Summary
Overview
Work History
Education
Skills
Software
Timeline
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Ken Crawford

Hollywood,FL

Summary

CEO/Founder of MDU Consulting Group, LLC Proven track record in the telecommunications industry of developing and directing sales teams to meet and/or exceed established corporate goals of YOY revenue growth, ROI, and IRR metrics. Strategic leader and results-focused executive with extensive management experience spearheading new account acquisition and account retention in the Multi-Dwelling Unit (MDU) marketplace (for both Bulk and Right of Entry (ROE) multi-million-dollar long-term agreements. Proven track record of implementing sales strategies geared towards driving revenue growth, developing marketing initiatives aimed at specific target market segments, maintaining strong client relationships through on-site visits and performing large as well as small group presentations. Leverage a combination of sales management, leadership, and customer relationship skills to ensure revenue growth. High-achieving senior executive bringing expertise in business planning, revenue development and change management. Offers 25 years of leadership in the telecommunications industry along with entrepreneurial, forward-thinking mindset and demonstrated track record of accomplishment.

Overview

26
26
years of professional experience

Work History

CEO/Founder

MDU Consulting Group, LLC
Hollywood, FL
04.2018 - Current
  • Responsible for managing and overseeing strategic sales strategy for all sales activities related to Bulk Internet, Video, and Phone services nationwide.
  • Achieved YOY Gross Revenue growth of 60% and 133% respectively over three year period.
  • Working in a consultative role negotiating new agreements for clients with major telecom companies such as Comcast, Charter/Spectrum, AT&T, Hotwire, and Atlantic Broadband.
  • Responsible for sales workflow process and managing request for proposal (RFP) process for client accounts (Condo's, HOA's, REIT's, Student and Senior Housing).
  • Manage new and existing client base (utilizing HubSpot and Sales Force CRM) and initiated implementation of new lines of business to generate ancillary streams of revenue for our clients.
  • Direct and manage team of four sales executives nationwide.
  • Manage sales team via performance evaluations, coaching/feedback, and discipline actions as required.
  • Led numerous large as well as small group presentations to promote company products and services.
  • Identified and capitalized on short- and long-term revenue generation opportunities to maximize bottom-line profitability
  • Built productive relationships with industry partners and competitors to support strategic business objectives

Director of MDU Sales

Blue Stream
Coral Springs, FL
01.2016 - 02.2018
  • Responsible for direct oversight of sales strategy to grow revenue for Internet, Bulk TV, and Phone services on all new and existing accounts.
  • Developed and implemented strategies with direct impact on pricing, marketing, contract negotiations, sales, and ongoing support on existing and new account acquisition.
  • Utilized Sales Force CRM and Smart Sheets database to generate weekly sales reports and forecasts.
  • Reported monthly sales results directly to Chief Operating Officer.
  • Directly responsible for signing on 4,276 new units resulting in gross contract value of over $41.3M.
  • Worked across company departments including construction, field ops, customer service, and marketing to ensure timely completion of all projects targeted towards customer centric focus.
  • Manage sales team via performance evaluations, coaching/feedback, and discipline actions as required.
  • Conducted numerous large as well as small group presentations to promote company products and services.
  • Worked with legal department on redline finalization of approved contracts.

Regional Director of Sales

Charter/Spectrum, Corporate Headquarters
Stamford, CT
01.2015 - 01.2016
  • Provided leadership, direction, and management of Northeast Region for all MDU sales.
  • Reported directly to Senior VP of MDU sales.
  • Collaborated with senior executives at corporate level to strategize, manage, and grow annual revenues vs. expenditures.
  • Budgeted sales growth projections for Internet, Bulk TV, and Phone services.
  • Analyzed and approved submitted proposals according to established corporate financial model to ensure deal points met or exceeded ROI, NPV, IRR, and cash flow metrics.
  • Led company in new unit acquisition and renewal retention for 12 straight months.
  • Held approval responsibility for all new proposal and contract submissions.
  • Worked with legal department on redline finalization of approved contracts.
  • Hired and managed team of eight sales executives covering Northeast Region.
  • Oversaw implementation of corporate sales strategy to improve and secure growth in MDU marketplace.
  • Collaborated with other regions within company to build and maintain targeted sales approach by leading in-depth research and analysis of managed territories.

Director of MDU Sales

AT&T Connected Communities
Sunrise, FL
01.2011 - 01.2015
  • Oversaw and managed P&L for Florida region.
  • Responsible for driving sales growth of AT& T U-Verse, Internet, and VOIP products in Apartment, MDU, Condo, HOA, and new construction verticals.
  • Signed over 13,000 new bulk units over two-year period ($18M annual gross revenue) surpassing targeted goal by 177% and 144% respectively.
  • Ranked first in nation for two consecutive years in total bulk sales.
  • Hired and managed team of eight sales executives covering Florida.
  • Developed strategies to expedite sales cycle closing rates.
  • Responsible for driving sales and revenue growth in highly competitive MDU marketplace in S.E.
  • Florida.
  • Oversaw and approved internal work flow processes for contracts on all new and existing accounts.
  • Worked cross-functionally to implement established sales strategy to meet or exceed established budgeted revenue growth.
  • Conducted numerous large as well as small group presentations to promote company products and services.

Regional Sales Manager

Comcast/Xfinity, Palm Beach and Broward Counties
Sunrise, FL
01.1996 - 11.2010
  • Promoted from sales account executive, to department manager, to regional sales manager within three-year period.
  • Performed consistently while going through three mergers and acquisitions over seven-year period.
  • Reported directly to GM of South Florida.
  • Responsible for growing and maintaining accounts and meeting or exceeding annual sales revenues vs.
  • Budgeted projections for Internet, Bulk TV, and Phone services.
  • Analyzed and approved submitted proposals according to established corporate financial model to ensure deal points met or exceeded ROI, NPV, IRR, and cash flow metrics.
  • Oversaw management and sales of MDU department with annual revenues of more than $60M.
  • Hired and managed team of nine sales executives and two administrative support personnel.
  • Cultivated relationships within MDU, HOA, REIT, and Apartment market to increase sales penetration.
  • Responsible for approval of all contracts and proposals submitted fell within established financial metrics resulting in highest achievable gross contract value.
  • Conducted weekly sales meetings and quarterly performance reviews to ensure sales quota objectives were being met.

Education

Bachelor of Science - Business Communications

Southern Connecticut State University
New Haven, CT

Skills

    Negotiation

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Software

Word

Excel

Power Point

Sales Force

Timeline

CEO/Founder

MDU Consulting Group, LLC
04.2018 - Current

Director of MDU Sales

Blue Stream
01.2016 - 02.2018

Regional Director of Sales

Charter/Spectrum, Corporate Headquarters
01.2015 - 01.2016

Director of MDU Sales

AT&T Connected Communities
01.2011 - 01.2015

Regional Sales Manager

Comcast/Xfinity, Palm Beach and Broward Counties
01.1996 - 11.2010

Bachelor of Science - Business Communications

Southern Connecticut State University

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Ken Crawford