Summary
Overview
Work History
Education
Skills
Timeline
Generic

GARY D. PHILLIPS

Medina

Summary

Senior-level executive consultant specializing in sales organization effectiveness and operations. Proven track record of collaborating with board of directors, CEOs, COOs, and CROs to optimize organizational efficiency, enhance leadership capabilities, and drive revenue growth. Expertise includes evaluating sales organization structure, refining hiring practices, developing leadership programs, enhancing customer experience, and implementing strategies for revenue retention and growth. Recognize the significance of alternate channel strategies in achieving corporate expansion and fostering brand awareness. Specialize in the IT/Technology sector with experience in diverse industries.

Overview

39
39
years of professional experience

Work History

C-LEVEL - EXECUTIVE CONSULTANT

Self-employed
06.2019 - Current
  • Senior level, Executive consulting specializing in Sales Organization effectiveness and Operations. Extensive experience working with Board of Directors, CEO’s, COO’s and, CRO’s to drive organizational efficiency, leadership, and revenue growth. This includes reviewing sales organization structure, hiring practices, leadership development, improving the customer experience and driving revenue retention/growth. Full understanding of the importance of Alternate Channel strategies to achieve corporate growth and drive brand awareness. Specialize in the IT/Technology field, but have experience in other industries.
  • Responsibilities include:
  • Reviewing existing organizational structure to ensure efficiency and performance, while driving expense management.
  • Work closely with Finance, IT and HR to establish commercial strategies that create predictable and profitable revenue growth.
  • Align with HR to create standards for candidate identification profiles, performance management practices and effective succession planning. Recruit, develop and retain best in class talent. Engage and empower employees thru effective goal setting, while aligning compensation to corporate goals.
  • Coordinate with Marketing to have effective new market development, brand awareness programs and establish an effective sales process to increase market share.
  • Working with Leadership to structure an effective organization that is focused on growth, accountability, and development.

EVP, GLOBAL CHIEF COMMERCIAL OFFICER

A. Schulman Incorporated
12.2016 - 12.2018
  • A key market-facing executive responsible for driving profitable revenue growth on a global basis. Worked closely with the senior executive team to devise and implement strategies to grow existing relationships and secure new customers. Lead all aspects of the sales and marketing activities required to penetrate and expand within new key customers across A. Schulman’s six product families. Build a World Class sales organization based on key metrics, effective sales management practices and accountability. Integrate global pricing initiatives, product innovation work streams and detailed market segmentation.
  • Responsibilities included:
  • Creating alignment and accountability within all of A. Schulman’s sales and marketing teams, across all six product families
  • Driving predictable and profitable revenue growth
  • Coordinating within the matrix of operations, R&D, market development and commercial teams to oversee full deployment of value propositions into the market place
  • Structure an effective Commercial Organization. Recruit and develop world-class talent, engage employees, drive efficiency for the business unit through goal setting, coaching, training, performance management and succession planning.
  • Oversee and continuously improve measures and dashboards that manage, measure and track sales force performance and lead the review process to ensure that plans are on track and objectives are being met

VICE PRESIDENT / GENERAL MANAGER

Comcast Cable
06.2014 - 11.2016
  • General management and direction of 300+ sales and support professionals within the entire commercial marketplace for the State of Florida. Develop and implement Comcast’s Business Services strategies in the small, medium and enterprise customer segments. Provide leadership, coaching and development in order to exceed the assigned sales, revenue, and P&L objectives.
  • Responsibilities included:
  • Effectively leading a high growth, commercial telecommunications sales, and marketing organization, with a $350,000,000 revenue budget.
  • Provided clear and dedicated focus on building long term, sustainable value for shareholders, customers, employees, and the communities we served.
  • Achieved assigned sales, installation, and revenue objectives. Efficiently managed the operating P&L within Regional and Divisional guidelines. Invested capital budget dollars in order to drive market share growth, return on investment and customer satisfaction.
  • Established strong cross-functional relationships across the departments of sales, marketing, product development, service delivery, operations, and customer care to ensure the highest level of performance and customer satisfaction.

INDEPENDENT INDUSTRY CONSULTANT

Gerson Lehrman Group
08.2012 - 06.2014

VICE PRESIDENT

Qwest Communications / CenturyLink
09.2008 - 07.2012
  • Responsible for all commercial sales and support within the 14 state Central Region. Develop and implement strategies and programs designed to create a World Class Sales Organization. Retain the existing $850,000,000 in revenue, while ensuring customer satisfaction, sales productivity improvement and revenue growth.
  • Responsibilities included:
  • Active participation with Executive leadership peers to establish corporate strategies for market growth. This includes presentations, communications, and management team coordination to ensure alignment.
  • Utilize proven Model of Accountability to drive results. This includes standardized business intelligence that focuses on continuous improvement, ownership, and accountability.
  • Leadership and coaching to 400+ sales and support personnel. This includes internal and external programs focused on customer loyalty, sales professional skill development and performance.
  • Establish and maintain Board of Director and “C” level relationships with customers, prospects, and alternate distribution channels.

REGIONAL SALES DIRECTOR

Qwest Communications Corporation
06.2003 - 09.2008
  • Complete responsibility for commercial market sales and support in Ohio, Western Pennsylvania, Kentucky and Tennessee. This includes National and Global customers and prospects in the territory. This franchise generates $140,000,000 in annual revenue.
  • Responsibilities included:
  • General management of the sales and support franchise. This includes complete customer satisfaction, sales and revenue performance, market pricing strategies and sales discipline adherence.
  • Coordination of executive relationships with largest customers and prospects. This includes the alignment of senior level customer contacts in various business unit and operational support organizations. On-going scheduling and direction of these executive level contacts.
  • Organize and establish professional development programs at all levels of the organization.
  • Overseeing the Marketing and Product development initiatives. Develop branch training programs designed to increase the sales proficiency of the entire team.

REGIONAL SALES DIRECTOR

Qwest Communications Corporation
10.2001 - 06.2003
  • Direct responsibility for the Global Account Sales teams in Virginia, Maryland and the District of Columbia. Provide the daily leadership and guidance within the Global Accounts segments. Develop strong C-level relationships within assigned accounts to position Qwest as a value-added partner to our customers.
  • Responsibilities included:
  • Recruiting, hiring and developing a seasoned sales organization. Was been tasked with re-building the entire Regional Sales team.
  • Worked closely with the Technical Services organization in order to effectively position these resources within various customer departments.
  • Created a solid teamwork environment. Worked with fellow organizational peers to stress consultative sales and customer communication practices. Established a strong foundation of trust and confidence within our team that was focused on exceeding customer expectations.

REGIONAL SALES DIRECTOR – SOUTHEAST REGION

Metromedia Fiber Network / AboveNet Communications
01.2000 - 09.2001
  • Regional management of the direct sales teams in the Southeast region. Provide the daily leadership and guidance to drive sales activities. Develop channel partnerships within the industry to generate demand for the sales organization.
  • Responsibilities included:
  • Recruiting, hiring and developing a seasoned sales organization. Doubled the staff in 5 months.
  • Close collaboration with the local facility organization to accurately forecast Data Center space utilization.
  • Utilization of the Sales Engineer resources to develop local training curriculum in order to elevate the technical proficiency of the sales organization.
  • Frequent interaction with Sales Operations to ensure that the comp plan and Marketing programs Promote a positive, motivating environment.

DIRECTOR OF SALES – NORTHEAST REGION

eSpire Communications
11.1998 - 01.2000
  • Regional management of a field sales and service team covering the markets of Baltimore, Washington DC, Northern Virginia and Philadelphia. This team consists of 36 sales and service professionals. Provide leadership and direction to ensure sales performance and customer satisfaction.
  • Responsibilities included:
  • Recruiting, hiring and developing a seasoned sales management staff.
  • Facilitate daily activity programs to drive sales results.
  • Develop local sales training programs with Branch Sales Managers targeted to enhance the sales expertise of the organization.
  • Utilize corporate resources to ensure Marketing programs are in line with market competitors.

BRANCH MANAGER – NATIONAL ACCOUNTS

MCI Telecommunications Corp.
02.1997 - 11.1998
  • General management of a National Account sales and service team generating in excess of $75 Million in annual revenue. Provide organizational leadership and direction in order to maximize sales results and customer satisfaction within 117 accounts.
  • Responsibilities included:
  • Determine organizational infrastructure designed to maximize customer retention and growth.
  • Establish annual revenue plans to ensure a minimum of 30% growth.
  • Create Investment Account Marketing programs to capture “New Logos”.
  • Implement monthly sales incentives targeted at driving sales results.

NATIONAL ACCOUNT MARKETING MANAGER

MCI Telecommunications Corp.
04.1986 - 02.1997
  • Branch manager responsibilities and the lead salesperson handling two Fortune 500 Companies. These organizations represent over 2000 locations and generate over $26M in annual telecommunications expenditures.
  • Responsibilities included:
  • The development of Marketing strategies targeted for a minimum of 25% annual revenue growth.
  • The management, direction and motivation of twelve customer service and technical professionals.
  • Create career plans designed to achieve individual and team objectives.
  • Identifying new revenue opportunities utilizing application selling techniques designed to extend the enterprise beyond telecommunications.
  • Accurately forecasting sales revenue in order to, develop and exceed annual revenue plan.

Education

Harvard University Leadership Institute -

Harvard University Leadership Institute
07.2016

Bachelor of Arts - Managerial Economics

Marietta College
Marietta, Ohio
01.1982

Skills

  • Organizational leadership
  • Operations management
  • Creativity and innovation
  • Digital transformation
  • Mergers and acquisitions
  • Executive coaching

Timeline

C-LEVEL - EXECUTIVE CONSULTANT

Self-employed
06.2019 - Current

EVP, GLOBAL CHIEF COMMERCIAL OFFICER

A. Schulman Incorporated
12.2016 - 12.2018

VICE PRESIDENT / GENERAL MANAGER

Comcast Cable
06.2014 - 11.2016

INDEPENDENT INDUSTRY CONSULTANT

Gerson Lehrman Group
08.2012 - 06.2014

VICE PRESIDENT

Qwest Communications / CenturyLink
09.2008 - 07.2012

REGIONAL SALES DIRECTOR

Qwest Communications Corporation
06.2003 - 09.2008

REGIONAL SALES DIRECTOR

Qwest Communications Corporation
10.2001 - 06.2003

REGIONAL SALES DIRECTOR – SOUTHEAST REGION

Metromedia Fiber Network / AboveNet Communications
01.2000 - 09.2001

DIRECTOR OF SALES – NORTHEAST REGION

eSpire Communications
11.1998 - 01.2000

BRANCH MANAGER – NATIONAL ACCOUNTS

MCI Telecommunications Corp.
02.1997 - 11.1998

NATIONAL ACCOUNT MARKETING MANAGER

MCI Telecommunications Corp.
04.1986 - 02.1997

Harvard University Leadership Institute -

Harvard University Leadership Institute

Bachelor of Arts - Managerial Economics

Marietta College

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