Sales Service

Todd Heath

Mobile: 414-***-****

Email: *********@*******.***

EXPERIENCE SUMMARY

• Senior consultant with extensive experience in contract, management, negotiation, investigation, sales management,

program management; people management acumen, project management, product/application delivery and support,

hardware, network systems and TEM applications.

• Effective leader that develops direct reports in a creative and collaborative approach while enabling teams to make

mistakes in a safe environment, allowing all stakeholders to grow their respective knowledge base. I encourage

responsible risk taking and delegate responsibility and tasks based upon individual skill sets and development potential;

focus is on collaboration to incorporate multiple viewpoints to ensure all members are represented and included.

• Active decision maker able to assume control of critical incidents with immediate, fact-based action.

• Demonstrated ability and confidence to make decisions under extreme pressure, assemble multiple cross-functional

teams to achieve necessary tasks to securing successful outcomes.

o During projects in crisis, I was sent to multiple states to review projects, mentor project managers, collaborate

with legal, financial, procurement and executive leadership to make recommendations and lead the path to

bring the projects back on track with increased profitability.

WORK EXPERIENCE

Senior Consultant, The Telephone Company November/1998 – Current

• Created a strategy and process for the professional services sourcing commodity to identify unmanaged spends of $3 B +

while continuing to maintain existing client stakeholders projects and demands to achieve up to $637 M of lost IT asset

recoveries. This was accomplished by creating processes, roll-out training and mentoring of client stakeholders across

multiple divisions of multiple clients around the U.S. while negotiating agreements and adjusting supplier expectations

to achieve a preferred supplier model for future engagements. This also required the collaboration with the many Chief

Information Officers and legal teams to ensure risks were mitigated to their fullest potential.

• Led, developed and implemented sourcing processes and strategies as a global solution for client stakeholders and

suppliers across Engineering, Information Technology, Legal, Finance, Human Resource, Marketing, and Fleet.

• Achieve year-to-year improvements in total cost of ownership, by executing procurement strategies for all IT

commodities and services.

• Responsible for Vendor Relations Management across the country.

• Significantly reduced supplier count and migrated to a Preferred Supplier Model.

• Assisted in development of new Non-Disclosure Agreements (NDA), Service Level Agreements (SLA) and Engineering

Services Agreements (ESA) to meet the ever-increasing stringent Legal compliance requirements.

• Brought all suppliers under compliance of newly created NDAs, SLA’s, SOWs and CO Protocols.

• Developed new nationwide pricing matrix to meet compliance regulations of the Federal Universal Service Fund

(FUSF).

• Developed new methodology to help business standardize documentation and define improved project requirements,

deliverables, risk mitigation and pricing schedules.

• Managed and negotiated an Information Technology Managed Services Transformation for schools and libraries

nationwide worth $8.6 B over 5 years.

• Developed Professional Services model to create tracking and increased visibility and in conjunction with federal

government initiatives to migrate to (FUSF) transparency. Improvements include: Competitive Bid Requirements,

Engagement protocols, standard form archive, project tracker for stakeholders, Project and Process Flow Chart, etc….

• Responsible for the “original source” discovery of widespread user abuse of the E-Rate Program under the FUSF

umbrella nationwide.

Senior Partner, Telcore Holdings USA, Inc. July/2001 – March/2003

• Created Nationwide School and Library Standard Processes and Procedures. This included proposal development,

operating procedures, training to increase customer satisfaction and meet requirements while providing efficient and

consistent solution deliveries across the country.

• Provided end-to-end sales and marketing strategy to identify and close new market opportunities by replicating

enormous client recoveries and contacting potential clients to advertise and procure services leveraging new service

offerings and increasing revenue by 186% in 17 months.

• Provided business leadership and guidance towards business strategy, policies and practices with the strongest emphasis

on continual process improvement for the entire team.

• Directly responsible for the oversight and defining/generating/executing TEM Solutions for 1100+ projects annually to

automate and upgrade TEM policy and procedures. The projects totaled $4.6 B in total spend over 20 months (2001-

2003) nationwide.

• Liaison between Nationwide Sales, Nationwide/Regional Delivery Teams, Client Management, and third party

vendors/suppliers to provide a consistent delivery program across the country to improve customer satisfaction while

meeting company profitability expectations.

Senior Managing Partner, Truth Telecommunications January/1994 – October/1998

• Defined from startup, the Professional Services division and infrastructure/operations for successful network product

and solution development/deployment while achieving nearly $1 million in gross revenue the first 12 months.

• Established world-class sales and service organization, managing growth from small 2-person team to nearly $2 million

annual full-service provider with over 14 sales and service resources.

• Led the initiative to develop Sales force activities and promote Truth’s product line. Increased revenue by 200%.

• Established role of trusted advisor to Key Nationwide Accounts to create a partnership that led to

hardware/software applications and solutions to increase customer satisfaction and improved retentions by 62%.

Participated as an active member of the Senior Management team and fostered an environment of innovation and

co-operation.

• Procured one of the first Wireless Data Distributorships in the Midwest with the largest provider of service at the time.

• Honored by Division of Community Development, Wisconsin Department of Commerce and City of Wauwatosa Mayor

for accomplishments (1997).

General Manager, Northeastern Communications Systems July/1991 – December/1993

• Created new product and service offerings for already successful teleconnect headquartered in Green Bay, Wisconsin and

procured full array of network services through distributorships with leading providers.

• Established world-class sales organization, managing growth from small 12-person team to a $7 Million annual full-

service provider with over 30 delivery resources.

• Provided support to network sales to increase revenue by 326% over 29 months.

• Established role of trusted advisor to President/CEO to create a partnership that led to Five-Star rating by providers for

hardware/network applications and solutions to increase customer satisfaction and improved retentions by 68%.

• Participated as an active member of the Senior Management team and fostered an environment of innovation and co-

operation.

• Promotion to General Manager of Milwaukee while maintaining Vice President responsibilities (1992).

EDUCATION

UW Oshkosh

Fond du Lac, WI

BBA Degree Pending, 101 Credit hours completed

US Navy

Great Lakes, IL

Associates Degree / Electronics Engineering

REFERENCES:

Douglas Dehler Partner / O’Neil, Cannon, … / ****.******@*****.*** 414-***-****

Steven Kuehn Training Manager / Siemens / ******.*****@*******.*** 312-***-****

Jerry Wentz President / Switchnet *******@*************.*** 414-***-****

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