Sales Service
Resume:
David R. Hess
**** ********** **** ******, ** ***15
201-***-**** cell *****@***********.***
Executive Experience
Summary
Seasoned Telecommunications and Information Technology Services professional with a successful track record of working with industry operators and large enterprise clients in Telecommunications, Cloud Services and Datacenter segments. Adept understanding of the products and the applications compliments a long career of industry contacts and relationships. Recent consulting work with managed service providers, datacenter providers has emboldened a clear vision of the transformation of cloud services arena into IT infrastructure segments. Working relationships with some of the leading cloud service providers has further enriched the range of experience and revitalized the capacity to help drive the migration of Cloud Services across the IT and Datacenter markets.
Understanding the challenges Telecommunications, Datacenter and IT Managed Service providers face in the adoption IaaS, VDIaaS and PaaS style solutions has enhanced the ability to address the new market demands for production storage, backup and virtual desktop interests in the market place. 15 plus years of experience highlight a track record of managing related businesses, running sales organizations and designing sophisticated sales & marketing plans to overcome the competitive threats and market challenges. Leadership qualities are underscored with multiple success stories stimulating record performance and overcoming demanding environments. These attributes are coupled with a strong technical proficiency and analytical approach that has been cultivated over a long career in Telecommunications.
Complementary business development skills foster the competence to lead through the bold strategic areas, creating strategic partnerships and negotiating successful M&A opportunities. In depth understanding of market conditions are aligned with successful experience managing and building businesses in both US market and abroad. Extensive qualifications in the following competencies:
Sales & Marketing Plan US and International Sales Management
Business Development Strategic Alliances & Partnerships
Sales Channel Expertise Innovative Strategist for B2B segment
Career History
RKP Steering Group LLC, Union NJ & Toledo Ohio 2012 – Present
Premier Business Development consulting to telecom and technology businesses
Owner & President of Sales
Consulting practice focused on strategic initiatives, sales and marketing and business development for business service companies and large enterprise businesses. Led all sales efforts and managed consulting projects. Focused on IT, Telecom and Datacenter businesses. Current efforts include Regional cable operator, Hosted services and Fiber provider, Datacenter & Emerging Cloud Service Provider. Business development projects target product development, sales and market development, strategic relationships and M&A initiatives. www.rkpsteering.com
Recent clients: Vorbi/ Cloud Service Provider/ IaaS, VDIaaS, PaaS www.Vorbi.com, Telesystem, LSI and Buckeye Broadband www.telesystem.us German social media company, US Web Accessibility SaaS company.
Summary
Business Development project with Cloud Services company. Assisted the development of regional sales plan & launched cloud services IaaS integrator company and merged it into larger company. Vorbi, Alley Technology
Business Development project with an Ohio based injection molding plastics company. Developed a consumer sales and marketing plan for online sales and direct to big box stores. Creative Plastics Concept
Business Development project for Regional Cable operator. Assisted with M&A opportunities and integration challenges. Telesystem
Business Development project with fixed wireless service provider. Sales channel development. AMPLEX, OneRing
Business Development project with a web accessibility Software as a Service company. Developed Sales and marketing plan.
Business Development project with International Telecommunications provider. Market research on Mobile Virtual Network Operators. Raza International
Development project with Video Social Media company. Assisted with US launch and capital initiatives.
Business development and product development project with Software as a Service VoIP provider. Lead the product development of new products initiatives and developed sales and marketing plans. Voice Stick
Business Development project with large telecom calling services company. Developed Internet services infrastructure and launched mobile virtual network operator business. STI
Volatus, NovaLink, Bharti, Deutshe Telecom, Emerald Networks, KDDI Global, PowerNet Global and others
KDDI Global, Edison, NJ 2010 – 2012
Subsidiary of KDDI, a $40 billion global telecom company and the second largest operator in Japan
Chief Sales & Marketing Officer & COO
KDDI Global $400 million annually, telecommunications business unit of the Japanese Telecom operator. Led the sales management of 10 large account sales specialist. Turned underperforming team around into record breaking sales and profitability results within 12-month period. Focused on the US, Latin America and Caribbean markets driving record performance for a network services business.
Drove the increase of gross variable profits to $12.6 million, up from $6.8 million, in a highly volatile market through an innovative sales management plan.
Assisted in bottom line profits, increasing profits by $3 million dollars.
Revitalized underperforming sales teams into overachieving record results through strong leadership, key performance indicators and tracking results sales performance trends across all departments.
Increased year over year network traffic by 75%.
Achieved recording breaking profits of $12.6 million.
Instrumental in the development product and destination profit centers. Led the management team, enhancing the profitability in international destinations.
Instrumental in new customer development in North America, Europe, Latin America and Caribbean.
Directly accountable in building up North American, Latin America and Caribbean. Established highly successful key account relationships in Europe and contributed to KDDI’s success in Latin and South America.
Clients: Verizon, AT&T, Telmex, Colt, Tigo, Digicel, France Telecom/Orange, Deutshe Telecom, BCI, Canada Bell, Raza, Sprint, ETECSA, BT, Telefonica, Tata, Centurylink, Telcom Italia and others.
CSC Management, Montvale NJ & Ft Lauderdale FL. 2006 – 2010
Managing Director & Business Development
Infrastructure Telecommunications Company proving cellular and wireless tower construction and site management services combined with satellite teleport service. Directed the sales and expansion for the company. Assisted in the expansion into Digital Video integration business through an acquisition of a regional services provider.
Managed the sales for Integration business, Satellite and tower management business.
Grew Tower business 50% in two years, repositioning CSC as a leader and innovator in the tower, mobile/wireless.
Doubled the roof top management & leasing business to $2.5 million.
Led the strategy and acquisition of DVS $10 million video integration business based in south Florida, an integral part of the business development plan to bring critical installation skills across a service model for the maritime industry.
Launched and developed Internet, VoIP and broadcast strategy targeting commercial shipping and cruise vessels winning, 4 million dollars of contracts with Greek shipping companies.
Signed 2 million dollars of Teleport services with notable broadcast companies, resulting in one of the largest Teleports in the Southeast.
Restructured sales organization and motivated a winning sales effort to return short-term losses and profitability in 90 days.
Doubled the video integration business by signing Carnival and Royal Princess a well as all/other notable cruise ship companies, with DVS assisting in the company’s turnaround.
Clients: FBI, Sprint, ATT, Verizon, Carnival, Norwegian Cruise, Disney, Royal Caribbean, Princess. Holland America, Paul Allen, INTELSAT, South Florida Enterprise and University Clients.
Dial Thru International / Rapid Link Inc., Los Angeles, CA 2004 - 2006
President/ VP of Sales - Dial Thru International / Rapid Link Inc.
20-million-dollar niche VoIP service provider. Managed sales and marketing while revitalizing the company’s sales focus and transitioned the company back to profitability. Managed a team of 15 sales and marketing employees to improve products and organic growth strategy. Also initiated acquisition plan to drive further sales performance and product expansion.
Acquired 3 business units adding 10 million dollars of profitable revenues and new products.
Strengthen the company’s military focus with the acquisition of Military Telecom service provider.
Drove sales performance increasing revenue trends and restoring profitability, reversing $2.4 million losses.
Grew revenue 100% to $20 million, doubled customer base to 25,000.
Results drove 400% increases to an underperforming stock.
Clients: 30,000 US Military and wholesale Verizon, KddI, AT&T, Sprint, IDT, WorldCom and Others
Telia North America, Reston VA 2001–2004 President / VP of Sales
The Swedish Incumbent Telecommunications Operator; Lead the North American expansion efforts of Telia, Lead the sales and marketing efforts with a team of 25 specialists. Managed the US, Canada and South American region under a 150 million business unit of Telia. Targeted enterprise and wholesale operators offing MPLS and point-to-point data, Voice and datacenter services.
Restructured sales organization and compensation plan to drive better sales results.
Revitalized sales tripling the size and contribution $65 million in sales and drove profit to $11.5 million, up from $1.2 million.
Sold 20,000 sq. ft. data center space in 24 months
Recognized as top performing international division of Telia.
Negotiated a timely pre-bankruptcy solution with Wiltel prior to their filing of Chapter 11, protecting Telia assets worth $20 million. This resulted in a $20 million benefit for Telia NA. WilTel, one of the largest US Fiber network operators, and Telia NA had traded fiber network assets between European and US markets enabling Telia NA fiber network.
Assisted in the sale of Aleron an underperforming dialup ISP to PowerNet Global.
Clients: AT&T, Verizon, BCI, BT, Colt, Williams Telephone, Sprint, Canada Bell, Level 3, Star, MCI Worldcom, Orange, Telefonica, Telcom Italia and others.
LDI/ NetNet, Stockholm Sweden, UK & Ft Lauderdale 1999 – 2001
President / VP of Sales
The European and US based emerging Telecommunications Operator; Lead all the company’s sales efforts the running US and European sales and marketing operations. Reorganized the sales and marketing organization and created aggressive sales plan. Managed sales organization with a team of 60 sales and marketing people located across 7 EU countries.
Managed 60 employees across Europe selling enterprise telecommunication services.
Built direct and indirect sales channels across EU to drive growth.
Doubled the enterprise sales results across EU.
Grew the EU business from $30 Million to $ 40 Million.
Clients: 20,0000 Businesses across 7 EU countries and wholesale Sprint, AT&T, Verizon, Telia, BT, Vodafone, DT and Others
TotalTel USA Communications, Little Falls New Jersey 1995 – 1999
President & VP of Sales
Emerging US Telecommunications Company traded on the NASDAQ/ TELU. Northeastern Inter Exchange Carrier focused on enterprise business clients. VP of Sales and President of TotalTel managed all sales and marketing for the company in the Northeastern region of the US. Instrumental in the growth from $30 million annually to $130 million through sales and product expansion while helping the stock increase from $5 to $20 a share.
Managed 20 enterprise sales people and 5 wholesale specialists.
Increased sales by 100% in the retail division and increased wholesale by 500%.
Named top 50 performing stocks by Money Magazine in 1998. (http://www.prnewswire.com/news-releases/money-magazine-recognizes-totaltel-as-one-of-top-50-stocks-of-the-bull-market-76109422.html)
Named one of 25th most influential Persons in Telecommunication by Phone Plus Magazine.
Clients: 25,000 Enterprise businesses in NJ and NYC and wholesale Sprint, AT&T, Verizon, IDT, BT, BCI, Colt, ACC, WorldCom.
Early career exeperince: West Coast Telecommunications, Sprint Communications/ United Telephone and MCI.
Education
Bowling Green State University, Bowling Green, OH: Bachelor of Arts degree in Communications / Marketing minor
Awards & Recognitions
Atlantic-ACM’s Annual Global Wholesale Carrier Report Card rates the “Top Telecom” companies and KDDI Global won as the “Top Overall Global Carrier with over 100 Carriers Worldwide.
VoiceStick’s, “Internet Telephony Product of the Year” award recipient.
Phone Plus Magazine’s, “Top 25 Most Influential People in the Telecom Industry” award recipient.
Membership Associations & Community
CTIA 2014 – Panel Speaker
Wispalooza 2013 – Panel Speaker
Competitive Communications Association – (COMPTEL), Member
Pacific Telecommunications Council - PTC, Member
International Telecoms Week (ITW) Association - ITW, Member
Ship Management Association, Member and Guest Speaker
Channel Partnership Association, Member and Panel Speaker
Catawba Island Club & Crews Nest
Inverness Country Club
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