in/drlockwood/ Cell: 859-***-**** abqk2m@r.postjobfree.com

SOLVER OF SEEMINGLY IMPOSSIBLE PROBLEMS

Specialist in General Management, Sales, Operations, Marketing, Customer Care, Project Management

Areas of Expertise

Staff Development & Training

Call Center Design & Management

Turnaround & Reorganization

Process/Systems Design

Project Management

Contract & Price Negotiations

Strategic Planning/Execution

Key Account Development & Retention

Consultative Sales

Quality Management

P&L Management

Google AdWords Certified

Executive leader with 25+ years of success managing sales, client services and operations teams in both entrepreneurial and large, Fortune 100, corporate environments. Demonstrated talent for consistently achieving the seemingly unattainable under near-impossible conditions.

Acknowledged as a visionary, strategic thinker, calculated risk taker, and expert in tactical execution. Hire, develop, and lead top-producing teams, leveraging inspirational and motivational coaching management style to create maximum performance.

Sought-after for service as counselor, advisor, and consultant by business leaders, peers, and community organizations participates on numerous government, business, and educational advisory boards and councils. Track record of delivering hundreds of presentations and public speaking engagements, and teaching thousands of classes (full listing available).

Available for travel and relocation consideration.

Professional Highlights

Berry Company, LLC Dayton, OH 2011 to Present

DIRECTOR OF CLIENT SERVICES DAYTON, OH, 2011-2013

Recruited internally to bring stability and order and cost efficiencies to Berrys out-of-control in-bound Customer Service call center. Reorganized, hired and developed team in first year that reduced claims aging from >150 days to less than 4 days within 6 months. Reduced inventory backlog from 8,000 units to under 300 in 8 months. Created upstream communications systems with sales and production departments implementing QA processes to reduce defect rates and mitigate claims while maximizing client retention rates. Reduced 2012 C&A by 50% and $12.5M year-over-year.

Cost Savings

Quality

Employee Development

Metrics

Sales marketing business development manufacturing finance project manager vp director division district regional telecommunications advertising branding president executive vp vice-president security bcp emergency operations inside outside sales territory yellow pages internet CPP CAS directory directories SEO SEM website

Sales marketing business development manufacturing finance project manager vp director division district regional telecommunications advertising branding president executive vp vice-president security bcp emergency operations inside outside sales territory yellow pages internet CPP CAS directory directories SEO SEM website

Achieved every targeted stretch performance metric while correspondingly reducing headcount and expense by 33% in first year.

Exceeded all stretch objectives while operating below budget.

Employing learnings from the Malcolm Baldrige National Quality Award win at GTE, established the first quality performance standards and measurement system for Berry Client Services.

Established new employee development programs accelerating growth of ubiquitous skills for customer service personal and management.

Reduced in-bound claims call volume by >50%

Reduced ASA from >30 minutes to

Increased Service Levels from 85+%

Reduced abandoned call ratios from >60% to

Sales marketing business development manufacturing finance project manager up director division district regional telecommunications advertising branding president executive up vice-president security bcp emergency operations inside outside sales territory yellow pages internet CPP CAS directory directories SEO SEM website

Berry Company, LLC (Local Insight Media) Lexington, KY 2008 to 2011

AVP / CLIENT SERVICES REGIONAL DIRECTOR LEXINGTON, KY 2008-2011

Recruited back into print/digital sales industry. Managed all aspects of the Lexington, KY and Hudson, OH sales operations. Responsible for print and digital sales revenue growth in KY, OH, TN, WI and IN markets. Was only sales division to exceed 100x100 digital sales objectives and sustained online revenue development performance.

Revenue Growth

Quality

Employee Development

Sales marketing business development manufacturing finance project manager vp director division district regional telecommunications advertising branding president executive vp vice-president security bcp emergency operations inside outside sales territory yellow pages internet CPP CAS directory directories SEO SEM website

Sales marketing business development manufacturing finance project manager vp director division district regional telecommunications advertising branding president executive vp vice-president security bcp emergency operations inside outside sales territory yellow pages internet CPP CAS directory directories SEO SEM websi

Leading digital sales region by percentage growth 2008-2010.

Lowest level of claims and adjustments in company footprint.

Created unique employee development programs and sales strategies for success in the most competitive markets in Berry footprint.

LAW Safety & Security Specialists, LLC (LAWS3) Euless, TX 2007 to 2009

Global security consulting firm, established as joint venture with other security company. $200K in revenues.

EXECUTIVE VICE PRESIDENT

Serve as managing partner focused on marketing, sales, training, audit and evaluation, strategic planning, public relations, promotion, branding and business development. Oversee 5-6 external strategic partner specialists. Used cold calling, direct mail, Internet marketing, networking, and industry expo participation to generate new business.

Representative clients include Deloitte & Touche, Conoco/Phillips Aviation, and Bahamas Department of Tourism.

New Account Development

Branding Strategy

Start-Up Development

Seized first 6 clients during start-up year representing $100,000 achieving 100% sales volume and customer acquisition objectives.

Created and launched companys LAWS3 Certified Secure certification and branding strategy in Q4 2007.

Established companys strategic operations plan, marketing campaign, pricing structure, and sales strategies.

Martial Sciences Group, dba Kung Fu San Soo of Texas Bedford, TX 1995 to 2007

Defensive tactics and self-defense training academy serving law enforcement, military, and civilian clients.

PRESIDENT/CEO

Built company from small club format from the ground up into high-profile, internationally recognized brand and educational provider. Hired, developed, and managed 21 employees. Managed P&L, sales, operations, contract negotiations, marketing, and training and development. Trained FBI, CIA, Treasury Department, Navy, Army, and Special Ops personnel as well as the general public. Profitably sold company.

Revenue Growth

Awards & Recognition

Branding Development

Delivered annual revenue growth from 200% to more than 700% YOY.

Received 2005 HEB Chamber of Commerce Business of the Year Award, recognition by Senator Jane Nelson, award of American flag flown over U.S. Embassy, in appreciation and honor of civilian company for specialized tactical training performed for Army personnel during operation Enduring Freedom.

Created one of the most powerful and recognizable brands in modern martial arts industry.

LookLocally.com Grapevine, TX 2004 to 2005

SEO/SEM Internet Company with $500K in annual revenues.

VICE PRESIDENT - SALES

Recruited for 6-month consulting position assisting Internet start-up with its sales operations.

Sales Strategy

Staff Recruitment

Developed and launched an updated, overall sales strategy.

Hired 3 sales staff members, recruited operations manager from a competitor, and developed pilot compensation plans and sales policy.

Verizon Information Services/GTE Irving, TX 1982 to 2003

DIRECTOR NEW MEDIA SALES/GROUP MANAGER ELECTRONIC SALES IRVING, TX, 1998-2001

Promoted through increasingly responsible positions within GTE Directories Corporation National Sales Group. Emphasis on developing and retaining national accounts. Consistently met and exceeded all company goals. Handled market penetration and revenue development for Verizons SuperPages.com within national accounts CMR sales channel. Managed strategic market planning, sales, pricing strategies, and internal/external training. Clients included GM, Allstate, U.S. Air, John Deere, and Hilton.

Market Share Growth

Committee Membership

Revenue Performance

Sales marketing business development manufacturing finance project manager vp director division district regional telecommunications advertising branding president executive vp vice-president security bcp emergency operations inside outside sales territory yellow pages internet CPP CAS directory directories SEO SEM website

Sales marketing business development manufacturing finance project manager vp director division district regional telecommunications advertising branding president executive vp vice-president security bcp emergency operations inside outside sales territory yellow pages internet CPP CAS directory directories SEO SEM website

Captured 60%+ of potential market share by developing counter-competitive Early Renewal pricing incentive.

Served as co-chair of industrys CORE committee (Consortium for Online Revenue Enhancement), redefining direction of interactive sales focus for agencies and publishing companies.

Achieved annual revenue performance 149% - 213% above business plan.

Seized unprecedented revenue development exceeding 200% of B.P. by inventing industry-leading bundling sales strategy blending Internet with print products.

Developed and deployed How to Sell It national training seminar series and designed 3 Level Sales presentation packages to train agencies and clients.

Grew SuperPages.com product from zero to $15+ million in revenue in 3 years.

SENIOR NATIONAL SALES BUSINESS DEVELOPMENT MANAGER - IRVING, TX, 1995-1997 and 2001-2003

Promoted to manage sales penetration and revenue growth for print yellow pages and SuperPages.com interactive products through external CMR channel. Clients included 1800Flowers, Monster.com, Travelocity, Bank of America, and Chrysler. Managed annual revenue responsibility of $88.5 million across 99 external agencies. Represented national sales group on Century Telephone Co. RFP team for GTE/DC.

Special Assignments

Sales Increase/ Account Award

Award

Assigned problem agencies to manage and develop based on highly refined interpersonal, negotiations, and customer service skills.

Boosted sales production from 100% to 153% of annual B.P. yellow pages sales objectives and from 160% to 200%+ in electronic media sales volume.

Achieved 6% industry advertising revenue increase through role as co-chair of industry Training, Development, and Task Board for CMR agency sales development initiative.

Closed $1 million sale with 1800Flowers.

Received presidents Quality Improvement Team Award (2001).

DISTRICT SALES MANAGER/DIVISION MANAGER NATIONWIDE LOCATIONS, 1984 to 1995

Promoted to manage sales production, innovative sales management, personnel training and development, and turnaround successes. Deployed temporarily and permanently to Florida, Nevada, California, New York, and Hawaii to support start-ups, new ventures, and to salvage declining operations. Revenue responsibilities of up to $50+ million and 60+ employees. Served as district sales manager subject matter expert for independent Telco relations. Liaised between publishing, operations, and GTEs largest sales region in authoring new policies and procedures improving efficiencies and accomplishing cost reductions.

Organizational Initiatives

Awards

Sales System

Account Salvaging

Established satellite sales units to replace division offices in Los Angeles area to support cost reduction initiatives and centralized support and production teams.

Received every eligible sales management award (Hall of Fame, District Sales Manager of the Year, Distinguished Management Awards). Member of Malcolm Baldrige National Quality Award-winning company team.

Revolutionized industry sales systems by writing Managing for Success white paper, shifting from company-focused operational methodology to people-centric management systems. Results: employee satisfaction/retention increases and improved sales revenue development where employed.

Salvaged $38 million contract with Centel and delivered consistent 11.5% annual sales increases on overall revenue base of $50+ million by restoring stability and managing recover operations for Las Vegas, NV sales division.

Education & Credentials

Sales marketing business development manufacturing finance project manager vp director division district regional telecommunications advertising branding president executive vp vice-president security bcp emergency operations inside outside sales territory yellow pages internet CPP CAS directory directories SEO SEM website

Certified Protection Professional (CPP)

Certified Anti-Terrorism Specialist (CAS)

Teacher, Dale Carnegie Sales Program and Human Relations Course

Completed numerous sales, management development, negotiations, and interpersonal relations courses

CPE Certificate Fraud Awareness

CPE Certificate Economic Espionage & Trade Secret Theft

Member, American Society for Industrial Security (ASIS)

Board member, City of Bedford, TX Community Affairs Commission, 2007 - 2008

Completed majority of requirements toward B.S. in Production Management

Rochester Institute of Technology, CCE Rochester, N.Y.

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