Summary
Overview
Work History
Education
Skills
Contact Information
Timeline
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Paul Stone

West Hartford,CT

Summary

Experienced Channel Management professional with over 20 years of dedicated advocacy. Known for a consultative approach that strengthens external partner relationships and fosters collaboration with cross-functional internal teams and field sales. Deep understanding of diverse Channel Partner needs, adept at tailoring strategies to maximize mutual success.

Overview

25
25
years of professional experience

Work History

Business Development Director

Waterford Hotel Group
Hartford, CT
03.2023 - 03.2024
  • Led Business Development Team on all efforts to increase sales, revenue, reservations, and group and event marketing through the development of new and the expansion of existing business
  • Drove 15% year-over-year revenue growth by expanding existing and new business
  • Developed reciprocal partnership program for regional portfolio to enhance corporate and transient sales
  • Leveraged market insights and emerging trends to capture opportunities in the Greater Hartford market.

Director of Corporate & Community Relations

Mandell JCC of Greater Hartford
West Hartford, CT
06.2021 - 03.2023
  • Focused on identifying, planning, and implementing all business development activities and efforts to introduce and reinforce the JCC mission of commitment and diversity to meet the Greater Hartford business community's philanthropic goals
  • Created and executed comprehensive fundraising strategy for major gifts, corporate/foundation giving, and special events
  • Collaborated with and advised the Executive Director and Board to set mission-aligned fundraising goals and community integration strategies
  • Implemented outcomes-based process to enhance fundraising success and donor retention
  • Coordinated with Marketing Director on public outreach, networking, and civic engagement initiatives.

Regional Franchise/Channel Sales Director

Culligan Water International
Rosemont, IL
09.2017 - 11.2019
  • Managed operations for 23 Culligan Water Franchise locations across the Northeast Region, successfully overseeing a $38M operating plan
  • Emphasized enhancing relationships with franchise personnel and fostering growth through grassroots training and comprehensive business development support initiatives
  • Managed P&L, sales goals, budgeting, and forecasting for all Northeast franchises
  • Served as liaison between franchises and corporate for complex issue resolution and negotiations
  • Developed and monitored specific key performance metrics to evaluate franchise performance and areas of improvement
  • Implemented quarterly product training roadshows to enhance sales and service expertise
  • Oversaw sales personnel recruitment, training, and commission structures
  • Introduced and optimized new lead generation strategies and training initiatives resulting in improved sales and service performance
  • Supported sales teams in building franchise relationships to improve sales targets and address performance issues.

Senior Channel Partner Team Lead, NA

GE Inspection Technologies
Lewistown, PA
09.2012 - 08.2017
  • Directed a team of 5 Channel Managers spanning North America to rejuvenate underperforming Channel partnerships
  • Conducted thorough data analysis and implemented strategic growth initiatives, leading to a notable 16% year-over-year increase in radiography sales and successfully rebuilding positive working relationships
  • Developed compensation and pricing framework, discount & commission levels, volume tiers, and sales incentive programs
  • Created and facilitated training, marketing strategies, loyalty programs, and enhanced Mutual Action Plan processes
  • Established business review guidelines to deepen partnerships and drive substantive growth
  • Designed and implemented territory targets and Rules of Engagement to manage Channel conflict
  • Restructured Channel network and team territory boundaries to optimize market coverage using supplier scorecard to increase engagement
  • Developed Salesforce.com opportunity registration plan to ensure collaboration between direct sales and channel network
  • Identified and addressed impediments to team progress and success, resulting in a smoother flow of work and improved team morale.

Retail Solutions Manager

Gilbarco Veeder-Root
Greensboro, NC
07.1999 - 09.2012
  • Led strategic service sales initiatives through Channel base and served as regulatory liaison for strategic customer base of 500+ fueling locations, leveraging Gilbarco Veeder-Root Automatic Tank Gauge equipment for web-based remote compliance data polling
  • Successfully exceeded YOY sales goals by growing revenue by over $1M incrementally/year through development of customized programs
  • Successfully navigated and resolved complex dual-distribution challenges in overlapping market segments, enhancing coverage for key customer base
  • Monitored and supported Channel performance to achieve revenue and margin goals
  • Increased market share through customized a-la-carte service menu based on specific customer need
  • Served as liaison between Gilbarco VR and clients for all State and Federal mandates and remediation needs
  • Communicated with inside sales, service, outside sales, channel marketing, and engineering to ensure comprehensive customer support
  • Designed and implemented strategic sales initiatives and ongoing training programs for web-based compliance solutions
  • Member of Salesforce.com CRM integration team to outline specific data needs of internal cross functional teams.

Education

University of Hartford
West Hartford, CT

Asnuntuck Community College
Enfield, CT

New Hampshire College
Manchester, NH

Skills

  • Collaborative Leadership
  • Channel Relations & Stewardship
  • Strategic Planning & Execution
  • Client Engagement
  • Strategic Thinking
  • Cross-functional Collaboration

Contact Information

11 Longlane Road, West Hartford, CT, 06117, 860.500.8978, paul1.stone@icloud.com

Timeline

Business Development Director

Waterford Hotel Group
03.2023 - 03.2024

Director of Corporate & Community Relations

Mandell JCC of Greater Hartford
06.2021 - 03.2023

Regional Franchise/Channel Sales Director

Culligan Water International
09.2017 - 11.2019

Senior Channel Partner Team Lead, NA

GE Inspection Technologies
09.2012 - 08.2017

Retail Solutions Manager

Gilbarco Veeder-Root
07.1999 - 09.2012

University of Hartford

Asnuntuck Community College

New Hampshire College
Paul Stone