Sales Management
Resume:
Gerard Lewis
Senior Executive
North Venice, Fl 34275
*********@*****.***
Over twenty years diverse telecommunications experience in developing solutions for Fortune 1000 companies, characterized by career growth and increased responsibility; strong background in Business, Staff, Relationship Development, Sales Management, Contract Development and Negotiation, Forecasting, P&L, and Budget Control. Managed Signature Global accounts such Comcast, Cisco, Symantec, British Telecommunications and IDT. In addition managed a sales staff of 50. Highly adaptable with focus and leadership skills that have been demonstrated and rewarded at all levels.
KEY STRENGTHS
* Multi-Site Operations / P&L & Management * Solution-Based Consultative Sales Management
* Strategic Sales & Market Planning * Accomplished Negotiator
* Team Building, Training & Motivation * Executive Level Presentations & Negotiations
* New Market Development & Product Launch * Strategic Partnerships, Alliances & Ventures
ACCOMPLISHMENTS
Renegotiated complex $750M services contract, cementing critical relationship between AT&T and Comcast. Spin-off of AT&T cable business required new service agreement. Responsible for a cross-functional team, including product management, legal, pricing and sales, negotiating new accord for both data and voice transfers. Designed an exclusivity provisions for new contracts including multiple services with SLAs. Completed new pact within 45 days.
Spearheaded sales growth of key AT&T account, increasing year-over-year revenue 25% to $139M. IDT, prepaid card provider, was not directing services to our company. Collaborated with client team to position AT&T with competitive rates and option combinations. Created new B2B program, increasing visibility to IDT top management and customers. Turned around account, attaining 150% quota in first year and maintaining 115% in subsequent years.
Developed AT&T business case for Foundation Health, winning $85M exclusive contract. Recently signed contract was threatened with competitive offering from MCI. Reviewed client business requirements and available telecom spend. Offered upgrades for five years to compete with three-year bid from MCI. Won exclusive contract containing $20M in win-back service revenues.
Turned around failing AT&T account with British Telecom (BT), generating $17.5M new sales. Company account was underperforming with client disconnecting $20M services annually. Selected as Team Sales Director to effect turnaround. Implemented all-out communications strategy with supplier, treating BT as significant revenue source. Closed first contract in three years at $2.4M. Increased follow-on year revenues $15M, attaining 108% of quota.
Successfully created sales strategy for data and international services at AT&T, exceeding all quotas. Business Unit was underperforming on international services, while meeting data quotas year-over-year. Determined sales team was ignoring overseas customers. Established training process, conducting weekly meeting to ensure increased robust funnel. Reviewed hot opportunities and identified obstacles to sales and recent successes. Increased data sales to 140% of quota and first-ever 105% quota for international services.
Developed sales practices and procedures for HamelTronics, increasing sales by $100K. Startup lacked comprehensive sales and marketing program. Recruited to sales director position, initiating bottom up review of sales activities and operational linkages. Evaluated lead opportunities and developed standard time frames to selling process and execution. Closed largest contract for startup. Facilitated growth of new product line.
PROFESSIONAL HISTORY _______________________________________________________________________
XO Communications - Telecommunications Service Provider 2009 to 2010 Director of Sales – National Accounts
• Drove exponential growth through development and penetration of Fortune 1000 National Accounts.
• Identified and recruited experienced, top talented National Account Managers with existing C Level and IT Management relationships.
• Identified significant revenue opportunities, building a robust funnel valued at over $500K in MRR, while exceeding expectations. Developed strategic partner relationships as well as segmenting National Accounts into Strategic and Standard.
Elgia Inc. - Training and Applications Support Services Company 2008 to 2009 Sales Vice President
• Recruited in 2008 to penetrate and forge business relationships with Fortune 500 companies
• Generate significant revenues and build a national sales team.
• Manage contract development, identify sales opportunities, develop proposals and negotiate contracts.
• Developed contracts and negotiating strategies for Fortune 500 client opportunities/funnel, attracting new business opportunities, resulting in increasing revenues year over year by $600K.
HamelTronics - Telecommunications Service Provider 2007 to 2007 National Sales Director
• Responsible for developing strategies to increase market share, maintaining responsibility for P&L, running the operation and ensuring the staff meets individual and company goals.
• Developed strategic business plans for sales and marketing that reflect the unique needs of each area. Ensure that the sales organization is properly structured with well-trained, highly motivated individuals who have the capability to meet their sales objectives. Consistently over quota.
• Established service provider relationships and contracts that expanded resources for client coverage, attracting new business clients, resulting in increased opportunities and revenues.
• Expanded sales services suite, tracking and prioritizing of sales opportunities and funnel management.
Level 3 Communications – Telecommunications Services 2006 to 2007 Director of Sales
• Responsible for leading sales team through transition/transformation from Telcove to Level 3, facilitating sales valued at $470K over contract terms.
• Managed identification of new sales opportunities with both existing and new clients.
• Improved client satisfaction by addressing client needs and requirements.
• Developed creative contract concepts that were embraced by clients and Offer Management in an effort to increase company exposure to enterprise clients.
AT&T – World-wide Telecommunications Company 1990 to 2006
Sales Director, Service Provider Markets, 2000-2006. Negotiated three-year, multi-service contract valued at $750M, ensuring 92% market share. Exceeded revenue quota by 60%, achieving sales revenues of $125M annually. Led sales team, closing contracts for highly competitive, new services valued at $100M. Developed significant relationships with extended team members, collaborating on significant, client affecting issues to maximize client satisfaction, ensure revenue growth and efficiently resolve client issues.
Director, Strategic Alliances and Offer Development, Prepaid Card Services, 1998-2000. Designed creative marketing and negotiation strategies to increase product distribution, differentiating sales and marketing approach and increasing in market share while tripling revenues. Developed strategic alliances with six Strategic Pre-Paid Clients to increase distribution of prepaid calling card, penetrate new markets, increase market share and revenues. Developed systematic sales/negotiations process authorizing sales and negotiation strategies, contract pricing and contract terms/conditions consistent with current marketplace. Led team of contract negotiators who ensured closure of 15 custom contracts valued at $180M of committed revenues.
Sales Director, Enterprise Business Markets, 1996-1998. Developed and managed contract and sales opportunities of Pac Rim ISP providers, closing ten contracts valued at $75M while exceeding sales quota by 50%. Led sales organization responsible for data and international voice services on 120 accounts, increasing revenues by $16M annually on a base of $40M and achieving 40% incremental growth.
Offer Director, Global Offer Management Data Services, 1995-1996. Led team of negotiators, evaluating client requirements and sales opportunities, analyzing competitive situations. Developing appropriate sales strategies to ensure multi-year contracts valued at more than $2.2B. Developed negotiations and sales strategies improving revenues and market share. Significantly improved AT&T’s position in increasingly competitive marketplaces.
Offer Manager, Offer Development and Negotiations, 1992-1995. Negotiated and sold 17 custom contracts valued at more than $696M. Redesigned negotiation and contract processes, including strategies, offer requirements and contract constructs for AT&T’s wholesale marketplace. Created sales strategies and proposals that satisfied client requirements while ensuring AT&T’s revenues, margin and market share.
Field Program Manager, Program Management, 1990-1992. Managed complex Virtual Telecommunications Network Services Tariff 12 contract, monitoring compliance with terms and conditions as well as identifying significant sales opportunities. Led interdepartmental matrix team with cross functional responsibilities, facilitating problem resolution and assuring business revenues and sales growth. Developed and presented comprehensive sales proposals that included increased commitments and service enhancements, with an innovative financial construct, to protect $6.3M annually and win back $2.0M.
EDUCATION ____________________________________________
MBA - Pace University - Lubin School of Business - with high honors
BA - Economics / Mathematics - Brooklyn College, CUNY - with honors
AFFILIATIONS_____________________________________________________________________
• Miami Chamber of Commerce • CIO Counsel of Davie • Greater Tampa Chamber of Commerce
TESTIMONIALS_______________________
Tim Marvin, General Manager, AT&T - (Peer)
“Jerry is a dynamic Sales Director, very high energy, a real leader. His leadership skills really shine leading a sales team - Strategic thinking, Funnel Development and Management, Solution Selling and tremendous follow up and plan execution. I worked with Jerry in 2 different assignments and he is a leader/role model for his peers as well as for his team. He always had the toughest, most difficult clients because that is where his personal Client Interface skills and creative win-win negotiation skills stand out. Jerry built relationships with Comcast, IDT, TalkAmerica, and the biggest, most difficult to satisfy clients. If you work with Jerry, you get disciplined results.”
Sandy Sirokman, Head of Operations - America’s, British Telecom - (client)
“Jerry was our interface into AT&T. When Jerry started as part of our new account team he walked into a mess, we were difficult and VERY dissatisfied with AT&T. He took our concerns seriously and began to make the necessary changes within the Service side to change our perspective on AT&T. The delivery time sales were increased significantly along with our satisfaction. Of this encouraged us to give AT&T more of BT's business. He and his team made the biggest changes within the AT&T org. that I have ever witnessed.”
Phil Perinelli, Technical Sales Executive Director, AT&T- (reported to Jerry)
“I worked with Jerry on three occasions at AT&T, first and finally as peers. Between those assignments I reported to Jerry. Working together first as peers we supported sales teams' efforts by negotiating high value, complex contractual agreements with large Enterprise Customers. In this role I observed Jerry to exhibit a strategic focus on the Customer value drivers required to successfully win the opportunity. He did not do so at the expense of AT&T's interests. Margins were maintained and the operational integrity of the contract was assured. When Jerry was promoted to lead the Offer Management team I reported to him. I observed a strong commitment to the well being of the team, an inclusive management style, and a willingness to engage the team in order to increase effectiveness and employee satisfaction. Finally, when I was promoted and Jerry took an assignment as a Sales Director, we worked collaboratively to close large opportunities with Jerry's high end Customers. I was able to observe his commitment to the Customer, his team, and AT&T. Jerry understands how to position effectively with Customers and motivate Sales teams to excel.”
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