Craig Behrman
Delray Beach,FL
Summary
Highly experienced sales executive and key account manager. Extensive experience and success selling Insurance, Software (including SaaS), hardware, network transmission equipment, Cloud Computing, Customer Premise Equipment, and services.
Overview
31
31
years of professional experience
Work History
Licensed Health Insurance Agent
US Health Advisors
07.2021 - Current
- Increased sales 100%+ from year to year for 3 consecutive years
- Received multiple sales awards, including Top 5% Producer for new agents in first year
- Excelled at needs analysis to make appropriate health insurance product recommendations
Insurance and Financial Services Representative
Mass Mutual / Coastal Wealth
01.2018 - 06.2021
- Obtained Section 2-15 Insurance license, passing the license accreditation exam on first try with a 93% grade
- Licensed to sell insurance, healthcare, annuities, disability and Long Term Care policies in multiple states
- Demonstrated strong ability to prospect new clients through on-line marketing and networking with CPA's and Estate Planners
- Able to generate opportunities by being able to explain complex products and concepts in simple, easy to understand language
- Strong follow up skills
- Great closing abilities, utilizing Neuro-Emotional Persuasion Questioning sales methodology
- Increased sales production by 50%+ year to year
Vice President of Sales
opXL, LLC
01.2016 - 01.2018
- Company Overview: Full-service Consultancy, specializing in Operational Excellence
- Leading all sales, marketing and business development for entire company
- Successfully closed deals for new state-of-the-art Broadband Training platform for the Cable TV industry, generating $3M revenue in first year
- Successfully bid and won multiple deals for consulting engagements with several Cable TV companies - generated $2M+ revenue contracts in first year
Sr. Account Manager
Sandvine, Inc.
02.2013 - 01.2016
- Company Overview: World leader in Network Data Usage and Policy Control
- Led sales to Time Warner Cable, Bright House Network, and Mediacom
- Won the Bright House account against a the primary major incumbent competitor, generating $400K revenue
- Leveraged relationships with highest level decision makers to win new field trials with Bright House and Mediacom within first 12 months
President, North America
Technetix, Inc.
07.2011 - 01.2013
- Company Overview: Major supplier of Headend, Network Access and Connected Home equipment to the Cable TV Industry
- Responsible for P&L, sales, and management of entire US team
- Increased sales by 27%, lowered inventory levels by 47%, and streamlined operations for higher profitability
- Opened new accounts at Time Warner Cable and Cable One
- Achieved new product trials at Time Warner Cable and Comcast
- Negotiated Master Sales Agreement with Cox Communications
- Major supplier of Headend, Network Access and Connected Home equipment to the Cable TV Industry
Director of Sales, North America
PeerApp, Inc.
01.2010 - 05.2011
- Company Overview: Developers of Transparent Internet Caching Equipment to Internet Service Providers (ISP)
- Led sales to all Multiple Service Operators (MSO) in North America
- Established and managed sales representative network in U.S., with a concentration on the National Cable Television Cooperative membership operators
- Developed alternate U.S. Sales strategies for a product traditionally sold in foreign markets due to much higher bandwidth costs
Sales Account Manager, Americas
Nokia Siemens Networks
01.2007 - 01.2010
- Company Overview: #3 provider of telecommunications network equipment in the world / specialized in subscriber data consolidation for OSS/BSS
- Led sales of Subscriber-Centric Network Software systems to all CSP's in North America, first for start-up Apertio, Inc, and thereafter by acquiring company, NSN
- Won major sales of Consolidated Subscriber Database systems at Time Warner Cable ($5M) and Videotron Cable ($1.5M)
Senior Vice President of Sales
Arris Group
01.2001 - 01.2007
- Company Overview: #3 manufacturer of Cable TV (MSO) Network products in the world
- Led sales of broadband data and cable telephony equipment to corporate offices of Comcast, Time Warner, Adelphia, and Bright House Networks and Charter
- Closed largest Cable Modem Termination System (CMTS) deal in industry history to Comcast - has yielded over $2B in sales to date
- Increased annual sales of Broadband Equipment to Time Warner Cable from $17M to $60M+ in 3 years
- Achieved top eMTA (Voice over IP Modems) market share at TWC over larger competitors Cisco and Motorola, while maintaining a price premium
- Over 5 million units sold to date, over $300M in sales
Director of Sales
Broadband Access Systems
01.1999 - 01.2001
- Company Overview: Startup company that developed the first next generation Cable Modem Termination System (CMTS)
- Led sales of CMTS to Adelphia, Cablevision, Rogers, Insight and Mediacom
- First salesman in company to close sales to a tier one MSO (Cablevision)
- Third salesperson hired by this start-up company, which sold to ADC for $2.25B after two years of operation
Senior Account Manager
Scientific-Atlanta
01.1994 - 01.1999
- Company Overview: #2 supplier worldwide to the Cable TV industry
- #1 salesperson for broadband products in the New England Region Cable TV industry for 5 straight years, averaging over $34M per year, with a peak year of $55M
- Successfully sold to all Top 7 MSO's in the region
- Winner of multiple national sales awards, including Subscriber Products Salesperson of the year (set top boxes), and Taps and Passive Products of the year, 3 years in a row
- Broke the industry record for the largest deal for Taps and Passives, valued at over $65M to Continental Cable
Education
BSChE - Chemical Engineering
Tufts University
Medford, MAChemical Engineering
University of Pennsylvania
Philadelphia, PASkills
- Technology / Engineering background, able to self-learn highly complex products with minimal coaching
- Highly motivated, very competitive personality
- Goal oriented, driven to constant improvement in skills and sales performance
- Very experienced sales management experience, with proven leadership abilities
- Strong follow up skills
- Excellent interpersonal skills, ability to make connections with all levels of corporate personnel
- Expertise in several sales methods, including Neuro Emotional Persuasion Questioning (NEPQ), Target Account Sales, and Consultative Sales Strategies
- Negotiating Master Sales Agreements and individual deals
- Proficient in MIcrosoft Office (Word, Powerpoint and Excel) and in multiple CRM systems, most notably Salesforce
- Public speaking, most notably technical sales presentations to C-level clients
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Work Preference
Work Type
Full TimePart TimeContract WorkWork Location
RemoteHybridOn-SiteImportant To Me
Company CultureWork from home optionPaid time offStock Options / Equity / Profit SharingQuote
Opportunities Don't happen.You create them.
Chris Grosser
Timeline
Licensed Health Insurance Agent
US Health Advisors
07.2021 - Current
Insurance and Financial Services Representative
Mass Mutual / Coastal Wealth
01.2018 - 06.2021
Vice President of Sales
opXL, LLC
01.2016 - 01.2018
Sr. Account Manager
Sandvine, Inc.
02.2013 - 01.2016
President, North America
Technetix, Inc.
07.2011 - 01.2013
Director of Sales, North America
PeerApp, Inc.
01.2010 - 05.2011
Sales Account Manager, Americas
Nokia Siemens Networks
01.2007 - 01.2010
Senior Vice President of Sales
Arris Group
01.2001 - 01.2007
Director of Sales
Broadband Access Systems
01.1999 - 01.2001
Senior Account Manager
Scientific-Atlanta
01.1994 - 01.1999
Chemical Engineering
University of Pennsylvania
BSChE - Chemical Engineering
Tufts University
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