SlideShare una empresa de Scribd logo
1 de 2
Descargar para leer sin conexión
SPENCE HALL
      11640 N. Tatum Blvd. #2005 ♦ Phoenix, AZ 85028 ♦ Cell: 678-613-1450 ♦ Email: spenceh01@gmail.com


                                                 SUMMARY
Results-oriented Channel Strategy / Sales / Management professional with a consistent history of
achieving goals and increasing revenue streams within the technology and CPG industries. Demonstrated
success in environments where employing high-level negotiation, strategy, financial, and analytical skill
sets are key cornerstones for success. Possess excellent managerial, organizational and inter-departmental
problem-solving skills. Successfully manage direct reports with a dynamic, people-centered philosophy.

                                               EXPERIENCE
COX COMMUNICATIONS, Phoenix, AZ                                                               2009 – Present
Manager, Channel Sales & Development, Sales Division
Responsible for strategy, sales, and account management leadership.
Manage a team that negotiates and manages business-to-business partnerships for the company’s channel
partner and real estate (i.e. MDU) verticals. Average organization size =12 professionals.
• Led a significant strategic & operational restructuring of the New Business Development group.
    Post restructure, team contract revenue reached $369 million in 2010.
        o Sales were 18% higher than prior year - with 27% lower headcount.
        o Team sales productivity per employee increased 61% versus 2009.
        o Reduced annual, recurring spending by $450,000.
• Developed, implemented, and launched a new “customer segmentation” sales strategy.
        o Introduced analysis best practices & techniques to significantly improve market comprehension and
             pipeline intelligence. Aligned team goals, compensation, and managed accordingly.
        o Team contract signings from the “high-strategic” partner segments increased from
             33% to 48% of total business.
• Initiated new, innovative strategies within the New Channel Development Group to maximize sales,
    promote partner engagement, and drive organizational efficiencies.
        o Sales indexed at 160% vs. prior year (78,000 subscribers) in 2010.
        o Increased sales with APS (electric utility in Arizona) by 600% within 12 months.
        o Launched a revised, back-end process to maximize channel partner efficacy and increase
             conversions (revenue opportunities) by over 10%.
• Perform comprehensive sales analysis and forecasting both internally for Cox (e.g. Consumer Life-Time
    Value; Member Acquisition Cost; Sensitivity Analysis) and externally (e.g. sales proposals, signup
    forecasting and profit analysis) for Cox’s business partners.

EARTHLINK, INC., Atlanta, GA                                                                    2000 - 2007
Director of Channel Sales, Municipal Wi-Fi Division (2006 – 2007)
Responsibilities included strategic business development, account management, sales, financial analysis,
product strategy, team management, and marketing with Channel partners.
• Targeted, negotiated, and signed contracts with more than 8 (eight) national partners including Best
    Buy, Radio Shack, Delta Airlines, Northwest Airlines, and University of Pennsylvania to promote
    Municipal Wi-Fi service.
• Managed a team of 2 (two) Senior Account Managers that successfully signed contracts with more
    than 20 (twenty) accounts.
• Led cross-functional teams of up to 15 (fifteen) people to drive Channel Sales initiatives.
• Identified, developed and implemented a Wi-Fi “Go-to-Market” strategy for the Channel Sales Group.
    Defined 6 (six) consistent customer types – then implemented corresponding strategy parameters that
    maximized sales, minimized operational impact, and drove go-to-market consistency.
• Streamlined operational processes and effectively decreased the Local Agent launch timeline from
    12 (twelve) weeks to 4 (four) weeks.
SPENCE HALL                                                                                   PAGE 2 OF 2
EARTHLINK, INC (cont.)
• Developed an impactful “pitch-deck” that communicated the strategic and technical benefits of
  EarthLink’s Wi-Fi deployment versus the forthcoming competitors’ WiMax technology. This deck
  was utilized throughout the organization (C-level, Investor Relations, Marketing, etc.).
Senior Account Manager, Retail Sales Division (2000 – 2006)
Developed, negotiated and managed business-to-business partnerships that drove customer acquisitions.
• Managed the Circuit City, Staples, RadioShack, and OfficeMax accounts, which generated more
   than $10MM in revenue annually. Consistently exceeded quotas year-after-year.
       o Indexed at 120% of plan in 2006 (prior to transition into Muni Wi-Fi Division).
       o Share of business grew from 19% (2003), to 40% (2004), to 57% (2005), to 61% (2006) of
           total Retail Division sales.
• Acted as lead strategist and negotiator in contract restructuring with OfficeMax and Circuit City.
   Negotiated improved partner economics and significantly expanded the in-store presence for
   EarthLink: sales increased more than 75% during the subsequent 12 (twelve) months.
• Analyzed consumer promotional efforts to determine the most profitable marketing techniques.
   Developed, negotiated, and implemented a new promotion with major retailer that reduced initial
   customer churn from 45% to 10%.
• Received the Channel Sales Division Award for outstanding sales performance.

CONAGRA (HUNT-WESSON FOODS, INC), Orlando, FL                                                 1993 – 2000
Key Account Manager (1997 – 2000)
Managed more than $15MM in annual sales of the following brands: Orville Microwave, Snack Pack,
Swiss Miss, Healthy Choice, Chun King, Manwich, Hunt’s, Wesson, Van Camp’s, and Peter Pan.
• Achieved sales results versus quota that consistently ranked in the top 25% of team.
• Analyzed consumer purchasing trends and sales data to gain optimum placement of items, as well as
   to identify areas for negotiating incremental merchandising programs.
• Worked with Snack Pack Pudding Brand Manager to develop new pricing strategy on product line
   that increased consumption more than 50%.
Account Manager (1995 – 1997)
Developed and executed grocery product promotions with national and regional grocery chains.
• Created merchandising plans, developed fact-based presentations and predicted the category benefits
   of suggested actions by utilizing consumer sales data.
• Analyzed retailers’ categories and made recommendations to increase sales.

Senior Sales Representative (1994 – 1995)
Developed and implemented merchandising programs with regional grocery chains.
• Selected as the Jacksonville Territory Sales Representative of the Year based on “outstanding
   performance at retail and direct.”
Sales Representative (1993 – 1994)
Sold ConAgra’s grocery products to retail store managers.
• Gained distribution, improved product positioning, and sold displays to grocery stores in
    Southeastern Georgia.

                                               EDUCATION
EMORY UNIVERSITY, GOIZUETA BUSINESS SCHOOL, Atlanta, GA                                       2003
MBA, Finance and Marketing

FLORIDA STATE UNIVERSITY, COLLEGE OF BUSINESS, Tallahassee, FL                                1992
B.S., Hospitality Administration

Más contenido relacionado

La actualidad más candente

La actualidad más candente (20)

Scott Gannon resume
Scott Gannon resumeScott Gannon resume
Scott Gannon resume
 
RESUME James Gilchrist MAR 2015
RESUME James Gilchrist MAR 2015RESUME James Gilchrist MAR 2015
RESUME James Gilchrist MAR 2015
 
Wes McDaniel Resume
Wes McDaniel ResumeWes McDaniel Resume
Wes McDaniel Resume
 
new medical resume
new medical resumenew medical resume
new medical resume
 
Greggresume2
Greggresume2Greggresume2
Greggresume2
 
Heather Tanner Resume V.2 (1)
Heather Tanner Resume V.2 (1)Heather Tanner Resume V.2 (1)
Heather Tanner Resume V.2 (1)
 
STAYER PAT - Resume
STAYER PAT - ResumeSTAYER PAT - Resume
STAYER PAT - Resume
 
Nicole MacKenzie
Nicole MacKenzieNicole MacKenzie
Nicole MacKenzie
 
Kevin w mastdistrictres
Kevin w mastdistrictresKevin w mastdistrictres
Kevin w mastdistrictres
 
CReeves 2015 v1
CReeves 2015 v1CReeves 2015 v1
CReeves 2015 v1
 
Sanjay Duggal- Resume
Sanjay Duggal- ResumeSanjay Duggal- Resume
Sanjay Duggal- Resume
 
JohnCorleyResume
JohnCorleyResumeJohnCorleyResume
JohnCorleyResume
 
denise hepler resume 2016
denise hepler resume 2016denise hepler resume 2016
denise hepler resume 2016
 
Resume Christopher Szal 2-16 (2)
Resume Christopher Szal 2-16 (2)Resume Christopher Szal 2-16 (2)
Resume Christopher Szal 2-16 (2)
 
Vivian Murciano Media Sales Director
Vivian Murciano Media Sales DirectorVivian Murciano Media Sales Director
Vivian Murciano Media Sales Director
 
Klinowski, William Resume 3.15.16
Klinowski, William Resume 3.15.16Klinowski, William Resume 3.15.16
Klinowski, William Resume 3.15.16
 
John Valdez executive resume april 7th
John Valdez executive resume april 7thJohn Valdez executive resume april 7th
John Valdez executive resume april 7th
 
MargieBarriereResume update 3.29.16
MargieBarriereResume update 3.29.16MargieBarriereResume update 3.29.16
MargieBarriereResume update 3.29.16
 
Rick Bauer Resume 5-2016
Rick Bauer Resume 5-2016Rick Bauer Resume 5-2016
Rick Bauer Resume 5-2016
 
Elizabeth Carsey Resume
Elizabeth Carsey ResumeElizabeth Carsey Resume
Elizabeth Carsey Resume
 

Similar a Resume

Rgnagy resume
Rgnagy resumeRgnagy resume
Rgnagy resumeBob Nagy
 
Klinowski, william resume 3.17.16
Klinowski, william resume 3.17.16Klinowski, william resume 3.17.16
Klinowski, william resume 3.17.16Bill Klinowski
 
Eric Leines Resume
Eric Leines ResumeEric Leines Resume
Eric Leines ResumeEric Leines
 
SENIOR SALES & BUSINESS DEVELOPMENT EXECUTIVE
SENIOR SALES & BUSINESS DEVELOPMENT EXECUTIVESENIOR SALES & BUSINESS DEVELOPMENT EXECUTIVE
SENIOR SALES & BUSINESS DEVELOPMENT EXECUTIVEClayton Bonn
 
2011 Resume Climber Dennis Huffman
2011 Resume Climber Dennis Huffman2011 Resume Climber Dennis Huffman
2011 Resume Climber Dennis HuffmanDennis Huffman
 
Tom Scheid Resume Sept 2015
Tom Scheid Resume Sept 2015Tom Scheid Resume Sept 2015
Tom Scheid Resume Sept 2015Tom Scheid
 
NancyWeberJanuary2017Resume
NancyWeberJanuary2017ResumeNancyWeberJanuary2017Resume
NancyWeberJanuary2017ResumeNancy Weber
 
Chris gill resume 05 2013
Chris gill resume 05 2013Chris gill resume 05 2013
Chris gill resume 05 2013Chris Gill
 
Charles Coscia RES 2017
Charles Coscia RES 2017Charles Coscia RES 2017
Charles Coscia RES 2017Chuck Coscia
 
Peter Floyd resume
Peter Floyd resumePeter Floyd resume
Peter Floyd resumePeter Floyd
 
Peter Rahaman Resume 2016
Peter Rahaman Resume 2016Peter Rahaman Resume 2016
Peter Rahaman Resume 2016Peter Rahaman
 
updated resume - vincent morgan
updated resume - vincent morganupdated resume - vincent morgan
updated resume - vincent morganVincent Morgan
 
James Comport Resume 2017 January
James Comport Resume 2017 JanuaryJames Comport Resume 2017 January
James Comport Resume 2017 JanuaryJames Comport
 
Steve schohan 02182013
Steve schohan 02182013Steve schohan 02182013
Steve schohan 02182013Steve Schohan
 
Joseph Young - Resume Final 2016 ITO
Joseph Young - Resume Final 2016 ITOJoseph Young - Resume Final 2016 ITO
Joseph Young - Resume Final 2016 ITOJoe Young
 

Similar a Resume (20)

Rgnagy resume
Rgnagy resumeRgnagy resume
Rgnagy resume
 
Klinowski, william resume 3.17.16
Klinowski, william resume 3.17.16Klinowski, william resume 3.17.16
Klinowski, william resume 3.17.16
 
Renshaw resume (alliance)
Renshaw  resume (alliance)Renshaw  resume (alliance)
Renshaw resume (alliance)
 
A Singleton Resume Iii
A Singleton Resume IiiA Singleton Resume Iii
A Singleton Resume Iii
 
Eric Leines Resume
Eric Leines ResumeEric Leines Resume
Eric Leines Resume
 
SENIOR SALES & BUSINESS DEVELOPMENT EXECUTIVE
SENIOR SALES & BUSINESS DEVELOPMENT EXECUTIVESENIOR SALES & BUSINESS DEVELOPMENT EXECUTIVE
SENIOR SALES & BUSINESS DEVELOPMENT EXECUTIVE
 
Don.Resume_2015
Don.Resume_2015Don.Resume_2015
Don.Resume_2015
 
2011 Resume Climber Dennis Huffman
2011 Resume Climber Dennis Huffman2011 Resume Climber Dennis Huffman
2011 Resume Climber Dennis Huffman
 
Tom Scheid Resume Sept 2015
Tom Scheid Resume Sept 2015Tom Scheid Resume Sept 2015
Tom Scheid Resume Sept 2015
 
NancyWeberJanuary2017Resume
NancyWeberJanuary2017ResumeNancyWeberJanuary2017Resume
NancyWeberJanuary2017Resume
 
Chris gill resume 05 2013
Chris gill resume 05 2013Chris gill resume 05 2013
Chris gill resume 05 2013
 
Charles Coscia RES 2017
Charles Coscia RES 2017Charles Coscia RES 2017
Charles Coscia RES 2017
 
Peter Floyd resume
Peter Floyd resumePeter Floyd resume
Peter Floyd resume
 
Tim Jones Director Of Sales
Tim Jones   Director Of SalesTim Jones   Director Of Sales
Tim Jones Director Of Sales
 
Peter Rahaman Resume 2016
Peter Rahaman Resume 2016Peter Rahaman Resume 2016
Peter Rahaman Resume 2016
 
updated resume - vincent morgan
updated resume - vincent morganupdated resume - vincent morgan
updated resume - vincent morgan
 
James Comport Resume 2017 January
James Comport Resume 2017 JanuaryJames Comport Resume 2017 January
James Comport Resume 2017 January
 
Danielle Pittman 2015
Danielle Pittman 2015Danielle Pittman 2015
Danielle Pittman 2015
 
Steve schohan 02182013
Steve schohan 02182013Steve schohan 02182013
Steve schohan 02182013
 
Joseph Young - Resume Final 2016 ITO
Joseph Young - Resume Final 2016 ITOJoseph Young - Resume Final 2016 ITO
Joseph Young - Resume Final 2016 ITO
 

Resume

  • 1. SPENCE HALL 11640 N. Tatum Blvd. #2005 ♦ Phoenix, AZ 85028 ♦ Cell: 678-613-1450 ♦ Email: spenceh01@gmail.com SUMMARY Results-oriented Channel Strategy / Sales / Management professional with a consistent history of achieving goals and increasing revenue streams within the technology and CPG industries. Demonstrated success in environments where employing high-level negotiation, strategy, financial, and analytical skill sets are key cornerstones for success. Possess excellent managerial, organizational and inter-departmental problem-solving skills. Successfully manage direct reports with a dynamic, people-centered philosophy. EXPERIENCE COX COMMUNICATIONS, Phoenix, AZ 2009 – Present Manager, Channel Sales & Development, Sales Division Responsible for strategy, sales, and account management leadership. Manage a team that negotiates and manages business-to-business partnerships for the company’s channel partner and real estate (i.e. MDU) verticals. Average organization size =12 professionals. • Led a significant strategic & operational restructuring of the New Business Development group. Post restructure, team contract revenue reached $369 million in 2010. o Sales were 18% higher than prior year - with 27% lower headcount. o Team sales productivity per employee increased 61% versus 2009. o Reduced annual, recurring spending by $450,000. • Developed, implemented, and launched a new “customer segmentation” sales strategy. o Introduced analysis best practices & techniques to significantly improve market comprehension and pipeline intelligence. Aligned team goals, compensation, and managed accordingly. o Team contract signings from the “high-strategic” partner segments increased from 33% to 48% of total business. • Initiated new, innovative strategies within the New Channel Development Group to maximize sales, promote partner engagement, and drive organizational efficiencies. o Sales indexed at 160% vs. prior year (78,000 subscribers) in 2010. o Increased sales with APS (electric utility in Arizona) by 600% within 12 months. o Launched a revised, back-end process to maximize channel partner efficacy and increase conversions (revenue opportunities) by over 10%. • Perform comprehensive sales analysis and forecasting both internally for Cox (e.g. Consumer Life-Time Value; Member Acquisition Cost; Sensitivity Analysis) and externally (e.g. sales proposals, signup forecasting and profit analysis) for Cox’s business partners. EARTHLINK, INC., Atlanta, GA 2000 - 2007 Director of Channel Sales, Municipal Wi-Fi Division (2006 – 2007) Responsibilities included strategic business development, account management, sales, financial analysis, product strategy, team management, and marketing with Channel partners. • Targeted, negotiated, and signed contracts with more than 8 (eight) national partners including Best Buy, Radio Shack, Delta Airlines, Northwest Airlines, and University of Pennsylvania to promote Municipal Wi-Fi service. • Managed a team of 2 (two) Senior Account Managers that successfully signed contracts with more than 20 (twenty) accounts. • Led cross-functional teams of up to 15 (fifteen) people to drive Channel Sales initiatives. • Identified, developed and implemented a Wi-Fi “Go-to-Market” strategy for the Channel Sales Group. Defined 6 (six) consistent customer types – then implemented corresponding strategy parameters that maximized sales, minimized operational impact, and drove go-to-market consistency. • Streamlined operational processes and effectively decreased the Local Agent launch timeline from 12 (twelve) weeks to 4 (four) weeks.
  • 2. SPENCE HALL PAGE 2 OF 2 EARTHLINK, INC (cont.) • Developed an impactful “pitch-deck” that communicated the strategic and technical benefits of EarthLink’s Wi-Fi deployment versus the forthcoming competitors’ WiMax technology. This deck was utilized throughout the organization (C-level, Investor Relations, Marketing, etc.). Senior Account Manager, Retail Sales Division (2000 – 2006) Developed, negotiated and managed business-to-business partnerships that drove customer acquisitions. • Managed the Circuit City, Staples, RadioShack, and OfficeMax accounts, which generated more than $10MM in revenue annually. Consistently exceeded quotas year-after-year. o Indexed at 120% of plan in 2006 (prior to transition into Muni Wi-Fi Division). o Share of business grew from 19% (2003), to 40% (2004), to 57% (2005), to 61% (2006) of total Retail Division sales. • Acted as lead strategist and negotiator in contract restructuring with OfficeMax and Circuit City. Negotiated improved partner economics and significantly expanded the in-store presence for EarthLink: sales increased more than 75% during the subsequent 12 (twelve) months. • Analyzed consumer promotional efforts to determine the most profitable marketing techniques. Developed, negotiated, and implemented a new promotion with major retailer that reduced initial customer churn from 45% to 10%. • Received the Channel Sales Division Award for outstanding sales performance. CONAGRA (HUNT-WESSON FOODS, INC), Orlando, FL 1993 – 2000 Key Account Manager (1997 – 2000) Managed more than $15MM in annual sales of the following brands: Orville Microwave, Snack Pack, Swiss Miss, Healthy Choice, Chun King, Manwich, Hunt’s, Wesson, Van Camp’s, and Peter Pan. • Achieved sales results versus quota that consistently ranked in the top 25% of team. • Analyzed consumer purchasing trends and sales data to gain optimum placement of items, as well as to identify areas for negotiating incremental merchandising programs. • Worked with Snack Pack Pudding Brand Manager to develop new pricing strategy on product line that increased consumption more than 50%. Account Manager (1995 – 1997) Developed and executed grocery product promotions with national and regional grocery chains. • Created merchandising plans, developed fact-based presentations and predicted the category benefits of suggested actions by utilizing consumer sales data. • Analyzed retailers’ categories and made recommendations to increase sales. Senior Sales Representative (1994 – 1995) Developed and implemented merchandising programs with regional grocery chains. • Selected as the Jacksonville Territory Sales Representative of the Year based on “outstanding performance at retail and direct.” Sales Representative (1993 – 1994) Sold ConAgra’s grocery products to retail store managers. • Gained distribution, improved product positioning, and sold displays to grocery stores in Southeastern Georgia. EDUCATION EMORY UNIVERSITY, GOIZUETA BUSINESS SCHOOL, Atlanta, GA 2003 MBA, Finance and Marketing FLORIDA STATE UNIVERSITY, COLLEGE OF BUSINESS, Tallahassee, FL 1992 B.S., Hospitality Administration