Location: Atlanta, GA
Phone: (678) 895-6068
BS Electrical Engineer - Illinois Institute of Technology,
MBA - Cardinal Stritch University
Additional Languages - Spanish
Sellinger Group (June 06 – Present) Trainer & Consultant
My company, founded in 2006, offers sales training and consulting for small business as well as large corporations. We currently offer full and half day workshops geared at helping businesses and sell more effectively to their client base. I’ve authored several books on selling: Sales influence, Response Block Selling, Psychology of Buying” and several others. We currently offer three workshops: Sales Influence-Selling Tactics on How People Buy, High-Tech Sales Influence – Selling Tactics for the High-Tech Product Resellers and Selling the Room- How to Deliver Effective Presentations.
Force (Dec. 2004 – June 2006) CEO - Chief Executive Officer
Force Optical Broadcast Systems manufactured a variety of private and public network application products and platforms. Force specialized in optical transport of video, audio and data signals for Satellite L-Band, Wireless Networks, Digital Broadcasting and Cable Service Providers. A private line of specialty video, audio, and data links offer optical transport for control instrumentation, security and surveillance for commercial and non-commercial application. After building a sales force and a distribution network of resellers, the company was acquired by EMCORE (Nasdaq: EMKR) in December of 2005. I remained on for a period of time as a business development liaison to insure a smooth transition.
Speaker - Trainer: (May 2002 – Nov 2004)
During this time I decided to pursue some of my personal goals; wrote several books and delivered lectures on Leadership and Personal Development at colleges and corporations throughout the U.S.
Florida Teleport-Data Center (Nov 2000-Apr 2002) President, Sales & Marketing
FTDC (spin off of New World Networks) was an integrated communications provider to offering a complete package of telecom / IT services to commercial, government, education and residential customers in Latin America. Services include local, long distance, high-speed data transmission, Web Hosting, Internet services, Storage, SMS Messaging (Oracle) and business-to-business services. I negotiated agreements with large carriers: AT&T, BellSouth, Orange, Centennial, and Verizon. My primary responsibilities were developing a regional strategy which included: building a sales force from the ground up, developing pricing structures, establishing leasing agreements, and contracting in-region agents all resulting in sales of $36M; up from $1.0M.
ADC Telecommunications (Apr 1995 – Oct 2000)
International Sales (Feb 1998 - Oct 2000) Latin America Vice-President
Responsible for direct sales and distribution channels for ADC product lines: connectivity products (fiber optics & DSX, E1, E3), xDSL & Cable modems, ATM transport equipment and concentrators, Digital & Analog Video systems, Wireless MMDS, and other broadband technology. Revenue growth went from $14M in FY98 to estimated $98M in FY00 (estimated). Awards Received: Century Club 1999, President’s Advisory Council 1999, Century Club 2000 and Chairman’s Advisory Council 2000.
Management (Apr 1995 - Feb 1998) Product Manager
My role was to manage the profit and loss statements for product lines that support and enhance various aspects of a fiber optic network (i.e., product testing, accessing and documenting broadband networks). Products included: Remote Fiber Test Systems, Test Access Switches, Network Management Software and other peripheral products used to monitor a fiber optic network. Other responsibilities included: product forecasting, field sales support (domestic and international: Asia-PacRim, Middle East, South Africa, and Europe) and developing marketing programs. Program went from a $1.7M loss (no sales) to $1.2M in sales during my tenure as PM. (Resume note: I left Trident for Product Mgmt to gain P&L experience)
Trident Micro Systems
International Sales (Nov 1993 - Mar 1995) Sales DirectorTrident manufactured of products data and voice products for the Mobile Wireless industry. I was responsible for the implementation of a distribution network throughout Latin America and some portions of Pacific Rim. I also created channel partners and sales representatives through a qualification procedure I implemented. Noteworthy Accomplishments: (1) increased presence and sales by setting up a dealer network in most major countries and (2) sold the largest system for commercial use in the region. Sales increased from $1.3M to $3.2M during that time.
E.F. Johnson Company
Systems Design (June 1991 – Nov 1993) Application Engineer
I was responsible for reviewing the system design specifications, designing the data/voice system and creating the formal proposal, both technical and financial, for bids. Proposal content included: Wireless RF/Data propagation studies, equipment list, and margin analysis on the overall cost and profit potential. Noteworthy Accomplishment: Designed & implemented a four statewide telecom/data network for a US Power Company.
Alliant Techsystems, Inc. – Honeywell
Electronic Test Center (Dec 1986 – June 1991) Product Test Engineer
I supervised technical engineers in the development of all test software. This included generating new and revised software for the purpose of electrically testing devices based on Military (DOD) and Commercial requirements.