Thomas C

Team Leader - 15 Years of Experience - Near 30052


Team Leader

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Senior Executive with extensive professional experience and proven success in contract management, sales, sales operations/support, ERP Systems and developing business unit growth strategies. Expertise lies in negotiations and driving new businesses through financial modeling and strategic partnerships to increase profitability and return on investment. Designed contract management software, developed sales strategies, analyzed markets, developed competitive pricing analysis and negotiated complex agreements for Fortune 100 companies. Coached and led sales teams to retain and grow markets. Contract Mgt. & Negotiations * War Room Leader (Scrum of Scrum) * Pursuit Team Manager * Financial & Pricing Forecasting * C-Level Executive Presentations * Program & Project Management * Competitive Analysis * Marketing & Sales Operations * Contract Mgt Software Development SELECTED ACHIEVEMENTS Led a sales strategy for a $12M/yr strategic customer in the process of converting services from a major competitor. Performed a business analysis, reviewed the financial revenue margin and determined business feasibility of each solution. Directed and planned a political positioning tactic, packaged services to offer better competitive value and redefined company legal and regulatory opinions. IMPACT: 10% increase in margin while increasing market share. Directed contract management and tactical pricing for a large business opportunity. Led cross-functional project teams in the development of custom services. Researched and resolved legal and regulatory issues and negotiated with customer to guide sales effort to optimal revenue potential. Implemented a contract strategy to recover lost revenue and grow the network. IMPACT: $12M sale of new revenue of emerging services and increased margins from 20% to 30% after implementation began. Developed and managed the business case for a Financial Company at the end of a previous unsuccessful sales effort. Determined that risk was $1M in current services and $10M in proposed opportunity. Uncovered and researched a new application. Demonstrated savings of $30M/yr to client. IMPACT: $10M sale of high margin new technology which created a model for other financial institutions. Designed growth strategy for a new technology and developed an implementation tactic to optimize resources, reduce cost and provide greater value proposition. Analyzed billing data to determine possible solutions to resolve billing issues. Repaired relationship by integrating disputed dollars into new contract arrangement. IMPACT: $4.3M sale with a growth strategy to expand margins by 10-20%. Facilitated War Rooms to determine strategies for cross functional teams. Determined integrated service offerings and competitive scenarios. Assessed for business strategic financial merit. Validated feasible solutions. IMPACT: $100M Sale. Directed unique customer proposal by creating an impact analysis. Developed a distinctive structure to the agreement to satisfy customer's requirements. IMPACT: Won highly competitive $15M deal with 45% margins and set the base for additional growth. Created solutions in response to competitive threats. Developed silver bullets to demonstrate value proposition and ghost the competitor's weakness. IMPACT: Improved sales cycle time by 12%. Awarded the Pursuit Team's Other People's Money Award.


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