Created IBM's WW Competitive Intelligence and Market Intelligence Business Functions
March 4, 2005 (Press Release) --
Nancy J. Hopkins
7504 Bradford Pear Drive, Irving, Texas 75063
972-444-9228 (home), 972-743-5701 (cell)
nhopkins@netscape.net
H2Group, 03/01-Present
SVP Sales & Marketing/Turnaround Expert/Partner, Dallas, TX
Responsible for global retail sales, sales plans, sales channels, forecasts, vendor relationships, product descriptions. Manage P&L for 75 Product Lines of over 600 products. Vendors and suppliers include Fuji, Nike, Sony, Norman Rockwell and Lenox. Attend tradeshows and establish 90 day contract terms for new name brand products to be sold eAuction sites, eBay, Ubid, Egghead, & Yahoo.
COMPAQ, 10/99-03/01
Mid-South District Sales Manager, Sales & Services, Compaq Global Services Division, Dallas, TX
Responsible for growing $52m annual revenue in the Mid-South Region (Texas, Arkansas and Louisiana) to $70m in 16 months. Manage P&L of 40 Compaq, HP, DEC and Tandem Product Lines and 50 individual products/services. Ranked as the #1 Sales Manager in North America (out of 40) by accomplishing 158% of quota in 1999; Earned Flagship Honors (exceeded 100% quota) in Q4 ’99 thru Q1 ’01; ranked as the #2 Sales Director in North America in 2000 by exceeding 120% of quota.
Responsible for the Region Sales Plan, Account Plans, Existing & New Business Pipeline, Forecasts, Sales Quotas, Compensation Plan, Sales Incentives & Training. Re-engineered the Sales Processes. Managed and trained 8 Global/Major Account Managers & 6 Small/Medium Business Sales Managers.
GTE, 10/97-6/99 Bell Atlantic-GTE Merger Layoff
Director of U.S. Small/Medium Business Sales & Services, GTECC Business Markets Division, Irving, TX
Established a new National Small/Medium Business Sales Channel in 1999 that generated $25m in revenue; manage P&L for 10 Bundled Services and 25 Individual products; managed and trained 5 regional sales managers to recruit and train Call Centers, Telemarketing Agencies and Value Added Resellers (VARs) across the U.S. to sell Local, Long Distance, Internet Access, ADSL, Web Hosting, Managed Applications, Cell Phones/Cellular Service, Pagers & Wireless Handhelds; developed a National Sales Plan, Sales Force, Quotas, Compensation Plan, and Website.
GTE, 8/96-10/97 Promoted to Director of U.S. Small/Medium Sales & Services
Corporate Business Development Manager, GTE Corporate Headquarters, Irving, TX
Developed executive relationships with strategic alliance partners, business opportunities across industries, and bundled products & services for commercial customers that have the potential of becoming a $250M business in 5 years (i.e., smart homes & offices, Internet, WebTV, unified messaging, screen phone, desktop management, smart card, telephony, ADSL, network infrastructure, e-commerce, content). Created joint business plans with IBM, Microsoft and Netscape.
IBM, 8/94-8/96
WW Director of Corporate Strategy & Business Intelligence, Armonk, NY
Recruited by SVP Corporate Strategy to establish a new Corporate Business Intelligence department at IBM Corporate Headquarters. Established corporate management team, budgets, goals, methodologies, strategies, executive strategy development & communications management system (EIS) & electronic war rooms; responsible for worldwide market & competitive intelligence; created IBM's Global Market View, Competitor Executive Management Program and the IBM Global Business Intelligence Network; selected and supported IBM's executive committee and task forces.
Trained Louis Gerstner, Chairman and CEO, and IBM's top 50 SBU Presidents in the use of the Global Business Intelligence Network EIS in the new electronic war room; provided major deal support & consulting expertise to business unit Presidents.
Electronic Data Systems, 11/92-8/94
Strategic Business Unit Planning Manager, Travel & Transportation SBU, EDS Headquarters, Plano, TX
Recruited by the EDS Travel & Transportation SBU President to win a $1B contract with Continental Airlines. Created the SBU Strategic Plan. Established an Executive Relationship & Opportunity Management process to utilize industry cross selling techniques to grow existing & new business. Provided field and competitive intelligence to the management team. Created competitive sales models and strategies for the sales team to successfully win mega deals, i.e., $250m American Express contract.
Electronic Data Systems, 11/89-11/92 Promoted to Travel & Transportation SBU
Competitive Intelligence Manager, Corporate Marketing, EDS Headquarters, Plano, TX
Created a new Corporate Competitive Intelligence department & function; developed strategies & counterstrategies for EDS & its major Tier 1 competitors (Andersen Consulting, AT&T, Computer Sciences Corp., Cap Gemini Sogeti, IBM, Perot Systems & Unisys); provided briefs, profiles, assessments & presentations to the Leadership Council & SBU Presidents; performed wargaming & predictive analysis; provided ongoing competitive intelligence, deal tactics & deal support to all business units for mega multimillion dollar deals (>$500m); i.e., Continental Airlines/System One, FAA/CORN, & several Blue Cross/Blue Shield accounts.
EDUCATION
Clear Creek High School, Top 5% of Graduating Class, League City, Texas
University of Texas at Dallas, B.A. Sociology, Cum Laude Honors (3.5/4.0), May 1986
POST GRADUATE COURSES
Strategic Planning, Global Account Planning, Competitive Benchmarking, Best Practices, Sales Development, Marketing, Brand/Image, P&L Analysis, Competitive Intelligence, Leadership Development
ASSOCIATIONS
Women in Technology Institute, Planning Forum, Society of Competitive Intelligence Professionals (SCIP), Conference Board, Authors & Experts, Texas Authors
7504 Bradford Pear Drive, Irving, Texas 75063
972-444-9228 (home), 972-743-5701 (cell)
nhopkins@netscape.net
H2Group, 03/01-Present
SVP Sales & Marketing/Turnaround Expert/Partner, Dallas, TX
Responsible for global retail sales, sales plans, sales channels, forecasts, vendor relationships, product descriptions. Manage P&L for 75 Product Lines of over 600 products. Vendors and suppliers include Fuji, Nike, Sony, Norman Rockwell and Lenox. Attend tradeshows and establish 90 day contract terms for new name brand products to be sold eAuction sites, eBay, Ubid, Egghead, & Yahoo.
COMPAQ, 10/99-03/01
Mid-South District Sales Manager, Sales & Services, Compaq Global Services Division, Dallas, TX
Responsible for growing $52m annual revenue in the Mid-South Region (Texas, Arkansas and Louisiana) to $70m in 16 months. Manage P&L of 40 Compaq, HP, DEC and Tandem Product Lines and 50 individual products/services. Ranked as the #1 Sales Manager in North America (out of 40) by accomplishing 158% of quota in 1999; Earned Flagship Honors (exceeded 100% quota) in Q4 ’99 thru Q1 ’01; ranked as the #2 Sales Director in North America in 2000 by exceeding 120% of quota.
Responsible for the Region Sales Plan, Account Plans, Existing & New Business Pipeline, Forecasts, Sales Quotas, Compensation Plan, Sales Incentives & Training. Re-engineered the Sales Processes. Managed and trained 8 Global/Major Account Managers & 6 Small/Medium Business Sales Managers.
GTE, 10/97-6/99 Bell Atlantic-GTE Merger Layoff
Director of U.S. Small/Medium Business Sales & Services, GTECC Business Markets Division, Irving, TX
Established a new National Small/Medium Business Sales Channel in 1999 that generated $25m in revenue; manage P&L for 10 Bundled Services and 25 Individual products; managed and trained 5 regional sales managers to recruit and train Call Centers, Telemarketing Agencies and Value Added Resellers (VARs) across the U.S. to sell Local, Long Distance, Internet Access, ADSL, Web Hosting, Managed Applications, Cell Phones/Cellular Service, Pagers & Wireless Handhelds; developed a National Sales Plan, Sales Force, Quotas, Compensation Plan, and Website.
GTE, 8/96-10/97 Promoted to Director of U.S. Small/Medium Sales & Services
Corporate Business Development Manager, GTE Corporate Headquarters, Irving, TX
Developed executive relationships with strategic alliance partners, business opportunities across industries, and bundled products & services for commercial customers that have the potential of becoming a $250M business in 5 years (i.e., smart homes & offices, Internet, WebTV, unified messaging, screen phone, desktop management, smart card, telephony, ADSL, network infrastructure, e-commerce, content). Created joint business plans with IBM, Microsoft and Netscape.
IBM, 8/94-8/96
WW Director of Corporate Strategy & Business Intelligence, Armonk, NY
Recruited by SVP Corporate Strategy to establish a new Corporate Business Intelligence department at IBM Corporate Headquarters. Established corporate management team, budgets, goals, methodologies, strategies, executive strategy development & communications management system (EIS) & electronic war rooms; responsible for worldwide market & competitive intelligence; created IBM's Global Market View, Competitor Executive Management Program and the IBM Global Business Intelligence Network; selected and supported IBM's executive committee and task forces.
Trained Louis Gerstner, Chairman and CEO, and IBM's top 50 SBU Presidents in the use of the Global Business Intelligence Network EIS in the new electronic war room; provided major deal support & consulting expertise to business unit Presidents.
Electronic Data Systems, 11/92-8/94
Strategic Business Unit Planning Manager, Travel & Transportation SBU, EDS Headquarters, Plano, TX
Recruited by the EDS Travel & Transportation SBU President to win a $1B contract with Continental Airlines. Created the SBU Strategic Plan. Established an Executive Relationship & Opportunity Management process to utilize industry cross selling techniques to grow existing & new business. Provided field and competitive intelligence to the management team. Created competitive sales models and strategies for the sales team to successfully win mega deals, i.e., $250m American Express contract.
Electronic Data Systems, 11/89-11/92 Promoted to Travel & Transportation SBU
Competitive Intelligence Manager, Corporate Marketing, EDS Headquarters, Plano, TX
Created a new Corporate Competitive Intelligence department & function; developed strategies & counterstrategies for EDS & its major Tier 1 competitors (Andersen Consulting, AT&T, Computer Sciences Corp., Cap Gemini Sogeti, IBM, Perot Systems & Unisys); provided briefs, profiles, assessments & presentations to the Leadership Council & SBU Presidents; performed wargaming & predictive analysis; provided ongoing competitive intelligence, deal tactics & deal support to all business units for mega multimillion dollar deals (>$500m); i.e., Continental Airlines/System One, FAA/CORN, & several Blue Cross/Blue Shield accounts.
EDUCATION
Clear Creek High School, Top 5% of Graduating Class, League City, Texas
University of Texas at Dallas, B.A. Sociology, Cum Laude Honors (3.5/4.0), May 1986
POST GRADUATE COURSES
Strategic Planning, Global Account Planning, Competitive Benchmarking, Best Practices, Sales Development, Marketing, Brand/Image, P&L Analysis, Competitive Intelligence, Leadership Development
ASSOCIATIONS
Women in Technology Institute, Planning Forum, Society of Competitive Intelligence Professionals (SCIP), Conference Board, Authors & Experts, Texas Authors
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