resume1
Resume:
GARY P. WILLIAMS
Millburn, NJ 07041
****.*.*********@*****.***
EXECUTIVE PROFILE
Over 20 years of success in developing and launching new products, accelerating early market adoption, and driving revenue, increased profit margins, and greater market share in start-up, turnaround, and established companies.
Entrepreneurial executive with solid history of creating innovative solutions that quickly resolve challenging business issues and set strategic direction based on market opportunities and internal competencies. Recognized for delivering strong results and building high performance teams of top industry and functional talent. Collaborative, yet decisive leader skilled in developing and empowering staff, building synergies among diverse personalities, and rallying teams around corporate direction and goals. Available for relocation.
AREAS OF EXPERTISE
* P&L Management
* Organizational Design & Change
* Sales & Marketing Strategies
* B2B & B2C Selling
* Sales Force Development
* Leadership Training & Development
* New Business Development
* Strategic Market Planning
* Negotiations
* Budgeting & Forecasting
* Turnaround Management
* Project Management
* Product Development & Launch
* Process & Productivity Improvements
* Operational Streamlining
PROFESSIONAL EXPERIENCE
COMCAST, NJ & PA, 2000 - 2009
Vice President of Business Services - 2007 - 2009
Directed all operations of a division that grew to $39M with 58% profit margin, encompassing sales, marketing, operations, fulfillment, finance, P&L management, forecasting, and market planning. Managed $15M expense and $7.8M capital budgets. Led team of 70, plus matrixed group of 4 finance and marketing staff. Motivated internal technical operations, construction, network operations, engineering, and customer service teams to support Business Services activities.
Selected Accomplishments:
* Grew revenue from $25M to $39M in 2 years, while delivering 58% operating cash flow and 33% free cash flow by creating organizational structure and building fully functional teams.
* Led region with 11th largest market opportunity size to deliver 5th highest sales volume by building and motivating high performance sales and marketing teams.
* Doubled market share from 5.6% to 11.3% and customer base from 14.5K to 29K within 2 years by developing market strategy, establishing presence in marketplace, and introducing market-specific sales contests, incentives, and recognition programs.
* Accelerated voice customer growth from zero to 5K+ with over 55% sell-in by training and motivating sales teams to position value of brand new product line to both new and existing customers and expand into new market segments.
* Identified and met strategic marketing needs left unaddressed by company headquarters through creation of award-winning marketing campaigns, outside sales kits and collateral that were adopted nationally, plus co-branding marketing initiatives with Bloomberg and Best Buy.
* Improved efficiency of marketing expenditure, market penetration, and sales force productivity by creating and leveraging market and customer analysis tools to segment marketplace, create vertical campaigns and targeted sales blitzes, and identify product use and acceptance in marketplace.
* Ensured success in B2B selling environment by restructuring and growing outside sales team to include outside sales director experienced in B2B sales, five-member dedicated sales management team, and 38 sales representatives. In addition, developed and grew Business Services team from 18 to 70 marketing, sales, and operations professionals equipped to meet unique demands of business customers.
* Drove on-time or ahead of schedule deployment of new services and capabilities by instituting project management discipline for product and process implementation.
* Supported rapid growth of product line and sales force by creating custom sales training programs and product documentation.
Director of Product Development, Business Services - 2005 - 2007
Drove national business development in SMB market through new product launch, external partnership development, pricing and market strategy definition, and product/engineering/IS requirements definition. Partnered with engineering teams to lead technical development/evaluation and IS requirements creation. Managed team of three contract employees, plus multiple local and remote organizations in matrixed reporting structure.
Selected Accomplishments:
* Created a new $85M annual revenue stream by developing and launching company’s first two voice services within 6 months. These products grew in two years to 200K lines at $35 in monthly revenue each.
* Established support required to create these brand new voice services by managing development of RFI to evaluate potential partners and leading vendor analysis and selection process.
* Ensured clear communication of product definitions and requirements to all supporting groups by defining product requirements and future enhancement timelines, as well as creating product services descriptions and technical requirements documents.
* Secured partner contracts and service agreements by collaborating with legal staff to develop agreements and negotiating contracts with vendors.
Director of Business Voice Services - 2003 - 2005
Promoted to direct all facets of Business Voice Services nationwide, plus wholesale residential voice services to partner company, including customer service, technical operations/engineering, regulatory compliance, and P&L management. Charged with integrating, optimizing, and transitioning Denver-based residential services acquisition with over 100 employees to partner company.
Selected Accomplishments:
* Retained over 95% of existing business customers through excellent customer service, proactive network management, and effective employee leadership.
* Reduced headcount of residential services group by 10%, while improving internal morale and collaborations by restructuring management staff and realigning reporting structure.
* Demonstrated remote team management abilities through 40%+ travel to Denver providing career development, conflict resolution, motivational leadership, and organizational effectiveness planning.
* Eliminated $10M of costs in first year by reducing expenses 35% through development of effective organizational structure and decrease in redundant software, operations, and external telecom costs.
* Delivered $1.5M in cost reduction within first 3 months by resolving outstanding billing disputes.
* Transitioned residential services acquisition to partner company and eliminated $15M annual negative cash flow through interactions with C-level officers, corporate business development, corporate legal, engineering, operations, customer services, IT/IS, and finance groups.
Director of Network Planning, Sales Engineering & Vendor Management - 2000 - 2003
Directed all network planning encompassing layout, locations, equipment design, and budget for start-up business unit. Led sales engineers to meet customer-specific requirements by creating custom designs. Developed and managed $234M network capital and $21M expense budgets. Provided oversight and direction for 20 employees.
Selected Accomplishments:
* Built capacity to support 20K customers by creating designs for seven core networks to support voice services, private ATM and SONET networks, and large direct internet connections.
* Established successful start-up environment by hiring, training, and leading team of 20 engineers, planners, and consultants.
* Enabled engineering to plan, build, and operate state-of-the-art telecommunications network through process and procedure development.
* Saved $1M in annual costs by negotiating 35% reduction in network lease expenses.
* Utilized new technology, Passive Optical Networking (PON), and helped to develop service distribution networks.
AT&T, NJ, 1995 - 2000
Director of Planning & Program Development - 1999 - 2000
Manager of Planning & Program Development - 1998 - 1999
Promoted to lead 17-member team in developing and implementing network capacity improvement plans and technology deployment programs.
Selected Accomplishments:
* Expanded service area coverage from zero to 4.4M homes within 3 years by creating and implementing network and program plans.
* Launched 60K-home service trial in 8 months, at less than half the average launch time by effectively managing asset deployment program.
* Enabled capacity for new product launch and services provisioning by developing network fundamental plans and program plans for 14 product lines in 53 markets.
* Delivered $16M in annual cost reductions by developing and managing program to convert business customers to AT&T facilities.
* Led cross-functional team to develop and manage network infrastructure program for planned residential service in New York. Interfaced with Senior VPs and Presidents of prospective partner companies to conduct financial analysis, capacity forecasting, and network operations planning. Recommended against going forward with planned NYC service offering.
Manager of Business Development - 1995 - 1998
Drove business development efforts and activities for company expansion into local markets. Developed action plans, assessed opportunities, and created contract term sheets.
Selected Accomplishments:
* Reduced network operating costs, while increasing service capacity by negotiating dedicated and switched access service agreements with competitive access providers (CAPs).
* Enabled company to enter local markets in seven states through successful lease negotiations with utility and telecommunications companies.
* Spearheaded evaluation and recommended against multi-billion dollar opportunity to partner with Windstar Communication for unlimited rights to Windstar’s network for specified time period at $5B investment from AT&T. Led two evaluation teams of finance, legal, strategy, marketing, technical, and executive members to assess value of opportunity and presented results to company’s senior leadership.
* Contributed to development of AT&T’s partnership evaluation methodology by creating and incorporating assessment model.
Additional Experience:
Senior Account Executive and Information Systems Staff Member with AT&T Network Systems, NY & NJ
Technical Staff Member and Project Engineer with Comcon, NJ
EDUCATION
RUTGERS UNIVERSITY GRADUATE SCHOOL OF BUSINESS - Master of Business Administration (MBA) in Finance
RUTGERS UNIVERSITY COLLEGE OF ENGINEERING - Bachelor of Science in Electrical Engineering
AFFILIATION & VOLUNTEERISM
CTAM (Cable & Telecommunications Association for Marketing)
National Ski Patrol - Hunter Mountain Volunteer Patroller of the Year, 2008
Millburn-Short Hill Little League Coach
Contact this candidate