Tom Ortolano
Boston,MA
Summary
Results-driven VP and Sales Director specializing in communications sales, with a proven track record in identifying and cultivating new business opportunities in utilities and broadband sectors. Expertise in technical sales, sales operations, and distribution management, leading to significant revenue growth. Strong background in developing strategic initiatives that enhance market presence and drive business expansion.
Overview
32
32
years of professional experience
Work History
Sales Director, Northeast
Multilink
05.2024 - Current
- Leads all sales strategies and execution across the New York and New England States, driving 200% new business revenue growth in 2-years, scaling to $4M. Developed and executed go-to market strategies, that increased market share and strengthened Multilink’s presence in a highly competitive market. Established strategic partnerships channel relationships to accelerate growth and expand northeast distribution.
- Accomplishments:
- Exceeded growth targets and net margin projections each year.
- Closed multi-year material purchase agreements with Fidium Fiber for several thousand terminals and collaborated with marketing, operations, engineering, and leadership to align on pricing, product positioning, and customer on time delivery success initiatives.
- Instituted connectivity programs to meet network build needs and passed home projections in a fast-paced deployment environment.
- Successfully spec’d in new products and alternative products with to alleviate supply chain disruptions.
- Developed strong relationships with network engineers, supply chain, and procurement teams enabling success of complex multi-layered sales cycles.
- Supplied training to help educate techs/contractors on best installation practices for the Multilink product line.
Vice President, National Accounts
Comstar Supply, Inc./Netceed
11.2019 - 05.2023
- Led the national sales team to achieve profitable growth in new markets with new clients, while growing existing national clients and revenue. Develop national sales plans and strategies that ensure targets are achieved. Forecast revenue and sales targets; partner with marketing to create sales tools and launch new products, services, and warehouse programs.
- Accomplishments:
- Grew team revenue to in excess of $65M in 3 years.
- Exceeded growth and net margin projections each year.
- Infiltrate several key MSO, Tier 1 and 2 Providers and set up programs for material management and warehousing programs.
- Instituted and managed fiber allocation programs to meet network build needs and passed home projections.
- Successfully spec’d in new products and alternative products with the national team to alleviate supply chain disruptions and mitigate pricing escalations.
- Set up a National Contractor Program to aid the management the supply chain.
- Supplied technical training to help educate newer lineman and techs on best installation practices.
Vice President, Sales
Comtran Cable
10.2017 - 10.2019
- Lead the national sales team to achieve profitable growth in new markets with new clients, while growing existing national clients, distribution, and revenue. Develop national sales plans and strategies that ensure targets are achieved. Forecast revenue and sales targets; partner with marketing to create sales tools and launch new products, services, and warehouse programs. Hired additional sales reps and independent manufacturer reps for enhanced national coverage and market/brand awareness.
- Accomplishments:
- Surpassed national revenue and profitability targets by 17% annually.
- Spec’d military shipboard cable at NAVSEA, Bath Iron Works, Electric Boat Company
- Won several Transit Authority jobs spec’ing and selling to NYCTA, MBTA, WMATA, and TTC set up programs for material management and warehousing programs.
- Instituted and managed datacom cable allocation programs and OEM programs to meet customer requirements.
- Successfully spec’d in new low voltage, 2hr rated copper and coax cable to support Life and Fire Safety in high rise MDU buildings.
- Set up a National Contractor Program to aid the management the supply chain.
- Supplied technical training to help educate newer lineman and techs on best installation practices.
Vice President, Global Sales
Condux International, Inc.
05.2000 - 10.2017
- Lead the global sales team to achieve profitable growth in new markets with new clients, while growing existing domestic clients and revenue. Develop global sales plans and strategies that ensure targets are achieved. Forecast revenue and sales targets; partner with marketing to create sales tools and launch new products.
- Accomplishments:
- Exceeded global revenue and profitability targets by 20% annually.
- Developed new business in EMEA, Latin America, and APAC resulting in an increase of 85% of international revenue and 10% of total revenue
- Established and grew global distribution channels by 85%
- Strengthened and expanded industry alliances through OEM and private branding enabling new market penetration
- Lead and manage large deal structures and contract negotiations resulting in increased global clients
- Analyzed global communication market dynamics and competition to develop international opportunities through creating and introducing new products
- Reorganized sales team to align with new business strategy for international growth; developed and mentored sales professionals to achieve targets
North America Sales Manager
Condux International, Inc.
01.2008 - 04.2013
- Promoted from Eastern Regional Manager to manage North America Sales. Managed the Regional Sales Managers, and Customer Service. Liaised with other departments to achieve sales and service strategic objectives. Implemented CRM SyteLine Sales, and booking, opportunity and funnel management reporting processes.
- Accomplishments:
- Developed North America sales strategy and plans resulted in year-to-year growth average of 15%
- Managed the region sales manager and customer service department exceeding sales targets and customer experience metrics
- Strengthened the independent rep network with expanded coverage and increased technical proficiencies
- Called on national key national accounts and distribution channel partners expanding domestic coverage
- Established sales and opportunity reporting with Intuit/Syteline enabling real time reporting
- Closed a multi-year national contact for Amtrak resulting in $1M in new business
- Established development of expense travel budgets and reporting methods resulting in better control of costs
Eastern Regional Sales Manager
Eastern Regional Sales Manager
05.2000 - 12.2007
- Develop annual sales, product, and rep region forecasts and sales budgets. Responsible for the sales management including trade shows, marketing, and promotion of new products to achieve sales targets and strategies established by the domestic sales manager. Managed territory distribution network including Louisiana to Florida, and up to Maine. Managed 10 Independent Rep Agencies for maximum sales performance. Appointed national and regional distribution partners and established annual sales targets.
- Accomplishments:
- Consistently exceeded annual sales target by 15% on average
- Achieved product specifications and approvals at Verizon, AT&T, Duke Power, Florida Power & Light, and Comcast
Northeast Regional Sales Manager
TVC Communications/Wesco
06.1997 - 05.2000
Management Trainee
Graybar Electric Company
04.1994 - 05.1997
- Customer Service Representative, CommData Sales/OSP
- Outside Sales Representative, MA, ME, NH, VT, OSP Sales
Education
B.S. - Business Administration and Management, Concentration in Logistics and Traffic Management
Clemson University
Skills
- Develop and implement national sales strategies and plans, and distribution strategies
- Facilitate initiatives across the organization to ensure strategies and plans are successfully executed
- Achieved and surpassed sales goals by up to 40%
- Manage and oversee budgets and forecasts
- Deep understanding of the Communications’ market technologies
- Lead and develop national teams; trusted advisor to sales teams
- Skilled in CRM Management, Salesforcecom, and reporting
ADDITIONAL INFORMATION
- Industry Membership: BICSI; FTTH - Fiber Broadband Association; SCTE, PCCA
- Software Skills: CRM’s Salesforce; Infor-Syteline
Timeline
Sales Director, Northeast
Multilink
05.2024 - Current
Vice President, National Accounts
Comstar Supply, Inc./Netceed
11.2019 - 05.2023
Vice President, Sales
Comtran Cable
10.2017 - 10.2019
North America Sales Manager
Condux International, Inc.
01.2008 - 04.2013
Vice President, Global Sales
Condux International, Inc.
05.2000 - 10.2017
Eastern Regional Sales Manager
Eastern Regional Sales Manager
05.2000 - 12.2007
Northeast Regional Sales Manager
TVC Communications/Wesco
06.1997 - 05.2000
Management Trainee
Graybar Electric Company
04.1994 - 05.1997
B.S. - Business Administration and Management, Concentration in Logistics and Traffic Management
Clemson University