JAMES D. FREIHOFF 30 Lancewood way Irvine California 92612 E-Mail: [email protected]
Cell: (949) 400-1408
QUALIFICATIONS SUMMARY Executive level sales and marketing professional with extensive leadership and m anagement experience in the business telecommunications industry. Highly respect ed for meeting or exceeding revenue targets, a very "hands on" problem management style, possessing solid organizational, teamhaving building, team working, so lving skills and overall contribution to the companies success with emphasis in the following areas: * * * * * * * * * *
General Sales & Marketing management Corporate visibility & Brand awareness Domestic and International market Creating Marketing plans & Demand generation OEM, Nat'l Accounts & Major Accounts Product input with business case support Distribution and Channel Sales Reseller recruitment CPE and Hosted end user sales Creation of reseller programs
* Product kickoffs & rollouts * Development of pricing models _______________________________________________________________________ ______________________________________________ ____________________________ ___ P R O F E S S I O N A L E X P E R I E N C E
Telenet/UniVoIP Inc - El Segundo CA Mitel CPE Product line & UniVoIP Hosted PBX Service VAR VAR Vice President President Sales and Marketing Marketing (May 07 to Present) Present) Profit, loss and sales operations responsibility for hosted VoIP PBX provider. M anage all marketing initiatives. Recruit, hire and train new sales personal. Man age product partners and vendor relationships. Report monthly and weekly sales u pdates and forecast. Conduct weekly sales meetings. Expand reseller agency and O EM partners. Member executive management team. * Turned around struggling sales organization by setting goals and expectations. Exceeded companies revenue projections in downward economy * Dramatically increased sales pipeline by driving intense lead generation activ ities from sales staff and by managing 3rd party contractors and programs. Inclu ding referral, Outbound, Direct touch and Online methods * 1st 8 months, Hosted PBX business grew by 100%, now operating in the black for the 1st time in the companies 5 year history * Closed 3 large enterprise customers, which increased CPE PBX business by 67% i n 1st 12 months. 1 of only 2 Mitel VARS in Western US to achieve this in 2009 * Initiated ongoing product sales training and selling strategies for sales pers onnel * Transitioned sales team to CRM tool for tracking sales and prospecting activit ies
* Increased on-line visits to company website from 0 to over 20,000 per month Mitel Networks - Costa Mesa CA Manufacturer Business Telecommunication equipment Regional Account Manager (Dec 06 to May 07) Meet or exceed assigned sales quota, Provide product sales training, Assist VAR sales people on sales calls and product demos, Direct marketing efforts for assi gned VARS, Provide accurate sales forecast. * Took on approximately 30 under performing Mitel VARS and increased sales acros s the board * Top % to Quota Western Division Mitel RAM for FYE 2007
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Blue Violet Networks - Costa Mesa CA Mitel Product Line - AVST & Unified messaging systems VAR Vice President President Sales and Marketing Marketing (Feb 04 to Dec 06) Manage sales staff. Develop sales goals and programs. Improved customer communic ation and relations. Implemented marketing programs. Updated and maintained sale s forecast reports and department pipeline. Conducted weekly sales meeting. Expa nded customer base via new account acquisition. Member executive management team * * * * * *
Hired sales staff generating $2.5M in incremental revenue Grew Call Center business by 200% Grew messaging business by 300% Recovered several lost accounts resulting in new sales Increased PBX revenue 30% from existing accounts Launched company website
Sound Advantage LLC - Irvine CA Manufacturer UM speech Recognition Systems Senior Vice President Sales Sales and Ma Marketing rketing (Sep 00 to Jan 04) Oversee sales, marketing, product management, technical support and technical ce rtification functions. Manage departmental budgets, create business plans and se t departmental goals. Member executive management team. * Restructured channel sales model and implemented new Data VAR and Telephony re seller programs * Established US Regional Manager Sales force, added 12 regional managers * Signed US distribution agreements with Front Range, Catalyst Telecom and Grayb ar electric * Signed International master distribution agreements with Crane UK signed OEM a greement with Expanets US COM2001.com - San Diego CA Manufacturer Server based VoIP PBX systems Vice President Sales and Marketing (Sep 98 to Sep 00) Provide leadership, management skills and business development acumen to attain company objectives. Direct, manage and develop worldwide sales force and global
reseller channel, develop sales policies, strategies and budgets. Meet sales goa ls. Member executive management team. * Increased FY99 sales 318% or $630K to $2.0M compared to same period previous y ear * Increased FY00 sales 270% or $2.0M to $5.5M compared to same period previous y ear * Introduced VAR reseller program, established 100 new COM2001.com authorized VA RS * Launched "factory integrated by DELL", InternetPBX to Telco channel, distribut ed by GTE, PacBell and Sprint supply. * Introduced COM2001.com financial services. * Built web based system design and pricing configurator. Active Voice Corporation - Seattle, WA Manufacturer Auto attendant/Voice Mail Systems General Manager, International (Oct 93 to May 98) Manage International sales, manufacturing and service operations. Develop sales and marketing operating plan and budgets, Oversee global sales force. Establish in-country facilities for sales, marketing, manufacturing, technical support ser vices and product certification training courses. * Grew department from 3 to 40 people in 4 years, expanded distribution of Activ e Voice products in over 60 countries. * Met all budgets and forecast, exceeded all sales quotas, received achievement awards. * Grew international sales revenue to $21.7M total revenue in 1st 36 months, 101 % of plan over same period of time. * Established in-country offices in London, Manchester, Scotland UK - Melbourne and Sydney Australia Vancouver, Calgary and Toronto Canada - New Delhi India -K. L. and Latin America. * Negotiated and established Active Voice Partnership offices in the Netherlands , Hong Kong and Mainland China. * Established over 200 International authorized dealers, signed OEM Contracts wi th NEC Japan, Philips BCS Netherlands, Groupo Delta Mexico and Crane / Goldstar UK. Active Voice Corporation - Irvine CA Manufacturer Auto attendant/Voice Mail Systems Western US Division Manager (Oct 92 to Sep 93) Hire, manage and direct Western Division sales and support personnel, meet or ex ceed division sales quota. Provide accurate product and sales revenue forecast. Establish division sales plan and budget. * Top sales division in FYE93, 122% of quota for $7.9M in sales, awarded preside nts club. * Expanded Western division regional offices from 5 to 11 in less than 12 months . * Signed Inter-Tel direct offices (western division) over $1.5M in sales revenue in same period. * Signed Chicago based Montgomery Wards to national account program.
Active Voice Corporation - Santa Ana CA Manufacturer Auto attendant/Voice Mail Systems Southwest Regional Manager (Aug 87 to Sep 92)
Meet or exceed Southwest region sales quota. Recruit and establish new Active Vo ice certified dealers and distributors throughout California, Arizona and New Me xico. Assist dealer sales people with end-user sales and application appointmen appointmen ts, manage dealer programs. Supervised Southern California area sales managers. Conduct product configuration and competitive training classes for VARS. * Launched Active Voice's first regional sales office. Defined the regional sale s manager role and responsibilities. * Successfully positioned Active Voice as a quality provider of PC base voice ma il. * Top sales performer 1988, 1989 & 1991, highest % of quota 1989 & 1991. * 1st regional manager to exceed the $1.0M in sales barrier. * Helped create and design several collateral materials and sales tools. Education * Cypress College, Various management, leadership, sales and marketing courses. References * Personal and industry references available upon request.