TONYA MCDILL
Sales Leader
Pottsboro,TX
Summary
- SOLUTIONS-ORIENTED TELECOMMUNICATION LEADER
- Leader - Business Operations Strategist with more than fifteen years of progressive experience developing, implementing, and measuring world-class sales and service strategies, processes and procedures.
- Outstanding skills in staff development, coaching, mentoring, training and team building, as well as facilitation of leadership development programs. Strong knowledge of recruitment, performance management and retention.
- Dynamic, professional, and direct communicator, building consensus, resolving conflict, and facilitating feedback among team members of all ages, backgrounds, and cultures.
- Strengths in change management, initiating and driving changes in business processes, policies, and procedures to improve organizational effectiveness. Strengths in building productive working relationships with executives and management teams’ company wide.
- Energetic, self-directed, and results focused. Exceptionally productive and organized, managing multiple priorities, projects, and tasks in demanding environments.
Hardworking and driven sales management professional equipped to revitalize sales operations and align procedures to maximize profits and client acquisition. Successful at improving sales procedures to streamline and strengthen processes. Multifaceted leader with analytical and diligent approach to building and leading strong teams.
Overview
29
29
years of professional experience
Work History
Director of Field Sales
Cable ONE
12.2018 - Current
- Lead four sales managers with sell-in responsibilities across 5 states
- Develop funnels with target customers for internet, phone and managed services products like security, router, VPN
- Identify areas for organic growth in assigned territories through proactive build/construction
- Present monthly sales and construction metrics to senior leadership
- Key Accomplishments:
- Orchestrated the reorganization of one division into two divisions which included recruiting, onboarding, coaching and developing 3 additional Regional Sales Managers and 12+ new Account Executives
- Developed training programs to facilitate the onboarding of all new personnel, without any formal training provided at the company level
- Motivate, coach, and manage a team of 4 managers, 26 account executives responsible for generating $50K in monthly revenue
- Developed and implemented internal referral program resulting in significant increase in successful lead to sales conversion rates
- Grew average monthly enterprise sales by 20% first year in position.
- Conducted research to monitor market conditions and industry competitors.
- Forecasted sales, developing and evaluating various methods of customer interaction.
- Developed and maintained strong working relationships with professionals within assigned territory.
Customer Success Manager
Mitel
01.2018 - 12.2018
- Managed a module of large customers across the enterprise, increasing revenue through account upgrades
- Worked closely with internal and external partners to determine the best Cloud Solutions to meet assigned customer’s needs
- Key Accomplishments:
- Successfully identifying opportunities and meeting revenue goals in my assigned customer base
- Retaining accounts in jeopardy by working with internal teams to resolve outstanding issues
- Increased revenue in assigned customer base by 25% in Q2 2018.
Commercial Business Inside Sales Manager
Altice USA, Suddenlink Communications
, TX
10.2013 - 05.2017
- Identify, research, and engage business clients and close sales for business products and services including internet, phone, video and managed services like cloud back-up, security, VPN (remote us and PTP)
- Qualify leads for outside sales teams, including verticals, fiber DIA/PTP/PRI/SIP across enterprise and track performance
- Present monthly sales metrics to commercial leadership teams
- Partner with product development, marketing, sales support and service delivery teams to meet customer service, product demand and installation goals
- Key Accomplishments:
- Motivate, coach and manage team of three supervisors, six inbound, 4 e-commerce (web/chat) and 22 outbound sales agents with accountability for generating $144K per month
- Increased sales funnel visibility for more efficient daily management during first year of hire by restructuring POS process to remove non-revenue generating activity
- Led scope expansion to small construction, providing more customer opportunities and greater RGU growth
- Grew average monthly net from new revenue from $110K to $150K over 24 months by testing and implementing new POS workflow and activity measurement processes.
Commercial Business Sales/Process Manager
Plano, TX
03.2010 - 10.2013
- Provided day to day support and leadership for internal Business Services Sales and Support teams
- Participated and/or led customer sales calls, educated teams on product knowledge/ processes/procedures related to point of sale and customer order processing
- Key Accomplishments:
- Served in a player/coach role with outside sales executives by training on new products/process then going on sales calls to lead by example in a real-world customer setting
- Worked closely with Product Development, Marketing and Operations Managers to develop, document and train on new products, processes, systems and marketing initiatives
- Supported successful launches of several products including fiber-based PRI and SIP Trunk phone
- Certified Facilitator for delivery of Professional Selling Skills training programs for new Sales team members and Sales leaders
- Served as sales project lead on a team to develop and implement a GIS tool for use at the point of sale
- Cut costs at point of sale by introducing use of Geomap Footprint tool to determine serviceability vs
- Rolling truck to determine serviceability
- Additional cost savings were realized by using the GIS tool to perform construction cost estimates.
Commercial Business Account Executive
Time Warner Cable
Dallas, TX
05.2007 - 07.2009
- Secured new commercial business for revenue from fiber optics, HSD, phone and cable TV within non-serviceable North Texas footprint
- Determined capital construction cost and design to support new business customer opportunities by using system prints to perform pre-survey
- Key Accomplishments:
- Built solid business case and met rate-of-return requirements for all projects by partnering with commercial property managers to implement TWC marketing plans at multi-tenant buildings
- Successfully met revenue goals for both transactional coax products as well as large customer, fiber products month over month.
FiOS Local Manager
Verizon Communications
Dallas, TX
08.2005 - 10.2006
- Delivered leadership, coaching and problem-solving strategies to team of 22 FTTP installation and maintenance technicians
- Key Accomplishments:
- Conducted monthly quality and safety inspections for average of four completed jobs for each technician
- Led team members to high productivity and morale using motivating leadership style.
Corporate Customer Operations & Training Manager
Cable Management Associates
Dallas, TX
03.2003 - 08.2005
- As resource for 14 general managers, ensured continuous improvement performance for all CMA front line employees by delivering process improvements and coaching
- Key Accomplishments:
- Converted 18 CMA offices to sophisticated, centralized billing system, enabling unit to consolidate business plans
- Built call center from ground up and cut operating expenses by $150K during first year by centralizing inbound point of sale phone traffic and dispatching from eight CMA locations.
Director of Training
Encore Media Group
Dallas, TX
07.2001 - 09.2002
- Lead teams of 16 district managers and trainers in training program delivery
- Key Accomplishments:
- Orchestrated training programs that impacted 1000 customer service and sales professionals at Time-Warner affiliates nationwide.
Corporate Customer Operations & Training Manager
AT&T Broadband
Dallas, TX
01.1991 - 06.2001
- Developed and delivered curriculum to support sales, service and billing for Digital Cable and HFC Telephony division
- Supervised team of five trainers delivering front-line service training programs for customer service and sales operations
- Key Accomplishments:
- Led successful project to outsource cable-related sales calls that increased sell-in rate from 40% to 70%+ within 90 days
- Increased service levels from job completion performance from 22% to 80% within first 90 days following implementation by delivering consulting in analysis and re-engineering.
Skills
- Business relationships
- Outside sales
- Inside sales
- Product training
- Sales and marketing
- Sales cycle
- Sales forecasts
- Business development
- Sales reporting
- Sales training
- Point of sale operation
- Staff Management
- Strategic planning
- Policies and procedures
- Key Performance Indicators
- Improvement initiatives
- Verbal and written communication
- Coaching and mentoring
Timeline
Director of Field Sales
Cable ONE
12.2018 - Current
Customer Success Manager
Mitel
01.2018 - 12.2018
Commercial Business Inside Sales Manager
Altice USA, Suddenlink Communications
10.2013 - 05.2017
Commercial Business Sales/Process Manager
03.2010 - 10.2013
Commercial Business Account Executive
Time Warner Cable
05.2007 - 07.2009
FiOS Local Manager
Verizon Communications
08.2005 - 10.2006
Corporate Customer Operations & Training Manager
Cable Management Associates
03.2003 - 08.2005
Director of Training
Encore Media Group
07.2001 - 09.2002
Corporate Customer Operations & Training Manager
AT&T Broadband
01.1991 - 06.2001