thomas wilson

* Led teams responsible for developing and implementing segment and channel marketing strategies to profitably retain and grow AT&T SMB customers and revenues. Extensively used results data to focus and refine efforts. * Developed and drove AT&T’s small and medium business segmentation strategies, which stood the test of time, reducing churn and driving exceptional revenue growth for multiple years * Led all AT&T small business marketing campaigns (DM, eDM, outbound and inbound telemarketing, telephone account management, indirect “feet on the street”) * Guided AT&T SMB advertising, analyzing results and shifting media mix to optimize lift and margin * Created innovative channel incentives and events, consistently driving a 40% sales lift for targeted products * Drove sales of wireless services through wired channels and wired services through wireless channels

* Led teams responsible for developing and managing $3B- $7B/year of communications products, services and bundles targeted at business customers. * Created and drove a packaging framework for enhanced services to substantially increase revenue and retention * At merger, established and led a single, integrated team to drive business revenue across the SBC footprint * Led the integration of disparate business products and packages from three regions into one cohesive set of offerings, with state-specific variations as required to meet varying market and regulatory needs * Leveraged learnings across regions to maximize performance * Won top honors (RITE TEAM quarterly award) out of 51 Product Marketing Executive Director teams for revenue attainment and overall leadership

* Responsible for strategy development and implementation for two business units serving all but 200 of Ameritech’s retail business customers ($3.3B in annual revenues). * Developed the overarching strategies in 1996, which drove the units’ plans and tactics until the SBC merger in October, 1999 * Fully integrated the planning process to ensure alignment between strategic plans, business plans, marketing plans, channel plans, and service plans, with a focus on effective execution * In partnership with Human Resources, integrated plan implementation with individual performance management to drive ownership of the plans to each employee throughout the units * Led the development and roll out of the 1998 Marketing and Sales Plan to 1,000 direct & indirect Sales people

Responsible for managing all aspects of the $125+M billing and customer information services line of business: sales/account management, customer service, operations, market management, and system/process management. Developed and negotiated all billing contracts, and made all pricing decisions. Restructured organization to improve efficiency and effectiveness, assigned accountability and ownership to "leadership team" members, reduced headcount by 30% (from 95 to 65), revamped processes, improved customer service and satisfaction, and exceeded revenue commitment by 12%.

Responsible for the development, implementation and tracking of unit business plans as well as for market planning and applications/business development. Developed the business planning process for this unit from initial launch, including the development of a monthly scorecard shared with all unit employees to drive focus on achieving key business objectives Created highly successful strategic and business plans (exceeded plan each year)

* Managed the product, pricing, and policy expectations of a $1+B/yr. customer. Earned several awards including: * This customer's highest supplier award (ACES) * Ameritech Call to Excellence Award for negotiating a 5 yr. contract for competitive services worth $240M * The Carrier Sales Outstanding Sales Achievement Award (one awarded per Ameritech entity)

Managed the Carrier Access Billing System for the five Ameritech Operating Companies. Established and chaired an IT/User Change Management Process Team to document, analyze, and improve the existing process. This effort reduced release cycle time and significantly improved output integrity.

Established the access ordering and provisioning process in Illinois at divestiture. Managed the ordering process for the five Ameritech companies. Represented Ameritech in national access customer/supplier standards forums on technical and ordering issues. Led the development of, chaired, and presented major portions of, annual 100+ customer Access Seminars described by customers as the best in the industry.

Designed customer-specific “Special Services” circuits. Supervised data circuit designers (mgmt.) and technical support personnel (non-mgmt.). Consistently exceeded objectives through commitment and creative management.