Sales Manager
Resume:
David Lawrence Hogan
Sioux Falls, SD 57108
**********@*******.***
Summary of Qualifications Leadership Executive
Senior Level Executive focused on driving the Customer Experience within
telecommunications and technology driven organizations. Expertise includes
Sales, Marketing, Product, and Business Development. Adept at creating,
building, and leading organizations in the B2B customer segment to include
Commercial, Wire line, and Wireless. Ability to create strategic
partnerships that drive sell-to and sell-through opportunities across
multiple customer segments and sales channels. P&L responsibility in
excess of $400 Million.
Professional Experience
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2
3 SDN Communications (Sioux Falls, SD) 2013 to
Present
SDN Communications is a regional provider of Data Communications and
Technology solutions in the Midwest throughout 8 states. SDN provides
services to Commercial, Cable, Telecommunications, and Wireless companies.
Vice President - Sales, Product, and Marketing (Reporting to the CEO)
Executive Leader responsible for the overall Customer Experience strategy
on behalf of SDN. Responsible for the overall growth of a privately held
company with $100 Million in annual revenue. Since joining the company,
we've developed a Business Strategy that aligns the goals of each
organization with those of the company. In addition, we've transitioned
all departments into a metric-based model that aligns revenue growth,
productivity, and financial due diligence, and customer satisfaction.
Implemented a CRM system and rolled out a new Service Delivery platform to
automate work-flow and processes.
Results:
Increased Customer Satisfaction by 12% to an all-time company high
Revenue growth of in excess of 15%
Improved sales ARPU by 20%
Reduced installation times by 20% with the use of work-flow and process
improvements
Customer contract wins worth over $250 Million
Improved Gross Profit by 15% by moving from transactional to consultative
selling
Renewal of customer agreements to include Verizon, AT&T, and Sprint
4 Frontier Communications. (Seattle, WA)
2010 to 2013
Frontier Communications is the largest rural telecommunications company in
the United States serving over 3 Million residential and business customers
across 27 states. In July 2010, Frontier acquired 14 states from Verizon
and grew from 5,000 to 15,000 employees.
Vice President - Commercial Markets (Reporting to SVP - Commercial Markets)
Executive Leader for 11 of the 27 States for Frontier. Over the last 22
months, built a Commercial business organization for Sales, Marketing,
Operations, and Support. Created strategic and operations plans to sustain
sales and revenue growth while aligning with product and financial goals.
Management of Capital budget and deployment of Commercial Solutions.
Integration and alignment of the Commercial organization with Regional and
Local Leadership. Establishment of a compensation plan and alternate
channel inclusion. Executive Director for Managed and Cloud Services on
behalf of the company.
Results:
Expansion of organization from 20 to 125 within 20 months
Reduction of customer churn from 2.8% to 1.2% within 9 months
250% Revenue Growth YOY for CPE and Managed Services
Expansion of Commercial solutions from 11 to 36 markets
Improvement of ARPU by 17% and Booked to Bill results by 45%
18 months consecutive growth of sales and revenue growth
Executive lead for National Sales Meetings with over 400 participants
Development of Strategic Plans to include Brand Awareness, Go To Market
Plans, and Demand Generation
5 Revonix, Inc. (Seattle, WA) 2008 to
2010
Founded in 2008, Company was spun off from NuOz, Inc., a privately held
systems integrator based in Seattle, WA.
President (Reported to the Board of Directors)
Leader for the launch of this company upon its inception. Head of business
unit comprising 12 cross-functional people including business development,
marketing, program management, and technology development. During tenure,
built a Communications solutions offering along with a SaaS marketplace for
two of the largest financial institutions in the United States. Drove the
strategic plan, management, and execution of the business in an 18 months
period of time. Worked with over 25 strategic partners for product and
solutions development. Collaborated with other leaders for formulation and
execution of the business and product strategies in alignment with Partner
and Supplier goals.
Results:
Created a nationwide VoIP, MPLS, Internet, and Hosted Applications offering
for 32 Million SMB's in the United States in less than 12 months. Revenue
targets to reach $22 Million in the next 18 months
Built a SaaS (Software as a Service) marketplace with over 25 hosted
applications. Revenue targets to reach $18 Million in the next 18 months.
Established a "Go to Market" campaign on behalf of financial institutions
that focused on solutions campaigns and targeted 6 specific vertical
industries in less than 6 months. Negotiated $3 Million in budget for the
campaign launch.
Radically improved ARPU by 250% along with profit margin by 40%.
6 Qwest Communications (Seattle, WA)
2003 to 2008
7
8 Director of Sales
2005 to 2008
Key member of sales and leadership team for the Business Markets Group.
Responsible for the overall sales, revenue, and profitability growth of
Global Accounts. During tenure, expanded the sales and marketing
relationship across client subsidiaries, supply chain, and customer base.
Led a team of 120 reports with revenue target responsibility in excess of
$120 Million. Positioned the company with customer's executive teams to
drive partnerships in technology and solutions development.
Results:
Increased revenue from $90 Million to $120 Million in 3 years
Improve profit margin 12% by decreasing booked to bill time, instituting
service audit plans, and migrating legacy products to new solutions
Created an executive leadership board for Global Markets across sales,
marketing, finance, operations, and development within Qwest. This led to
a 20% improvement in contract negotiations with customers.
Implemented the first Hosted VoIP/Microsoft OCS (Hosting, Messaging, and
Collaboration) bundled product offering for a Tier 1 Telecommunications
company, globally.
Instituted a quarterly business review program with key clients. Resulted
in an increase in $10 Million revenue growth along with 98% accuracy of
revenue forecasting.
Strategic wins include Washington Mutual, Starbucks, Boeing, Amazon,
Microsoft, REI, and Costco, for multiple solutions
1 Regional Sales Manager (Memphis, TN)
2003 to 2005
Key member of the sales and leadership team for the Business Markets Group.
Responsible for overall sales, revenue, and profitability growth of
company in West Tennessee, Alabama, Arkansas, and Mississippi. During
tenure, expanded the sales and engineering organization from 8 to 24
people. Sales and Revenue generation in excess of $30 Million. Promoted
an out of franchise brand in a highly competitive market.
RESULTS:
Grew revenue from $18 Million to $30 Million in a 26 months period of time
Decreased customer turnover by 1000% within the first 12 months
Expanded the sales footprint from 3-6 markets
Created a brand awareness campaign via success story announcements and
partnership recognition.
Built a Consultative Sales approach which reduced employee turnover by 200%
Significant Wins include FedEx, AutoZone, Viking Range, HealthSouth,
Macy's, and Saks for multiple solutions
9 BellSouth Corporation
1998 to 2003
10
11 BellSouth Distribution, Atlanta, Georgia
Business Development Manager
2001 to 2003
Leadership role responsible for recruiting, developing, and launching
strategic partnerships with companies to sell BellSouth Business products
and services. During tenure, created 5 unique distribution partners that
expanded the sales footprint across VARs, Distributors, and Master Agents.
Prospected, positioned, and recruited companies capable of achieving
significant revenue and strategic positioning for BellSouth Distribution
(Minimum of $2 Million Annual Booked Revenue and $7 Million Contractual
Revenue).
RESULTS:
Created the first Master Telecommunications model for BellSouth. Resulted
in the establishment of over 500 new sub-agents for Bellsouth covering 36
out of region states. Revenue targets of $8 Million annually.
Developed the first Value Added Distributor model with Catalyst Telecomm.
Generated a business model for Avaya dealers in a market where BellSouth
direct teams where selling Nortel competitive products. Revenue targets of
$18 Million Annually.
Built the first Systems Integrator partnership with Pomeroy Computer
Resources. Drove the first BellSouth/Qwest joint long distance sales
results for Voice and Data solutions. Revenue targets of $12 Million
annually.
1
2 Recruiter, Value Integration Partnerships
2001
Business Development role responsible for recruiting, developing, and
launching partnerships for Internet and E-Commerce Services of BellSouth.
Prospected, positioned, and aligned BellSouth products for bundled
solutions into marketplace. Coordinated joint partnering opportunities
with IBM and BellSouth.
RESULTS:
Signed and on-boarded 10 new IBM/BellSouth partners within 8 months.
Grew new revenue sales by $3 Million within 6 months.
2 BellSouth Business Systems, Charlotte, North Carolina
1
2 Sales Manager, E-Commerce 2000
Sales leaders responsible for management of E-Commerce Specialists and
overall sales of E-Commerce products and services. Led a team of 6 reports
supporting a Medium Market sales channel of 42 sales reps. Responsible for
overall E-Commerce Sales for Mid-Market Customer Segment for North Carolina
and South Carolina.
RESULTS:
Achieved 160% sales results within 90 days
Developed and maintained weekly and quarterly performance plans that
improved individual results by 20%
Grew market share by 1% in North Carolina and South Carolina
Increase ARPU by 50% through product bundling and promotions
3 BellSouth Business Systems, Nashville, Tennessee
1
2 Team Lead, E-Commerce Sales Team
2000
3 Senior Account Executive
1999
4 Account Executive 1998
Various sales leadership positions selling Voice, Data, E-Commerce,
Hardware, and Collocation services to Mid-Market and Enterprise customers
throughout the Southeastern United Sates. During these roles, achieved
consistent performance in the top 1% of sales organization for revenue
growth, contract renewals, and strategic product sales.
RESULTS:
Consistently maintained sales results of over 150%
Responsible for maintaining and growing business services with 125 Mid-
Market Customers
Increased Annual Billing Revenue from $13 Million to $15 Million
Responsible for maintaining and growing business services with 250 Mid-
Market Customers
Increased Annual Billing Revenue from $7 Million to $8.4 Million
1 Education
2 Austin Peay State University, Clarksville, Tennessee
1 Bachelor of Business Administration, Economics, with related work in
History, May 1994
3 United States Military Academy, West Point, New York
1 July 1990 to July 1991
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2 Charitable and Other Involvements
CASA (Court Appointed Special Advocates) -- National Board of Directors
Austin Peay College of Business - Board of Advisors
Board of Directors for two privately held companies
American Cancer Society
References Available Upon Request
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