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SPENCE HALL      11640 N. Tatum Blvd. #2005 ♦ Phoenix, AZ 85028 ♦ Cell: 678-613-1450 ♦ Email:         ...
SPENCE HALL                                                                                   PAGE 2 OF 2EARTHLINK, INC (c...
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Resume - Spence Hall


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Resume - Channel Sales & Development

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Resume - Spence Hall

  1. 1. SPENCE HALL 11640 N. Tatum Blvd. #2005 ♦ Phoenix, AZ 85028 ♦ Cell: 678-613-1450 ♦ Email: SUMMARYResults-oriented Channel Sales / Account Management professional with a consistent history ofachieving goals and increasing revenue streams within the technology and CPG industries. Demonstratedsuccess in environments where employing high-level negotiation, strategy, financial, and analytical skillsets are key cornerstones for success. Possess excellent managerial, organizational and inter-departmentalproblem-solving skills. Successfully manage direct reports with a dynamic, people-centered philosophy. EXPERIENCECOX COMMUNICATIONS, Phoenix, AZ 6/2009 – PresentManager, Channel Sales & Development, Sales Division (2009 – 2010)Responsible for strategy, sales, and account management leadership across two business segments.Lead 24 (twenty-four) professionals (including two managers) that negotiate & manage business-to-business partnerships for the company’s channel partner and real estate verticals.• Led a significant strategic & operational restructuring of the New Business Development (NBD) 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 07/2000 – 10/2007Director 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. 2. SPENCE HALL PAGE 2 OF 2EARTHLINK, 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 9/1993 – 5/2000Key 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. EDUCATIONEMORY UNIVERSITY, GOIZUETA BUSINESS SCHOOL, Atlanta, GA 2003MBA, Finance and MarketingFLORIDA STATE UNIVERSITY, COLLEGE OF BUSINESS, Tallahassee, FL 1992B.S., Hospitality Administration