Sales Manager

MARK A. LOTHAMER

**** ********** **., ******, **** 45415, (h) 937-***-****, (c) 937-***-****, ************@***.***

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BUSINESS DEVELOPMENT / CLIENT MANAGEMENT / PROJECT MANAGEMENT

Turnaround, Fast-Track Growth for AT&T

Consistently Ranked #1

High-performance Director with 30+ years’ leadership in project management, sales, operations, strategy, and business development for telecom and IT industries. Expert at resolving complex customer service issues and motivating cross-functional/cross-cultural teams to drive revenue. Outstanding communicator building trust and sustainable relationships. Thrive on challenge. Solutions-oriented and results-driven. Top Secret Clearance.

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CAREER PROGRESSION

Level3 Communications National Business Markets, Ohio, Indiana

General Manager – RVP, Columbus, Ohio

• Recruited to lead turnaround strategy for stagnant market in Indiana and Ohio, based on outstanding performance in former position; report to Vice President, delivering fast-track growth.

• Direct and aggressively develop staff of Account Managers, Technical Sales Executives, Customer Care Managers, and Operation Managers.

• Improved lowest performing sales region by recruiting and developing top industry talent.

• Developed a new go to market business plan for the region. Actively position network build strategy to leverage existing and future business opportunities.

• Direct all functional areas of telecom operations in Ohio and Indiana.

• Stabilized billing revenue base, developed sales funnel with aggressive strategies to develop new business.

• Responsible for developing capital and operating budgets maintaining a positive P&L for the region.

• Established a positive presence in the region by creating a marketing campaign along with extensive community involvement to promote the Level3 brand. Sponsor local charities with corporate involvement.

AT&T National Business Markets, Ohio 2006 – Present

Regional Sales Director, Kettering, OH

• Recruited to lead turnaround strategy for stagnant market in Western Ohio, based on outstanding performance in former position; report to Regional Vice President, delivering fast-track growth.

• Direct and aggressively develop staff of 15 Account Managers, Technical Sales Executives, Integration Sales Executives and Wireless Account Managers, leading both wireless and land line sales operations.

Key achievements:

• Improved lowest performing sales market in Midwest Region to #1 status in 2007, 2008 and 2009; achieved sales targets at no less than 130% since June 2006.

• Accomplished 48 consecutive months of 100% of sales attainment objective, averaging 130% against revenue objective month over month. Ranked #1 Sales Director in US for AT&T 2009.

• Manage 3 other Regional Sales Managers as Ohio Branch Director for National Business Markets Wireless Sales initiative, exceeding 100% of sales objectives. Built and sustained billing revenue base of $36M year over year while averaging growth margin of 5%.

• Orchestrate hiring and training, generating 70% cross-cultural workforce and reducing turnover to 0%.

• Supervise intense sales force training for wireless products; increase sales in Voice, VOIP, MIS, Data Networks, Wireless and CPE.

• Successfully present and sell solutions to C Level management, earning trust and building sustainable relationships; perform role as consultant and solution-provider, delivering positive results.

• Lead “I Own It” employee program for customer care; oversee project meetings, emphasize deadlines and educate employees, generating improved customer confidence and service and driving revenue.

AT&T Business Government Systems, Virginia Beach, VA 2004 – 2006

Senior Technology Advisor, Space Warfare Command

• Selected Project Director for deployment of VOIP encryption technology to 285 US Navy warships.

• Directed development of complex voice and data networks, systems supporting one of fastest growing global networks operated by US Government.

• Oversaw all tasking for SPAWAR (Space Warfare) performed by US Navy and specialized contractors.

• Maintained Top Secret (SCI) Clearance while working on special projects, utilizing and implementing technical and project management skills for Space Warfare Command to meet objectives on time.

AT&T Business Solutions, Virginia Beach, VA 2000 – 2004

Global Business Development Manager (BCS Global)

• Grew high level corporate accounts, maintaining C Level relationships with clients in diverse industries and performing information technology and telecommunications assessments, generating complex solution sales.

• Managed business portfolio of over $50M of annual billing revenue at 4.5% every year despite competition.

• Rated #1 in Sales/Marketing for year 2001 for AT&T Central Atlantic Region. Rated #3 in US Global Markets. Rated #1 in Sales/Marketing against all east coast sales peers in 2001, 2002, and 2003.

• Executed client projects in partnership with multiple professional groups throughout AT&T organization.

Adelphia Business Solutions, Chesapeake, VA 1999 – 2000

Regional Operations Manager

• Recruited and directed technical staff of 35 Network, System Operations and Outside Plant personnel.

• Selected contractors to implement Inside/Outside Plant Network builds with capital budget of $70M.

• Developed and maintained Capital and Operating budgets for CLEC operations in 7 metro areas.

HQ, Hechinger’s, Builders Square, Virginia Beach, VA 1998 – 1999

Chief Technology Officer

• Stabilized volatile network and reengineered operating system created by large corporate mergers.

• Forged new direction for IT technology in 462 Retail Stores and Corporate Offices for smooth transition.

• Reduced IT operating costs $9M a year renegotiating service agreements; managed $16M and $35M budgets.

Value Options Healthcare, Norfolk, VA 1995 – 1998

Executive Director of Information Technology

• Devised technology strategy, managed 18 IT management staff, and opened 22 new facilities over 4 years.

• Directed Telecommunications and Network operations for lines of business at 85 hospitals and 32 facilities.

• Developed budgets for business initiatives. Negotiated contracts, reducing company costs by over 35%.

MCI Telecommunications Corporation, Virginia Beach, VA 1993 – 1995

Technical Consultant & Operations Support Manager

• Consulted with client management and MCI staff, facilitating network solutions and system integration.

UNUM Life Insurance Corporation, Portland, ME 1990 – 1993

Telecommunications Manager

Bank One Corporation, Columbus, OH 1988 – 1990

Telecommunications Senior Analyst

Ohio Bell Communications, Columbus, OH 1986 – 1988

Telecommunication Systems Engineer

US Navy, Jacksonville, FL 1982 – 1986

Cryptology and Special Intelligence Officer

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EDUCATION / CERTIFICATIONS

Indiana University, Bloomington, IN

• Journalism

LaSalle University, New Orleans, LA

• Bachelor of Science, Information Technology

Certifications: MicroSoft Project Management; Telecom Industry Certifications with Avaya, Nortel, Cisco etc.

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COMMUNITY LEADERSHIP

Junior Achievement: Collaborate with Dayton Junior Achievement Director to educate students from 12 schools.

American Red Cross: Coordinate Blood Drive, increasing AT&T employee participation.

AT&T Pioneers: Volunteer at Dayton Food Bank, lead Winter Coat Drive and St. Vincent de Paul’s Clothing Drive.

American Cancer Society: Volunteer and support fund raising initiatives with corporate partners.

American Lung Association: Sponsored The Walk For Life in Columbus, Ohio and served as key member of all volunteer team for local events.

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