Sales Director
Resume:
Jack Gorman
Palos Heights, Illinois 60463
**********@*****.***
Executive Summary
Driven Sales Leader with over 15 years of experience of successfully delivering top-line revenue growth. Expert Sales Leadership and Business Development skills. Direct contributions to market expansion, performance turnarounds and profitability growth with a track record of new sales benchmarks. Products include Software Defined Networking, SD WAN, 5G Wireless, Wireless Applications, WAN Technology, GIG Internet, Security Services, MPLS and other services. Credited with creating business development strategies and building top-producing teams that have achieved sustainable sales growth in a turbulent market/economy. Expertise includes: Short/Long-Range Vision & Planning * Strategic Sales Planning & Execution * Promotional & Marketing Campaigns * Staff Hiring, Training & Development * Budget Development & Forecasting * Increased Revenue, Profits & Market Share * Key Account Management & Analysis * Contract Negotiation & Administration
Professional Experience
AT&T, 2004 to Present
Sales Director, Channel Marketing (2013-Present)
Full P&L management accountability for sales operations for the Vendor Channel Alliance Program, delivering Software Defined Networking, SD WAN, 5G Wireless, Wireless Applications, WAN Technology, GIG Internet, MPLS, Security Services and other services to large business customers nationwide. Responsible for meeting monthly, quarterly and annual goals for sales performance, account development and customer service within multiple sales programs throughout the U.S.
• Provide leadership, training and direction to 60+ sales coaches, C-level leaders, sales managers, quality assurance and other team members, along with vendor leadership partners.
• Supervise large group which drives new revenue and cultivates existing accounts by identifying revenue growth opportunities.
• Develop, implement and modify best practices for Sales teams and Channel personnel to build an environment, tone and culture driven by customer-focused hospitality.
Highlights
• Achieved “Winners Circle” designation on three occasions (annual award) for ranking in the top 10% in the U.S.; also ranked #1 for the Vendor Alliance Program two consecutive years.
• Awarded “Achievers Club” and “Best of the Best” awards in both 2017and 2018, and finished 2019 in second place (out of eight teams) for overall sales performance.
• Built a record for exceeding 100% of monthly sales targets (up to 150%) by instituting weekly calibration calls focused on sales skills development and service quality improvement.
• Spearheaded the transformation of underperforming sales client retention programs; created action plans, exceeded first-year goals and achieved #1 company ranking for both programs.
• Pioneered a pilot business intelligence program to develop value-enhancing sales solutions based on competitor news, offers, enhancements and promotions.
• Took over a struggling Channel (averaging 50% of targets) and implemented staff training, call schedules and procedural audits that resulted in top quartile ranking in less than a year.
Associate Director, B2B Sales : National Business Markets (2008- 2013)
Directed two outside sales teams comprised of eight direct sellers and technical sales support specialists, overseeing all commercial sales programs in the Midwest Region for business Software Defined Networking, SD WAN, MPLS, 5G Wireless, Wireless Applications, WAN Technology, GIG Internet, Security Services and other services. Accountable for both individual and team production concerning new business revenue, customer service and account development/retention.
• Provided direct coaching to team members to drive face-to-face interactions with prospective and current accounts at client locations, networking events, trade shows, etc.
• Developed and implemented strategic plans to achieve both sales and service goals with large global business accounts, maintaining high levels of client retention.
• Leveraged extensive AT&T product and service expertise to provide effective top-down communications regarding best practices, performance feedback and sales trends/forecasts.
• Spearheaded a weekly forum with peers and direct sellers to develop solutions to sales obstacles.
Highlights
• Recognized for exceeding new sales revenue goals every year (115% of goal in 2009, 2010 and 2011); ranked #1 in the company for overall year-over-year revenue growth in 2011.
• Led team that earned accolades for new sales revenue, customer service and total billed review growth (2008-2011), top quartile performance (2010-2011) and quarterly new sales (2009-2012).
• Instituted the “Overcoming Objections” advanced-level training program focused on telling the AT&T story and real-life/historical scenarios to perfect these skills among direct sellers.
Associate Director: Illinois Channel Sales (2005-2008) Developed and launched a new sales division for Illinois (part of the Midwest Region), establishing mobility retail and D2D channels to support the AT&T product portfolio. Managed consumer sales programs throughout the state encompassing business voice, wireless, data, wireless applications and internet services through third party vendors and big box retailers.
• Managed a team of 30+ internal sales coaches while providing indirect leadership to third party vendors to provide high-engagement consumer interactions while communicating the AT&T story.
• Implemented programs for 50+ AT&T retail stores, developing strategies to compete with rivals among all product lines and position AT&T as a single- source provider of telecom and entertainment.
Highlights;
• Led team that won the “Alternate Channel Award” for the Midwest in both 2006 and 2007.
• Ranked #1 in broadband gross sales 2005-2007 and “Best in Class” for all broadband 2005-2006.
• Outsold the nearest Midwest state’s sales by 90% in 2005, 279% in 2006 and 198% in 2007.
• Awarded “Top Associate Director” for the Midwest Region. Regional Sales Manager (2004-2005)
Returned to the company following a three-year absence, charged with leading a team of eight account managers responsible for ~1,000 SBC signature accounts. Managed all aspects of sales and service for clients whose needs included DSL, business voice, data and other related AT&T solutions.
• Directed and tracked all critical metrics for the Illinois market, including headcount, forecasts, client issues and sales trends.
• Worked closely with direct sellers and technical support specialists to provide feedback, guidance and skills development.
Highlights
• Challenged to take over an underperforming team and institute best practices that successfully doubled monthly revenue production within three months.
• Appointed by the vice president of sales to roll out the Long Distance Initiative and craft the “Day in the Life” account management tool.
• Recognized as the first sales manager in Illinois to exceed $30,000 in monthly sales and, subsequently, to exceed $40,000 in monthly sales. BROADWING COMMUNICATIONS, 2001 to 2004
Regional Sales Manager – Illinois/Ohio/Wisconsin
Full management accountability for coordinating sales operations throughout the Chicago, Ohio and Indiana markets. Developed and implemented strategic plans to market the full portfolio of frame, PL, ATM, VPN, hosting and other data, IP and voice services to medium and large companies.
Highlights
• Successfully built a new team for the Chicago market, achieving 106% of new sales goal within the first year and averaging $50,000 per month in net new revenue.
• Attained 110% of goal in 2003 via large sales with AMLI Residential, Grant Thornton, Goldman Sachs/First Options, McDermott, Will & Emery, Tootsie Roll, DePaul University and others.
• Ranked #1 in the U.S. for sales of OC3 and managed services, and within the top five for new sales among 30 market managers.
• Recognized as the first sales director in the U.S. to successfully promote OC3 and managed services.
AT&T, 1998 to 2001
Regional Sales Manager (1998-2001)
Managed a portfolio of 40+ national accounts with an average revenue stream of $30 million per year. Developed and coordinated a team of account managers responsible for new business development and relationship management for some of AT&T’s most prestigious accounts.
Highlights
• Ranked as the “Top Sales Manager” with $1.3 million in 2000 revenue, “Top District Area Sales Director in 1999 and “Top Area Sales Director” in 1998.
• Recipient of the “Leaders Council” (top 2% of U.S. sales), “Gold Club” (top 20% of U.S. sales), “Pinnacle Award” (twice) and “Regional Performance Award”
(twice).
• Successfully closed three of the top five branch acquisitions in 1999 representing $1.5 million in annual sales revenue.
Education
NORTHERN ILLINOIS UNIVERSITY
Bachelor of Science in Economics & Political Science
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