Joseph P. Smith
Sales Organization Management – Telecommunications Industry
 9716-B Rea Rd., #145, Charlotte, NC 28277  704-360-0050  joe@josephpsmith.net  www.josephpsmith.net
Career Profile
An accomplished senior sales management professional with long-term tenure and documented sales results looking to
continue track record of success in a sales management capacity. 11+ years of sales management and director-level
positions in the Telecommunications industry. Significant experience in developing successful sales organizations
geared to generate new business through a high-activity sales platform in a team-based environment.
Core Competencies
 New Market Expansion  Personnel Growth & Development
 RFP / RFI Response Formulation  Multi-Office Sales Logistics
 Sales Revenue Forecasting  Advanced Proposal Strategies & Construction
 Activity-Based Sales Leadership  Motivational Management with Results
 Strategic Market Research & Planning  Direct Sales Force Start-Up & Development
 National Account Acquisition  Channel Sales Strategies
 Sales Management Training & Development  Special Pricing Contract Negotiation
Professional Experience
Simplified Business Services 3/2006 – Present NC
An AT&T Master Solution Provider agency, utilizing an indirect sales force of service & equipment vendors nationwide
Director of Channel Sales (3/2006 – Present, Charlotte, NC)
 Oversee the recruitment, training and management of telecom industry service & equipment vendors as agents
selling AT&T products and services to their business customers
 Monitor and track daily production through the use of internal reports and website analytics
 Manage the business administration and compensation processes for all vendor agents
 Assist agents in the sales process through qualification, special pricing negotiation, proposal generation, contract
administration, order implementation and post-installation follow up
 Created company’s first website and inbound marketing campaign (Search Engine Marketing), resulting in a 138%
increase in company-generated annual sales, and a 345% increase in agent recruiting over a 3 year period
 Revenue generated directly from website leads and inbound marketing assisted company in achieving the BellSouth
Gold Partner status and the AT&T Solution Provider Champion status
Birch Telecom 11/1999 – 3/2006 TX / GA / NC
Regional CLEC (Competitive Local Exchange Carrier) targeting business customers, utilizing a UNE-P & facilities-based platform
Senior Regional Manager (10/2005 – 3/2006, Charlotte, NC)
 Promoted to Senior Regional Manager for the State of North Carolina in October 2005
 Managed the Charlotte sales office as well as remote offices in Greensboro, Raleigh, Asheville, Wilmington and
Salisbury. Maintained daily contact with all offices to inspect and manage activity and production levels, evaluate
performance levels, and provide leadership, training and coaching
 Utilized as the back-up to the Regional Vice President, managing other offices throughout the region as needed
 Consistently maintained lowest employee churn rate in region by creating an atmosphere of success and team unity
 Consistently ranked as the top sales office in terms of sold revenue, billed revenue and number of Account
Executives promoted to Senior Account Executive
 Successful Quota Attainment: 158% to plan overall as the Senior Regional Manager

Birch Telecom [Continued] TX / GA / NC
City Manager (3/2002 – 10/2005, Charlotte, NC)
 Promoted to City Manager and expanded the Charlotte office into two sales teams in March 2002
 Promoted my top Senior Account Executive to District Manager and oversaw the development of Charlotte Team 2
 Led the Charlotte market and maintained two teams, totaling over 20 Account Executives plus support staff
 Assisted the Regional Vice President in the formation of the Leadership Summit, a high-level training curriculum for
the top 20% of Account Executives, delivered in quarterly seminars across the region
 Initiated the Major Accounts Program for Birch Telecom - originally an initiative for the Charlotte office, the program
grew to a corporate-wide division which was later managed from the corporate office. More Major Accounts were
sold from the Charlotte office than any other office at Birch Telecom
 Deployed and managed the Birch Telecom Association program in the Charlotte market, partnering with local
associations to offer discounted Birch services to their members
 Received special invitation by Birch Corporate to participate in the creation of Sales Training and Sales Management
Training videos, produced at headquarters in Kansas City, Mo, which were distributed and used company wide
 Successful Quota Attainment: 113% to plan overall as a City Manager
District Manager (2/2001 – 3/2002, Charlotte, NC)
 Promoted to District Sales Manager to open the Charlotte market for Birch in February 2001
 Pioneered the Charlotte sales office from the start-up phase by hiring original sales and support staff, managed staff
to exceed company expectations, and developed new Account Executives into Senior Account Executives over time
 Managed all aspects of the business including sales, office administration, atmosphere, training, meetings, recruiting,
interviews, forecasting, order processing, community involvement, media coverage and employee retention
 Successfully executed the Product Launch campaigns for Birch’s new aDSL, VPN and Contract-Buyout programs
 Managed the rollout process and promotion of the sales-incentive awards programs throughout the region
 Led meetings with local media companies, supervising the market rollout of the Birch advertising campaign
 Successful Quota Attainment: 102% to plan overall as a District Manager
Area Sales Manager (11/2000 – 2/2001, Atlanta, GA)
 Promoted to Area Sales Manager and moved to GA to open the first Southeast (BellSouth Region) market for Birch
Telecom in November 2000
 Interviewed, hired, trained and coached the initial sales teams in GA, AL, NC and SC
 Reported directly to the District Sales Managers in Atlanta – responsible for field training and sales skills
development. Worked directly with the Account Executives in the field to improve cold calling and closing skills
Senior Account Executive (5/2000 – 11/2000, Fort Worth, TX)
 1st Account Executive in company to be promoted to Senior Account Executive in less than 6 months in May 2000
 Invited by management to conduct workshops & sales training to other offices in region to improve their sales skills
 Aided in the development of new Account Executives in the office through mentoring and field activity
 Successful Quota Attainment: 142% to plan overall as a Senior Account Executive
Account Executive (11/1999 – 5/2000, Fort Worth, TX)
 Sold all products and services offered by Birch Telecom to small and medium sized businesses—Local (UNEP), Long
Distance, and Internet (Dial-Up, Web Hosting, ISDN, sDSL) as an alternative to Southwestern Bell
 Focused on moving up market to acquire large, multi-location business accounts
 Achieved special recognition for the highest number of new sales during the sDSL product launch in Texas
 Successful Quota Attainment: 160% to plan overall as an Account Executive
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Cydcor International (AT&T) 5/1998 – 11/1999 IN / MA / TX
An outsourced direct-sales company commissioned to represent AT&T to business customers, selling CLEC local & data services
AT&T Campaign Manager (8/1998 – 11/1999, Houston, TX | Dallas, TX)
 Promoted to AT&T Campaign Manager after just 3 months as a Sales Representative
 Interviewed, hired and trained new Sales Representatives
 Coordinated and administered training seminars and market meetings
 Implemented strategic research through test markets of new service offerings
 Assigned to special team responsible for opening new AT&T Sales Offices in 3 different states (IN, MA and TX)
 Managed several sales teams ranging in size from 10 to 40 representatives selling AT&T CLEC services
 Created new control systems for Territory Management which was later implemented throughout the company
Sales Representative (5/1998 – 8/1998, Indianapolis, IN | Boston, MA)
 Sold AT&T CLEC local, long distance and data products to business customers as an alternative to the incumbent
local phone companies
Awards and Recognition
AT&T / BellSouth Alliance Channel – Company recognition for Simplified Business Services
2009: Solution Provider Champion Status—based on Annual Billed Revenue threshold
2009: AT&T Circle of Excellence Award—ranked in top percentile of Solution Provider agencies
2008: Master Agent Status with BellSouth—based on Partner development to ASP status
2008: Gold Partner Status with BellSouth—based on Annual Billed Revenue threshold
2008: BellSouth Circle of Excellence Award—ranked in top percentile of Solution Provider agencies
2007: Silver Partner Status with BellSouth—based on Annual Billed Revenue threshold
Birch Telecom – Personal recognition for Joseph P. Smith
2005: Birchievers Presidents Club Award (Puerto Rico)—billed revenue of 125% of annualized quota
2005: NSCAR Manager of the Year Award—based on sold and billed revenue as well as reps promoted
2005: Top Dog award—awarded for surpassing sold office quota 10 out of 12 months
2005: MVP award—based on top sales office in company 4 out of 12 months
2004: Birchievers Presidents Club Award (Palm Springs, CA)—billed revenue of 125% of annualized quota
2004: NSCAR Manager of the Year Award—based on sold and billed revenue as well as reps promoted
2004: Top Dog award—awarded for surpassing sold office quota 8 out of 12 months
2004: MVP award—based on top sales office in company 4 out of 12 months
2003: Birchievers Presidents Club Award (Sanibel Island, FL)—billed revenue of 125% of annualized quota
2003: NSCAR Manager of the Year Award—based on sold and billed revenue as well as reps promoted
2003: Gold Leaf award—based on billed revenue of 150% as a Manager
2003: Triumph Award—based on billed office revenue over quota
2003: Ace Award—based on sold office revenue over quota
2001: Birchievers Presidents Club Award (Château Élan, GA)—billed revenue ranking within top 10% of Managers
2001: Breaking the Bank Award—based billed office revenue—top office in company 3rd quarter
2001: Power Player Award—based on sold office revenue—top office in company 4 months
2000: Birchievers Presidents Club Award (Kansas City, MO)—highest billed Account Executive revenue in the region
2000: Quota Club status—11 consecutive sales months over 100% to quota
2000: Premier Club award—for billing the entire annual quota by the month of September
2000: Gold Leaf award—based on billed revenue of 150% as an Account Executive
2000: Top Hat award—for highest sold revenue in 3rd Quarter
2000: Fast Start award—for exceeding $10K in billed revenue during first 3 months as an Account Executive
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Education and Training
1997 Southern Illinois University Carbondale, IL
B.A. – Advertising Major, Asian Studies Minor
Additional Training & Seminars:
 AT&T Local and Data Services Training
 Birch Telecom Advanced Management Training Courses
 SalesNet CRM Training
 Roger Dawson Seminar
 Tom Hopkins Seminar
 Hocutt & Associates Seminar
Computer Skills:
 CRM – SalesNet and SalesForce
 AT&T Systems – LENS, BLOOPY, Sales Expert, Quote Expert,
SMART, GCSM
 Microsoft Office – Outlook, Excel, Word, PowerPoint
 Marketing – Google Analytics, Google AdWords, Yahoo Search
Marketing, SEM, SEO, Social Media, Corporate Branding
Additional Information:
 Eagle Scout – 2 Palms
 Order of the Arrow – Vigil Honor
 2nd Degree Black Belt – Kempo-Jutsu
Professional References Available Upon Request
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