Whitmer Resume
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Whitmer Resume

DAVID N. WHITMER
Murfreesboro, TN 37129
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SALES/MARKETING/BUSINESS DEVELOPMENT PROFESSIONAL
Highly accomplished, visionary leader with a record of exceeding corporate goals and objectives, maximizing revenue growth, and building cohesive teams at both large and mid-market service providers, as well as start-up environments. Develops, then executes sales and marketing initiatives to drive customers, revenue and cash flow growth. Technical skills augmented by advanced presentation and negotiation abilities. Substantial experience in P and L management including budgeting and forecasting customer statistics, revenue, cash flow and expenses. Analytical manager with hands-on operations, product development experience, and strategic initiatives aimed at growing sales goals and metrics. Provides engaged sales leadership and success in developing underperforming teams within a sales organization.
SPECIALTIES

• Sales Channel Management
• Brand Positioning and Development
• Product Launches / Management
• New Business Development
• Budgeting and Financial Analysis
• Heavily Competitive Markets
• Dedication to Customer Service
• Sales Cycle Development
• Sales Force/CRM
• Multi-Cultural Markets


SELECTED EXPERIENCE
WHITMER & ASSOCIATES CONSULTING
Partner & Managing Director (Nashville, TN) 01/2018 – Present
• Assisting telecommunication companies in devising strategies and tactics to achieve their desired sales objectives.
• Create unique solutions which include DSR/CAE sales training programs, product representation, competitive marketing strategies, and overall sales management and staffing solutions.
• Deploy Direct Sales programs to existing clients, focusing on growing revenues organically within the client base.
• Oversee 2 teams of specialists, currently deployed in mainly the SE region, enhancing existing sales efforts and market penetration.

CHARTER COMMUNICATIONS
Sales Manager, Business Accounts (Central and West Tennessee) 07/2012 – 11/2017
• Oversaw the largest geography (Southeast Region) for Charter Business Coax Division; developed a number of best practices.
• Managed a sales team of 8 to 12 accounts executives, calling on small and medium-sized businesses.
• Increased sales 120% after taking over sales contracts for 5 months in 2012 and 2 months in 2013.
• Ranked in top 10 nationally for signed contracts, top 15 for installed revenue in both 2013 & 2014.
• Increased monthly recurring revenue by 30% in the first year.
• 4-time Company “Elite Rock Star Award winner for exceptional team sales performance over 130% of quota.

WHITMER & ASSOCIATES CONSULTING
Principle Partner & Director of Operations (Washington D.C. & Nashville TN) 01/2010 – 07/2012
• Created business strategies to drive major sales & marketing initiatives for client organizations.
• Developed effective operational solutions for leading broadband, telecommunications, and media companies.
• Generated marketing initiatives, increasing client engagements by over 100% in a 2-year period.
• Oversaw a 12-month Over-The-Top Field Sales Plan Development a trial program including processes, procedures, hiring, training, and career development of personnel. Worked with operations departments to further integrate sales processes.
• Executed an 18-month turnaround through Competitive Strategy Development, reallocating resources from field sales departments to direct sales or win-back and client retention strategies; specialized sales department to increase efficiencies.
• Developed a Customer Premises Equipment removal and replacement Strategy for U.S. MSO over a 6-month period.
• Led a 2 year Direct Field Sales Development project at U.S. MSO, creating dynamic sales teams (8-15 reps each) in Top-25 markets.
• Provided Direct Sales, Customer Service Sales Training and Development to several key clients teaching 15-40 reps at a time during intensive onsite courses.

Regional Director of Sales (Silver Spring, MD) 01/2005 – 12/2009
COMCAST COMMUNICATIONS
• Strategically guided market area teams within the 1.2MM subscriber high-visibility region, capturing over 60% of market share.
• Collaborated with leadership teams across other internal business units to identify and implement initiatives, best practices, and program improvements.
• Oversaw a department of ~400 sales reps, with 12 direct reports.
• Applied significant changes to direct sales and redirects in order to gain an advantage within a competitive environment.
• Accountable for sales channel administration, evaluation, partner negotiations, implementation, and communication of marketing, sponsorship, and sales programs across multiple programs and channels including, direct sales, national retail sales, and e-commerce.
Senior Director of Sales Operations (Dallas, TX)
• Increased sales 30% within 12 months by creating an innovative direct sales deployment strategy. Improved customer retention by over 70% on direct sales during that same period.
• Devised and implemented a voluntary saves program and field retention team, directly responsible for retaining over 20,000 customers within a 12 month period.
• Oversaw a large in-house and contract sales team (175 reps) responsible for over 74,500 new customers connects during 2005 & 2006. This represented an improvement of 64% over 2004.

Sales & Marketing Manager 07/2003 – 12/2004
KNOLOGY OF KNOXVILLE (Knoxville TN)
• Managed three sales channels that included residential, commercial and multi-dwelling sales.
• Oversaw a staff of up to 23, spread between small business customer service center, marketing, and support staff.
• Managed a budget for operating expenses in excess of $1.31MM.
• Drove revenues for the market in excess of $23MM.
• Implementing marketing strategies on a local level including events, print, and digital advertising.
• Collaborated with corporate marketing and product management personnel to implement business plans, products, and promotional offers for the Knoxville market.

Regional Sales & Marketing Director 01/2001 – 06/2003
WESTERN INTEGRATED NETWORKS (Sacramento, CA)
• Captured new customer base comprised of 30% of the homes passed during direct sales first pass; 80% bought more than one product creating unsurpassed reoccurring monthly revenue.
• Directed a startup company offering FTTH “fiber to the home” technology, providing competitive video, voice and data products to residential communities.
• Directed the developing and oversaw all aspects of the sales department including the creation and execution of procedures, policies, reporting, compensation, performance goals and recognition, sales force automation, and employee education.

Division Sales Director -Raleigh Division 09/1997 – 12/2000
TIME WARNER CABLE (Raleigh, NC)
• Won the coveted Time Warner “Golden Truffle” award for the Raleigh Division by initiating and managing a division-wide “win back” program, reacquiring 8,500 customers within a 12 month period.
• Oversaw the retention of customers through the day to day management of non-pay collection procedures as well as a “save” department responsible for reducing customer losses due to controllable disconnects.
• Managed in-house and contract direct sales teams with 7 direct reports and 100 indirect reports; responsible for exceeding division sales and connect goals by 120% in 1998 and 150+% in 1999.
• Responsible for the direction, performance, and execution of all sales efforts throughout the 450,000 subscriber division including a direct sales department of over 100 sales representatives.
• Managed commercial, MDU (multiple dwelling units), and new business development as well as overseeing the management and performance of the local origination channel (Home Buyers Channel).
• Directed all in-house and third-party vendor telemarketing efforts, a team of 36 telemarketers utilizing a predictive dialer that handled outbound sales efforts, quality assurance, and non-pay collections.

ADDITIONAL RELEVANT EXPERIENCE
Additional experience as Director of Operations & General Manager for an East Coast Cable Company and as Director of Outside Marketing & System General Manager for a Southern Cable Partnership Company.

EDUCATION
Purdue University (West Lafayette, IN)
Bachelor of Science- Communications