New York City Metropolitan Area
Proven 25+ year record of success partnering with global security integration providers. From my perspective, sales is the cornerstone to all aspects of a management position – from recruiting talented team members and developing strong sales training programs to creating unique product / service offerings and building a Fortune 500-type client list. Managing a large division is exactly what I love to do and that passion translates directly to the company’s bottom line. Throughout my career it has been imperative to be able to direct all aspects of sales and operations to capture revenues, penetrate markets, and expand internal capabilities. Specifically, I have: ▪ Captured 39% gross profit margins by creating simultaneous laser focus on customer service and revenue based opportunities. ▪ Created budgets and targets to indentify growth initiatives ▪ Consistantly increased earnings while achieving 20% EBITA ▪ Signed and expanded contracts with highly-regarded corporations including AXA Equitable, Cox Cable, General Electric, BNP Paribas, Nintendo, and Tiffany while building solid customer relationships. ▪ Built a team of high-performing sales people that were consistently ranked the highest in the nation and achieved numerous promotions within the company. ▪ Transformed sales teams’ approach from “chasing” new money to a strategy of creating loyalty and building long term recurring revenue guarantees. In tough times like these, finding ways into the offices of key decision makers is harder than ever. Having an experienced genral manager like me at the helm will help sales teams create new strategies to getting in with the right people. My experience in the northeast market required unique tactics to hit the level of success I did at ADT, Niscayah and others. I’m excited to bring that determination and know-how to a global company seeking profitable market growth and penetration. Specialties: Hands-on Team Leadership ▪ VIP Client Relations ▪ Building Functional Talent Pools ▪ Strategic Planning ▪ Business Development ▪ Large Group Presentations / Board Presentations ▪ Project Management ▪ Operations ▪ Systems Integration ▪ Vendor Management ▪ Contract Development & Negotiation
Security Solutions Division
Led $24M operation with 7 key markets along NE corridor; recognized for consistently producing 39% gross margins—the highest out of company’s 4 regions. Started in organization as branch manager under Securitas Systems umbrella, asked to take on area manager position within 2 years and promoted to regional vice president position in 2006. Territory: OH, VA, NJ, NY, CT, and MA. Client list includes Goldman Sachs, BNP Paribas, Pitney Bowes, GlaxoSmithKlein, and General Electric. ▪ BUSINESS DEVELOPMENT: Built Connecticut branch from small $2M market to its current $4M revenue stream; took service contract revenue from $0 to more than $60K monthly; took on tough-to-penetrate Boston market and expanded revenues by $2M; scouted potential acquisition targets and managed transfer of business, including PEI, a $12M company. ▪ STRATEGY & OPERATIONS: Penetrated market by “going in through back door” with lucrative service contracts rather than new project sales; landed 2 major contracts with strategy, contributing to 45% service revenue gross margins. Transformed inefficient “Time & Material” relationships to long-term service plans with $750K annual revenues easily covered with 3 full-time technicians. Lowered overhead from 22% to 15% of revenue and opened NYC hub to efficiently handle administrative end of sales for region; ran bookings, A/R, A/P, and service with team of 5. ▪ REVENUE RESCUE: Turned around potentially-disastrous $1M revenue loss within just 1 year when Lehman Bros dissolved (representing 40% of PEI’s business – a company Niscayah just acquired); signed contracts with major NYC companies and government agencies that replaced revenues. ▪ SALES TRAINING: Led annual 3-day, $150K development and training conference for 100+ sales people (2006 – 2010); planned program soup-to-nuts, including scouting venues, recruiting guest speakers, and developing conference and break out sessions; led several motivational and informational seminars.
Promoted quickly through ranks to lead $40M division with 8 direct reports (sales, service, and operations managers). Stepped into unhealthy district, quickly transforming it from an underperforming, non-cohesive set of individuals into a true team operating at the top of their game and bringing in record-setting revenues and contracts. Started in company as sales representative and moved in to sales management role leading team of 22 representatives before 1998 promotion to general manager. ▪ TEAM DEVELOPMENT: As general manager, personally hired and mentored 4 high-producing sales managers, 3 of which were promoted at least once and 1 that is still with company. As sales manager, built sales team from just 5 average representatives to 20+ strong performers. ▪ STRATEGY & EXECUTION: Increased client retention from 83% to 94% by focusing on 100% satisfaction rates and ending long-established “turn-and-burn” practice. ▪ CHANGE MANAGEMENT: Hit 36% increase in recurring revenue, changed inside sales teams’ incentive structure; stripped non-performing personnel from team; negotiated small 3% union pay increase, and transformed sales approach that resulted in immediate and sustainable changes to revenues and service. ▪ AWARDS: General Manager of the Year; #1 division in the country; as Sales Manager hit #1 Sales Team in Nation twice and won #1 Installation Department in Nation; as Sales Representative awarded President Club and #1 Sales in Nation two times.