MICHAEL J.

CHRISTIN
847-909-2224
mcb4edb4@westpost.net
2129 Brookwood Drive sB South Elgin sB IL sB 60177
INTERNATIONAL SENIOR SALES & MARKETING EXECUTIVE
Innovative leader, hands-on manager, and trusted advisor with a solid
reputation for integrity and high standards. Strong record of
achievement in strategic sales, market development, new product launch
strategies and key account management. Pioneered the marketing
strategy and led the sales effort that delivered sales increases of
17% over the last two years, translating to $370 million in additional
revenue. MBA, University of Notre Dame.
SELECTED BOTTOM-LINE CONTRIBUTIONS
Developed profitable new markets ... Selected to develop the market
for Siemens voicemail product (Xpressions.) Created sales incentives
and training programs; established quota and revenue targets. Captured
22% of the market share, equating to $308 million, in two years.
Captured key accounts ... Forged a mutually beneficial relationship
with the CFO/CIO of Bosch Power Tools division, gaining Siemens first
entry into that US division. Won an initial $8 million initial
contract with the HQ location and the opportunity to offer proposals
on 12 additional sites.
Outperformed the competition ...Partnered with Black Box to provide
support and reduce operational expenses for the Global BP account,
completely shutting Cisco out of the account and positioning the
company to win a projected $6 million contract.
Streamlined a sluggish sales process ... Eliminated unnecessary
approvals in a 15-day, 35-step sales-to-market process, reducing the
process to four days. Slashed the 3-4 week turnaround time for quotes
and designs to one week.
Captured market share and revenue increases ... Pioneered the two-year
marketing strategy to move The Disney Channel from a premium service
to an expanded basic service in exchange for co-branding, cross
promotion, and cooperative advertising. Grew market share by 40%,
increased subscribers by 20 million, and generated $24 million in
additional revenue.
Demonstrated consultative sales and negotiation skills ... Leveraged
Siemens reputation of selling value propositions to successfully
negotiate a $12 million contract with the Global BP account while
simultaneously reducing staff frustration and saving 22% in BP's
operational costs.
PROFESSIONAL EXPERIENCE
LODGENET INTERACTIVE CORPORATION, Sioux Falls, SD
(International provider of interactive media and connectivity
solutions for the hospitality industry including on-demand movies,
games, music, broadband Internet access, service, and support; 1,400
employees generating $625 million in annual revenues)
Vice President of Field Sales - since August 2009
Senior executive leading a 50-person team, 8 direct reports, in
managing 25 global brands; $80 M annual quota; $22M P&L budget.
Responsible for exceeding aggressive sales targets for Media,
Broadband, Professional Solutions, Customization, Inside Sales,
International Sales, Service and Support teams. Travel and Time spent
approximately 80 percent Field Sales, 20 percent corporate operations.
* Currently exceeding quarterly service and support revenue targets
equating to revenues over the total life of contracts exceeding
$150 million.
* Personally negotiated Starwood and Marriott's new 5-year contract;
also negotiated 10-year agreement with DirecTV. Hilton and Hyatt
on schedule to be completed by 4^th qtr 2010.
* Developed and managed all administrative aspects of the field
sales operation, including specific sales goals, commission plans,
territory assignments, and ongoing communication to ensure
effective operation of the Field Sales team.
* Created annually assigned Field Sales acquisition and retention,
segmentation, and profitability objectives.
* Reorganized the eight sales teams to geographically based regional
sales teams. Reduced and replaced 40 percent of sales staff.
SIEMENS AG, Chicago, Illinois
(German-based, global conglomerate, with 400,000 employees in 190
countries generating $91 billion in annual revenues)
Vice President of Sales (Global Accounts) - 2004 to 2009
Senior executive leading a 50-person Central region team, 10 direct
reports, in managing 20 global accounts; $50M annual quota; $15 M P&L
budget. Positively manage client relationships with key customer
executives (director to C-level) on current and future engagements,
track project status, assign quotas/resources, and allocate funds.
* Personally negotiated an $18 million contract with Bosch Corp.
providing equipment and services at 20 locations, displacing two
key competitors, Avaya and Nortel.
* Successfully exceeded quota each year for 5 consecutive years with
an average growth rate of more than 35% for five consecutive
years. Quota ranged from $300 to $400 Million.
* Realigned the Sales Engineers and Direct Sales structures,
creating more credibility for the corporation and a more fluid
process that resulted in better communication and more satisfied
customers.
* Key global accounts include BP, Bosch, Sears, Hewitt, 3M and
Cardinal Health.
* Collaborated with 12 channel partners and 30 subcontractors to
open 20 new markets selling equipment and services portfolios,
translating to $675,000 in additional revenue.
AT&T CORPORATION, Brookfield, Wisconsin
(International provider of voice and data connectivity, with 45,000
employees in 130 countries generating $41 billion in annual revenue)
Global Enterprise Director - 1997 to 2004
Consultative sales manager with 6 direct reports and 30+ indirect
reports selling Managed Data and Voice Network Services globally. Held
P&L responsibility for a $5 million budget.
* Successfully sold Managed Services to M&I Corporation that
included 125 banks within three months, edging out the competition
to win an initial $2 million engagement that led to an additional
$6.5 million annual contract.
* Successfully exceeded quota each year for 6 consecutive years with
an average growth rate of more than 20% for six consecutive years.
Quota ranged from $1 to $15 Million.
* Representative clients included M&I Corporation, American Family
Insurance, Kimberly Clark, Fortis Corp., Harley-Davidson, Snap-On
Tools, Johnson Controls, Universal Foods, and Kohler Co.
THE WALT DISNEY COMPANY, Burbank, California
(International media giant with 133,000 employees in 130 countries;
2005 revenues of $39 billion)
Senior Affiliate Marketing Director for The Disney Channel - 1994 to
1997
Directed a sales team of 10-15 people with P&L responsibility for
managing and maintaining key accounts, negotiating contracts, and
establishing pricing. Directed a $2.5 million budget. Guided strategic
direction, brand management, market research, and business development
functions.
* Personally hired, trained, and led the 30 sales representatives
that successfully executed the 2-year marketing strategy that
captured a 40% increase in market share.
IBM CORPORATION, Chicago, Illinois
(Global computer and IT services provider; 329,000 employees in 165
countries)
AS/400 Managed Services Representative - IBM Global Network - 1991 to
1993

Account Systems Engineer - 1989 to 1990

Marketing Support Assistant - 1987 to 1989
Promoted into a full time position upon graduation from college.
Selected for engineering expertise and transitioned into a sales
engineer position, exceeding the $3.5 million annual sales quota in
all four years.
* Key accounts included Leo Burnett, Olgilvy-Mather, FCB, Winston
Straum, Jenner and Block, American Medical Association, Budget
Rent-a-Car, Como Inn, Drake Hotel, and Houston Foods.
EDUCATION
Master of Business Administration in Sales & Marketing Management -
1994
University of Notre Dame, Notre Dame, Indiana
Bachelor of Business Administration in Economics and Marketing - 1989
Loyola University of Chicago, Chicago, Illinois
PROFESSIONAL MEMBERSHIPS
Member, Siemens CARES Foundation
Former Member, Disney VoluntEARS Foundation
Past Participant, University of Notre Dame's Urban Plunge campaign
Past Participant, IBM's Adopt-A-School program
MICHAEL J. CHRISTIN sB 847-909-2224 sB Page 3