Sales Management
Resume:
Sam Nwosu, PhD
NIGERIA
c/o Secord Record
PrimewaterView Gardens -2
Admin Block (1st Floor) Lekki Phase 1, Lagos
Tel.: +234**********
Email: *****.*****@**************.***
USA
Somerset, New Jersey 08873
Tel.: +1 – 732 – 846 - 1860
Email: ***.*********@*****.***
SUMMARY
Over 20 years leadership in managing executives, business operations initiatives, organizational strategy, business transformation, and sales & marketing for leading global telecommunications, financial/brokerage, and consulting industries.
A change agent entrusted with the planning and development of organizational integration strategies aimed at improving operational efficiency and customer experience.
Recognized for building effective multi-cultural teams with a common focus and motivation to succeed.
Excellent communicator with strong analytical and problem solving skills.
Diligent and dedicated leader with incredible passion for success. QUALIFICATION HIGHLIGHTS INCLUDE
Organizational Leadership Sales Mentoring / Coaching
Management Consulting Business Development Operations Research
Government Relations Conflict Resolution Capacity Building EXPERIENCE – PROFESSIONAL
Secured Records Management Solutions Ltd Lagos, Nigeria Chief Executive Officer March 2016 – Present
Manage daily operations of the company, including executive management, customer operations, services delivery, and growth initiatives.
Define strategy and determine the direction of the company.
Lead the Management Team (MT) to ensure proper alignment of corporate governance with services delivery.
Set sales and profitability targets and ensure maximum quality at every step of the services delivery process.
Define Common Bonds / Values and ensure that every staff adheres strictly to them.
Authorize the formation of a formal mentorship program and cascade it across the organization to create strong bonding among staff members of all levels. 2
Selected Results
Achieved impressive sales momentum following recent contract awards.
Initiated and chaired a team to evaluate Mentorship program, which is now enjoyed across the company, including members of the National Youth Service Corp (NYSC)
Emphasized the need to embrace and ‘live’ our core values, including Respect for Individuals, as our common bonds.
Nokia Nigeria Lagos, Nigeria
Country / Managing Director April 2012 – Feb 2016
Manage all activities of the country affairs and take leadership of all business development initiatives for Nigeria.
Lead the Country Management Team (CMT) to maintain corporate governance and ensuring ethical standards in all business undertakings.
Improved strategic partnership with sub-contractors and overhauled the process for managing customer expectations
Lead and coordinate all activities in identifying and evaluating new business opportunities in Nigeria
Lead any effort in conflict resolution within staff and outside Nokia.
Ensured that Nokia is doing the ‘right thing’ by ensuring that all employees are treated fairly and when not, work with Sub-Region Head to resolve.
Act as a conduit between Nokia as a legal entity and various government authorities, including the regulatory agencies and customer contacts.
Enhanced relationships with various government agencies and represent Nokia as its spokesperson and crisis manager.
Selected Results:
Slashed office space and administration costs 79% by relocating from Banana Island high-priced real estate location to Lekki, while ensuring the quality of service and staff comfort.
Initiated action and recovered over 26M USD payment for software related invoices, which are owed to Nokia for over four years.
Resolved issues and restored peace and tranquility among the staff and imbibed the spirit of teamwork, co-operation, and, respect for individuals.
Improved relationship with all key executives of telecom in Nigeria and positioned Nokia as a reliable and strategic partner.
Initiated action plans and successfully turned around Etisalat Nigeria Account for Nokia, which paved the way for expected significant growth and sustainability. . Nokia Siemens Networks Lagos, Nigeria
Customer Team Head, Bharti Airtel (West) April 2011 – April 2012 Regional ownership for Bharti Airtel extends to countries in West Africa.
Lead the customer engagement team and ensured that sales targets (revenue growth and profitability) were met.
Developed sales strategy and managed all end-to-end relationship at all levels of management for Airtel Nigeria to ensure organic sales growth in Microwave backbone 3
upgrades and introduced new business initiatives such as the Multi-Vendor Optimization Solutions for Nigeria and six countries in Africa.
Acted as a management consultant (Free of Charge) for C-level executives on proffering solutions to operational and strategic challenges these executives encounter.
Lead all efforts in new business opportunities and technology assessment in the region.
Initiated and coordinated all network expansions/Green Field proposals and managed implementation program to ensure quality delivery.
Served as a member of Senior Leadership Team (SLT) and Country Management Team (CMT)
Served briefly as the Customer Team (CT) Head for MTN – Ivory Coast and managed the Account until office closure in November 2012. Selected Results:
Delivered 72M USD revenue for 2011 at 35% margin.
Initiated and won 5.4M USD microwave upgrades and expansion sales at 36% margin.
Sold 1.6M USD microwave spare parts at a whopping 73% margin.
Obtain approval from the NCC for software invoices (approx 7M USD) for EMTS. Motorola Limited Lagos, Nigeria
Senior Account Director Sept 2008 – April 2011
Rejoined Motorola to oversee the account management of key telecom operators in Nigeria, and extension into all countries in Sub-Sahara Africa. Lead all efforts in new business/technology opportunities assessments in Nigeria. Key responsibilities are to:
Act as a business process advisor to senor leadership team at Airtel and other customers in the formulation of strategy and business planning.
Develop proposals for expansion of the network and manage overall implementation process.
Manage overall end-to-end relationship at all levels of management to ensure organic growth.
Establish sales plans and strategies to ensure significant revenue and accounts growth.
Develop strategic partnerships with clients and sub-contractors to ensure win-win solutions.
Selected Results:
Conducted network deployment “gap” analysis, which convinced the management of
“old” Zain to award over 400 sites deployment contract to Motorola.
Advised customer on how best to design strategic pricing and market segmentation scheme.
Managed budget and resources in the most effective manner without compromising quality of service and degrading employee morale.
Starcomms Plc. Lagos, Nigeria
Sales Director August 2007- September 2008
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Hired to manage the sales and customer operations programs for this rapidly growing telecom operator. Starcomms is said to be the fourth largest telecom and the largest CDMA operator with over seven million subscribers. Key responsibilities were to:
Oversee all channels of distribution: Corporate, Dealer, and Retail for voice and data services.
Formulate overall sales and distribution strategy in alignment with corporate strategic thrust.
Oversee the activities of customer operations and provide strategic direction to ensure proper alignment with anticipated growth.
Review and set stock quantity and inventory mix to ensure steady supply.
Set annual subscriber targets for voice and data by channels and regions. Selected results between August 2007 to September 2008:
Subscriber growth up 109 percent.
Daily subscriber acquisition up 187 percent.
Customer care resolution threshold index up 21 percent.
Customer operations team streamlined and in sync with expected growth.
Sales regions created and regional structure with succession plan established.
Created an extensive sales and distribution (channel sizing) network. o Number of flagship service centers (shops) up 38 percent. o Number of distributors/dealers up 83 percent.
o Number of sub-dealers up 106 percent.
Number of Corporate customers up (21 percent); users up (68 percent); and revenue up (78 percent).
Initiated mentorship program with a goal of establishing Leadership Continuity Program for the talented and future leaders.
Represented company at several high-level industry fora and service launching programs.
Motorola Limited Abuja, Nigeria
Account Director Jan 2004-Aug 2007
Hired from USA to oversee the account management functions of Mtel and several key accounts of telecommunications network deployment operations. Key responsibilities were to:
Cultivate and nurture relationships at all levels of management to ensure organic growth.
Establish sales plans and strategies to ensure significant revenue and accounts growth.
Develop proposals for expansion of the network, develop strategic partnerships with clients and sub-contractors, and ensure win-win solutions.
Manage relationships at all levels of the Nigerian government as a key stakeholder for Mtel and Nitel.
Selected Results:
Achieved organic growth of over 200% in two years of operation. Business grew from $50M to over $200M.
Generated breakthrough ideas for growing the business profitably. 5
o Developed a low-cost (budget buster) network expansion plan for one of the clients with a surgical approach to ensure profitable operation. o Motorola pricing (and its value-added features) were used to benchmark other venders’ proposal.
Executed flawlessly in network deployment; exceeded customer satisfaction index; and achieved high threshold in client loyalty.
Simultaneously raised profit and reduced cost of operations, while maintaining quality of service and customer satisfaction.
Initiated weekly meetings/forums with company executives to discuss and develop business plans (including business analytics and modeling), corporate strategy and marketing plans.
Strived to win with credibility and in accordance with Motorola corporate ethics.
Won the Outstanding Salesmanship award.
AT&T Incorporated Bridge Water, New Jersey
District Manager Sept 1998 to Jan 2004
Responsible for:
Managing the product portfolio of small-sized enterprise segment to ensure profitability of AT&T Solutions and AT&T Business group.
Acting as an internal consultant to several stakeholders by providing market planning and analysis, business strategy, and sales operations support. Selected Results:
Achieved a double-digit profit margin (Compounded Annual Growth Rate for the sector rose nearly 12%) despite lackluster revenue growth. Total sector revenue for 2003 was $17 billion and grew at 7%.
Initiated a program on how to preserve knowledge across the corporation through Knowledge Management and Data Warehousing.
Analyzed several business opportunities (including SWOT analysis) and provided strategy and recommendation to senior management.
Acted as subject matter expert on global business development, opportunity analysis, and cost control mechanisms
Provided direction and advice to members of Board of Directors through the Senior Leadership Team.
Monitored the activities of the US Federal Communications Commission (FCC) and advised the potential implications of new licensing and tariff policies on the industry in general and AT&T in particular
Managed a study of the impacts of new licenses (i.e. PCS) on existing cellular operators’ business models
Developed an algorithm used to calculate sales compensation for the small and mid- sized sector of the sales force.
Chaired several high-level meetings of stakeholders (product managers, Bell laboratories human factor engineers, legal representatives, corporate strategist and Chief financial officer) to ensure harmony among critically dependent groups.
Developed and managed lifecycle management plans and exit strategy of specific products and services.
Promoted collaboration, built cohesive teams, empowered people (subordinates) to 6
take decisions, and held them accountable when performance did not meet expectation.
ATC Incorporated Somerset, New Jersey
Executive Director Oct 1996 to Sept 1998
Hired by small-sized pharmaceutical companies (as a management consultant) to:
Analyze the ‘disposable’ sector of the pharmaceutical industry worldwide
Provide benchmarks for pricing and quality
Set reasonable pricing schemes, recommend product design, and develop new offshore markets.
Selected Results:
Negotiated special pricing packages on behalf of clients based on established benchmark pricing structure.
Established several highly profitable offshore markets with a huge revenue potential. Revenue for one client rose from $3.3M to $5.9M in less than two years.
Advised clients on how best to fend off potential adverse impacts or take advantage of new policies.
Designed flexible organizational structures aimed at making my clients’ organizations more customer-focused and nimble.
Designed sales distribution channels, recruited customers, recommended credit threshold, and arranged financing when necessary.
Liaised with Food and Drugs regulatory agencies of several West African countries to ensure compliance with product registration process. AT&T Incorporated Basking Ridge, New Jersey
Staff Manager Dec 1988 to Oct 1996
Responsible for:
Supporting Product Management teams for Private Line services. Later joined a team charged with formulating corporate strategy for entry into wireless business. Selected Results:
Conducted business cases to support global investment strategies and product development.
Conducted pre and post sales technical support/consulting, data aggregation, analysis and design of voice and data global networks for multinational companies. This support included providing pricing support.
Led efforts in evaluating the wireless industry and recommended the purchase of MaCaw Cellular, which later became AT&T Wireless.
Acted as subject matter expert and corporate resource for issues on wireless technology and business development.
A. G. Edwards and Sons, Inc. St Louis, Missouri
Oil and Gas Specialist Feb 1986 to Dec 1988
Responsible for supporting over 2,000 brokers nationwide. Responsibilities included the: 7
Evaluation and recommendation of oil and gas stocks and bonds for investment actions.
Tracking the activities of OPEC, and participating on “Conference” calls with other oil and gas analysts at Wall Street and institutional investor forums. Selected Results:
Conducted Cash Flow analyses of various oil and gas companies and provided BUY, HOLD, and SELL recommendations.
Collaborated with various industry experts in certifying existing oil reserves and determining future capacity.
monitored the activities of OPEC and developed long term strategies and short term tactics to hedge against deviations from trends
EXPERIENCE – ACADEMIC (Part Time)
Baker Online College Michigan
Online Instructor/Facilitator Jan 2007- Jun 2010
Taught operations management and advertising to seniors and freshmen respectively.
Taught conflict management and resolution strategies.
Taught market research to seniors and marketing fundamentals to freshmen and juniors.
Maryville College St Louis, Missouri
Adjunct Lecturer Jan 1997 to June 1997
Taught fundamentals and advanced economics, and levels 1 and II Marketing and Business Administration courses to mainly (adult) non-traditional students who were desirous of understanding the:
o Relationship between government monetary/fiscal policies and economic activities
o Structure and the dynamics of the US Stock Market. Raritan Valley Community College Raritan, New Jersey Adjunct Lecturer Jan 1989 to June 1989
Taught levels 1 and II Business Administration courses (including Marketing) and advanced economics to all second year business majors. o The scope of the Business Administration courses spans across all business- related discipline including finance and general management. EDUCATION
London Business School Regent’s park, London, UK
Accelerated Development Program (ADP) 2010
Leadership development, general business strategy, and change management Capella University Minneapolis, Minnesota, USA
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PhD in Business February 2005
Covered general business management, operations and management, but specialized in electronic business.
AT&T School of Business Somerset, New Jersey, USA
Mini MBA in Global Technology Transfer April 1996
Massachusetts Institute of Technology (MIT) Boston, Massachusetts, USA Certificate of Completion in Discrete Choice Analysis June 1989 Southern Illinois University Carbondale, Illinois, USA Master of Science in Economics Feb 1986
Bachelor of Science in Finance June 1984
PUBLICATIONS (PAPERS)
PhD Dissertation: Effects of Security and Privacy Concerns on Online Consumer Purchase Behavior (2005).
Master’s Thesis: Direction of Causality between Money and Income in the US
(1986).
Wireless Industry: Wireless Manual with Glossary of Terms (1992).
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