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Cascaddan resume 2014
- 1. Constance N. Cascaddan 2316 East Reservoir Boulevard, Peoria, IL 61614 cnoelcas@gmail.com / (309) 857-2235 BUSINESS DEVELOPMENT PROFESSIONAL Communication Technology Solutions • Convergence Management • Business Systems Consulting Dynamic, high-performance professional with a proven ability to consult, manage and sell with an aggressive drive for superior results. Broad marketing experience in multiple industries and verticals with special expertise in direct mail and financial service. Consistently proven ability to hit the ground running, handle multiple and shifting priorities while producing exceptional results within a short period of time. General Strengths: • Account Management • Strategic Relationship Management • Solution Specification & Design • Contract Negotiation • New Business Development • Technical Ambiguity Resolution • RFP/RFQ Management • Master Service Agreement Negotiation • Needs-Based Assessments • Project Management • Solutions Selling Approach • Strategic Planning Technology-Based Strengths: • SONET, OCx, DSx • ATM, Frame Relay • MPLS, IP-VPN, MAN • CISCO, ADTRAN, ShoreTel, Avaya • IP Telephony • Technology Conversion • POTS/PRI/Centrex/Toll Free • Co-Location / Hosting • Wireless / Mobility Systems PROFESSIONAL EXPERIENCE MIDLAND INFORMATION RESOURCES 2013 - Present Global provider of content management solutions, digital print, print on demand programs. Director, Business Development Recruited to market and sell solutions to industry associations, higher education, financial service and training and development marketing. Additionally, assume responsibility for existing accounts as well as prospect and develop new accounts. Perform market assessments, competitor analyses and create reports and pricing strategies. Draw conclusions from market and customer assessments to advise the VP of Marketing. Use consultative approach to create new solutions that address needs of the clients. Identify opportunities by analyzing business process improvement potential for existing and prospective clients. Convey a sense of expertise in custom media management solutions for companies with needs for short-run, on-demand digital print and electronic media distribution. Utilize a CRM system as the key repository for all client activities. Meet and exceed monthly, quarterly and annual revenue goals set by the company. Develop a strategic plan that actively manages short and long term leads both personally generated and referred by the inside sales team. Support and execute efforts to consistently grow the base of referral sources. Develop new project proposals and advance projects through the sales process. Demonstrate and sell complex communication products and services including variable data printing, direct mail, print on demand, web to print, packaging, product development, logistics solutions, POS programs, digital printing, content creation and delivery, print fulfillment and web/print campaign creation. RR DONNELLEY & SONS 2010 - 2013 Global provider of integrated communications, supply chain services & worldwide logistics solutions.
- 2. Senior Account Director Recruited to assume responsibility for existing key accounts and new account development. Lead a cross- functional team to deliver innovative communications products and services to large business customers. Rookie of the Year - 2010 Discover and respond to large, complex RFPs within existing and new accounts. Close sales opportunities through the creation and delivery of custom presentations targeting all connected stake-holders from C level executives to purchasing analysts. Create and implement competitive pricing strategies based on current market conditions. Effectively manage $5 million in A/R for account multi-national account base Negotiate and maintain complex Master Services Agreements. Maintain and grow current account base relationship building activities, cold-calling and digital and live networking. Utilize multiple customer service, sales tracking and business reporting systems to manage and facilitate excellent customer relationships. Demonstrate and sell complex communication products and services including variable data printing, direct mail, print on demand, web to print, packaging, product development, logistics solutions, POS programs, digital printing, content creation and delivery, print fulfillment and web/print campaign creation. PAETEC 2008 - 2010 Acquired by Windstream in 2011; Telecommunications company delivering voice and data communications services to businesses in the United States. Senior Account Executive Recruited to expand sales team after acquisition of McLeodUSA. Given full accountability for planning and executing regional healthcare vertical market sales strategy, identifying and capturing key accounts, and establishing a competitive market position. Met and exceeded annual sales targets through the use of cold calling, lead generation and networking. Led a cross-functional team representing engineering, project management, service delivery and customer service to increase new sales revenue in region by 28%. Defined vertical target markets and developed comprehensive positioning and pricing strategy. Conceived and managed low-cost marketing campaigns building a strong awareness despite limited budget. telecommunications products and services in the marketplace to new business customers through organized planning, researching and prospecting activities Understand, demonstrate and sell voice and data communication technology products and services including VoIP, MPLS, SONET security, dedicated Internet access, IP telephony (CISCO, Allworx, Nortel, Shoretel, ADTRAN, Avaya), hosted services, communication management software, financing, fixed wireless, custom co-location services and energy consultation. AT&T 2004 - 2008 Fortune 500 company providing telecommunications products and services worldwide. Regional Sales Manager - Major Accounts Promoted to recruit, train, develop and lead sales and account management team in rigorous and competitive market during SBC acquisition of AT&T. Given full responsibility to promote and manage change in culture, systems and operations while maintaining stellar sales and account management performance. Led award-winning sales and account management team to perform at 125% of objective, sending 45% of team members to AT&T Diamond Club annual trip. Led team to increase customer experience evaluation (CEE) by 150% in six months. Led two overlay sales teams to provide technical and engineering support to core team.
- 3. Mentor cross-functional teams to deliver technical, cohesive, multi-tiered solutions to customers including services such as basic voice products, VoIP, Mobility products and services, MPLS, SONET, metro-Ethernet, dedicated hosting, wireless network backup and service. Account Manager - Major Accounts Recruited to assume and manage established module of 150 regional business accounts assuming full responsibility for achievement of 11% annual revenue growth, maintenance of outstanding customer satisfaction while acting as involved and effective customer advocate. Establish and maintain relationships within assigned customer base, performing at 175% of objective and attaining President's Club status within less than 24 month in the industry. Identify, discover, design and sell voice and data communication technology products and services including VoIP, Internet access, security, hosting, IP Telephony (CISCO, Nortel, Shoretel, ADTRAN, Avaya), MPLS, SONET, metro Ethernet services with focus on strategic bundle. Act as subject matter expert for team in regard to internal systems and new technology. Lead overlay sales and support team to generate proposals including TCO/ROI FELDMAN PRINTING, INC 2000 - 2004 Regional offset printing company in business for more than thirty years. Business Development Manager Re-established successful account relationships that had been inactive for over a year. Generated annual revenue representing over 35% of total company revenue within one year. Expert in all aspects of hands-on client service and business development including needs analysis, suggestive/strategic selling, and maximizing client potential. Prospected for new business through cold-calling and networking. Developed special programs with select clients to increase targeted product sales. ROBESON’S INC. 1998 - 2000 Established regional real estate development and management firm specializing in private collegiate housing. Sales Manager Opened new collegiate residential facility. Achieved target goal of 88% occupancy within two months. Total facility management including building engineering, network support, resident life staffing and community relations. Developed and maintained essential strategic relationships with area educational institutions. Directed facility programming to enhance resident life. ROYSE & BRINKMEYER, INC. 1996 - 1998 Large regional rental property management firm. Director of Sales and Property Management Reversed vacancy crisis by increasing sales by 25% within nine months representing a 30% increase in annual revenue. Recruited , trained, led and managed sales staff of twelve members. Developed and implemented sales strategies, quota system and employee incentive programs; monitor trends in sales performance. Overhauled the company’s sales information systems. EDUCATION, TRAINING & CERTIFICATIONS UNIVERSITY OF PHOENIX - Bachelor of Science, Marketing Microsoft Office power user - Outlook, Word, Excel, PowerPoint, Visio Attended numerous sales and management related training courses, seminars and workshops