Rich Top
Sales Performance Coach/Results Driven Leader
I am a dynamic management professional with 20-years of record achievement. A
keen sales operation strategist, who has managed and coached existing and
start-up sales organizations within the Telecom and Technology sectors, I am a
Coach, Mentor, Trainer and Business Developer who is tenacious in building
revenue, securing long-term customer value and forging strong partnerships with
internal and third party business associates. A track record of moving
individuals and team performance to excel to advanced levels. Fostering and/or
restructuring sales teams to outperform revenue goals while enhancing overall
corporate profitability. I am dedicated, loyal, passionate and a committed
business administrator who accepts and delivers the overall revenue objectives.
Key Strengths:
SME, Regional and National Sales
Delivering Results
High-Impact Proposals and Presentations
E-Communications Presenter
Territory Management and Growth Plans
Multi-Million Contract Negotiations
Sales Development Training
Team Building/Motivation
Socratic & Spin Selling Concepts
Metric Reports/Activity Discipline
P&L/Budgeting Ownership
Alliance/Channel Development
Strategic Business Planning
Tactical Marketing Campaigns
Performance Reviews (KPIs)
Customer Interaction CLV
CRM-Ownership and Accountability
C-Level/Board Interaction/Presentations
Ongoing Personal Education and Development
Public Speaker
Career History:
Vice President US Sales Operations - August, 2009 / December, 2009
Addison Klein Consultant Group, Switzerland (Company lost funding) is a
marketing and technology consulting group. Selling the SME market a lead
generation software solution (SAAS) utilizing lead capture page, ethical trade,
opt-in, SEO, article submission and automation.
Selected Achievements:
Built a remote sales force consisting of 90 sales reps and 7 managers to
market to US SME businesses.
Delivered revenue of $300,000 within 3 month span.
Implemented back office support systems (Internal CRM System) to provide a
specific communication portal for training, sales tools, activity tracking,
educational library and national sales policies and procedures.
Develop sales scripts, wrote and presented product webinars.
Key stakeholder of focus on the overall development of US based strategy.
Responsible for the Plan of Financials, Budgets, Growth, Marketing, Products
and Revenue Forecasting.
Increased the attractiveness and value of the company as perceived by
customers and vendors thru survey assessments.
Vice President, Sales - October, 2006 / March 2009
Screenvision Direct, Parsippany, NJ is a Worldwide Leader of Cinema Advertising,
offering in theater promotional marketing and advertising on screens to local and
regional businesses worldwide.
Selected Achievements:
Managed the performance of 5 Sales Directors with a combined sale force of 90
representatives in the Midwest, Southeast, Midatlantic, Northeast and New
England.
Restructured the sales strategy, increased revenue by $10M over budget 2006.
Achieved revenue goal of $28M in annual sales revenue for 2008 and 2009.
Implemented training and skill development for managers and reps resulting in
increased performance by 40%.
Developed high-level Ad Agency relationships, resulting in increased revenue
of 18% of plan,
Administrator of headcount, revenue reports, budgets and production P&L,
compliance, inventory, pricing.
Vice President, Sales & Marketing - June 2003 / September 2006
TOP Marketing Strategies, Inc, West Caldwell, NJ was a self-funded Consulting,
LLC focused on building and carrying out strategic and tactical business and
marketing plans for local start-up companies.
Selected Achievements:
Researched and designed a Go-to-Market business and marketing strategy for 4
start-ups in Electronic Billing - etransactus.com, Home Technology -
eInteractivehomes.com, Discount Health Care and a Telecom Reseller resulting in
combined new revenue growth of $1.85 Million.
Administered sales and business development functions, including new product
rollout, key account management, customer relationship development, contract
negotiations and order fulfillment.
Spearheaded web initiative and e-marketing strategy, research and implement
corporate e-commerce functionality, lead capture page implementation, resulting
in lead generation with quantifiable revenue attainment.
Developed company budgets and managed investment resources.
Initiated network of business partners and lead referrals resulting in 20% of
revenue contribution.
Researched and retained VC and Angel investors.
Vice President, Major Account Sales - September 2002 / May 2003
IDT Corporation/Winstar, Newark, NJ was a Global Telecom company competing in 22
local markets using Spectrum fixed wireless technology and VOIP.
Selected Achievements:
Hired a Major Account Sales Team, consisting of 2 directors, 3 support
managers and 24 senior sales reps in 18 USA markets.
Increased recurring revenue in 6 months selling VOIP access to carriers from
$0 to $4.14M.
Secured $3.4M in personal channel development from Red River Telecom.
Developed wireless and spectrum network products, pricing, support, sales and
market strategy, training and compensation plans.
Implemented Intranet sales funnel system (CRM), managing pipeline and forecast
reports and account strategy.
Successfully secured contracts with Fortune 1000 accounts such as CBOT,
Viacom, Sony, State of Arizona, NJ Transit, Wal-Mart and MGM.
Vice President, North America Sales - May 1997 / July 2002
Globix Corporation, New York, NY is a Global Internet Service Provider selling,
peering connections, Co/Location, Bandwidth, Frame Relay, Video Content, CDN and
managed services to regional carriers and corporate accounts nationwide.
Selected Achievements:
Assembled a US Sales operation of 4 Directors, 14 Sales Managers with 200
Account executives in 7 field offices.
Grew sales revenue for this start-up, to $110 million in-annualized revenue
year-end 2001.
Implemented vertical market teams and enterprise sales groups with focus on
the F1000 sales.
Responsible for a $5.5 million sales budget.
Managed CPE resale unit, created relationships with Sun, Nortel and Cisco
resulting in sales increases of 10% annually of gross revenues.
Crafted and implemented an alliance program for individual agents and VARs,
IBM, Cisco, Real Networks, Microsoft, Checkpoint and Sun.
Built internal relationships to merge sales and ops to bring customer value
and increased revenue.
Education:
Johnson & Wales Providence, RI BA, Business Management
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