PROFESSIONAL QUALIFICATIONS
Twenty-six years of experience in sales, marketing, engineering, project management and entrepreneurship.
Resourceful leader adept at implementing high-profile, marketing/sales programs within public and private B2B telecommunications and Construction industries.
Successful track record of selling at the executive level and building consensus among key stakeholders. Highly effective with dealers, distributors, channel partners, merchants, national accounts, franchises, and OEM relationships.
EXPERIENCE
President - Gulia Design Build LLC (www.guliadesignbuild.com) (2002-)
• Design-Build firm working with developers, contractors, investors and homeowners to build and improve their properties through renovations, additions and remodeling.
• Responsible for: Acquisition/Purchasing, Sales, Marketing, Project Management, Profitability, Time/Quality Management, Contract Administration, Safety Management.
• Defined the responsibilities and management structure of the project management team, organizing and leading by implementing project controls, defining roles and responsibilities and developing communication protocols.
Projects as a builder/developer: subdivisions, hotels, apartment complexes and upscale residential renovation.
Engineering Manager - Source One Corp. (2009-)
• Responsible for the design, budget/costs, management, approval and construction coordination of the telephone company network for AT&T Southeast, South Atlanta District.
Senior Product Marketing Manager, Canada & Latin America - Lucent Technologies/Avaya (1996-2002)
• Managed a team of Marketing professionals supporting over $100M in sales. Managed office operations staff supporting Canadian sales.
• Responsible for obtaining and managing Marketing Budgets of $2M.
• Provided in country sales support as a subject matter expert.
• Conducted Trend Analysis of market demand and technological developments in order to define strategy and investment as well as to guide channel efforts.
• Performed competitive analysis and Benchmarking. Provided sales and channel partners with actionable competitive intelligence.
• Created Value Justification materials used by sales/channels to obtain customer acceptance.
• Provided sales tools/collateral for sales, value added resellers and distributors.
• Directed product management to provide specialized products for the region.
• Responsible for establishing regional pricing of products for direct and indirect channels.
• Six Sigma "Voice of the Customer" metrics were implemented to identify customer needs and requirements.
• Enhanced Brand Identity vs the entrenched market leader in Canada.
• Revitalized sagging sales by recruiting strategic new partners such as Tech Data, Anixter, IBM, Bell Canada and other niche players.
• Implemented Success Metrics for the unit such as target product mix, customer mix and geographical market share.
• Analyzed ROI and developed corrective actions and improvement path which included the shift to a distribution model.
Sales in Canada grew from $2M to $12M in 1.5 years
Latin America sales grew from $15M to $112M in 2 years.
Channel Manager - Northern Telecom (1990-1996)
• Responsible for sales to our independent and telecom value added resellers.
• Negotiated sales agreements with strategic partners such as IBM Canada.
• Responsible for demand creation, lead generation and conversion through media, trade shows and educational programs.
• Led a team of engineers that produced product documentation for the implementation of structured wiring to existing and emerging local area network technologies.
• Produced a software design tool for our customers that greatly simplified the quoting process.
• Designed and provided on-site training to customers and Value-Added Resellers in North America and Europe.
Outside Plant Engineer - Bell Canada (1984-1990)
• Responsible for the design, budget/costs, management, approval and construction coordination of the telephone company network for various regions around the Metro Toronto area.
• Supervised pool of drafting and pricing technicians.
• Managed the transition of record keeping from paper to PC based systems.
• Developed PC based tools to aid in the design and material estimation of projects.
COMMUNITY
2003-2007 Kiwanis Club of Duluth, 2006 President
EDUCATION/CERTIFICATIONS
• 2009 Georgia Builders License
• 2003 Georgia Real Estate License
• 1990 Building Industry Communications Systems Designer (RCDD)
• 1987 Registered Professional Engineer - Civil Engineering
• 1980-1984 University of Toronto Bachelor of Applied Science and Engineering – Civil Engineering
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