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Sales Manager

Location:
Jackson, NJ
Posted:
March 23, 2017

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Resume:

CHRISTINE CUMMINGS

732-***-**** Jackson, NJ aczf55@r.postjobfree.com www.linkedin.com/in/christine-cummings

DIRECTOR GO TO MARKET & PROJECT LEADER

Strategic Profile

Award-winning senior leadership and entrepreneurial track record as Change Agent, Business Driver, Solution Champion and Talent Spotter. Highly successful career with Verizon deploying expertise in new business development, multi-project oversight, enterprise planning, culture building and organizational streamlining in high-tech environments. Widely recognized by executives, thought leaders and internal teams for deep skills in go-to-market strategies, executive presentations, process improvements, workforce planning, major account management and final project approval.

Solid background in negotiating and flawlessly executing innovative products, programs and processes with top management, internal stakeholders, vendors, multiple departments and other key decision-makers; accountable for work scope definition, large budgets, resource allocation and cost controls.

Proficient in identifying project requirements, organizing training initiatives and resolving operational gaps as part of planning and administering programs that impact critical lines of business and high-performance culture.

Results-oriented formation and delivery of profit-building strategies, business plans, dashboards, scorecards, pro forma documentation, accurate reports and continuous improvements.

Timely completion of major technical initiatives, quota growth strategies and regional development projects in full compliance with industry requirements and regulations.

Self-motivated to expand market footprint, achieve maximum productivity, build top-performing organizations, ensure timely project completion, maintain peak quality standards and meet aggressive growth objectives.

Core Competencies

New Business Development ● Strategic Planning ● Profit Building ● Major Accounts ● Product Marketing ● Customer Service ● Vendor Relations ● Project Expediting ● Workforce Planning ● Work Scope Definition ● Account Management ● Operational Streamlining ● Call Center Operations ● Training & Development ● New Product Introduction ● Channel Development ● Pricing ● Contract Negotiations ● Target Marketing ● Communication Strategies ● Client Relations ● Lean Six Sigma Green Belt ● Project Management Professional (PMP) ● Agile Project Management Certified

Top Verizon Awards

Key Partnership Award – Consumer & Mass Business (CMB), 2015.

Telecom Leaders Circle Award, 2007-2008; Awakening Leadership Award, 1990.

Excellence Award, 2005; Platinum Sales Club, 2003; Diamond Sales Club Award, 1995, 1998, 2001-2005.

Experience & Accomplishments

Verizon, Basking Ridge, NJ (1992-Present)

Director – Go-To-Market (GTM), 2012-Present

Promoted to lead 20 direct/indirect reports and $3M marketing/training budget in driving marketing functions to achieve $20M in new annual revenue. Fully own end-to-end customer, corporate and employee project lifecycle from initial concept to after action review. Ensure alignment and accuracy through creative review of all categories and metrics; also produce and provide a wide range of product training and orientation material.

Revolutionized marketing efforts to expand market share in NY through traditional tactics and comprehensive staff engagement program, accelerating growth and increasing daily run rate for FiOS sales by 40%.

Smoothly executed 425 different initiatives in 2016, utilizing the “Go-To-Market” process; also completed 12 major IT and six minor releases.

Implemented 107 sales offer programs; also launched next-gen sales bundles that enhanced customer and consultant experiences, while reducing coding, testing and design times by 50% and delivering $19.4M in new revenue.

Reviewed and approved over 4.5K marketing/advertising pieces for FiOS and HSI through all media categories.

Group Manager – Consumer Acquisition Strategy, 2011-2012

Led ideations sessions to innovative on new offers, product bundles, and sales tactics, vetted these concepts based on practicality and profitability by leveraging primary and secondary market research, identified new business models with alternative channels. Created tactic plans that aligned with larger corporate objectives, worked closely with product management during Requirements Gathering Session and Joint Application Design Sessions to ensure product vision was appropriately embraced by Verizon channels.

Developed channel execution plans for all key acquisition offers and new products.

In charge of designing and executing integrated marketing programs, promotional offers and pricing structures to generate market demand, product upsell and new customer acquisition.

Identified customer trends, buying tendencies and key insights via Market Research

Developed promotional acquisition offers, pricing the consumer product portfolio

Headed all launch plans, pricing and employee communications for the FiOS Quantum launch, ensuring that 61% of Verizon broadband customers enjoy Quantum speeds by January, 2015.

Increased lifetime value of HSI broadband product from $254 to $385, or almost 50%, by simplifying product array.

Improved revenue per customer by $1.25 after eliminating promotional layering and adopting more targeted high-end bundles and contracts.

Group Manager – Go-To-Market Execution, 2010-2011

Ensured optimal market readiness in ordering and billing systems to support overall business development. Authored and updated relevant channel training and documentation for all GTM marketing projects.

Smoothly organized and executed the “Cablevision Combat Plan” to achieve lead position in NYDMA; coordinated sales training, delivery times and communication plan.

Implemented the “Marketing Initiation Process” that enhanced efficiency in bringing products to market and provide single reference point for team members.

Manager – Channel Retention & Cancels Operation, 2008-2010

Tasked with executing programs to support fiber line loss prevention, cancel initiatives and higher installation completion rates with cross-functional team from different business units. Initiated strategies to retain customers and stem line loss.

Surpassed retention goals and increased sales with better processes, forwarding 80% cancel opportunities to elite teams to close; deployed retention teams to minimize customer churn.

Created and established “Sent to Cancel” queue to expand live customer contacts and maximize non-installed save rates, exceeding 55% save rate.

Manager – Sales & Local Marketing, 2006-2008

Managed overseeing D2D and retail vendors in FiOS sales and service alternate channels and retail sectors in PA and DE. Acted as primary contact for internal communications and project coordination. Represented region on cross-functional calls and special initiatives.

Profitably improved sales of key products by 20% through four separate vendors; also shifted compensation plan to align with effective business tactics.

Introduced a “Manager Development Plan” to improve team leader performance; also provided scripting to optimize sales pitch, close and retention.

SOS Group Manager – Employee Excellence, 2004-2006

Promoted to coordinate all “Save the Customer” initiatives for national sales activities, along with packaging landline phone service, high-speed Internet and satellite TV into structured customer offers. Implemented marketing retention desktop consultant tools.

Successfully opened Elite Save Channels in NY and AZ, while also maintaining six other save queues.

Improved DSL per 100 calls by 30% and DTV per 100 calls by 14%.

Call Center Manager – NYC CSSC, 2002-2004

Effectively led 15 direct report managers and 250 staff in generating over $50M in annual sales through revenue-focused calling activity. Owned $5M sales budget and $3M training budget.

Turned around a low-performing team to #1 ranking in overall sales in the NYC district; instituted a positive working culture, improved staff performance YOY and surpassed customer satisfaction goals for two straight years.

Achieved 116% in NYC district sales goal; selected to supervise out-of-state calls for the NJ Veriation team, resulting in over $10M in new revenue.

Previous experience at Verizon (1992-2002): Progressively promoted through positions of increasing impact and expertise because of outstanding job performance, technical knowledge and workplace integrity: Sales Representative, Customer Service Representative, Trainer, Regional Sales Specialist and Staff Development Manager.

Education

BA – English Literature; minor in Criminal Justice, Stockton University, Pomona, NJ

- Member of Delta Zeta social sorority.

Professional Training & Community Activities

Agile Project Management Certified, 2016; Project Management Professional (PMP), 2014; Lean Six Sigma Green Belt Certified through Verizon, 2013.

Volunteer member of Oceans of Love (charity), ASPCA, Parent Teacher Association (PTA), WAVE and various veteran’s groups.



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