Professional experience

Operating inside major U.S. telecommunications organizations

Customer acquisition, market development and commercial execution, presented as challenge, scope, leadership, execution and results.

Charter Communications / Spectrum

Regional Market Development Manager

March 2023 to Present

Challenge

Residential Market Development was a new department in the Georgia market. There was no team, no operating rhythm and no shared standard for field performance. The standard had to hold everywhere the work reached, not only where it was built.

Scope

Georgia, Alabama, Tennessee and both Carolinas: five regions and more than 100 employees in the field, working with Operations, Construction, Care, Marketing and Installation.

Leadership

I set the monthly and quarterly strategy against our goals, then held the week to it. I reviewed performance daily and coached in the field rep by rep, so every conversation was grounded in data rather than opinion.

Execution

Built the Georgia team from the ground up and put in place the daily and weekly operating rhythm the department still runs on.
Used BI dashboards each morning to decide where each person needed coaching that day.
Set monthly and quarterly plans against goals, then tracked each region against them week by week.
Kept momentum through construction and permit halts by working cross-functionally and moving the team onto live inventory.
Rebuilt activity and pipeline tracking so problems surfaced while there was still time to act.

Results

90% project success rateTop 5 teams led nationwide100+ employees across five regions20+ team members built and developed in Georgia

Charter Communications / Spectrum

Business Sales Executive

May 2021 to March 2023

Challenge

Business accounts were often handled as one-off transactions without an executive relationship behind them.

Scope

Full B2B cycle across SMB and mid-market customers: prospecting, discovery, proposal, negotiation and close.

Leadership

Built relationships with owners and decision makers and designed solutions around the problems they described.

Execution

Ran discovery with decision makers before proposing anything.
Kept pipeline and CRM disciplined so the forecast could be planned against.
Stayed involved through implementation so customers went live when promised.

Results

One-time sales turned into renewals and add-on business

Google Fiber

Regional Commercial Markets Manager

Challenge

Business customers in competitive markets needed a real reason to move to fiber, and the teams selling it needed a clearer read on what was actually working.

Scope

A team of commercial executives across four states, covering business customer acquisition, market penetration and the funnel behind both.

Leadership

I monitored performance daily, adjusted strategy where the numbers pointed, and stayed close enough to the deals to help when a negotiation needed support.

Execution

Reviewed daily KPIs across four states and changed course where the trend said to.
Set territory strategy and held the team to the activity behind it.
Supported contract negotiations with pricing, terms and customer context carried back from the field.
Coached executives on pipeline discipline and customer experience in equal measure.

AT&T

Strategic Account Partner, Commercial Accounts

September 2018 to May 2021

Challenge

Commercial accounts needed connectivity and managed technology designed around real operational and security problems, not a standard package.

Scope

Connectivity and managed technology for commercial accounts, from first conversation through renewal.

Leadership

I ran discovery with executive stakeholders and partnered with Sales Engineers, Solution Architects and Operations so what we promised could be delivered.

Execution

Negotiated multi-year agreements and renewals on business value rather than discounts.
Built account plans that grew existing customers.

Results

Multi-year agreements, renewals and account expansion