Executive Resume for Joseph P. Smith Sales Organization Management in the Internet and Communications Industry. Specializing in building and leading Sales Teams, Branch Offices and Regional Sales Forces.

1. Joseph P. Smith
Sales Organization Management – Internet and Communications Industry
704-360-0050 | joe@josephpsmith.net
Career Profile
Senior sales management professional with awardwinning salesresults. 17 years of sales, management anddirector-level positions in
the telecommunications salesindustry. Significant experience indeveloping successful sales organizations geared to generate new
business through a high-activity sales platform. Focused on making a positive impact for both the customer and the company.
Core Competencies
Sales Leadership | Team Building | City, State, and RegionalManagement | SalesTalent Development | Team Performance Improvement
Telecommunications | CLEC| ILEC| Traditional Voice Applications | VoIP| Data Networks | CloudComputing | UnifiedCommunications
HostedServices | SaaS | Salesforce.com CRM| Call Center Management | Direct Sales Management | Alternate Channel Management
Professional Experience
Confidential – High Point, NC 3/2011 - Present
Sales Manager – Business Development & Salesforce.com Application Manager (2013-Present)
Senior Manager, Direct & Indirect Sales (2012-2013)
CLEC Sales Manager (2011-2012)
Responsible for the overallsales strategy, implementation, and success for company's Fiber Broadband initiative in the Triad. Primary
scope of responsibilityincludes the management ofthe Fiber Broadbandsales team andthe management of company’s Salesforce.com
instance. Additional responsibilities include managingthe FTTB geographic selectionprocess, building research, sales planning, sales
forecasting, acquisitionstrategy, easement contract negotiation, compensation plans, alternate channel strategies , and our future
growth blueprint. Regularlyinterface with Engineering regarding the planning and implementation of fiber build -outs. Frequently
involved in the selection process of marketing and advertising campaigns related to the Fiber Broadband business unit.
 Sales Quota attainment is presently 141% year-to-date for my team selling Fiber Broadband voice, internet & data services
 Currently assisting our Marketing Dept in the implementation of our Salesforce Marketing Cloud (ExactTarget & Pardot)
 Managedandgrewthe Fiber Broadbandsales team in 2014, adding139 new accounts andachieving a quota attainment of 108%
 Led the Fiber Broadbandexpansion initiative for companyin 2013, creating a new revenue stream and sales channel for 2014
 Successfullynegotiatedeasement agreements & contracts withtargetedmulti-tenant buildings andMDU propertiesfor fiber access
 Project-managed the designandimplementation of Salesforce.com & EchoSignas the company’s SFDC ApplicationManager in 2013
 Managed a sales organization consisting of 84 direct & indirect reports spanning across 12 business & residential sales teams
 Created newdepartment (BIS)whichproduced $4.3Min renewals plus a net-newquota attainment of 121% (2012) and 203% (2013)
 Rebuilt the CLEC sales team, whichgenerated over $128Kin net-new MRCand achieveda teamquota attainment of 103% (2011/12)
Qwest Communications – Charlotte, NC 5/2010 – 3/2011
Strategic Account Manager
Managed a book of business comprised of some of the largest Enterprise -level corporations headquartered in NC & SC.
Simplified Business Services (AT&T Solution Provider) – Charlotte, NC 3/2006 – 5/2010
Director of Channel Sales
Accountable for all salesandmarketing initiatives for the agency’s nationwide Indirect Sales Channel. Establishedstrategic partnerships
with various telecomindustryservice & equipment vendors enablingtheir companies to sell AT&T services to business customers .
Cultivated the agent channelthroughrecruiting, training and managing the sales and compensation processes. Developed and
maintained the agency’s online branding and inboundleadgeneration utilizing SEM, SEO, direct marketing, and website analytics.
 Launchedagency’s first website and PPC (pay-per-click) marketing campaign, resulting in a 138% increase in annual sales

2. Birch Telecom – Ft. Worth, TX / Atlanta, GA / Charlotte, NC 11/1999 – 3/2006
Senior Regional Manager – NC Division Sales (Charlotte, NC, 2005-2006)
City Manager (Charlotte, NC, 2002-2005)
District Manager (Charlotte, NC, 2001-2002)
Area Sales Manager (Atlanta, GA, 2000-2001)
Senior Account Executive (Ft. Worth, TX, 2000-2000)
Account Executive (Ft. Worth, TX, 1999-2000)
Opened the Charlotte Sales Office for Birch Telecom, a $350M Regional CLEC in the Southeast. Managed staff of 30 sales and
sales support members, including two teams in the Charlotte office as well as remote offices in Greensboro, Raleigh, Asheville,
Wilmington and Salisbury, carrying an average $25K monthly quota in new monthly reoccurring revenue. Maintained daily
contact with all offices to inspect and manage activity and production levels, evaluate performance, and provide leadership,
training and coaching. Managed all aspects of the business including sales, office administration, atmosphere, training,
meetings, recruiting, interviews, forecasting, order processing, community involvement, media coverage, and retention.
 Awarded the prestigious Birchievers President’s Club Award five times (2000, 2001, 2003, 2004, 2005)
 Awarded the regional Manager of the Year Award three consecutive years (2003, 2004, 2005)
 Promoted five times, holding the distinction of being the senior-most manager within the company by 2005
 Six consecutive years over 100% of market quota, ending at 158% to plan in 2006
 Consistently ranked #1 in region for sold revenue, AE to Senior AE promotions and lowest employee churn rate
 Generated $4.6M in billed revenue in the Charlotte market, with an annual average of 600 new customers sold
 Successfully navigated two corporate bankruptcies and a merger with minimal impact on headcount and revenue
 Co-created the NSCAR Regional Leadership Summit, an advanced training curriculum for the top sales performers
 Pioneered the Major Accounts Programfor Birch Telecom. Originallyaninitiative in the Charlotte office, the program grew to a
corporate-wide division which was later managed from the corporate office
 Led the companyin the strategic acquisitionof nationwide multi-location accounts, including Kohl’s Department Stores, Movie
Gallery, Ross Stores, Aaron Rents, Linens ‘N Things, Dick’s Sporting Goods, and Summit Properties
Cydcor International (AT&T) – Indianapolis, IN / Boston, MA / Houston, TX / Dallas, TX 5/1998 – 11/1999
AT&T Campaign Manager (Houston, TX / Dallas, TX, 1998-1999)
Sales Representative (Indianapolis, IN / Boston, MA, 1998-1998)
 Promoted to AT&T Campaign Manager after 3 months as a Sales Representative
 Managed several sales teams ranging in size from 10 to 40 representatives selling AT&T CLEC services
 Assigned to special team responsible for opening new AT&T Sales Offices in 3 different states (IN, MA and TX)
 Created new control systems for Territory Management which were later implemented throughout the company
Awards and Recognition
AT&T Solution Provider Champion – 2008 (Silver), 2009 (Gold), 2010 (Silver)
BellSouth Circle of Excellence – 2006 (Silver Partner), 2007 (Gold Partner)
Birchievers President’s Club – 2000, 2001, 2003, 2004, 2005
Birch Telecom NSCAR Manager of the Year – 2003, 2004, 2005
Recipient of manyother sales management performance awards, including: Top Dog Award, MVP Award, Greatness in Motion,
Golden Retriever Award, Best in Show Award, Gold Leaf Award, Triumph Award, Ace Award, Breaking the Bank Award, Power
Player Award, Quota Club, Premier Club, Top Hat Award, Fast Start
Education & Training
1997 – Southern Illinois University, Carbondale, IL. Bachelor’s Degree: Advertising & Asian Studies
2012 – APSS-SME Certification (Avaya Professional Sales Specialist – Small & Medium Enterprise)
2012 – Cronin Communications Customer Service Management Seminar
2014 – Salesforce.com Certification Training (Aspiratech, Wiley, Brainiate, Singh)