Description
PROFILE ACCOMPLISHED, RESULTS-DRIVEN SALES AND MARKETING PROFESSIONAL with 32 years experience in the telecommunications field in sales and management with a track record of outperforming sales goals in highly competitive markets. Expertise and superior performance in the following capacities: DIRECTOR Manage sales managers and teams. Develop, analyze and manage P&L, budgets and sales activity reports. Forecast, establish, control and supervise expenses and capital expenditures. Developed sales and sales management training curriculum at the corporate level. SALES MANAGER Manage sales professionals using hands-on style and strong leadership qualities with emphasis on empowerment and positive reinforcement. Develop sales tools to assist sales force in attaining goals and objectives. Manage time and territory through strong organizational planning and meticulous follow through skills. Develop and deliver powerful presentations to sales team and customers, creating win-win situations through empowerment and education of customers and staff. MARKET MANAGER Launched new markets in Iowa and California. Manage partner relations, site acquisition, multiple distribution channels including direct sales, retail and value-added reseller. Direct and manage the activity of an outside sales team within a consultative business-to-business environment. TRAINING AND EMPLOYEE DEVEOPMENT Authored complete sales and sales management training curriculum for Advanced Communications Inc and personally trained over 300 sales people and 50 managers in 17 states. KEY ACCOMPLISHMENTS Comcast - Marketing * Exceeded budgeted results for subscribers in basic cable, high-speed Internet access, digital cable and commercial accounts. Comcast - Advertising Sales * Projected first year increases of 13% revenue and 80% cash flow despite significant turnover and cultural challenges. * Increased average contract size by 53% and average revenue per customer per month by 38%. * Presold 125% of first quarter in 1998 and 93% of second quarter in 1998 to lead Comcast Mid Atlantic region in percent to budget. * Won Fast Start Award for 1998 for highest percentage of business contracted for year by January 31st. Advanced Communications * Headed Training Dept. and authored consultative sales manager and reps training curriculum and trained over 350 managers and sales people. McLeod USA * Achieved over quota performance in second month and every successive month, following 17 out of 18 non-quota months prior to joining company. Nextel * Authored Western Region Direct Sales Business Plan. * Authored cost justification, which closed Nextel's first national account (JB Hunt). * Top Sales Manager Central California / Northern Nevada, 1995. * Took Bensalem team from 10% in Feb. '96 to 120% in Sept. '96. GTE * Achieved 247% of stretch objectives after market had failed for over a year. * #2 Rural Market Manager in Country and selected to prestigious Winner's Circle for 1992. * Set new store records for activations eight out of first 10 months. * Top Sales Manager Region in first quarter 1994. * Branch was 48% to plan YTD May 1993. Finished with 128% to plan with no adjustment YTD 1993. JOSEPH L. BOOTH Page 2
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