Anthony Reading is a highly motivated, ambitious executive with over 15 years of experience in the healthcare, IT/commun...
ANTHONY READING Phone: (O) 303-722-0322 or (C) 303-618-8150 Email:
[email protected]
Highlands Ranch, CO 80126 PROFESSIONAL SUMMARY
Highly motivated, ambitious executive with over 15 years of experience in the healthcare, IT/communications, customer service, business-to-consumer and business-to-business industries. Exceptional leadership skills and demonstrated performance excellence in management, marketing, sales, strategic planning, and executive selling. Career achievements include general management of large business units, turning around underperforming businesses as well as start-up environments, consistently meeting or exceeding performance expectations, building and developing top performing sales teams, identification and execution of new market/technology opportunities and developing strong internal and external relationships. AREAS OF EXPERTISE
Strategy Development Managing Budgets and P&Ls Revenue and Profit Growth Business/Market Turn-Around
Senior Sales Leadership Business-to-Consumer Sales Client Relationship Management Team Leadership & Motivation
Tactical Planning & Execution Business-to-Business Sales New Business Development Process Optimization/Cost Reduction
PROFESSIONAL EXPERIENCE
ClearChoice Management Services (CCMS) Denver, CO CCMS is a $144M dental implant management company, partners with Prosthodontists and Oral Surgeons across the country to providing managing support to over 30 locations. Director of Patient Education Consultants (Director of Sales) Sep. 2007 – Oct. 2011 Hired to build the foundation for the sales organization and scale company from one location to over 50 implant centers. Responsible for driving top-line revenue and bottom-line margins with P&L accountability as well as direct management and oversight for all sales activities. Recruited, trained and developed top-performing sales teams across the country. Created and implemented the sales organization, designed the sales process and best practices, training programs and compensation programs to align with company objectives. Developed new messaging to better penetrate target markets, and acquire new customers. Created and implemented new presentations, trained sales team on presentation skills and sales tools in order to present a unified, cohesive message to the marketplace. Over 70% of Patient Education Consultants (PEC’s) met and/or exceeded quota requirements. Conducted and managed on-site openings for all centers across the United States. Implemented training processes, provided coaching and consultative services for Doctors (oral surgeons and prosthodontists) on the ClearChoice business plan. Served as project manager, developed, designed and implemented a CRM (customer resource management) initiative with salesforce.com to help track patient information, identify leads and acquire new customers. Reported tracked metrics weekly to the company Founder and President and COO. Played an integral role in Director Executive meetings where key objectives, market challenges, and revenue generation ideas were discussed in an effort to meet and exceed company growth targets and revenue goals. Digital Witness, LLC. Coppell, TX Digital Witness is a video surveillance systems company that provides video monitoring solutions and services. Vice President of Sales Jul. 2006 – Sept. 2007 Hired to assist in the development and implementation of an aggressive growth plan and determined long-term strategic and short-term tactical business plans to meet and exceed corporate goals. Hired, recruited, trained and developed a topperforming sales team consisting of 8 sales professionals in the Colorado territory. Created annual operating plans, developed commercial tools, pricing and contracting models to achieve revenue targets by calling on local Colorado businesses. Conducted market analysis, lifecycle planning and communication programs to ensure sales team met and exceeded goals in alignment with corporate directives. Executed growth plan for the Colorado market; established $500K in annual revenue in less than one year. Presented weekly data reports to the CEO showcasing sales results, pipeline management and personnel success. Oversaw the operations and implementation of new customer development and account management. 1
Aspen Conferencing, Inc. Phoenix, AZ Aspen Conferencing is a privately held US based corporation that provides video, web and audio conferencing software solutions. Aspen is an authorized strategic reseller of Raindance Communications. Director of Sales and Marketing Jul. 2005 – Jun. 2006 Created and directed a new company strategy to better align company with current market conditions. Responsible for annual sales and marketing plan creation, pricing policies, budgeting, and implementing strategic and tactical business objectives. Analyzed business matrices and re-organized sales and marketing departments to ensure operations ran efficiently. Developed and implemented an overall branding strategy, sales training programs, CRM database (through salesforce.com) and pipeline management system, and marketing materials to include sales tools, product brochures, ecommerce, and competitive intelligence. Identified and negotiated strategic partnerships and alliances to grow business and identified business development opportunities and emerging technologies to stay ahead of market demands. Increased lead generation by 80% through web marketing events. Developed tradeshow marketing plans for two major industry tradeshows. Created vertical sales campaigns through in-depth market analysis. Conceptualized and executed a new go-to-market strategy in order to differentiate Aspen from competitors. Identified and established key strategic partnerships with industry experts for greater vertical exposure. Raindance Communications, Inc. (Now InterCall) Chicago, IL Raindance, now a division of InterCall, is a leading innovator in developing managed video, web and audio conferencing software solutions with over 200 employees and annual revenues exceeding $70M. Jul. 2000 – Nov. 2004 Director of Sales Led a sales organization comprised of 40 sales professionals and managed both inside and outside sales organizations with full P&L responsibility for $23M in revenue with an overall revenue budget of $74M. Restructured the sales organization from one that lacked customer focus to an organization focused on consultative selling and brand switch targeting C-level executives. Aligned internal resources to gain greater levels of customer satisfaction, retention and growth, invested in human capital management by designing ongoing sales training and education programs and provided solid leadership, coaching and individual career development plans for Account Executives. Developed and executed a strategic business plan that included job descriptions, compensation plans, best practices and market analysis. Worked cross-functionally with internal departments that included personnel from sales, marketing, customer service and support to design market strategies and sales measurements to ensure achievement of financial objectives. 67% of the sales organization exceeded aggressive sales quotas by 10-15%. Entire sales organization exceeded revenue budget by $2M in annual revenue. Regional Sales Manager Jul. 2002 – Nov. 2004 Selected as one of 5 regional managers to lead the “Corporate Region.” Created tactical and strategic initiatives, provided sales leadership and operational management for a $2.4M region and directly managed 13 inside and outside sales representatives. Responsible for the highest “new revenue producing” region in the country. Achieved $200K in recurring monthly revenue with an annualized impact of $2.4M. Managed the #1 Account Executive in the country who achieved 183% of quota. Produced the largest amount of web revenue for the company. Region had the highest growth rate out of all the regions in the company in 2003. Channel Sales Manager Apr. 2001 – Jul. 2002 Promoted to drive the acquisition of new channel partners to resell and distribute Raindance services. Identified, negotiated and managed strategic partnerships; developed a new, go-to-market strategy to achieve expansion of services in new markets and developed an overall messaging and presentation targeted at the President, CEO, and business owner level of companies. Closed 5 of the largest billing channel partnership agreements that produced an aggregate of 30% of overall channel revenue for the company. Involved in national tradeshow events; secured leads, conducted presentations and informed potential customers.
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Senior Channel Development Manager Jul. 2000 – Apr. 2001 Hired to manage all aspects of key channel partner accounts. Developed and positioned the corporate value proposition and supporting marketing programs at the executive levels of major accounts to drive incremental sales/revenue growth and market share of the entire solutions portfolio. Grew Raindance revenue from $10K per month in October, 2000 to over $250K per month in January, 2002. Secured a $6M revenue contract with InterAct Conferencing representing the largest revenue contract in company’s history. rd Managed the company’s largest channel account which was also the 3 largest customer for the company. Identified and managed a significant partnership account with HQ Global, a chain of 300 executive suites located throughout Canada and the United States. ADDITIONAL WORK EXPERIENCE
Marlowe’s, General Beverage Sales Manager, Denver, CO Jou-Jou, General Manager, Denver, CO Sevilla at the Icehouse, General Manager, Denver, CO Brasserie Z, General Manager, Denver, CO
Mar. 1999 – Jul. 2000 - Mar. 1999 August 1996 -
EDUCATION
Colorado Christian University Business Leardership and Organizational management
Lakewood, CO
Syracuse University Minor in Architecture
Syracuse, NY
PROFESSIONAL DEVELOPMENT
Miller Heiman – Large Account Management Next Level Selling – Creating Competitive Advantage Beat Your Best – Manager’s Guide to Coaching Performance Salesforce.com Administrator
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