Business Development

KENNETH L. WEST

**** *********** *****

Dallas, Texas 75243

(M) 214-***-****

********@*****.***

Summary

Dynamic, multi-dimensional and results driven professional with experience in marketing, sales, business development, product management, program management and strategic planning.

SPECIALTIES

• Business & Market Development • Business Acumen

• Product / Program Management • Strategic Planning

• Marketing • Customer Relationship Management

• Team Leadership • Customer Engagement

PROFESSIONAL EXPERIENCE

Green Smart Food Services, Dallas, TX 2009 – Present

Business Development (July 2009 – Present)

• Driving new business by identifying new opportunities then developing and establishing relationships. Focus is on hospitality industry, hospitals and universities.

• Strategically offer a broad green solution while tailoring the solution to meet the customer needs. Emphasis is on food service and addressing customer’s food waste.

Nortel Networks, Richardson, TX 1996 – 2009

Wireless Networks – GSM/UMTS Core Networks (July 2002 – March 2009)

Product Management, Custom Software Development Program Manager, Life Cycle Management & Business Manager

• Directed a large cross-functional team of 5 product managers and 40 software developers to evaluate global customer feature requests for viability, opportunity, pricing, and timing. Revenue in excess of $35M.

• Led business development initiative to drive more revenue from top customers.

• Managed all aspects of product life cycle including strategy, policies and customer communication.

• Ensured profitability of the product by driving cost effective development and prioritize features to maximize overall revenue potential.

• Managed all aspects of a $45 million dollar US Government software development project including business development, sales, pricing, contract negotiations, R&D, project management and revenue recognition.

• Established 5 custom development teams to meet specific customer or regional requirements.

• Performed due diligence on joint venture and partner activities.

Broadband Wireless Access

Product/Global Account Prime (April 2001 – June 2002)

• Developed and launched a sales incentive plan to decrease existing inventory and bring in over $6M in revenue as part of the divesture of the Broadband Wireless Access product organization.

• Collected outstanding receivables ($15M) and liquidated revenue ($500K incremental revenue).

• Succeeded with managing all account activity to closure or sustaining status.

Account Marketing/Business Development, North American Major Accounts (June 2000 – March 2001)

• Provided ownership, accountability, and positioning for Nortel Broadband Wireless Access products into North American major accounts to drive top line revenue and backlog.

• Positioned new solutions to customers by identifying new service opportunities.

• Managed commercial pricing and bid strategies.

Carrier Network Strategic Marketing (January – May 2000)

• Provided the strategic direction to target new emerging service providers and emerging business spaces.

• Developed the Strategic Roadmap for the Emerging Service Provider market segment group.

Broadband Wireless Access (June 1998 – December 1999)

Product/Account Marketing Manager

• Engaged in various product, customer, and sales support activities in the North American market (account & market development, strategic marketing, product marketing, market forecasting, and business case analysis).

• Created pricing, packaging, and positioning of product services.

• Primed a study with key customers, analysts, and building owners in order to gain a better of end user requirements and building access challenges.

• Served as project manager in the planning and implementing of the Nortel Broadband Wireless Access Customer Demonstration & Presentation Center in Dallas.

Broadband Carrier Networks (May 1997 – May 1998)

Business Development Manager

Focused on expanding opportunities with existing inter-exchange carriers and creating new opportunities with new carriers.

• Developed, implemented, and facilitated a customer value program.

• Led a cross-functional team.

• Recognized by the organization for improvements in customer satisfaction and loyalty results.

• Developed a commercial strategy for new hardware platform.

• Developed the strategic business plan.

Nortel Networks Marketing Leadership Development Program (1997 – 2000)

Member of a fast track leadership program that attracted new marketing MBA graduates to Nortel Networks. The program developed leadership and business skills, and assisted with career development.

Regulatory Policy Group (May – August 1996)

Summer Intern

• Analyzed and tracked state and federal regulatory issues.

• Developed the Regulatory Policy Group’s Web presence.

Dover Elevator Company 1990 – 1995

New Equipment & Modernization Sales, York, PA (January 1992 – July 1995)

• Counseled architects and building owners with the development of elevator design & specifications.

• Supervised and trained the sales staff.

• Exceeded sales quota in 1992 ($6M), 93 ($8M), & 94 ($10M).

Service & Repair Sales, Detroit, MI (1991)

• Responsible for repair and maintenance sales of all existing equipment.

• Initiated a creative sales strategy, leveraging the influence of the elevator technicians, which increased repair sales by 15%.

• Managed the equipment supply chain for all projects.

Sales Estimator & Program Manager, Chicago, IL (1990)

EDUCATION

Indiana University, Bloomington, IN May 1997

Masters of Business Administration, Marketing

DePauw University, Greencastle, IN May 1986

Bachelor of Arts, Economics

Contact this candidate